Content That Connects: Using Video as a Sales Asset

Summary

The Advanced Selling Podcast: Content That Connects: Using Video as a Sales Asset

Release Date: April 7, 2025
Hosts: Bill Caskey and Bryan Neale
Duration: Approximately 25 minutes

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Introduction

In this engaging episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale delve into the pivotal role of video content in enhancing sales strategies. With their signature blend of humor and practical insights, Bill and Bryan explore how leveraging video can transform prospecting, build stronger client relationships, and ultimately drive sales success.

The Growing Importance of Video in Sales

Bill Caskey initiates the discussion by referencing a recent episode about the necessity for sales professionals to maintain a YouTube channel. He highlights insights from Marcus Sheridan, author of "They Ask, You Answer," emphasizing that video content can significantly enhance a company's brand presence online.

“There's an argument to be made that in the next five to ten years your company's YouTube channel could be more important to your brand than your company's website.”
— Bill Caskey [05:13]

Bryan Neale concurs, adding that YouTube's status as the second most popular search engine, right after Google, underscores its potential in sales strategy. He points out that younger generations, particularly Gen Z, favor video content, making platforms like YouTube essential for reaching a broader audience.

“YouTube is the second most popular search engine obviously next to Google... YouTube could become the lead horse in this race for attention and learning.”
— Bill Caskey [05:13]

Overcoming Hesitations: Intrigued vs. Intimidated

The conversation shifts to the common reactions Bryan encounters among his clients regarding video content. He identifies two primary emotions: intrigue and intimidation. Most clients are curious about the benefits of video but feel daunted by the prospect of creating it.

“I think most people are intrigued because they probably see other companies in their niche using it well and so they know there's something there.”
— Bill Caskey [08:10]

To address these feelings, Bryan introduces Pascal's Wager as a framework. This analogy helps clients understand that the potential benefits of using video far outweigh the minimal risks or costs involved.

“The downside is zero. The upside is infinite. So why wouldn't you try? Why wouldn't you try? There's literally zero downside.”
— Bryian Neal [08:50]

Practical Strategies for Implementing Video

Bill and Bryan offer actionable strategies for integrating video into sales processes:

1. Field Demonstrations: For industries like construction equipment or machinery sales, showcasing unique features through video can differentiate products effectively.

2. Customer Spotlight: Featuring satisfied clients can serve as powerful testimonials. By interviewing customers, sales professionals can create authentic content that resonates with prospects.

3. Internal Expertise: Highlighting technical experts within a company allows for in-depth explanations of complex products or services, thereby adding credibility and value.

“Spotlight your customer... if you don't want to be the star, you should make somebody else a star.”
— Bill Caskey [20:05]

4. Personal Stories and Interests: Sharing personal interests or behind-the-scenes glimpses can humanize a brand, making sales professionals more relatable.

“Let people into your brain, let them know. You don't have to be the know-it-all.”
— Bill Caskey [22:31]

Utilizing AI and Tools for Content Creation

The hosts emphasize the role of AI tools like ChatGPT and Claude in generating content ideas and streamlining the creation process. These tools can assist in brainstorming topics, planning video content, and even automating parts of the production workflow.

“You might even just go to Chat GPT or whatever your AI is and say, hey, I'm thinking about doing more video. What are 20 ideas that you can give me...”
— Bill Caskey [21:12]

Bryan shares his personal experience using AI to develop a podcast launch plan, highlighting the efficiency and creativity these tools bring to content development.

“I did that last night when I couldn't sleep last night. I did that for a football thing. Gave me the whole thing.”
— Bryian Neal [21:26]

Encouraging Action: Just Start

A recurring theme is the importance of taking the first step. Both hosts encourage listeners to overcome procrastination and start creating video content, emphasizing that the barrier to entry is lower than ever.

