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Getting Ready to Live Stream

The kit you need to start live streaming is as basic as using an iPhone.  But we both know there's more to presenting your company than tapping on your phone and going live on Facebook or YouTube.  This livestream recording talks about the reasons behind going live, the equipment we use and why we use it.

In this live stream, Nigel Maine delves into the essential equipment and technology needed for effective live streaming, particularly for B2B businesses looking to enhance their sales and marketing strategies. He emphasizes that while the technology can seem daunting at first, his journey over the years has been about simplifying and systemizing the generation of new business through digital means. Maine discusses the transition from traditional sales methods to a digital-first approach, highlighting the limitations of cold calling and the inefficiencies of relying solely on sales teams with "black books" of contacts. He points out that the generation of new business has not fundamentally changed in 70 years, despite the digital revolution, and this is where live streaming comes into play as a game-changer.

Maine explains that the goal is not to produce cinematic-quality corporate videos but to transform the entire new business process into a digital format that is accessible anytime. This approach allows potential clients to learn about a company's sales process, discovery, implementation, installation, training, support, and more through video content available online. He argues that B2B sales cannot be scaled in the same way as B2C due to the different nature of the buying process, where business investments are made with profitability in mind. By adopting live streaming, businesses can reach a wider audience more effectively, presenting their products, services, and software in a way that resonates with B2B buyers.

The live stream covers the practical aspects of setting up for live streaming, including the use of basic equipment like an iPhone, tripods, and cables, as well as more advanced setups involving cameras, lights, microphones, and switching equipment. Maine demonstrates that starting live streaming can be both affordable and straightforward, requiring minimal investment in technology. He encourages businesses to embrace live streaming as a powerful tool to connect with their audience, share valuable content, and ultimately, drive new business in a way that traditional sales methods cannot match.

  • Nigel Maine discusses the essential kit for effective live streaming in B2B contexts.
  • Highlights the transition from traditional sales methods to digital-first approaches.
  • Emphasizes the limitations of cold calling and traditional sales strategies.
  • Explains the goal of transforming the new business process into a digital format.
  • Argues that B2B sales cannot be scaled in the same way as B2C.
  • Covers practical aspects of live streaming setup, from basic to advanced equipment.
  • Demonstrates that starting live streaming is affordable and straightforward.
  • Encourages businesses to use live streaming as a tool to drive new business.
22 April 2024

How to Master B2B Growth using Digital Selling Techniques

Learn what to do next when it comes to writing more business.  Don't forget to pass it on!


The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.

Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools.  Contact: 0800 970 9751 or email This email address is being protected from spambots. You need JavaScript enabled to view it. 


There is no post production editing on this transcript as I normally do for the others.  The reason being is so you can see the quality and accuracy of the automated transcribing solution we use.  It also shows how much text a one hour livestream creates that can be instantly converted to content that Google will analyse on your website.

Well, welcome. All welcome to the live stream. Here we go again. Um, I'm not going to say, um, too many times. I hope it's a couple of things. A bit of my housekeeping is that I just want to make sure, um, those that are watching, um, that the sound is clear and not too loud and not, um, not too much gain as, as they say in the, in the, in the, in, in the game today's live show is about explaining the kit and technology that's needed to go live. It should be an interesting one. It will be an interesting one. So without any wasted time, I've got to play the intro.

Let's say with the shows that we're live in a big way, because we've got a bit of a problem there already,

Let's go back to our live Stream. We go back to the camera

And recovered.

One of the things about this, and as far as the technology is concerned is yes, it can be complicated, but the journey that, um, that I've gone down over the past few years is to identify how to systemize the generation of new business. And part of that journey. A few years ago, we were looking at a lot of video, a lot of methods to communicate what a business does and how a business does what it does. And it, it, it always came back to the same thing that you can buy an accountant. You can buy an HR person, you couldn't buy, um, installation, implementation, support, customer services, all those types of services and, and, and, uh, those, those types of jobs within your organization, but you cannot buy sales impossibility. And so the kind of tried and tested route is going down that path of, um, taking on board people that are salespeople that have got black books.

And so they can go back to their customers and try and encourage them to buy. But the generation of new business, um, is, is very, very difficult. And, and it's not changed in 70 years. And this is something that we talked about last last week. Um, I'll move over this way a bit lost. So this, this list here is just what we covered last week. And it was about the old way, the way of selling and what people were doing. And the fact that that businesses, especially nowadays would do 80% of their research digitally before they even entertained communicating or inviting a sales into to talk about it. So, you know, we, we, we come back to this, um, this, this, this issue about what, what was our journey regarding the technology really is really important about the technology. So we, we, we, we spent loads of time, um, watching YouTube and learning the technology and software that relates to doing editing and graphics and motion graphics and audio, all that kind of stuff.

