If you are still not using video for sales to connect with your prospects, you are missing out on a simple way to improve your success.
This week on INSIDE Inside Sales, Darryl welcomes video marketing expert and Chief Evangelist at BombBomb, Ethan Beute. Darryl and Ethan share valuable advice on how you can use video more effectively to engage with your prospects. They offer tips such as optimal durations for keeping interest, getting feedback from those you trust, and ways to integrate personalization. Learn how to increase your engagement and influence on this episode of INSIDE Inside Sales!''I've had opportunities opened up to me. I've built relationships like this. Just getting comfortable on cameras changed my whole life.'' 🎧 Listen as @ethanbeute shares his secrets on using video to improve your success in sales. Click To Tweet
Host: Darryl Praill, VanillaSoft
Guest: Ethan Beute, BombBomb
Darryl Praill: It’s another week here folks. It’s another week. You know what I’ve got in my hand? Honest to goodness. I’ve got a wonderful McDonald’s coffee. What reaction did that just elicit from you? Did you go, Oh, McDonald’s… or did you go McDonalds! It’s amazing how polarizing such a choice, a beverage could be. It was funny. I was on a call, a zoom call, a video call the other day. And I was talking to some people I hadn’t met before, but they knew who I was and I knew who they were, and there was a few of us on there. And we were getting to know one another. And it was funny cause there’s one individual said, the topic of coffee came up. And at the time, you know, they had no idea. They just saw me on screen. They didn’t know what was going on. And then they said, “Darryl, there, you strike me as a Starbucks fellow. I don’t know why you just strike me as a Starbucks fellow.” And, and sure enough, I leaned over at my desk and I pulled a cup out of frame, into frame. And what was it, but a Starbucks cup.
Darryl Praill: So there you go. I drink Starbucks. I drink McDonald’s and for all you Canadians out there I reluctantly on occasion will also drink a Tim Horton’s. What’s your favorite beverage of choice that fuels you through the day? It’s funny. The reason coffee is so critical to any success I have is that a lot of what I do involves talking to people like you. Involves talking to press or analysts or other influencers. And when you do that and folks you’re in sales you get this. You’ve got to have a certain energy level. I hate it when I get on a call or getting a video or a zoom or what have you. And there’s just like no energy. It’s just blah, just, you know, I’m seeing it quiet. And it’s like one-word answers and aha, hm, aha. I’m like, wake up! It’s way too…
Darryl Praill: Life is way too short to be boring. So my coffee helps me be excited or as my wife likes to say, excitable. So that’s, that’s my secret to any kind of meeting success. But it’s especially my secret to video success. You must have energy on video. Why? Because on video. It’s not just your voice. It’s not like an old fashioned phone call. Now they see your body language. They see how you look to see how you feel. They see how you express yourself. And what’s amazing about video is what you convey, what you communicate that is completely in your control. And it is totally causing people to judge you. For which 99% of you do absolutely nothing to affect a positive outcome. What am I talking about?
Darryl Praill: I’m talking about stupid ass stuff. Like, do you have a quality mic? Do you have decent lighting? What’s behind you. Have you tidied up a little bit? How do you look? Did you groom yourself? Are you fresh off the baseball diamond with your hat on backward, stripping sweat? Some of you like that look. Others see that and they think you just didn’t care enough to prep for me. So my question for you and this is a question I’ve had over and over and over again over the years as video has gotten more and more prolific is, what are you doing to maximize your results? Now, you will often tell me, Darryl it’s about being authentic. It’s about being authentic. You know, if I video shakes, if I am disheveled, if my room is not properly organized, that’s okay.
Darryl Praill: That’s who I am. I want them to connect with me. And yet you see, I look at that and I shake my head and I go really? Really? Let me just walk this through. For a living, you do sales. That means for a living your whole raison d’être, the reason you get up in the morning is to influence people to choose your solution, especially in a competitive sales like a versus anybody else’s solution. Your whole reason for living is to be the most influential. We study how to do objection, handling open-ended questions, closed-ended questions, how to do discovery. We close, are we closing, and closing close over again. One on one on another in our practice sessions. It’s all about influence. We work with different personas, different ICPs.