“Start, just go.”
— Bryian Neal [07:24]

“Just start. Just start. That's it.”
— Bill Caskey [25:05]

Leveraging Social Proof and Feedback

By joining the Advanced Selling Podcast's LinkedIn group, listeners can share their progress, seek feedback, and find support from a community of like-minded professionals. Bill and Bryan express their willingness to feature listener-created content, fostering a collaborative environment.

“We got 10, 12, 15,000 people. Who knows?”
— Bill Caskey [25:09]

Real-World Examples and Personal Anecdotes

To illustrate the impact of video, Bill shares a heartwarming story about his granddaughter’s YouTube channel, demonstrating how even the youngest members of a family can successfully engage with video content.

“She looks at the camera, said, oh, by the way, if you haven't subscribed to my channel, make sure you click on the button below.”
— Bill Caskey [10:04]

Bryan references Joe Rogan as an exemplar of how genuine interest in topics can drive successful video content creation, contrasting it with less engaging personalities to highlight the importance of authenticity.

“One of the reasons Joe Rogan is so successful is he only talks about things that he's interested in.”
— Bryian Neal [22:31]

Conclusion

In wrapping up, Bill and Bryan reinforce the transformative potential of video in sales. They urge listeners to embrace video content without fear, leveraging it to showcase products, highlight customer experiences, and build a personal brand. The hosts reiterate that the key to effective video content is authenticity and providing value to prospects.

“It's just starting is the trick.”
— Bryian Neal [18:51]

“There's no cost... The platform gets paid when you produce video that other people want to watch.”
— Bill Caskey [09:09]

Key Takeaways

• Video as a Strategic Asset: Harnessing video can significantly enhance sales strategies by improving online presence and engaging prospects more effectively.

• Overcoming Barriers: Address feelings of intimidation by understanding the minimal risks and substantial benefits of creating video content.

• Actionable Strategies: Implement practical video strategies such as product demonstrations, customer testimonials, and showcasing internal expertise.

• Utilizing Tools: Leverage AI and digital tools to streamline content creation and generate innovative ideas.

• Community Support: Engage with professional communities like the LinkedIn group to share progress, receive feedback, and collaborate.

Notable Quotes

• Bill Caskey [05:13]: “There's an argument to be made that in the next five to ten years your company's YouTube channel could be more important to your brand than your company's website.”

• Bryan Neale [08:50]: “The downside is zero. The upside is infinite. So why wouldn't you try? Why wouldn't you try? There's literally zero downside.”

• Bill Caskey [20:05]: “Spotlight your customer... if you don't want to be the star, you should make somebody else a star.”

• Bryan Neale [22:31]: “One of the reasons Joe Rogan is so successful is he only talks about things that he's interested in.”

• Bryan Neale [25:05]: “Just start. Just start. That's it.”

• Bill Caskey [09:09]: “There's no cost... The platform gets paid when you produce video that other people want to watch.”

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For more insights and to join the conversation, listeners are encouraged to join The Advanced Selling Podcast's LinkedIn group. Engage with Bill and Bryan, share your video content, and take the next step towards revolutionizing your sales strategy with video.

Transcript

[Brian Neal]

Foreign.

[Bill Caskey]

Welcome back to the advanced selling podcast. The longest running sales, training podcast, podcast history. I'm Bill Caskey.

[Brian Neal]

I'm Brian. Neal. Crank volume over here. Cranked up while. You scared me, Bill.

[Bill Caskey]

Did I?

[Brian Neal]

No, no, it wasn't you. It's me.

[Bill Caskey]

Okay?

[Brian Neal]

Never use me. It's not you, it's my headphones. Potted up a TED High. Potted. Potted up. Pot it up. It's an old school radio term.

[Bill Caskey]

I know, but it's all slide now. You say you have it slid up.

[Brian Neal]

Actually, mine's not. Mine's potted.

[Bill Caskey]

It was really potted.

[Brian Neal]

Caster's got a potted. I'm doing it right now. Potting it up. Potting it down. Sorry to interrupt. Carry on.

[Bill Caskey]

Oh boy. We should do a whole episode on the what we remember about the radio game.