And I have to say I was getting more and more kind of excited about it, thinking that this is it, this is definitely it. This is what needs to be done because my initial thought was that we want to, um, create Senate kind of like cinematic quality video, but for B2B, but we're not talking, I'm not talking about doing a corporate video is not, not that at all. This is about converting that whole new business process to video and putting in video. And so you would, you would document everything that you do in that new business process and put it on video and put it online, which meant that anytime of the day or night, anybody can look at your sales process can find out about your company. Can, can find out about a discovery, implementation, installation, training, support, all those types of things, whether it's product services or software, it's irrelevant, but there had to be a way of achieving the same kind of call it a success, but the same kind of numbers as B to C, but people in selling to consumers, you've got 7 million people.

You said billion people, you can sell to B2B. Isn't like that. It's different. It doesn't work the same way. And like I said, last week, you know, people buy stuff because they want it. But when it comes to business, you, you, you invest in stuff. You invest in products, services, and software to generate more profit. But because of that, that issue of, of never being able to scale it, most businesses are stuck doing a turnover of about 80 to a hundred grand per person per annum, up to 150 odd grand per person per annum. That's it that's hasn't changed for decades. And it's because of it's people call it a numbers game, but, but coming to the, uh, the technology we invested in cameras and lights and accessories and all the load of stuff, loads cost a fortune, but it was, it, there was something like there was a scratch there, sorry, there was an itch and it had to be scratched. But I, I, I was pretty, pretty convinced that it was to produce these videos. And what we had to do was produce video and post all the videos out there. And we would do videos about doing video and videos about marketing and videos about consultancy and kind of adverts all these kinds of things. And we launched everything in March last year,

Weeks before lockdown.

And so instead of people going, Oh, this is a nicest, it's interesting. People won't even think of that. They're going to, Oh, we can have a joke. People got furloughed, it got worse and worse. And people, you know, businesses shut down and it was, it was awful. And I'm sitting there twiddling my thumbs thinking, that's a problem. And so in this time, of course, you, as a, as a critical thinker, I don't know, but, but an entrepreneurial thinker constantly, I mean, I've been in business for 35 years, so I've experienced a lot of stuff. And one of the key things is that the, the journey, my journey, having spent 20 years in selling technology and integration and so on with, with voiceover, IP, and market, uh, CRM, and then moving into marketing automation, because I want, I wanted to find out what was going on with marketing.

And so I spent a lot of time researching and doing it and making it happen and turning over millions, doing it. But it was a slug. And I'm thinking to myself, no, this is wrong. This is fundamentally wrong because BCC'd cannot scale what they're doing. And that's, that's, it's always been that to me. It's always been this kind of bone of contention that, why is it that if you sell to consumer, you can sell millions of millions. You know, you can, you can have people on YouTube and be YouTube influencers, yada, yada, yada. But when it comes to B2B, everyone goes back to cold calling. You can't scale it. You cannot scale B to B. So a while ago, we're thinking what w w w we're starting to do. We do live streams for something else. And I think, wait, wait, wait, wait, wait, wait.

And the light bulbs went on and it was right. I know marketing. I mean, I, I really know marketing like inside, out to the point of being appalled at the way that marketers behave and you as, as directors and I have to, it's not a caveat, but it's, this is, this live stream is directed specifically and narrowly at directors. I'm a director, you're a director. I've been doing this with all my, my pretty much all my working life. Not all of it, but I've been a director and I've chopped and changed and iterated and pivoted and always kind of thing. But the goal always was how to systemize it. I was doing 200 grand per person per annum back in the late nineties. I didn't realize how significant it was until now until late much later, but it was all about systemization. How could I systemize it?

Oh, and then Michael Gerber comes out with a book called E-Myth how to extract yourself from a business and keep it going through systemization. But I didn't know that I wrote a book about it as well about the technology for business. And there's a, you can get free copy on a website, the, by the, by, by the, by. So here we are, you know, I'm, I'm talking to you as a director. Problem is your sales teams, your tele sales team, your BDRs, all those people involved are reverting back to type, which is it's called cool. Cause there wasn't anything else marketing doesn't work. Marcus. People could keep getting fired every 18 months because they don't perform so that, so this is, this is known information globally. So hat, how do we change people? You know, I've had, I've had old sales directors. I mean, I wish a numbers game, but nobody knew how to play the numbers ever playing make it, you know, as far as numbers game was concerned was taken more tele sales people and that's it.