Darryl Praill: We have our three by three grid who are the three lowest people in the sales opportunity. Who are the three mid-level people? Who are the three, you know, VIP’s vetoes? Are we talking to them? Are we getting them on board? How do we talk to them? How do I influence results? That’s what sales is all about. Isn’t it? And the other day is influence. And yet you’re sitting here and you’re doing one of two things. Either one, you’re not using video because you’re scared. You’re sure, you’re uncertain. You’re vain. You’re insecure. You have pride. Whatever you insert your excuse here, you’re not using video which is killing your ability to influence them. To watch the reactions, to connect to get those sudden silent cues that you just don’t come across in an email or over the phone.
Darryl Praill: But you can see it on their facial expressions. So you’re not using video or you’re using video and you’re half-assing it. You’re half-assing it. Now you may not like what I say. You may say, Darryl, you’re stupid. That’s fair. I get it. My kids tell me the same thing. My dog tells me the same thing. But you know what? Video has been a large part of my success. And anybody I talk to says video is huge. I was on Thursday night sales. Guess what? On Thursday night. And the whole conversation of video came up and it wasn’t like, you know are you doing it was, are you not doing it? Cause if you’re not doing it, you are dead in the water.
Welcome Ethan Butte
Darryl Praill: We’ve talked about video before here folks. We even talked about it in a really, really long time. You know what? It’s time we do it again. So who do we do? Who do we talk to when you want to talk about video? Well, that’s my guest, as you might imagine. Who are the big video players? You think about them, right? If you said BombBomb, you’re right. And that’s why I brought up Ethan Butte who’s the Chief Evangelists at BombBomb. It’s a software company that helps working professionals rehumanize their business. Ethan, you’re all smiles. How you doing, sir?
Ethan Beute: Great, I love that introduction. It’s really fun to listen to. And just the way you delivered it, obviously you’ve done a ton of video which I already knew, but it comes through. And so for people that see you on video and say, man, I just don’t know that I can do what Darryl’s doing or what some other friend or acquaintance or influencer that I see online is doing. I’m just not there. This was an iterative process, correct? How long have you been doing video, Darryl?
Darryl Praill: Oh, I’ve been doing video for decades, literally decades. But you’re right. Iterative is the right word. Here’s the question? Did I do video on social? When did I start doing video on social? I started video on social three years ago. So only on social, have I been doing it. And social video or sales video, same thing, exact same premise. Before that I was doing long-form stuff.
Facing emotional exposure
Darryl Praill: So video is huge and you only get at it, you get better with practice. But here’s the thing about video, and this is what kills me with sales reps. When you tell me exactly your point, Ethan, that you know, it’s, it’s hard, not everyone can be Darryl or Ethan or have you. So it’s a mindset. So you understand sales reps that when it comes to selling you’re gonna get rejection. You’re gonna get yelled at and you know that I need to have the right mindset for that rejection. How is it you can give yourself permission to have that mindset for rejection? But you won’t give yourself permission to have the mindset for video? How much of this do you see Ethan is in people’s heads? I gotta ask you that. The reason for not doing it is based on fear, or concern, or insecurity. I mean, what do you see?
Ethan Beute: I think that’s the vast majority. I think one problem is like, when do I do it? What do I say? How long should it be? Something like the basic practical technical stuff. But I think the bigger problem is the one that you already spoke to. And I call this especially in terms of like simple, casual conversational webcam videos, or smartphone videos for the purpose of connecting or communicating with one or two or three people at a time. For that specific style of video. I often talk about the paradox of vulnerability. And the paradox is that what makes this style of video so effective, that it is a little bit more casual, it is a little bit more conversational.
Ethan Beute: It’s not for thousands of anonymous viewers. It’s just for one or two people. So that gives me permission to do some things I might not do in a mass video, or you know, high production video, however, you want to describe that. The reason the style of video is so effective is the exact same reason that it’s so difficult to get going with. And that is vulnerability. It’s this emotional exposure. It’s this fear of judgment and rejection. So even kind of the bad-ass Type A BDRs and SDRs listening you fear judgment and rejection just the same as everybody else does.
Ethan Beute: You may not experience it the exact same way, but that fear of judgment and rejection is deeply, deeply human. And so this idea of kind of dropping our guard a little bit and being more of who we are, relinquishing some of the control that we traditionally have over every single touch that we make, is uncomfortable for a lot of people and so, the answer to your question is yes. I think that is the biggest impediment to the growth of video, especially from the BDR and SDR seat, but really from any seat in any organization.