[Brian Neal]

What we should do is we should record a couple podcasts on some old equipment. We should find some abandoned radio studio and wire it up.

[Bill Caskey]

That's funny.

[Brian Neal]

Sorry, you were saying?

[Bill Caskey]

Yeah. So we are glad you're here with us. If you have not checked out or joined our LinkedIn group, we're going to be doing. Is it okay if I announce this?

[Brian Neal]

Oh please, yeah, of course.

[Bill Caskey]

We're going to be doing a live behind the scenes broadcast on April 7th. Is that right? Monday, April 7th, at probably 9 to 9:15. Somewhere in there. We'll be letting the Advanced selling podcast LinkedIn group know about that and you'll get the link to that. So if you're not a member of that group, make sure you get in and join it. We'll accept you. We'll come out and do an interview with you at your home, you know, sometime a three hour interview, but usually you're, you're good and we'll accept you and then you'll get access to that live and it'll be interesting. It's the first time we've. We've done it. We just hatched it this morning. So here we go.

[Brian Neal]

Hatched. It's great. We're going to try to do it live today. I was a little. I told Bill, not in good studio form. Got a baseball hat on. Woke up, I'm in this pattern of waking. Do you sleep through the night?

[Bill Caskey]

No.

[Brian Neal]

Personal questions. Okay. I mean this pattern of like waking up and it's like a 3:30. 3, 3:30. It has been 3, 3:30. Last night it was 1:30 and I was up to like 4:30. And then I fall back asleep though and I'm dead tired. So I'm moving a Little slow this morning. Like not, not really good live energy, so to speak. So. But April 7th, I'll be coming off of spring break. Hopefully be. Have a little color from the sun.

[Bill Caskey]

Yeah, color. I'll have to get some color before you get here. So you're not overly colored compared to me.

[Brian Neal]

Real quick. Yeah, We've talked about songs. I just, I, I, you know, we talked about different instrument solos in the past. I don't know that we've talked about this one. We've talked about marimba solos. Ion. We've not talked about a trombone solo, I don't believe, but I found a trombone solo and really great song. It's a little obscure, but really awesome by Paul McCartney. Do you know what it is, Bill, that has a phenomenal trombone solo in it? Obscure. It would be Wings Era Wings.

[Bill Caskey]

Okay.

[Brian Neal]

Wings era.

[Bill Caskey]

God.

[Brian Neal]

Something you definitely know, but you wouldn't have. It's not like a main mainstream song, but definitely it was on the radio. You definitely know it. But it's got a great trombone solo and I'm not going to play it because I want to get sued by certain police.

[Bill Caskey]

Don't. By Paul McCartney.

[Brian Neal]

Although maybe I do. I mean, or at least I want to get a cease and desist from.

[Bill Caskey]

Get to know him.

[Brian Neal]

Yeah, yeah.

[Bill Caskey]

Look what I got. I do not know. I'm not really familiar with him in that area.

[Brian Neal]

Oh, no problems. That's the song. Let him in. Let him in someone. Oh, yeah, right. Is it like. We never talked about trombone solos on the podcast. So if anybody has a really fire trombone solo, you want to drop in the comments.

[Bill Caskey]

You know, funny thing, I was speaking of trombones, we saw Trombone Shorty.

[Brian Neal]

Oh, yeah.

[Bill Caskey]

Who came to the Palladium up in Carmel. My wife got tickets and so we went and he was really good. I mean, he had a whole band, but man, I tell you that that's a lot of work playing the trombone. He was really good and he was on the Super Bowl. I don't know if you knew that. He appeared pre game, I think pre game or something. And it was Trombone Short. I'm like, oh, look at, look at. There's Trombone Shorty. My wife Jane goes, who? I said shorty. We saw him like six months ago. Nope, no recollection. Shorty. So the trombone not her favorite instrument?

[Brian Neal]

No, no. But good trombone solo is worth the. Worth the wait. Okay, what else we got?