And so this massive, massive revelation of I've got it. I know what it is. You need to combine the ability to expose to the most amount of people and combine it with something that's really personal and connected and authentic. I mean, even like the beginning of this last show, I had the wrong button clicked. It's like, no, go and get upset. Don't go red. You don't get, it's just, it is what it is. You want to do a video. You'd do another tape. Wouldn't you? So live is live. And it's really important because it, it creates that connection. It's really personal. So we look into this, so how do we, what, what, what do we need for this? And I'm thinking, wait a sec, we just, we just bought a massive amount of gear with a couple of bits of software. We use all of that gear to go live.

Wow, we've got a studio. I mean like a pucker, proper studio. What is interesting? And so what we wrote about it and worked on it and looked at the difficult of what were that other people do and what was the market doing market? It's not doing it. The, I don't want to call them kids, but there's a perception that they're just kids and geeks on YouTube. They're not, but they're doing YouTube and they're becoming influenced and so on. And so on. I got a thing sent to me yesterday about over in Asia and, and moving this way. We all remember QVC. That's how it's moving. If you haven't got a live channel, you're nobody, as far as Asia is concerned, it's massive. It's absolutely massive over there. And of course it will come over here and all the BTCs are doing it. And, and you know, you want, you want something to go viral. So red bull do a, an amazing video of extreme sports and it goes viral. Everybody loves it, but how'd you do that with a bit of HR software. You can't. So I'm looking at this and thinking we've got this tech and everything that we've needed available. We just need to go live well. What, what, what, what, what's the best way of doing it? Well, send out an email and say, do you want to watch our live show?

The recipient of that email is going to go. All it says is watch the live show interested, not interested. That's not a problem. As opposed to some cheesy worded email that tries to say, hi, have I got your attention? No, you haven't got my attention. So is so we're looking at this thinking, wait a second. We can put this massive, massive impact and package, put a package together for massive impact for any business. So we start looking at, and I did the, I did last week, last week's show. And last week's show was about, this is what's gone wrong. This is why we've gone wrong. And if you, you know, this is, this is massive because of the ability to scale your business.

So we've got everything set up and I'll show you around the desk in a minute, but there's something there just whilst I'm doing that to keep kind of keeping the back of your mind. It's not about the money this isn't about. So I've shown you all this, and now she likes to call me in and I'll come and sell you all this kit. No, it's not about that. If you've got something that's really special, and if you value your fellow, man, you'll do something about it. And this is a, a business proposition of business strategy that you could implement tomorrow. Do it today, do it tomorrow simple. So it's not about me and it's not about money and I'll come on to me later. But, but you, you, you, you have to get this. I spoke to, um, I spoke to some of the other day and he's a senior sales guy, really CD sales guy.

And, um, I know, I know what they're doing. They're doing kind of, um, they're using an external telesales company and, and they've got all the, that, that the, the attributes and accoutrements that go with running a big, a big sales operation, you know, tele sales, BDRs, um, support people, big marketing team and so on and so on. And so on. I said, what about this? Let me think of this. And he's okay. Well, yeah. It's okay. But who, who, who are you selling to? Who's your market? I'm thinking anyone. No, he said we use a tele sales company and they deliver us sales, qualified leads.

I said, how's that going? I was pretty crap. Actually. I said, well, we're doing this because people can't get in touch with the, with, with their contact on their database. Yeah, yeah, yeah. No, it was really difficult. She, no, one's around, everyone's working from home so they can't contact them. Right. So this would work then. Yeah, I suppose it's not, it's not really for us, not really for us. It's like, and they are in speaks. The words of an employee he made a decision is from his budget. So speaking to a director, you think about this proposition. I say, cancel the contract with the tele sales company or make your tele sales department redundant. However many people involved, significantly reduce the people that you've got in, be doing BDR work, business development rep work, and have a good, hard think about how many salespeople you need, because doing this send out one email and we know the figures. 1% of your market are looking at any one time.

