You got the reply. They're interested. Now comes the step that actually moves money: turning that interest into a meeting that shows up on the calendar and actually happens.
This is where most deals quietly stall. Not because the lead is cold. Because the path from "I'm interested" to "I'm there" has too much friction, too much back-and-forth, and not enough reason to prioritize. A short, clear video changes that. It tells your buyer exactly what they're booking, how long it takes, what they're walking into, and why it's worth their hour. That's the difference between a warm lead that books and one that goes quiet.
It's the first real handoff in the deal: from acquiring a lead to converting one
3 Talking Points for Your Video:
- Remove the mystery. Tell them what the conversation covers and how long it takes. People say yes when it's simple. No prep required on their end.
- Make it mutual. Tell them what you're bringing AND what you'd love them to bring. When both people come prepared, showing up feels worth it before it even starts.
- Give them one clear next step. "The link below goes straight to my calendar" closes more than "feel free to reach out whenever."
That's the whole week. One person who's shown interest. One video that gets you on the calendar. Done.
Tip:
The Reschedule Button
Add your calendar link as the CTA button on your player page. Then mention it in the video: "If the timing doesn't work, there's a link right here to find a better time." You've just removed the most common reason people no-show. Life happens. Be flexible, it will go a long way. One click and they're rescheduled instead of gone.
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Segment 1 (00:00 - 04:00)
Guess what? That lead that you've been emailing, that you've been sending direct messages to in LinkedIn, that you've been texting, that you've been so excited to get a response from, finally replied, and you have a meeting next Tuesday at 10:00 a. m. with Sarah. Sarah Smith. You're so excited to meet with Sarah. Now, what do you do? Well, part of the problem that we run into with buyers is they could be warm one day, cold the next day. Things come up, things get deprioritized, meetings get moved. So warmly quickly becomes a no-show. But a short video with something personable can change that. So what's really important in this first video, converting a warm lead into a closed deal is coming prepared, showing them that they're important to you, giving them something to do. So we think about that in a few different ways. One, uh remove the mystery from the meeting. Tell them what the conversation is going to be about. Have a couple clear points, three points, two points, whatever it is. Tell them what to expect in the meeting. Secondly, make it mutual. Give them something to prepare. So if they have something to prepare, they're thinking about the meeting, they're more likely to show. And then three, just give them one clear next step. So that could be in a video. Maybe you're worried about them needing to reschedule. You can give them a call to action to reschedule the meeting. Maybe you want them to look at a one-pager at a time. You could do that as well. So, there's lots of ways to structure a short one minute video, but it is the key to getting a lead from cold to booking a meeting to actually showing to the meeting and then moving them forward. So, I'm going to give you a sample video of what I might send Sarah for next Tuesday at 10:00 a. m. if I were selling Bomb to her. Hey Sarah, I'm Catherine. really looking forward to meeting you next Tuesday at 10 a. m. Here's a couple things that we'll cover. Would like to get your feedback as well. One, I'd like to understand what interested you in video messaging software. Why'd you reach out? Is there a gap or something in your process that you're trying to change or solve for? Two, I'd like to understand, you know, your own sales process. How are you engaging with your customers? What's important and where do you see video fitting into that process? Three, I'd like to review the features of our platform. what I think might be relevant to you, what other customers are using, just to see what works for you. And I understand if things get busy, meetings move, if you need to reschedule, you can click on this link that goes directly to my calendar and choose a new time that works for you. Again, my name is Katherine. Really looking forward to meeting with you next Tuesday at 10:00. Let me know if you have any questions in the meantime. Thanks. So, that's an example video that you could send to Sarah to get her to show on that meeting because I've been chasing Sarah for who knows, six months and she finally replied. I want to make sure she attends. So, try it out yourself. Look at your pipeline. Is there anyone in your pipeline that's shown any hint of response or maybe you have a meeting that's been booked, but you haven't sent a video yet. Send a video. Introduce yourself. Don't make the video about you. Don't make it about your background. Make it about them, the meeting agenda, coming prepared, getting them engaged, helping them to get excited to show up to that first call together, and just so they can see your face. I can't tell you how many times like a brunette with longish brown hair. I don't remember her name. I'm just one brunette of many. Well, stand out. Send a video. Say, "Hey, I'm Catherine. " Introduce your name. Give them something memorable. Show them a little bit of your personality. And they're going to remember the call with you. It's more likely to have them show to keep them engaged throughout the sales cycle and sales process. Now, hey, I just happen to be in a blazer with a Mandela envelope today in an office room. That might not be you. Just send it where you're at, from your home office, from outside, wherever you are. Send them a note. Let them know you're thinking about them. Come off professional, prepared, and ready to meet with them in your first meeting that you finally got booked. So, in your pipeline, find someone, record the video, send it today. Look forward to hearing about how the challenge results are working for you. Good luck with week two.