[Bill Caskey]

What else have we got? Okay. A couple weeks ago we did an episode on why every salesperson should have their own YouTube channel.

[Brian Neal]

Yes.

[Bill Caskey]

And we got some good comments on LinkedIn. We posted it and we got some good comments and some yes, some no. But that's cool. Well, Marcus Sheridan, who some of our listeners may know, Marcus, wrote a book called they ask, you answer. And his whole premise is you come up with the 50 questions that your prospects or suspects have and then shoot video answering them. So that when a person goes to Google or YouTube and says, why should I buy sales training from my team? You've already shot the video called why should I buy sales training for my Team.

[Brian Neal]

Yes.

[Bill Caskey]

The idea there is to tap into search but also put these videos on your website. And he did a, he did a post the other day and he said there's an argument to be made that in the next five to ten years your company's YouTube channel could be more important to your brand than your company's website. Why? Gen z already prefers YouTube significantly more than going to a website. YouTube is the second most popular search engine obviously next to Google. And Google's dominance in search diminishes because of platforms like Chat, GPT, Perplexity, Cloud. YouTube could become the lead horse in this race for attention and learning. Number three, doing SEO is, is much easier on YouTube than it is on Google because there's a lot more appeal for video consumers increasingly expect immediate, transparent and visually compelling information. And five AI driven recommendations will only get better. They'll be looking more to YouTube to give their searchers what they're looking for. So there's a lot of arguments there and he doesn't speak specifically about sales professionals, but I think the same, the same concepts apply.

[Brian Neal]

That's, that's fantastic. And let's not forget YouTube is owned by Google. So Google's a little agnostic on that one. They're going to go where the eyeballs are and same, you know, they're going to go, so it doesn't matter. People like Welsh, we like Google, we like SEO. It's like, well, it's the same, same mothership. And one thing, they want eyeballs and they want money exchange for the eyeballs. In the end, that's what they want. And I can validate as a parent of five Gen Z humans, all they do is watch YouTube shorts. That's all they do for everything. Even if they're going to learn something that's serious and they're just not watching like the 10 best, you know, NFL catches of 2024, it's everything. And so I love that we did that. I love that Marcus validated that. And the other thing with These, these concepts of, you know, YouTube channel things or whatever you want to call it. It's just a matter of starting. It's just a matter of start. I think people think they're already behind so they don't start.

[Bill Caskey]

I agree.

[Brian Neal]

You know what I mean? And you have nothing to lose. I mean just like, you know, it just doesn't matter.

[Bill Caskey]

Do you find your, your clients are enthused about video?

[Brian Neal]

No, I don't think. No, definitely not enthused. I would say they are a combination of intrigued and intimidated. Those are the two words. You're intrigued and intimidated, but not enthused. Not enthused at all. No. I don't know one of them that's enthused. I'm sure there is one. I just can't think of them.

[Bill Caskey]

That's the only word I could come up.

[Brian Neal]

1. I haven't worked with them in a long time. I had one client who's very enthused. But yeah, intrigued and intimidated would be the words that I guess most people would fall into.

[Bill Caskey]

Y. I think you're right. I think most people are intrigued because they probably see other companies in their niche using it well and so they know there's something there.

[Brian Neal]

Yes.

[Bill Caskey]

And intimidated because it is, it's a different style of communication. Yes, we've, we, you know, so we. I've been harping on it, so I'm becoming beleaguered with harping on it. For those people who use it, they will see, they will see results. If nothing else, they'll be able to use these videos as assets in the sales process. So it's not like about trying to get a million views for your channel. That's irrelevant.

[Brian Neal]

And I may have mentioned this in the past, but I, I use Pascal's Wager to help me with things like this. Pascal's Wager says if God does not exist, if you don't believe in God and God does not exist, there's no harm done. But if you, if you don't believe in God and God does exist, much harm is in trouble.

[Bill Caskey]

Yeah.

[Brian Neal]

So you might as well. I think of things like YouTube, any social media sorts of things are like that. The downside is zero. The upside is infinite. So why wouldn't you try? Why wouldn't you try? There's literally zero downside.