So you need to reach lots of people. I saw. I saw her, um, grant Cardone, American guy who's quite popular, had been on shark tank and mistakes. And so on. Say irrespective of what you're selling, you need volume. Can't do without volume persistency on volume. If you haven't got that, you know, you're never going to win. You're never gonna, never gonna succeed. And he was talking to, I think the guy name was Jordan, but the Wolf of wall street who DiCaprio played in, in the, in the same film, folly and consistency. So you've got certain number of people on your database already. And we're going to talk about this in detail next week. So you join me next week because I've got a data guy and someone else that, uh, that, um, works as a, um, a business development guy within another company. And they're going to join me live on next week, but I'll come onto that later. So, um, I've lost my train of thought now, so you you've got the, you've got database on what Salesforce or, or, or dynamics or whatever you can add to that and send that, say it was 10 30, you got 10,009 database, whether it's existing or you buy in, it's irrelevant, simple, low cost, one of cost and email, every one of those 10,000 people and a hundred of those people are looking at the moment and you invite them to a live show.

You deliver your live show and they look at you. I spoke some of the other day. I said, you lucky, if you have five minutes on a phone call with someone you're doing well, you see if you can hold someone's attention for longer than five minutes on a live stream, as that's great holding a hundred people's attention on live stream is out of this world. It's beyond anything you've ever done. And you can do that every week. You couldn't phone 10,000 people to tell them what you're doing. You couldn't necessarily advertise because when and where do you advertise? You can put banners on different websites and say, join. Now our live stream every week. But to email your target specific narrow target market, who are you, who you have identified as your, your business, your business, target your vertical invoice, emailing all of them once every week come and join us.

This is what we did last week. As you know, you, if you saw last week's where you got the email, you were said, I said, this is what we did last week. He has been posted up his life. And this week we're doing technology and we'll do this. I'll send an email up next week saying here it is live or available on our website. And this week we're doing data and access to data and simplifying it into your internal process and then the F and so on. And there's already a schedule on our website. So you can see that this, this, this trumps everything, you can't, you can't touch this. You've already got the software that holds the data. If not export it, give it to a company and get them to send it out.

I mean, MailChimp charge a hundred quid a month for 10,000 names MailChimp. Oh, and by the way, you can ditch your marketing automation software as well. Don't need it because you don't, you're not chasing down an individual that you can actually focus on and bring them up. Not interested. You're providing everything. You've got this introduction to high. How here we are, we're here to help, yada yada. And if you're interested in what we're doing, then you go to our website and we've got this and that and the other. And like, you can see that the ticker tape pumped on, they've got different screen up there, the ticket tape along the bottom. This is who we are, is our phone numbers, our email address, our web address. What would you want?

And you tell them what we've got to do. We've got a new download, go to our website, download you don't want your email address, just download it. But you've, you know, you've got your company address and your details and your phone number and your web address and your email address and everything else that goes with it. And they know they can look at you communicate with you every week. I mean, I know, I know that there are some people that I know who are watching this, and at some stage know, they'll send that. They'll put a message up and say, hi, how are you doing? It's going well, colors look, okay, colors look rubbish.

Yeah. So

The, the point of this is that you, you, you can't beat this. You absolutely can't beat this. I mean, think about, Oh man, I'm in my I'm, I'm in my office

At home.

And I could email 10,000 people in a couple of minutes

Say, watch me. And some of them would,

You can't do that. Most people can't do that. And that's what makes this so special. So, I mean, it's, jaw-dropping, it might brings water. It brings tears to your eyes. You know, at the end of the day, your employees not probably not any better than never bothered with this, use a managing director go, well, wait a second. We can do this every week. Yes. That's the, that's the idea. Buy the kit, put it in a corner of the office, set the office up, do the necessary, treat the space. I guess some sound blankets, stuff like that to every week,

Turn up talk.

And we, um, what we do, we set all this up, you know, all these, all the overlays and show you how to do it. Set all the gear up. And literally, I, like I said, in the last one, as long as you don't play around with it, first I did at the beginning, you go, Oh, I've got the wrong screen up. But at least I knew which screen, which thing for us eventually. But you can see what I mean, turn the lights on, turn the laptop on, plug everything in you're ready,

Roll. And that's it.

