Connecting with people who could benefit from your business solution has always been a challenge. In some ways, technology has made it easier, but there’s often so much noise that you still can’t get the attention you need.
Today’s guest on The Clarity Advisors Show, Doug Heulitt, has extensive experience as a sales rep and sales manager. In this episode, he tells host Ken Trupke how he teaches sales reps to use personalized video to connect with their best prospects.
Timestamps
(00:56): The problems Doug Heulitt solves
(01:15): How Doug got started doing video
(02:34): The elements of a good personalized video
(03:52): Solving a customer’s problem through video
(06:13): Fitting value into a short video
(11:53): Finding out the customer’s real problem
(14:13): Doug’s background in sales
(17:53): Things that have worked in sales management
(19:59): What’s different about selling today?
(25:16): How to contact Doug
Episode quotes
“So often we talk about what it is that we do and think that we’re the center of the world. And the reality is our customers don’t care about us. They care about the thing that keeps them up at night.” (Doug Heulitt)
“It’s easy to get someone’s attention. You could be a schmuck and do something crazy to get attention, but that’s not the same thing as earning attention.” (Doug Heulitt)
“If I can relate to the problem that they have in the first 30 seconds and say, ‘Hey, if that’s a priority for you, maybe it makes sense for us to chat.’ ” (Doug Heulitt)
“The problem is we fall into the traps of all the things that we’ve always been taught to do, which is talk features and benefits.” (Doug Heulitt)
“I don’t think artificial intelligence is something we should all be running to, unless AI stands for ‘authentic interaction.’ ” (Doug Heulitt)
“I’m tying myself to the problem they’re facing and I’m offering a free idea to give them something to think about. Maybe it’s a terrible idea, but the fact of the matter is I didn’t ask for anything. I didn’t do what all salespeople generally do.” (Doug Heulitt)
“Unfortunately, what worked 15 or 20 years ago is a process that doesn’t work today. Covid showed customers they don’t need to take meetings. And if you can’t get in front of your target audience, how do you sell to them?” (Doug Heulitt)
“Video enables us to connect through our humanity. People often think a video requires a lot of editing, highly produced, so there’s no mistakes. I’m a one-take wonder every time I record a video and send it because that’s authentically and genuinely me.” (Doug Heulitt)
Connect with Doug Heulitt