[Bill Caskey]

There's no cost. It's not like you have to buy a ten thousand dollar camera. I mean your do.

[Brian Neal]

Yes.

[Bill Caskey]

The platform is free. I mean the platform gets paid when you produce video that other people want to watch. And so it brings people to the platform. So they're doing you a favor by putting, I mean, think about 20 years ago.

[Brian Neal]

Yeah.

[Bill Caskey]

To get on, to get on video, you would have had to go down to your local. Yeah, original local O, pbs, npr, whatever. And so the point there is go back and listen to that episode. If you haven't, check out Marcus Sheridan. He does a lot of posting on LinkedIn about, not just about video and YouTube, but about the new media and the role it's going to play in sales professionals.

[Brian Neal]

Yes. And if you're intrigued and intimidated, work on being more intrigued and less intimidated. Yeah, work on that. And just like Bill said, you've got your phone, just shoot some video on your phone. Don't tell anybody, you know, or delete them. But key, I don't know, there's just no reason to not do that. I just can't find a reason to not do that.

[Bill Caskey]

My granddaughter, I think I. She has her own YouTube channel. Her name is Sawyer and she calls it the Sawyer Show. We had some design. It's really, really interesting. And so when she comes over here like she did yesterday, I say, hey, you want to shoot a video? She said, yeah, let's shoot a video of me reading a book. Me reading the lady and the Tramp. And so I said, okay. So she grabs the book, we turn on the. She goes, let me know when it's on. I said, it's on. She goes, hi everybody, my name is Sawyer and if you were to see her out at Starbucks, she'd be very shy and she would. She's like super introverted compared to her twin brother who is like mayor of Carmel. But when she gets on camera, it's a different girl. I mean, and she's only 8, but she looks at the camera, said, oh, by the way, if you haven't subscribed to my channel, make sure you click on the button below. You know, she's heard that so many times and we. I watched that, I sent it out to the. My family the other day and people are like, who is that girl? She never. But she just. And she shows a picture and she's. Hey, do you like this book? I really like it. Tell me what you think in the comments.

[Brian Neal]

What a great YouTube channel. I know, 78 year old doing book reviews, that is genius. But you're bringing up an extra. We're almost like going to stay in this topic now at this point, right? I mean, geez, maybe. Yeah, I think it's a great topic. I know we already did it, but I Have noticed. Have you ever met a social media influencer like Live that's got a pretty substantial following? I mean, you know, Medium, I'm sure you have at some point. So there's one particular that I know that has a really, really large following. And they're the. One of the most introverted, boring humans I've ever been around. Live in person, really. They live their life staring at their phone. Yeah. And so. But they light up on that video and then everyone follows them and does all their stuff. And so I think there's also. If you're in the intrigued and intimidated mode. Part of the intimidated mode is, well, I have to be like your grandson, the mayor of my city. You have to be.

[Bill Caskey]

Yeah.

[Brian Neal]

Gregarious. And you don't at all. You can be introverted and shy. The great thing about the video if you're shy is it's just you and the camera.

[Bill Caskey]

It's just you.

[Brian Neal]

There's no one else there most times. And then once it's up, it's up, you know.

[Bill Caskey]

And so, yeah, I turn the camera on for her. I leave the room because she's told me, you know, I don't, I don't want you in the room. And so then she's herself now. She's just talking to the, to the camera, to the lens and.

[Brian Neal]

Right. Yeah.

[Bill Caskey]

And I think we do, you know, as kids where we lose our. Or maybe we, we become more self conscious as we get older. If you're 45 years old and you announce to your buddies at the bar tonight while you're watching the, you know, NCAA game, hey, I'm starting YouTube channel.

[Brian Neal]

Yes.

