Jing Screen Capture: Use It For Your Clients Sake

Whether you are in sales, support or marketing, really any field of business, you need to be a problem solver. One of the tools that helps me become a better problem solver is Jing Screen Capture (absolutely no sponsorship, just a fan).

Multiple times a day my clients come to me with questions about the software we sell at Kapost. Sometimes it is about pricing and sometimes it is about a best practice or how to use a certain feature. At first, I would draft these epic emails answering their questions that were sometimes fairly complex. But then I then realized I could decrease the amount of follow up emails and clarification emails we were exchanging by using a different method of communication other than simple text. Jing allows me to capture an image and then highlight certain areas of it, leave comments and share it with a simple URL that automatically gets sent to my clipboard. A little command C action and all those words get condensed into a simple image.

Example- http://screencast.com/t/iNdDCIzPxdK

The other option with Jing is recording a quick video that allows for audio also. Mr. Client asks a question like, “Hey Jon, how do I accomplish xyz in your software…” Instead of drafting a complex email all I have to do is go to their software and record a simple video answering their questions exactly. This option also helps to build a personal relationship with them by letting them hear me and see me solve their problems. They can also share this video to any colleagues that may have the same question.

The other benefit with this is I can save these videos and repurpose them if these are questions I get frequently.

Happy capturing!


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Data On When to Contact Leads and Opportunities in Your Sales Pipeline

Most of the time we look at our calendar and decide when we want to contact the leads/opportunities in our sales pipeline. It turns out that when we want to really is not the best way to go about it. In the link below you will find some great data on when to contact the leads and opportunities in your sales pipeline according to the numbers.

Click it–>The Lead Response Management Study

The sales team at Kapost had just returned from Content Marketing World and we had our stack of leads in front of us. It was a Friday. We had a strategic decision to make. Do we wait until Monday to contact them or do it late on a Friday afternoon? We were making our decisions with no data to back them up.

According to The Lead Response Management Study neither options were ideal and our timing was off by a long shot.

According to this study,

  1. Wednesdays and Thursdays are the best days to call in order to contact (by 49.7% over the worst day) and qualify (by 24.9% over the worst day) leads. Thursday is the best day to contact a lead in order to qualify that lead (by 19.1% better than the worst day).
  2. 4 to 6pm is the best time to call to make contact with a lead (by 114% over the worst time block). 8-9am and 4-5pm are the best times to call to qualify a lead (by 164% better 1-2pm, the worst time of the day). 4-5pm is the best time to contact a lead to qualify over 11-12am by 109%).
  3. The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling toqualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial your salespeople make actually hurts your ability to make contact to qualify a lead.
  4. 4. The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.

With this data now in hand, it’s time to re-structure when and when not to reach out to the leads and opportunities in my sales pipeline.

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What Does It Mean To Be a Gentleman?

“This is the final test of a gentleman: his respect for those who can be of no possible service to him” – William Lyon Phelps

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