Darryl Praill: So how many are here right now listening to the show, are going yeah, that’s me. I’ve got a little bit of fear. I’m a little bit, I’ve got a persona I put on. Shall we say it may put on my mask cause that’s who I have to be? But my mask is pretty designed to protect me. All right? To make sure I don’t embarrass myself. I don’t have a bad reputation, cause I haven’t forbidden that should happen. I will share something with you and Ethan nailed it. I get asked often, how was it that you have success on video Darryl? And it’s so funny because Ethan and I, you know we’ve not prepared notes before this show. This is 100 % live. And the answer I give people over and over again, is I use the word, I used two words. I use, I am transparent and I am vulnerable.
Darryl Praill: So meaning I am transparent with my issues. Yeah, I suck here. Yeah, I have a problem there. Yeah, I know I am at this level in the organization and you would think I have this knowledge and this skillset but I don’t and I need your help. And you see how I’m moving from transparency into vulnerability. I need your help. Vulnerability says I am prepared to be judged. So what’s interesting about that, think about that for a second. How much of you, live your daily lives, saying this is who I am as a person. I know, many people will say, you know, I’m, I’m gay. I’m trans. I love playing chess. Whatever it might be.
Darryl Praill: And in any one of those situations opens yourself up for judgment, for mockery, for ridicule, for isolation. Yet we do that because that is who we are. We want people to like us. So that’s, we’re okay in our own skin doing that outside of the office, but we get into the office. We’re not okay doing that. Yet the reality is, it’s the vulnerability. It’s truly that vulnerability that makes people want to connect with you. Seems so counterintuitive. Ethan’s nodding his head yes. Have you had this conversation, Ethan, before with sales reps? And what has their reaction been when you’ve said just be more vulnerable?
Ethan Beute: Yeah, it’s interesting. I mean, I’m personally, I’m very pleased at words like vulnerability, authenticity. These types of words that feel kind of soft to some people have bubbled up into popular mainstream business culture. I do think that this vulnerability that you talk about, you know, a lot of people will react to the word itself. But I think when you get into and describe it as you did, I think most people are willing to entertain that idea and say, Oh yeah, okay, I think I understand what is meant by this now and I have experienced it. So that manifests immediately in the context of what we’re talking about, it’s turning on your camera, seeing yourself and going, Oh, I don’t know about this.
Ethan Beute: And then recording the video and then watching it, even if it’s only 25-seconds, and ultimately spending, you know 25-minutes, doing a 25-second video because you did it you know, 25 times and played the entire video back and judged every single second of it, over and over and over again, like you are your own harshest critic and so that’s what a discomfort in the face of emotional exposure is. That is your discomfort in vulnerability. But exactly, as you said Daryl, your ability to live in that and to honor it or to behave in the face of it. And we do it all the time, right? Bernie Brown just defines vulnerability as the feeling of a risk, uncertainty, and emotional exposure. Right, risk, uncertainty, and emotional exposure.
Ethan Beute: So another way I kind of walk people through this is, think about your whole life, right? And so in a BDR SDR role in sales in general you typically have people that are competitive, on average, right? And so at some point, you went out to make the varsity team. And if you didn’t make it then you worked your tail off and made it the next year. And when you’re on the varsity team or you’re on the track and field team or whatever, you’re going out for a personal record or a personal best, you know what if you don’t make it, you know, you’ve told your friends you’re gonna break the record or, you know all these things. Think about people that are in a committed relationship.
Ethan Beute: When you propose to take that relationship to the next level, you opened yourself up. You faced risk, uncertainty, and emotional exposure. If you have had a child, and you find out you’re going to have a child for the first time when your first child is born. You know, risk uncertainty, emotional exposure Oh my gosh, am I ready? This is transformative, et cetera. All of the best moments in our lives are defined by this quality. And so when we experience it in the context of something simple like this, which is, how can I generate more replies and responses? How can I let the people I’m reaching out to know that I’ve actually done the research and this isn’t just like variable slug data into a personalized message.
Ethan Beute: That this is a truly personal message. Or I’m gonna reach out and use my full self to communicate to you that I see you. I hear you. I understand you. I appreciate you. I have an opportunity for you. And here’s the next step. Would you like to talk about that? Right? So this idea that our whole life, all the best things are characterized by this. And yet we in these, in some chosen moments like getting comfortable on video, which everyone I talk to who is deeply into it, including you Darryl, has said this has been transformative to my career. And you might even say, I’ve heard this a number of times, this has been transformative for my life, right? I’ve had opportunities opened up to me. I’ve built relationships like this. Just getting comfortable on cameras changed my whole life. And so now when I broadened it out in that way, I think it further resonates with people.