[Bill Caskey]

They're gonna look at you like, what are you nuts? 12 year olds. That's for eight real little girls. What are you doing? 45. No. So you'll get all this feedback. What you've got to understand is people are going to YouTube to search for things that you do. If you do not believe that, then you haven't been following search behavior. You just haven't been following it. And then we'll just chalk it up to ignorance. Not to.

[Brian Neal]

Yeah.

[Bill Caskey]

Not to, you know, lack of competency. So I would be careful about who I shared it with. But just start, just go.

[Brian Neal]

Start, start, just start. That's all, that's it. And all that becomes valuable. And then to your point, I've been working, I love the. We've been working a lot with what I'd say are non, non sophisticated companies in terms of like some really industrial type, old, you know, inertia type Businesses. And what's great about working with these people relative to video first is you talk about a green pasture to run in because you get into an aged video or an aged market, you know, so you sell whatever you sell like construction equipment or something like that. Nobody's doing video, Nobody. So it is wide open. If you go first, if you're a first person there, it's yours. I mean, you own it for sure. The other thing that's so cool about these other businesses, if you're in any business that's outside sales and you're physically in places, is there's so much cool things to video if you're out and about.

[Bill Caskey]

It's a unlimited limited library everywhere.

[Brian Neal]

And now if you're a tech seller and you're locked, you know, a lot of young tech sellers are locked behind their zooms or doing demos. That's, you know, then they have to turn into influencers. That's their version. But for the rest of us, you're out and about, you're driving around town, you do this all the time, Bill. You do this all the time. So. Well, when you're on a hike, you're on a walk, you're sitting at Starbucks, you're driving, I know you're not watching the camera when you're driving, but you.

[Bill Caskey]

Know, and if you're in machine sales, let's just say, which I know nothing about, but if you're in machine sales and, and there's a, a certain feature that one of your machines have that nobody else has. You, you might have 99 features on your machine, but this one really kind of juices you kind of get you a little. Oh, this is pretty cool. Yeah, you can, you can shoot a video with just that little feature, like just that one thing and talk about, man, I love this thing. I know for most of you it's not a big deal, but this thing is really helpful. Just shoot that. You don't have to be, you know, like shooting a thousand word essay on the whole business of machines. You can just pick out one little thing that intrigues you. And that's the beauty of videos, is being able to, you know, for us. I mean, sometimes I feel like I'm shooting a lot of two direct to camera videos and that kind of gets boring for the people. So I've got to find other things that I need to shoot around the office. Spreadsheets maybe, you know, and I'm. That's a struggle for me. But most people don't have that struggle.

[Brian Neal]

No. And, and the. I Love the, the demonstrable element of any sort of physical or outside product is just anything like that is interesting these days to give someone a tour. It doesn't matter. What if you sell semi trailers? Just go and jump up. Most people no. Have no idea what the inside of a semi trailer looks like. I drove a fork, so I do. But most people don't. You're like, that's interesting. Like the wood floor on a semi trailer is actually like a basketball floor. It's really nice, it's really clean, really neat.

[Bill Caskey]

Really.

[Brian Neal]

You know, it's just things you never thought of before. And, and everybody has the ability to do that when you're out and about. It's a huge thing. So.

[Bill Caskey]

Okay, so do we keep going down.

[Brian Neal]

That we're, we're deep, we're deep. I think we should stay on video. Not kidding.

[Bill Caskey]

Well, let's talk about content. Let's talk about. Okay, you've convinced me that I need to be a little bit more intrigued, a little bit less intimidated than I have been. You just talked about one thing which is visually showing a thing that you sell. So some kind of visual representation or visually showing a part of a thing that you sell. That's good. I'm convinced that if you're going to do direct to camera sort of personal creator or personal brand building video, that's, that's powerful but you have to have something to say that's compelling. And I think the most compelling thing is to something the customer would want to hear about. Like a common question. One of the things that we did, I don't have it in front of me but I went through and listed what are the top 100 questions that a person would have if they're either considering training, coaching, maybe there may be problems that they're facing in their, in their world. And those questions could all become videos. So you could start the video by saying, hey, you know, one of the questions I find people have a lot is how do I justify investing money with my sales team? I mean, aren't they good enough the way they are? That's a typical question. Here's my answer to it. And so you're just answering questions.

