Send the Loom: The Five Minute Video That Kills Sticker Shock

I'm a big fan of sending Looms along with proposals, and I believe emailing a proposal, or talking through numbers on that first call, can kill a deal even when you have amazing value to add. That's what we're getting into today. I'm giving you a high level look at what a Loom proposal can cover, from personalizing it to their exact call outs to how you handle the close, and why walking someone through pricing on video changes the entire tone of a deal. Plus the very unhinged thing I do the second someone opens the video.

Work with me at suzieconsoli.com.

Transcript

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I used to lose deals not because my price was wrong or off, but because of how my clients were finding out what it was. Either they were hearing me pitch it on a call and it was coming across really cold and I was nervous and I was like, uh, it's about this much, and then I would go quickly past the slide, or they were looking at it alone in their inbox, scrolling to a number with no context because they were skipping over all of my beautiful slides. That's the moment when I started using Loom instead, and it changed everything about how my proposals landed, and my close rate went way up. If you haven't listened to the two-call close episode yet, go back and listen to that one first because it's going to build from here. Um, I'm gonna go into a lot more detail in this episode about the Loom part of that. Um, and I think it's going to be really helpful for people. If it's been a while since you listened to that episode, a quick recap. In the initial intro call of the two call close system, you are just trying to build trust, get to know the person, and you're setting the expectation that you are actually going to be sending them a proposal with all the details in a Loom video in 24 hours. I really like to send it within 24 hours. That's when they're most interested in you, memorable. Not a lot in their life typically has happened within that time frame, but a lot can happen in a couple days. And all of a sudden, you get bumped down the list. Today we're going to talk about what needs to be in that Loom video, what you need to say, and all of the benefits of sending the proposal with a Loom instead of presenting it on the call. So to get really practical, I want to talk about the Loom itself. I want you to pull up your slides, whether that's in Canva or wherever you build them and get Loom or whatever video recorder you use, open. Turn your camera on. I know this makes people like, oh, but Susie, then I've got to get fully camera ready and I've got to do my makeup and my hair and all this stuff. You're actually a super small circle in the bottom corner. So I have gotten away with having my glasses on, pulling my hair back, and just making sure that I don't look sloppy and making sure that I look somewhat presentable. You don't need to uh put on a whole Hollywood production in order to film this loom video. I also want to make sure that your audio is clear. Again, you don't need like a whole podcast setup, but I do want you to make sure that there's not dogs barking in the background and things like that. Here's what doesn't matter. You don't need to edit out every um, you don't need to script this and say it perfectly. This needs to feel like a natural presentation. It doesn't need to feel like a polished production. You're talking to them, you're walking through it, and it doesn't need to be super long. You're aiming for five to 10 minutes and you want to walk them through this slide by slide, not necessarily reading every slide, but just going over it at a really high level. The magic here is in the personalization. Anywhere they mention something specific on that first call, that's your moment. You say something like, I know you told me that copy was really important to you. That's why I built this in here. I know you mentioned XYZ really mattered. So that's how I addressed this. I know you said that a past agency really dropped the ball. I wanted to talk about our process here. This is what makes somebody feel like the proposal was actually tailored for them and not just copy and paste it from the last client. Then you get to the close, and this is where you're going to give them a deadline. So you're going to cover the numbers. You're just going to very clearly say, here's what it costs, here's what it's going to be, here's the investment. And then you say, if you're able to get this done by this date, pay your first invoice. Here's what it is. If you're able to do it by this date, here's what I can make happen for you. Maybe it's a pricing incentive, maybe it's a kickoff date, maybe it's the timeline and how you want to make it work for them. But you're not sending an email that just says, hey, please sign by this date or you'll lose this rate. You're saying, hey, face-to-face on video with warmth. I want this for you. You were really interested. This solves a problem for you. Go ahead and take care of it by this day so we can get this done and start helping you out. I love to give them pricing in the privacy of their own space where they can have sticker shock if they're going to have it. They can say, oh my gosh, that's so much less expensive than I thought. People do not like being given a price in front of somebody else and having to emotionally respond to that. You're still giving them that space while not leaving them alone in it. You're walking them through it, you're explaining it. It gives you time to talk through it and build that trust while still giving them that space. Two more things I love about the Loom video. First of all, they can forward it, which is huge for you. If someone on their team, probably a leader, couldn't make the call, they can send that loom over. And now that person has sat through all of the most important parts of your presentation before they ever talk to you. I've had CEOs send their CMOs to the intro call and just be like, hey, go check out this girl. And then CMO forwards my Loom video to the CEO and says, hey, you know, this is Susie. This is who I met with. And by the time I'm meeting the CEO on that follow-up call, as the part of the two-call close goes, they already like me. They feel like we're friends. They feel like they were on that intro call because they've already been looped in. And what's even cooler is that I can see that they watched it, which brings me to part two. Loom and tools like it will notify you if somebody has watched your video or is watching it pretty much in real time. So if I click on a Loom video, it'll say, Hey, Susie, somebody just viewed your video. I will typically take out my phone and try to email or text that person as soon as they watch the video. Hey, I saw you watch this. Let me know if you have any questions. Because you've got their full attention right there. I have had people pick up the phone and call me and say, Hey, I just finished watching your video and I saw you texting me. Do you have a minute? We've gotten deals closed right there. Forget the follow-up call in a week. We got it done right there just because I was on it and didn't mind being a little creepy with the data that I've been given. Anytime I've had somebody say, Oh my gosh, you knew that I was watching this, I've said, Yeah, we're a marketing agency. You don't think we have awesome tracking data? That's what I want to do for you. You can always spin that into something that's like, we're that detail-oriented. If you are struggling to close right now and you are still bringing up pricing on that intro call, or you are still trying to just send an email that's like, hey, thanks so much for becoming my friend in 15 minutes. Here's a giant invoice. If you are struggling with this, I want you to try to implement a Loom video and see if that takes care of the problem. If you are sitting here going, Susie, I really want to do a Loom video, but every time I do it, I'm just having a really hard time talking through my proposal. I'm not sure if my pricing is right and I'm really struggling. I would love to book time with you, sit down with you, go over this, review your Loom videos with you, make sure that they're not 30, 45 minutes long. Yes, that happens. And I have been that person and I can help you cut that down. Um, I used to say nobody wants to watch Suzy TV. I would love to help you knock out your proposal, script out an outline for what your Loom videos will look like so that you know what you're going to say and you can drop in some personalization and get that clothes right up so that you are making more money in your business. Go ahead and book a call with me at susieconsoli.com. Until next time, friends, sell well.