Darryl Praill: Did I mention, folks, that Ethan is an author? And as you listened to what he just said, he along with his co-author Steve Pacinelli, authored the book “Re-humanize Your Business“. So you think the discomfort thing is something he’s winging? It’s not. Check out the book, go and find it, read it. That’s the first you should be doing, by the way by now, you will have pulled Ethan up on LinkedIn, Ethan Beute BombBomb and you will be following him. I love what you had to say, Ethan, about the whole idea of a discomfort being risk uncertainty and emotional exposure. One of the things we do in our sales career, is we face that every day, right folks? When we’re on the phone, we’re sending emails.
Darryl Praill: When we’re ever recording our calls, to hear how we sounded. You know, people like gong and chorus. And like am I talking 45% of the time, or I’m talking 60% of the time? Am I talking 150 words a minute? I’m talking 80 words a minute. I’m using a lot of filler words, or not filler words? Did I miss opportunities? All of this is so that we can improve our performance. But you’ve heard Ethan say, have you played back a video of yourself to critique yourself? You’ll do it on a sales call. Are you doing it with your videos? One of the things that people have come to associate with my videos, and I was very intentional about this, is a stupid red curtain that’s well lit behind me. That’s part of a trademark.
Darryl Praill: That’s part of me making sure I set the stage. Are you setting the stage? So you can have the most success. We have whole sales enablement teams, to equip you to make sure you have the skillsets. You go and read books and watch YouTube videos. Whether it be Mark Hunter or Keenan or Tony Hughes or Trosper Tosie, or Joanne Black or Deb Calvert. All because you wanna get better. Are you getting better using video? Because it’s one of the most important channels ever. We’re gonna go away for a quick commercial break and when we come back, I’m gonna hit Ethan up on a lot of fast and furious rapid-fire questions about how you can up your video game. Don’t go anywhere, we’ll be right back.
Creating video for sales
Darryl Praill: Alright. Rapid-fire time here, Ethan. If I want to be better at video, what are the top three things I can do immediately, go.
Ethan Beute: Practice. And by practice, I don’t mean act like you’re recording a video or record a video and don’t send it. After recording, send these videos and close that feedback loop. You’re gonna get reply some responses that validate it. You already mentioned a couple in your setup. Turn on as many lights as possible. Most problems I see from a technical standpoint around video, they just want more light. Like, if you’re having camera problems or anything, light will solve those things. And I guess the last one is you mentioned this one too, just pay attention to your background. You know, we don’t need to see an exercise bike and a basket of dirty laundry behind you. You know, basically tidy, you know. And it is okay to have personal effects. This invites conversation. This allows you to say things about yourself without seeing them verbally. So just tidy your background a little bit and make it easy to focus on you and your eyes in your face. Cause that’s what the video is really all about.
Darryl Praill: True story folks. The first thing I do whenever I hire anybody that is customer-facing. Whether they’re in customer success, they’re in support, They’re in sales, pre-sales, solution engineer. It doesn’t matter the role. If they’re customer prospect facing, I get them a high-end webcam. I get them a high-end dynamic USB based Mike. I get them a boom arm. They don’t need to use it. But the whole point is you wanna sound good. I would add a fourth one, which is invest in the audio. And the reason for the high-end webcam is so you don’t look like you’re a pixelated version of a 360p on YouTube when the internet bandwidth is really really slow. And it sucks. You don’t want that. Also, put the video camera at your eye or slightly higher. No one wants to look up your nostrils. Total trick there you go. All right. So those are some of the best practices. How do we… How do I connect with my prospect who doesn’t know me, and I’ve got maybe 60 seconds 90 at the outside to make an impression? So, if that’s the case, what do I do with my delivery my message, my pace, my cadence, what? Go.
Ethan Beute: I would keep your initial touch under 40 seconds or less. You have a couple of goals. One is to put a face with the name, and the act of using video alone is completely differentiating at this point because not enough people are doing it. And so the act alone, referring to other touches that you’ve made, whether it’s third touching your sequence or your cadence or whether it’s the second one or the first one, refer to the other touchpoints to make it easier to connect you and your face and your name with those other touchpoints. And reinforce the simple call to action. And this is the most important one of all. I guess besides putting your face with the name. Which is you’re typically doing some basic research. And this is your opportunity to communicate that in a full way, that cannot be faked. It cannot be, you can’t do it as a bot.