[Brian Neal]

So good.

[Bill Caskey]

Other way to do it.

[Brian Neal]

And, and here I'm going to do actually. So here's my phone. Okay, we're going to talk about. So I put the video thing on.

[Bill Caskey]

So the video, video thing. Camera. Okay.

[Brian Neal]

And I'm like, I just go, hey, I don't have my AirPods in, but I'm recording with my friend Bill There's Bill over there, and I just want to show everyone the equipment we use. We use these little roadcaster things. Bill knows what that is. That's what a roadcaster is. So if you want to do a podcast, you need a microphone, some sort of thing like a roadcaster and a computer. And a really good podcast partner.

[Bill Caskey]

And a really good partner.

[Brian Neal]

That's it. Oh, no, you're not. Yeah. Anyway, cheers. Anyway, so I just did a video, chopped up. It's rough, but it doesn't matter. It doesn't matter because someone's going to go, oh, rodecaster. They're gonna go, what? Now, let me look up digital recorders or how do I get a podcast partner? Whatever. There's just going to be something there and you can use that. And I cannot put that up if I don't want to. But I just want to show everybody if you're intimidated or whatnot. And, you know, it's just starting is the trick.

[Bill Caskey]

Yeah.

[Brian Neal]

Now, here's a thing on the content element that I am get a little hung up on is you don't have to be the guru in your content. A lot of people see that, like you said, we're going to go direct a camera. Everyone thinks that you have to have something, you know, pithy to say and that sort of thing. Why not make your customer the hero of your video? Or should they should, right. And if you ask people if they would, like, hop on a streamyard, that's what we use to record this. Or a zoom and say, hey, I wanted to ask you a couple questions about what it's like to be a CFO for a construction company. And it'll take about 12 minutes. I got three questions to ask you. Send the questions ahead of time and then record a CFO of a construction company that your client, if you have four of those, you just produce four videos where the. The customers, the hero of the story, you didn't have to do anything except organize it and ask the questions, and they do it for you. And then when you're going on your next sales call and the CFO is like, well, I'm not sure we need to invest in this. Like, well, here's a clip of two of our customers talking about it. And then you send it over, or it's just sitting on YouTube and the CFO is like, how do I justify the cost of a new machine? And your video pops up. It's just like, true.

[Bill Caskey]

That's great. Spotlight. Spotlight your customer.

[Brian Neal]

Yes.

[Bill Caskey]

Which will eventually turn into spotlighting other people. Who aren't your customers.

[Brian Neal]

Yes.

[Bill Caskey]

Who could be prospects for doing business with you. I love that. I love that. I mean, it takes a little thinking. It's, it's a little bit more complex than shooting direct to camera. But if you don't want to be the star, which, you know, that's fine, you should, you should make somebody else a star or some, a technical person inside your company. Probably most of your companies, there's people who are smart, they know certain things about techno technical issues that you don't interview them. It doesn't have to be a 30 minute, it could be a five minute interview.

[Brian Neal]

Yeah. Yep, yep.

[Bill Caskey]

That's a, that's a, that's a really good idea. Is all these, all these ideas of content are out there. In fact, you might even just go to Chat GPT or whatever your AI is and say, hey, I'm thinking about doing more video. What are 20 ideas that you can give me on who I should be talking to, what kinds of formats I should use? It'll give you 20, 30 ideas. Then you say, oh, 17. I never thought, I never would have thought of that. That's easy.

[Brian Neal]

It'll do that. It'll give you a whole, like podcast launch plan. I did it last night when I couldn't sleep last night. I did that for a football thing. Gave me the whole thing. Give me a sleep. It did a, what do you call it? Like an album cover art.

[Bill Caskey]

Okay.

[Brian Neal]

Instantly.

[Bill Caskey]

I mean, using chat GPT.

