Dan Martell - How To Shoot a Customer Re-Engagement Video

00:00:00.200 Videos scare the crap out of people.

00:00:01.840 There's like, I think it's kind of like,

00:00:03.880 there's public speaking, which people are,

00:00:06.960 and I think video, I don't know,

00:00:08.240 where do you, do you think video's higher?

00:00:09.680 It could be higher.

00:00:18.240 How to shoot a customer re-engagement video.

00:00:21.080 Now, before you run away with hot sweats

00:00:23.640 and say, I'm not doing videos, Dan, I see you,

00:00:26.200 I love watching your YouTube, I'm not doing it.

00:00:29.100 Let me sell you on why it's powerful.

00:00:31.540 I really think that video, the reason why I went all in,

00:00:34.080 and I was, I never did video before, right?

00:00:36.440 The first video was me with my iPhone,

00:00:37.880 and then eventually I got Jared and his fancy rig

00:00:40.220 and this Nikon, I don't even know, this Canon.

00:00:42.280 It's not even a Nikon.

00:00:43.380 This camera to shoot video, and I had to learn the skill

00:00:46.880 because I knew that if I wanted to connect with you

00:00:49.420 at the broadest level in the world at a global scale,

00:00:52.720 it had to be video because words just don't,

00:00:54.720 I don't think, capture the essence in the community.

00:00:57.460 So same thing with your customers.

00:00:59.160 If you do this right, if you listen to me,

00:01:01.200 don't run away and just actually think about

00:01:03.060 what I'm gonna share with you.

00:01:03.960 I really think you have the opportunity

00:01:05.400 to get past customers to hire you again,

00:01:07.740 to get current customers to recommend

00:01:09.640 and refer you more often with a very simple strategy.

00:01:13.280 I remember I was working with one of my good buddies

00:01:15.440 and he has an agency and he was trying

00:01:17.040 to really grow the business fast

00:01:18.520 but he needed the capital to invest in that growth.

00:01:21.380 So it was really about like how do we get

00:01:23.060 as many customers in the next 30 days as possible

00:01:25.760 and we looked at about a dozen different strategies

00:01:28.020 and then I said, you know what?

00:01:29.460 I think this might work.

00:01:30.440 How many previous customers do you have?

00:01:31.960 Oh, like 250.

00:01:33.000 They've been in business for like 10 years.

00:01:34.800 And I was like, what if we shot a video to the customer?

00:01:37.840 Nothing fancy, very simple, iPhone,

00:01:40.680 photo booth on your laptop, whatever it is,

00:01:42.780 and just said these things.

00:01:44.180 I bet, you know, if I was on the receiving end,

00:01:46.340 I would reply and maybe think about

00:01:48.140 working with you guys again.

00:01:49.220 So that's what I want to share with you

00:01:50.420 because not only did he do it, he got new customers.

00:01:52.960 And then I got inspired and I was like,

00:01:54.380 hey, I should probably shoot some videos

00:01:56.020 from some of my previous customers,

00:01:57.380 and I did the same thing, and every one of them replied.

00:02:00.280 Why?

00:02:01.120 Because when's the last time you had somebody you worked with,

00:02:03.820 a company you hired, or a service you used,

00:02:06.820 send you a personal video thanking you for being a customer?

00:02:10.920 That is the power of what I call

00:02:12.900 the customer re-engagement strategy.

00:02:15.040 So number one, the thing you do not want to mess up

00:02:17.540 is you gotta personalize it.

00:02:18.780 If you think you can sit there and just send a bunch of emails

00:02:21.700 or videos that look the exact same, you're wrong.

00:02:24.180 So personalized means saying, hey, Jared, hey, John,

00:02:27.360 hey, Matt, like say the person's name so they know

00:02:30.180 that you then just shoot the one video

00:02:32.660 and send it to 10,000 people.

00:02:34.060 So number one is personalized.

00:02:35.720 Second, you gotta give them the reason

00:02:38.160 you're doing the video, right?

00:02:39.700 There's nothing weirder than, and I know,

00:02:41.260 because I send out gratitude videos all the time,

00:02:43.200 people are like, why are they sending me this?

00:02:44.740 I tell them right at the beginning,

00:02:46.040 I'm here in the studio, I'm shooting a YouTube video,

00:02:48.280 and I always like to start by doing a gratitude video.

00:02:50.800 That's my reason, right?

00:02:52.080 So you gotta give them a reason.

00:02:53.080 So one is personalize, two is give them a reason.

00:02:55.340 So you can just be like, hey, I was just watching this video

00:02:57.580 from this guy named Dan and he thought I should shoot you

00:02:59.720 a video so here I am shooting this awkward video

00:03:03.200 and I know it's awkward and I apologize but hey.

00:03:05.720 And then third step, this is where you transition,

00:03:08.860 just thank them, be grateful.

00:03:10.560 Just say, you know what, I really appreciated the work

00:03:13.160 that we did last year, it was super fun,

00:03:14.800 my team really appreciated.

00:03:16.200 Or hey, I really appreciated having you as a customer.

00:03:18.740 I know that you got a lot of value out of it

00:03:20.200 and it was just really fun to allow us

00:03:23.040 to support you in your mission and your dream

00:03:24.620 or whatever it is.