Ethan Beute: You can’t slug in variable data. You looking someone in the eye and communicating with some basic level of sincerity, and ideally some enthusiasm that you’re reaching out to them for a particular reason, with a particular opportunity. The goal is simply to generate a reply or to get someone to take you up on that initial lightweight call to action. It’s not to sell them the product or service. So I don’t think that initial touch even needs to be 90 seconds long, unless you have an awesome personal story that’s really about them, and kinda ties into this personalization or personal aspect, right. Personalization is not necessarily personal. So that’d be the only reason I would go long is if you have a really compelling, interesting, fun, highly relevant highly personal thing to add to the message.
Darryl Praill: Oh, okay. He did a few things here. Cause he hit up on sincerity and enthusiasm, which is, well we began the whole conversation about coffee.
Ethan Beute: If you’re not sincere, by the way, don’t use video.
Darryl Praill: I agree totally agree.
Ethan Beute: Cause humans like this is deep, deep human stuff. The same as our fear of judgment and rejection like that would get us killed a thousand years ago. If we were judged and rejected by our people, we would die out in the desert or on the mountainside or wherever we live. And so same thing here. We need to be really, really clear about what we’re trying to do for people and the sincerity behind that is something people can feel. And when there’s a discrepancy between our words and the meaning and the spirit behind the words, it comes through. Now of course you have like FBI profilers and some of these other like hardcore interrogation people, that are amazing, they highly attune their ability to read micro-expressions. But all humans can read micro-expressions.
Ethan Beute: Something’s off about that guy. I don’t know about her. Or, man I really liked that guy. Or, man she is just really on point, I really like everything, I know about her in the first 10 seconds of meeting her, right? These are like the little small judgments of kind of integrity, I guess is it. Like word indeed, are they instinct? Is this person who they say they are? Are they who they portrayed themselves as to be. Do they actually mean what they’re saying to me? And so if you are sincere, there’s nothing better you can do than get on video because that’ll come through loud and clear as humans get that at an intuitive level. But If you’re insincere, that will be revealed as well.
Darryl Praill: So what did Ethan just do there? He tied back what we talked about earlier about why would you not influence your likelihood of success? And he’s saying if you’re sincere people pick up on those micro-expressions, and then they actually want to hear more from you. And then will listen to the whole thing. So the brevity is important, but the other part he made, he had a call to action in there. The other part he talked about personalizing it, alright? So you have to personalize. And you know, there’s lots of ways you can do it. I love bringing up you know, I do a screen share split-screen, me whatever and I have their LinkedIn profile up, or a blog, or a post, or a website, or something says, dude, I so love this about you. And that’s why I’m calling.
Darryl Praill: Right, so they see that there’s a little bit of effort constant that has gone into that.
Is video a gimmick?
Darryl Praill: Now the other day, I will admit to being flummoxed. When I had someone say to me, they were actually looking for the next job. And they’re like, how do I get my next job? And it was a whole, it was a webinar. And we were taking Q and A. And I said, when you send your videos out to HR and hiring managers, I’m sorry, your emails out, to say, hey, hire me, you got to put video in it you gotta be part of a cadence. And their response back to me it was, I’m not doing that. That’s a gimmick. I’m better than that. And I was like, boom, like, are you stupid? I’m like, okay, hey, you know, if you like kind of employment Keno, then just keep on doing what you’re doing. But I do hear that. I hear the word gimmick. So is it a gimmick? Is it, is this a moment in time? And then we won’t be doing it anymore cause we’ll get tired of it. Like what?
Ethan Beute: It’s, a gimmick if you make it a gimmick. You know, I think it certainly, it’s new. I think that the standards and best practices aren’t yet figured out. I mean, you know, BombBomb has been at this for a decade now. And we’ve seen just even in the last three or four years, a lot of competition move into this space. So it’s still a fast-moving space. There aren’t a lot of norms yet. And certainly just like any other tool, right? You know, this, whether it’s email, whether it’s CRM whether it’s some of these tools like SalesLoft or Outreach you know, they can be used very, very effectively as a compliment to things that are going on or they can be abused and they can be misused. And they can leave people with a bad taste.