It is the most spectacular method to communicate with a large audience at the top of a hat. And you can't do it. Can't do it any other way. So excuse me, let some, so I've looked at some of the kit. What I've done. If I go behind me, you see here, that's an iPhone. Okay. So we go to there. So there you go. I'll just get out of the way. So I just want to see, so That's my iPhone and he's plugged into this switcher and I'll show you, I've got a top-down, but you can see what I'm saying. It's not money. It's absolutely not about money. And Just checking my check, checking my buttons. That is all working. And I've not got any messages from anybody telling me that the sound's not on. And that there's a problem. And if you would tell me if there's an issue. So, so everybody's got an iPhone, iPhone, tripod camera, holder, not complicated cable out. It got out of the iPhone into this box, which means I can switch to a different camera. And the reason the picture is not so good is because I got this bright light behind me. So it's not an, and I'll come on to this particular, what's on what the kid is camera sitting on in a minute. So

It's not about money. It's about getting stuff set up. So you can have a camera, a cable plugging into an adapter that goes into your laptop when you're away. And then what you need is a bit of software that I'm using and a switch box that does the overlays. That's it? I mean, you could S you could go live, just staying, holding the phone up and that's going live with, um, uh, you know, Facebook connected simultaneously. So that's the first thing. The second thing is that if you're, I would say, if you're serious about your business, I know you won't do anything. You, you won't, you won't contact me today doubtful, but when you click away from this and you're doing what you're doing, and, and someone comes and asks you for budget or for money to do something, or you're doing your budgets for next year right now. And I've just said, cancel the contract with the tele sales company and challenge the necessity of your BDRs and the number of salespeople that you have.

Then we'll put the good ones in front of the camera

And they couldn't reach out. I mean, you can also question the people, you've got your marketing, because you're not going to need an enormous number of people in marketing. If you're now the people that are reaching out through your sales functionality with cameras and so on. So you're now reaching out to 10,000. What are they doing? You know, keep the graphic designer on for a bit or get rid of all of them. Maybe deal they'll hate me for saying it. Yeah. Get rid of them. Unless of course they re-skill, it could re-skill and then they couldn't do the overlays and do the audio and do the setup and oversee it and take care of the lighting. But if not superfluous to requirements nobody's ever said, get rid of your marketing team, contract it when you need to. Yeah. Arab, some amazing people out there, gagging for work, do a contract at the drop of a hat.

I need this, or you do it in house. So camera behind here, camera over here, which is what I showed you here. This one here, he's really bright. Isn't it? Maybe I should. Um, he goes, but now is a bit better. So come here. Um, and this is on a slider, um, and that's, that's for a video I'm doing later, but I'll show you I'll show you what we've got there. And then we've got top-down. So you, you know, if you're, you know, this is the, this is the box that, that, um, that we use to change the scenes. Okay. Now what I'll do if I go from here, the ticker-tape, um, I can go to here now, although I've changed this I've, I've changed. I've just, I'm just showing you that the box that, that, that can do it. I'm not going to work on this at the moment. So all I have to do, I move that, which way? That way. Okay.

So this is, it's quite simple. It's, it's a one touch dial button, you know, a bunch of buttons that enable you to, um, let me just move this over a bit as well. So what we've got is pretty intuitive anyway. I mean, it's not, this stuff is not complicated and it's not meant to be complicated. And so we want to, you know, w the whole point of what we're doing is making this accessible. So, right. So there we go. So the CoBank back to this, this, this button system here, this means that you can call in different overlays at different times,

As you can see,

It's really simple, 150 quid cost, nothing. So you could, the point of this is that it is not, it comes back to, there's not a much, it cost, it's just a bit of software and a button and some buttons, and you get bigger, bigger, bigger consultable buttons. It's just something to it. The other part of this, this process, um, is, is some, some, there's, there's a variety of different software platforms that you can use to go live. You use to go live. The other thing that we've got here, if I go back to the top down again,


Here we go. Top down. This is this unit here and what this does this enables, um, that's the best way to describe it. All of the cameras feed into this. Okay. So all of the cables that we've, that you've seen feed into this unit, there's this, this unit, and with these buttons here, camera one, two, three, and four is coming for this camera, camera three, and it switches. And then you can use green screens with this as well. But the point about this is that that little box becomes a, the feed for your webcam. That's all it is. It just comes up on your screen, says, this is the webcam, but you happen to have four cameras connected to it. And you could have eight, which is up to you, um, two 53 foot, 400 pounds. And you're using your iPhone if you wanted to. Yeah. As we got there, I mean, I know the quality of this is, is, is, is, is stunning really? Because he's like, but that's a mobile phone you got in your pocket. And that's what makes this very, very accessible. So that's, so that's the first thing you've got an iPhone they're

Top down. Okay. This is my only pad. If I go back to four, you can see this, you can see it just here. Just, just there. You can see the line here. This is the side of the iPad. And again, goes into an adapter whether with, uh, RJ, uh, HTMI cable, and it goes down into this box

