They Ask, You Answer, 2nd Edition

49 Team Buy-In on Video, Performance Tips, and Long-Term Success

Now that we’ve established our goal to become a media company, are embracing The Selling 7, and have found the right videographer — we still have one major obstacle in front of us: engaging our team and gaining their buy-in on video.

As we discussed earlier, so much of digital sales and marketing success starts with a basic understanding of the what, how, and why of video. Only when that understanding exists can video become a culture of who you are, allowing you to achieve your greatest potential.

Over the past few years, I’ve been shocked at how many companies have approached me and said: “Marcus, we tried video. But after we hired a video production company and attempted to produce these videos, we realized something — we’re just not good on camera.”

Alas, the “we’re just not good on camera” mindset strikes again.

I’ve traveled the globe speaking to audiences about sales and marketing and this may be the number 1 excuse I hear from audience members pushing back on video — other than the claim “but my business is different.”

But think of it this way — what would members of your sales team say if you asked them, “Are you good with people?” If they are like 99 percent of the sales professionals I’ve spoken to, they’d immediately pipe up and say, “Oh yes, I’m very good with people.”

Think about that for a second. Why is it that most of us would say we’re good with people yet terrible on camera?

It’s simply not ...