Ethan Beute: And so, I think if you approach it as a gimmick and the only thing you’re looking for is attention, that is, you’re gonna get exactly out of it what you expect to get out of it, and really that’s gonna be reflected in terms of what you put into it. The way we see it is we believe in you. We believe that you, as a listener, you as a BDR or an SDR are your own best sales asset, right? You said it in the beginning, Darryl it’s all about influence, right? When you think about it in that term or not, you’re looking to influence and persuade people. You’re looking to connect and communicate more effectively. We know that we do this better in person. You already talked about some of the things you look for when you hire people.
Ethan Beute: And the way you equip them, which is just so smart. I see so many organizations fail to do what you already described Darryl, which is you hire these customer-facing people, for their ability to connect and communicate essentially they influence and persuade because of who they are and how they carry themselves and present themselves. And then most organizations are equipping them to sit behind a cloak of digital anonymity. Behind faceless voicemails, behind faceless emails, behind faceless LinkedIn messages. A lot of it is automated and lacking some personality and lacking some personalization. And it’s just a shame.
Ethan Beute: And so, if you see video as a way to lead with your best sales asset, into equipping your team to lead with who they are, then you’re gonna be in a position to make this a long-term add to the mix, right. Video doesn’t take everything over. It’s part of the mix. It belongs in there with your phone calls. It belongs in there with your LinkedIn messages. It belongs in there with your zoom calls. It belongs in there with all these other things that we’re doing. Whether you’re using a gifting service you’re handwriting, postcards, or notes, or whatever you’re doing, this belongs in the mix. And I think if you see it that way it can be a long-term sustainable dramatic benefit to the way that your team is building relationships to the people who matter most to your success.
Darryl Praill: So that’s good. Now, how many people were listening, when Ethan said SalesLoft or Outreach said, Oh, screw them, it’s all about VanillaSoft. VanillaSoft is a sales engagement platform you want with the video you need. There we go. I love it. Last off. Truly rapid fire. We’re almost out of time here, Ethan, what are the right KPIs? How do I measure my success so I know my video is as you working for me, as opposed to against me?
Ethan Beute: Yeah, I mean obviously, it’s all the same things you’re doing now. And so if you are on the fence and you’re kind of a non-believer and let’s say you’re, let’s say you’re running a team of six or 12 BDRs or SVRs. Pick a few of them that want to go down this road and just AB test it. Take the emails that you’re already using now, add some videos to them. And look at the difference in, open rate I don’t think is the right metric although it matters. And there’s certainly some research that says if you have the word video to a subject line, more likely to be opened. I’ve seen some ridiculous numbers there. And I’ve seen some more realistic ones. When we analyze 20 million emails that came out of our platform, it’s like a 12% open rate lift.
Ethan Beute: But it really it’s in the video play rate is one to look at for sure. Another really really important one is replying response rate. Certainly, that suggests not only did I experience you in person, but it was sufficiently compelling to reply and we’ve seen increases in replying response rates. I would also add that that video play rate, any platform you’re using should be able to tell you the video play duration. And so this is interesting, right? You can look at an open rate and say, Oh cool 47% of people open this email, but did they open it for two seconds or did they open it and actually read it, right? Short of the reply you’ll never know, but on a video situation you know, that they watched on average, you know, the 40 to 47% of the people who opened it, 41% of them played the video.
Ethan Beute: And on average they watched an 87% of the way through, right? And so these are things that let you know that you are creating something that we measure across our team accounts, which is face to face time. We think this matters. We think it’s a transcendent metric. Because it captures all kinds of the sub metrics. Roll up into the amount of face-to-face time that each of your reps in your team, in general, are creating with the people that you’re trying to connect and communicate with. And so, video play rate, response, rate, video play duration, face-to-face time also handful.
Darryl Praill: There you go Ethan. It’s been awesome. So video, right? It’s all about the paradox of vulnerability. Your emotional exposure, your fear of rejection can all be channeled. Take that discomfort, recognize the risk, recognize the uncertainty, recognize the emotional exposure and instead use it for influence. Use it to connect and engage with your prospect. You can measure how connected, how engaged they are with you based on what they do with it. You can see their intent based on how they look at it over and over again. There’s so much you can do. It’s all about your success. If you like Ethan, he is with Bombbomb. He is the King of video been doing it forever. Check them out bombbomb.com. And if you like this, then you need to listen to his podcast, “The Customer Experience” podcast. Finally, like I always like to say, follow him on LinkedIn. And if you haven’t, you should follow this show and share it with all your friends and colleagues. Send this episode to them. It’s a two for a one. My name is Darryl Praill. We’re done here, folks. We’ll talk to you next week. You take care. Bye-bye.