So th the technology is, is, is almost like household technology. And you've got HTMI cables plugged into your, between your Blu-ray player and your television screen. You know, this is, this is that, it's that basic. So they're kind of the first setup things. I mean, if I go back to, um, I go back to here just to explain this. Now I've got a, um, uh, uh, uh, a pro Mike, a pro mic on here. This post is not, you can't see it particularly well, but anyway, this post is just a tool post that is used for multiple screens. And it's been adapted to put my camera here. Okay. And so I'll talk through this, obviously, Mac, my camera is here. This unit here is a teleprompter unit. And so I can put my iPad into here and run it, run it, work it like a teleprompter, but what I've used, I've put up just a little, a little, a little computer screen. I've got a little computer screen in here, which you can see here. Yeah. That little screen there, but this is glass here and behind. That is my camera.

So when I go back to it here,

I'm looking at myself in the eye, on the camera because I can see myself. Cause you know what it's like with every, all the other stuff that goes on at the moment with zoom calls and, and, um, Skype calls and, and, and so on, everyone's doing that. They're talking to you, you go, Oh yeah, yeah, yeah, yeah, yeah, yeah. Great. Wow. Chat, chat, chat, chat. And meanwhile, you go look at me. I lost companies don't care, but you get to the point and go look at me. How about a bit of engagement, be nice, but it's easier said than done. And so this gives us the ability to do what we're doing. And when I do do zoom calls or, um, I'll show you something very briefly with this, um, with this overlay that I've got here. If I have a guest, the guest will appear in that overlay, but what I'm able to do when I've got more than one guest is I'm able to drag up my, my, what I can see. Even if I've got three guests, I can put their images on this screen. So I'm looking at them in the eye, uh, maintaining their engagement.

And this is why it's it's. These are just little kind of finessing of, of, of how this is at the moment. And I would say that, um, in terms of how businesses move forward, this is, Oh, this is how we're doing it. So back to the, um, back to some of the kit,


Microphone, obviously here, I, it's not, I can't move the camera, but I've got the microphones plugged into the top of the camera. And there's a, I've got one of these, um, XLR, but one of these left mic, sorry, my exam. And then there's a remote control

And it's wireless net goes into, into the receiver up top there. Um, and so on, but one of the, the other parts of this, if you're kind of involved and then you think, what is, it looks really interesting. There's a second part, because this is all about content. And the biggest deal is if you want to record something. So it was just me. That's one thing. And the thing is you can see he's got his, his back and focus again. So we've got auto-focus, but, but we're talking audio, whether it was slightly out of focus or not, if the audio was bad, you wouldn't listen to switch off. And the same applies to anything that we hear or anything that we watch. We can watch a rubbish video with, you know, the quality and that's not problem, but, but it's the audio. If you've got crystal clear, audio is great. Now I'm just going to show you something just to show the difference in a sec per second. Um, I'm just going to unplug this.

So here we are using a different microphone. And so by using this microphone, this has a different sound, deeper sound, more resonant. And if you're doing a live stream, depending on what you're talking about, your whole live stream, audio can be copied and put on to Apple podcast, Spotify podcast, Spreaker boss, sprout. Amazon is low to them. Now, the thing about podcasts is that when you're, um, excuse me, shows I live, it is there's no mute. I've got, I've gotta get one of those mute buttons that you can press when you cough. But when you put, when you're producing podcasts, podcasts are listened to more listened to by more senior people than say, not senior people, you know, but in terms of B2B, but you've already produced the content. So why wouldn't you do it, you know, 10 or a month to, to, or Lester to put this out on, or some of them are free. So you can put your live stream up on Facebook and LinkedIn and on your website, and then take the audio and put the audio on to our masses of platforms.

And you think about, cause that's what I do. So the content is exponentially increased just from one sitting in front of a camera. You think about this, you know, think about how many people you've employed over the years to do your new business work, get on the phone, Dubai, cohorting. Yeah. And then ever do it consistently. And one person can only do about 80 or so calls a day. If that manually doing it about a hundred to 120, if they using CTI and Dani from the screen and just click on the number. And if you're using progressive dialing, when you've got a selection of numbers that you could ring, you can do about 120 to 150. And if you use predictive dialing, which everybody hates, which rings all the numbers and then connects you after it's been answered, you can probably get about 200 a day, but B2B doesn't work that way. So we back down to 80 calls a day again. So you can see that this is about systemization, but 80 calls a day. It's just easy to round it off to a hundred.

