Present Yourself Efficiently When Video Prospecting with Morgan Ingram

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Welcome to the live Better Sell Better podcast with your host, Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders, where we dive in deep for tactical advice on how to book more meetings, close more deals faster, and lead sales teams to success. But we don't stop there. We also focus on the person in salesperson. We talk about mindset goals, time management, and so much more. So thank you for listening and if you're interested, head over to patreon.com inside sales excellence. Now with that, grab a notepad, get ready, and let's dive into the good stuff. Now. Johnny actually asked a good question. Johnny, want to hop on real quick? Ask Morgan.

Hey, thanks so much. Yeah, it actually kind of stole the words right out of my mouth from the methods of persuasion. I saw it in one of your videos and picked it up. And he was talking about the importance of changing the body language of your target to create a more, I guess, centralized thought process with what they're thinking and what they're actually doing. Be more congruent. So with the video, you want to be real, but I also remember Morgan saying, smile in the video show that you're not a weirdo. So how do you find that balance in terms of body language where you are being real, but you also aren't being that supercell, you guy who's just smiling and, hey, I'm gonna be your best friend. If you happen to respond to me.

Type, hey, it's Morgan. Yeah, you don't wanna, hey, I'm trying to say something today like, yeah, you don't wanna do that. So there's two things. Number one is I highly encourage everyone to do this, to feel very comfortable and to be conversational is to stand up when you make a video. Now, that sounds like, oh, that sounds basic. Yet it's. It's not. Like, notice the difference of sitting down and making a video versus standing up. Like, if I were to stand up and to start talking, my voice would change. I'd be more conversational, more fluid. You're in the state of having a conversation. Typically, if you meet someone at an event, you're standing up and talking to them. So that's a way you can have that flow with you. Now the next point is the smile. So what I'll do in the major, I say, like, every single video, actually, I will smile at the beginning so I look approachable. Right? Because most videos that people will send out or even I get, they're like frowning and they look upset. I'm like, what? Like, yeah, no one's clicking the videos because you look mad. So why would I want to talk to you? I don't know you, so that's easy for me to ignore. So the smile in the beginning is important. So when I start a video, I do a wave, right? I have the smile. I do a wave. And then. Then I get into, like, my tone and my personality. However, again, what. You notice what I said there? Tone and personality. Everyone's personality is going to be different. I always say mirror the audience on how your tone and delivery is gonna be as well. Like, that's really important. But the two pieces is standing. When delivering the video, you'll actually notice it's more conversational for you. And then the smiling piece at the beginning and then let it naturally flow again as if you're having a conversation, right? And that's the. That's the best way of really thinking about that.

Thank you. I appreciate that.

You're welcome.

I think it's key, y'. All. Like, what is missing the most, I think, in sales right now is actually what sales was originally built on was the person. The emails that get sent out right now are not personalized, and they're not personable. Sales people are reaching out to businesses, not people to Personas, not people. Be a person, y'. All. And so this is, I just think, just a counterpoint on what Morgan said. I would encourage the body language that you're comfortable with in terms of conversation, right? So if you're a stander stand, but also have reps that are better sitting than when they're. Because they stand up and they. They freeze. They don't know what to do because it's not how they actually have their conversation. So you need to know, you know, rule number one. Know thyself. Like, know where you can be yourself, right? Fun, y'.

All.

Like, have some fun with these videos. Like, Jesus. Like, I don't know what else to say. Like, we. We take ourselves way too seriously in most of these, right? The videos that I do get, right? Hi, Kevin. This is Jim over at Super Biz. Thank you so much for watching my video. Now, the reason for my video today is I saw you are hiring SDRs, and I was hoping, like, I'm gone. Like, it makes. It feels awkward. So have some fun with it. Bring some energy. Mario, I think you and I talked about this a while back. Like, for every one person you piss off for being unprofessional, there's three other people that appreciate for being a human being.

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