And for those of us who are actually trying to connect on a personal level \u2013 whether through email, text, LinkedIn, CRM, or any other form of digital communication \u2013 it\u2019s becoming a problem. Your messages are being ignored, mistrusted, and misunderstood, making it difficult to connect with your prospects and customers. <\/p>\n\n\n\n
So how do you break through the digital noise?<\/p>\n\n\n\n
Human-centered selling <\/em><\/strong>– or the <\/em>psychology of selling through video (as well as other human-first approaches). <\/p>\n\n\n\n In this article, you\u2019ll learn what human-centered selling is, three specific examples in different parts of the sales funnel, and access to a structured framework you can use right away. <\/p>\n\n\n\n \u201cSelling through video\u201d doesn\u2019t mean sending overly-produced marketing videos. I\u2019m talking about replacing some of your faceless, text-only messages with simple, personal video messages<\/a>. <\/p>\n\n\n\n Julie Hanson, a keynote speaker and author, told me \u201cYou are your greatest selling tool. Your mind, your voice, your physicality. And most sales are still won and lost by human beings.\u201d <\/p>\n\n\n\n Yet most sales pros still rely heavily on communication methods that don\u2019t highlight their best sales asset: themselves. Face-to-face selling is most effective, but not much of an option lately. A video conference meeting is the next best approach, but it requires you to get prospects\u2019 attention and build their trust for them to accept that meeting. <\/p>\n\n\n\n So what about when you\u2019re not face-to-face? A video message can be as personal, effective, and engaging as an in-person meeting, but more convenient because they can watch your message when it works for them. You don\u2019t have to agree on a time to meet to get the benefits of being human-centered. Plus, your message can easily be forwarded to other stakeholders. <\/p>\n\n\n\n A video isn\u2019t necessary for every sales touchpoint, but there are certain moments along the customer lifecycle where being intentionally human-centered can yield more responses, get you more at-bats, and close more opportunities. Here are three such examples.<\/p>\n\n\n\n Is it hard for you to connect with decision-makers when outbounding? It makes sense. They get hundreds of messages every day. So if you want to break through the digital pollution, try this: Speak like they do. Use words from their website, their LinkedIn bio, or something they said on a podcast.<\/p>\n\n\n\n Here\u2019s an example of how that worked for me. I love podcasts. When I heard an episode I liked, I sent the host a simple video message. I showed gratitude<\/em> by sharing what I learned in the episode, and I used the language they used. <\/p>\n\n\n\n I was never selling anything upfront. I was gaining trust. The result? I got an 82% response rate. <\/p>\n\n\n\n These were the country\u2019s top podcast hosts \u2013 who happen to be CEOs, sales leaders, CMOs, and authors \u2013 and I got a response 4 times out of 5. <\/p>\n\n\n\n You can use this strategy with webinar hosts, keynote speakers, authors, or anyone you want to reach out to. <\/p>\n\n\n\n When it\u2019s time to send the proposal or contract, there\u2019s no worse time to be mistrusted or misunderstood. Simply sharing the PDF doesn\u2019t convey any of the excitement and personality that got you here. <\/p>\n\n\n\n Instead, share a screen recording video walking your prospect through the document. Here\u2019s why this works:<\/p>\n\n\n\n Adding this little human touch to your proposal is a simple and effective way to make the buying process smoother for your customer. <\/p>\n\n\n\n Persuasion isn\u2019t just about pitching your product to leads. At the beginning of the COVID-19 pandemic, one of our BombBomb users named Melissa simply reached out to her existing customers asking how they were doing. <\/p>\n\n\n\n In her videos, she was incredibly authentic. You could see in her eyes and hear in her voice that she was genuinely curious about their well-being.<\/p>\n\n\n\n Then, she provided value with a new content piece she thought would be helpful. And since that value was free, ungated, and came up after <\/em>her genuine introduction, it was very well received. <\/p>\n\n\n\n Now, if you\u2019d like to see three proven frameworks for human-centered selling, watch this presentation<\/a> I recently gave during the Sales 3.0 Conference. You\u2019ll see exactly what to say in your video messages, as well as how and when to say it for the best results. <\/p>\n\n\n\nThe Human-Centered Selling Process<\/h2>\n\n\n\n
Cold outreach<\/h2>\n\n\n\n
Sending a proposal<\/h2>\n\n\n\n
Customer outreach<\/h2>\n\n\n\n
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