The problem is, is that the likelihood of anybody contacting someone straight away, virtually impossible. Now I've heard more, it's more than 200 to one, two days on the phone solidly just to get it through to one person. It might be interested what a waste of money. I'm shocked, a shocking waste of money and that's. And so it's, it's like, well, that's how business was done, Zen. We are. So I I'm using the Royal week. We are involved in the technology industry, surely to goodness, we should be the pioneers and absolutely making this stuff fly and damn well work for us. The technology should be working for us. We shouldn't be reverting back to some archaic method to try and contact someone who doesn't even want to be spoken to by us. Not interested. You don't even get the opportunity to get that. Sorry. Um, then they're working from home at the moment. I can't put you through. No, no, I can't give you the phone number. Now. I can't give you their mobile. If you've got their email address now, now I can't give you their email address either. Because if you haven't got, if you haven't spoken to them, my X, Y, Z boss, whatever, won't receive a call, I suggest you do. You reach through, um, the, you know, however you do it on the, on the website or whatever

Didn't post is. I forget posts.

So you can see that the, the, the opportunities for this just, I mean, it's just amazing, just amazing. And so we're looking at this technology, I'm gonna put this, I'm gonna put this away. What else I've got to show you, I'm trying to, it was just this, this, that, the next kind of part of this. So we we've talked about you. You can kick off with, um, with a basic level of, of doing live streaming, uh, not just standing there with a wobbly phone, but you can, you can set it up in such a way that, um, you've got the right lighting. You're, you know, you're facing a window, you've got lighting coming in at you. You've got your phone up in the right place in front of you, which isn't the same as looking down here and looking at us a computer screen, because that's where somebody faces. There's lots of tweaks that can be done. There's having this issue to do with multiple cameras and being able to switch them. Because you're, if you're talking about your business, what do you do? How, how far do you go? Well, actually you talk about everything. I'm talking, everything. You talk about, you talk to them about how you work, where your office is a walk through of your office, film the walk through and show it to them.

I mean, th th so you you've, you've shown them your office. You've, you've introduced them to all of your staff and your respective departments it's gets as creative as you want it to be. You've you've explained to them how you go about generating your business. You've explained to them how you will work with them in an appointment or virtually you tell them how, how installs work, how training works, how support works. You will have chat on your website. You will tell them this is how you can contact us. You can join us every week. If you've got a problem, you can join us on the live stream and put your mess and messages on the live stream messages I get. I don't have to put on, on the screen. I get to see them. You don't want someone contacting you going, I didn't like your service, blah, blah, blah, blah. And it just appears you don't, you don't want that, but you do what you can. You can vet it and go. That's a nice comment. Click I'll show that.

So you're able to take this from almost being a, in silence, a dumb company. Nobody can hear you. And all you've ever tried to do is get your word, get the word out there. You know, you try PR you try marketing, you try tele sales, you try black books, try everything. They just can't get the volume. It's impossible. Can't get the reach. And when people do what they do regarding, um, new business and they go, Oh, we would do social media. Won't we know that that that'll get us some business. No, because you're competing. You're not competing with ABC software company down the road. You're competing with red bull because red bull around Facebook, red bull, or on LinkedIn red bull or on whatever people's feeds are, whatever suits them.

And if you look at B2B, who's on LinkedIn staff. They're not employees. They're not, they're not directors. You're not talking to the directors. You're not project. You know, you produce all these content for directors and staff read it, but not interested in it because they're all virtue signaling to each other guy now, whatever, whatever. So the point is, how do you reach them? You see, as the, the only way that you can scale your business, there is no other way. You reach out to thousands, tens of thousands. However many you invite them to look at you and the preparation, ease mini skill, which means you are able to significantly reduce your head count, which makes you instantly profitable, more profitable than ever before.

You worry about your business surviving. They're worried about their jobs. They can rescale, but your, your responsibilities to keep going. And if you say, well, it doesn't matter about any of that. We'll keep paying our staff until we've exhausted our bank account. We all go bust said, no boss ever. So that's the, that's the importance of this. It's, it's, it's staggeringly important, but it, I keep coming back to the kit because what we know happens is you get this presentation and someone says, okay, well, I want you to, what I want you to do is, uh, you know, I've, I've, I've, I've, I've done all this. I've spoken to you and done ed, blah, blah, blah, blah, blah. And what I'd like to do now is to sell, you said equipment. No, like I said earlier, you're gonna think of, you'll probably go back. You'll switch off and go.

