How Video Can Drive Sales w/ Matthew Barnett
Learn how Matthew Barnett – Papa Bear at SaaS company Bonjoro tripled his response rates with one sales technique. Matthew was originally an accomplished British Industrial designer & Artist, who turned everything upside down to launch a tech company in Sydney Australia. After a couple of false-starts, Bonjoro was born from a sales hack for his first business, where Matt would send every new lead a personal video to delight and surprise them.
When customers started asking how they could do the same thing, Matt and the team decided to go all-in on the idea, and 3 years later Bonjoro has snowballed with customers and team all across the globe.
Matt’s love of building great products is only surpassed by his total commitment to building great business culture, and Matt asserts that Bonjoro’s “customers as friends” culture has been the main driver for the business’ success. His goal is to be the next Zappos, to be the most loved brand in the world.
Key Points of Our Discussion :
- How Matt discovered the power of video email
- How video gets roughly 3x response rates
- Why video is more effective than voice mail and regular email
- The importance of trust
- The importance of relationships and connecting
- The effectiveness of authenticity and personalisation in sales
- How opening the sale well can improve your close rates and referrals
- Bonjoro’s own internal sales process
- The importance of taking care of existing customers
Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.