You need to stand out in the sales world to be successful and video is an excellent tool to leverage if you have the right strategies. I discuss how to do that with my guest, Jason Zygadlo.

Jason, a seasoned expert with nearly 20 years in medical device sales, now channels his unique skills into Build.Your.Own.Brand., where he helps individuals and organizations stand out creatively and memorably.

Jason has always tried to do things differently to be memorable. He spent his earlier career in medical device sales. Fast forward to 2024, in his business practice, he was still looking for ways to be different and be more efficient.

The video world was introduced to him by a friend who also sold medical devices. Jason was very quick to adopt the technology himself because he realized he could be more efficient by sending videos instead of regular emails. He particularly liked the analytical part of video technology. You could know if and when the video was watched and for how long. That allowed him to fine tune his messaging to get longer video views.

Getting to Know Him

It’s getting harder and harder to see potential clients. So how can you engage with them? If you’re not delivering your message effectively, then what good are you doing? If the information you’re trying to deliver to the potential client isn’t currently getting through, what other ways are out there? Email is the starting point. Almost everyone shares their email address now. You can also send the videos through LinkedIn.

Jason realized he could be very efficient and send a lot of videos in a personalized and tailored way and then know when they were opened. When he did end up getting in front of the potential client in person he would often be greeted with “It seems like we’ve already met”. They would know him from the value that he had sent. It was usually a video introduction followed up by some kind of white paper or other material.

Getting Your Message Past the Gatekeeper

The beauty of videos is how versatile they can be. Jason would stop by an office and leave some information with the gatekeeper. He would then follow up with his potential client by sending a video saying he had left the information with the gatekeeper. Then (in the video) Jason would introduce himself and let the potential client “get to know him”. The next video would be a demo of the product Jason was selling. Once the potential client met with him Jason would send a thank you video.

How Many Videos to Send

You can’t just knock on the door once or twice, it’s a persistence game. Jason talks about being “pleasantly aggressive”. The videos don’t replace the stop-byes, the drop-offs and the traditional ways of doing things. Videos are a supplemental tool to tack onto the other things that you’re doing to close the sale. There’s no magic number of videos you should send. It takes as long as it takes to get what you’re trying to get and what you’re trying to accomplish.

We also dive into topics such as:

What the first meeting looks like after you get past the gatekeeper.
Why you should create personalized videos and how to do that.
The power of curiosity in the world of video and sales.
How to be different and memorable.
Why different is better for breaking through the noise.
Examples of video platforms you can use to stand out.
Why you should send thank you videos after the sale is closed.
The importance of practicing being on video.
The one thing, above all else, that you should do to stand out in the sales world with video.

…and other golden nuggets of advice!

You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea”

Click here for more outstanding interviews with entrepreneurs and thought leaders!

About My Guest

As a Kent State graduate and active community advocate, Jason leverages his strategic prowess and passion for branding to empower clients to break through the noise.

When he’s not crafting standout strategies, Jason is dedicated to his nonprofit, ZIGGYSTRONG, and enjoys family time, college football, and Lake Erie.

Jason’s website:

https://www.careercoachbyob.com/

Social links:

https://www.linkedin.com/in/jason-a-zygadlo-9051311/

https://www.facebook.com/jason.zygadlo

https://www.instagram.com/jzig1978/