[Brian Neal]

Yeah, I did it, I mean, literally took 20 minutes at 3 in the morning this morning.

[Bill Caskey]

Excited.

[Brian Neal]

I do it right? You do, but it says, would you like me to make a podcast plan and would you like me to come up with potential guests? And the first 10 episodes I'm like, yes, please do that.

[Bill Caskey]

I love it when my. I use Claude, but it doesn't matter. It says now do you want me to go a little further? Yeah, I do. Ask me anymore.

[Brian Neal]

I'm guessing that's on purpose.

[Bill Caskey]

Yeah. So those are. So we got frequently asked questions. We got interviewing clients, interviewing technical experts within your business, interviewing prospects or spotlighting them. We've got. Just what are you interested in? You know, Gary Vaynerchuk? I've, I've watched him for a long time and one thing that I noticed about the way he does his videos, not all, but most, is he shares with you what he's fascinated by. Yep, I'm interested. You know, I'm, I'm really, I'm fascinated by this idea of xyz.

[Brian Neal]

Yep.

[Bill Caskey]

Let people into your Brain, let them know. You don't have to be the know it all. You can be the person who's interested in something. And, you know, I was thinking, why am I interested in that? Well, I went to college for this, but I don't know if that's the case. And I hear this from clients all over the place. So what do you guys think? Are you interested in this topic? Do you want me to do more on it?

[Brian Neal]

It's great. So good. I so funny you bring that up, too, because in my Restlessness insomnia episode last night, I also saw a post about Joe Rogan, and it was from a marketing guy on LinkedIn. But he said one of the reasons Joe Rogan is so successful is he only talks about things that he's interested in. He talks about psychedelics and weed and stuff like that. He talks about UFC and fighting. He talks about politics, talks a little bit about health. And that's what he talks about. Yeah. You know, and he goes deep on these things because he's so deeply interested. He's not trying to impress anybody. No. Or talk about something he knows nothing about, he's not interested in. It's not about that for him. It's so real. I love that concept.

[Bill Caskey]

And he's also, he's also interested enough that he's done a little research and he offers his. He weighs in too, whereas, like, Larry King was good at asking questions, but Larry King never weighed in on the topic.

[Brian Neal]

Yes.

[Bill Caskey]

So if you didn't heard. You never heard Larry King say, you know, I know you say this about weight loss, but. Well, you know, one thing I've experienced is when I stop eating blizzards every night, my weight kind of goes down. I, I mean, is that me? You have to bring in your own stories. Joe Rogan is really good at that because he has a, a broad, a wealth of knowledge, breadth of knowledge, I mean, about a lot of topics. And when you get into the health and fitness area, you better be ready for him because he's, he's well versed in that. But yeah, that's exactly right. I love that.

[Brian Neal]

So I'm going to give a very bold recommendation here to our listeners right now. Like, if you're driving, wait till you stop. If you're working out, wait till you're done working out. And when you're cool down, go and go to YouTube or Google how to start a YouTube channel and go sign up and log in and start your channel and just put it up there. Just open your YouTube channel. Now you've got a place to deposit these videos you're going to produce. But just take the first step on that. Don't just sit and wait on it anymore. And lean into it and try to find that. Let that intrigue, you know, take you down the path. So take an action on it. That's fine.

[Bill Caskey]

I love it. One hour. You'll have a YouTube channel up in one hour. Probably you want to have videos on it, but just get it up. It's.

[Brian Neal]

Yeah, get it up. That's it. Just start. Just start.

[Bill Caskey]

All right, let us know. Let us know in the LinkedIn group whether you do it or not. What.

[Brian Neal]

And.

[Bill Caskey]

And post it there. We'd be glad to share it. In fact, you know, we'd be glad to share people who have YouTube channels maybe already on the. On the episodes. Do you have a question you want to share? We'll be happy to do it. We got 10, 12, 15,000 people. Who knows?

[Brian Neal]

Awesome. Okay, good. All right, see you next time. Next time. Bye.