00:03:25.460 And look, I know those words are gonna like,

00:03:27.280 it's gonna fumble, you're gonna be like blah, blah, blah,

00:03:29.120 blah, blah, and it won't come out good the first time.

00:03:31.440 I know that.

00:03:32.280 And I know you might sit there and record 20 tries at this.

00:03:36.480 It's worth doing.

00:03:37.660 But just be natural.

00:03:39.160 Personalize it, give them the reason,

00:03:41.220 and just thank them.

00:03:42.220 Just tell them you're grateful.

00:03:43.100 Tell them that you love their business.

00:03:45.620 And be honest, like I mean, don't make stuff up.

00:03:48.080 If you and the previous customer had a falling out,

00:03:50.360 don't be all like, I love you guys so much.

00:03:52.780 It's like, they're gonna see through it.

00:03:54.380 Like, try to reengage customers

00:03:55.880 you actually want back as customers.

00:03:57.660 And the fourth area, which is the way this actually

00:04:00.720 produces value for your business, is open a loop.

00:04:04.060 And the way I think about it is,

00:04:06.100 you need to make an offer.

00:04:07.360 You need to essentially say there's an opportunity

00:04:09.960 for us to work together again.

00:04:11.300 So I would suggest saying something like,

00:04:13.800 hey, we're working on this really new offering

00:04:16.300 and I think it'd be a perfect fit for you.

00:04:17.640 If you're interested in talking more,

00:04:18.740 just reply to the email and let me know.

00:04:20.340 If not, totally cool, I just wanna send this video

00:04:22.280 to let you know that I was thinking about you

00:04:24.040 and hope this video finds you well.

00:04:25.380 Have an incredible day and we'll talk soon.

00:04:27.420 That's how you finish the video, all right?

00:04:29.080 So you open a loop.

00:04:30.180 People love to close loops, right?

00:04:31.560 So, you know, that's all I said.

00:04:33.220 I actually had nothing to offer,

00:04:34.700 but I wanted to acknowledge my previous customers

00:04:37.360 and just thank them, and I wanted to model

00:04:39.800 what I was teaching my other clients to do,

00:04:41.860 so I just said, hey, I'm working on this new thing.

00:04:44.160 I think it'd be a perfect fit.

00:04:45.140 If you're interested in learning more,

00:04:46.280 hit reply and let me know.

00:04:47.680 And I got 100% response rate and 100% reply rate.

00:04:50.880 It was awesome.

00:04:52.320 Now, it usually helps that you have something to offer.

00:04:55.420 I didn't, but it didn't matter.

00:04:56.880 I just wanted to really let the people know

00:04:59.960 that I appreciated having them as a client.

00:05:01.560 And regardless if your motivation is to get more customers

00:05:05.000 or referrals or increase your revenue,

00:05:07.420 I think it's just a good habit to get into.

00:05:09.560 You can add it to your step as a process

00:05:12.000 and kind of customer finishes up the project with you.

00:05:14.940 Maybe six months later you send them this video

00:05:17.040 to re-engage them, to remind them

00:05:18.880 that you're thinking about them.

00:05:20.140 It'll increase the word of mouth, the referrals,

00:05:22.540 the way you're perceived in the market.

00:05:24.180 I think it's a big win-win.

00:05:25.620 So here's the deal.

00:05:26.580 I want you to leave me a comment below,

00:05:28.840 below this video, in the comments,

00:05:30.680 and tell me how many videos are you committed to.

00:05:33.660 Is it one?

00:05:34.580 Are you willing to do one?

00:05:35.780 Are you willing to personalize?

00:05:36.920 Give them the reason.

00:05:39.400 Thank them, be grateful, or, and open the loop.

00:05:42.460 Are you willing to do that?

00:05:43.300 Because if you're willing to do that,

00:05:44.400 post the comment below, let me know.

00:05:45.940 I would love, hey look, if you wanna share it,

00:05:47.600 that'd be cool too.

00:05:48.440 You can do like private videos on YouTube.

00:05:50.060 just between you and I, leave it below and let me know.

00:05:54.000 It would be super fun to see how you engage

00:05:57.400 with your customers, how you show up to the world,

00:05:59.060 and especially if you've never done a video,

00:06:00.300 because I get it's scary, and you're still here

00:06:02.100 watching this, so congrats to you.

00:06:04.140 Try it out, make a commitment below.

00:06:05.940 How many are you gonna do?

00:06:07.340 Do it, circle back, leave a comment.

00:06:09.440 As per usual, I wanna challenge you

00:06:11.420 to live a bigger life and a bigger business,

00:06:13.180 and I'll see you next Monday.

00:06:14.680 If you like this video, be sure to subscribe to my channel,

00:06:17.260 and I would encourage you to join my newsletter

00:06:19.020 where I send out invites to events,

00:06:21.160 exclusive community contests,

00:06:23.140 and other free training videos,

00:06:25.480 as well as if you're ready to get going,

00:06:27.020 you want more content, click one of those videos

00:06:29.740 I got queued up for you,

00:06:30.980 and you can get going on your way today.

00:06:32.760 You don't have to wait one more second.

00:06:35.140 It's now.

00:06:35.960 Just click it, and you get to see more of this guy.

00:06:39.700 Anyways, really grateful to have you here,

00:06:41.540 and I'll see you next week.

Dan Martell - November 14, 2016

How To Shoot a Customer Re-Engagement Video

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