We have to have a think about this. If what you says is true, I'll just text my business colleague. If, what is I'm looking at my phone. Yeah. Has your phone. That has a camera on it, which is really good. Especially if you've got an iPhone 12, it's really good. We've got loads of these and the penny. The penny is going to drop, and I can speak with certainty and confidence about this because I've done it. It's not like manana I've done. It is set up. Is operational is working. I'm doing this now. Nobody else's. And I've got all the gear. So best case scenario, I think so you can use your iPhone, but you probably wouldn't because you can buy all the gear is all a fixed asset is all tax deductible. And so he's, as you know, so is, and he consults. If you want somebody to come in and set it all up for you.

So the cost is, is absolutely minuscule. You write something like that off over 43 years. So you could have someone that works from home and they're brilliant. You know, they'd so comfortable and confident in front of the camera. You'd set this up at home. And so you go back to something like this. He said, well, you know, we've got seven and a half, eight foot desk. You got, you know, a 40 inch curved monitor and a Mac book pro winner, you know, another screen and everything set up is that we'll settle this up for them. Can make sure present my bond. You said it was not for them wherever they are. Or you might set something like this up just as a, a single person's work station at the office, or take it a step further and say, well, I think we should set a stage, set up a studio at the office, half empty or is empty, or is completely empty. Like most offices are completely empty, nobody in there. So th th th the ultimate is setting up a sec, uh, sectioning off part of the office, move the desks out the way you put up sound blankets, nice looking backdrop, corporate colored lights.

You know, I'm gonna do this. Um, you've got yourself a, uh, some overlays make it look professional. You've got some, some guests that you can invite in and say, I've got Steve from so-and-so and, and we've got New York on the line. We've got these people in the green room. We've got new Yorker on the line and we've got Tokyo just, wow, just, wow. And so you can set an office, a set, a studio up at your office. Everything can be set up with, you know, because you've got the space, et cetera. And that's kind of where we would come in on the, doing the desk we'll do in the office is we come in and we S we set everything up for you and say, you know, even color the buttons, go press this, press this, press this, plug this in, do this click, click, click, you're ready to go. Now, press go live.

And that is what I was looking for. The ability to systemize the way that you can communicate with the largest number of people who might be in the market for what you or I sell. And there was no other way of doing it. Now, imagine if you will, you might've seen the meme. Imagine if you will a company, that's got this grape studio and everything else, what else can you do with it? What else can you do with a kit? That's when you start getting involved in doing a bit of filming, you go, wow, we could take on a contractor and we can get some, a university guy or whoever. It doesn't matter. There's loads, loads of people out there now go, right? We want to do videos about each department. We want to do videos about how we sell this, about how it works about the feature attribute benefit of all these products that we sell.

We want to do a walk through. We want to do the demo. Then you know, that boring demo that you do on when you, when you invite someone to a webinar that people don't want to sign up for. Yeah. That one, the boring one with all the, all the, the PowerPoint presentation slides, you know, you get it to a point and you go, I can't see it. But, um, I think, yeah, is that one that, for example, so we've got this, this was about digital selling. Okay. And so the next, the next one that we had, um, I was sure I had it.

So that was all that preparation and saying, well, that's all I need. Um, the ability to post anything you want. So the point of this I'll move out of the way, the point of this is that what you can see here is just a graphic. Um, um, when you, when you start using, um, I see, let me just bear with me. Let me see if I can get something up on here. Um, Oh, it might be plain PDF. There we go. There we go. I'm quite happy when I do this on the fly. So we've got a, we've got a PDF. So with this, with this PDF, put that over there with this PDF, um, you're able to just scroll through your PDF and show people what, what it was on that slideshow before, when everybody was hidden. And when I saw a webinar the other day, and there were four directors on it and they were all down, um, down the side of the screen. So I think was a, it was a zoom call and they broadcast the zoom call and all the four directors, different people who are senior people were all looking like that.

They're all looking at their, their laptop screen. And they're all using webcams on the laptops. And there was no face, no eye-to-eye engagement. One of them, one of them was standing up. We got to up our game if we want the kind of, um,

Okay. The other way, if you want to have to climb this,

If you want to have the kind of success that B to C enjoy, we've got to change it. There's that saying? If you do what you've always done, you'll get what you've always got. And this is yes. Radical, radically change your profitability. I haven't got a problem with that. I dare say you haven't either.


And so I'm going to bring it to a bit of a close on just going to that. I mentioned about what I've got on the desk here, this, um,

This device over here and what, it's, what it's sitting on. It's a slider. I didn't turn it on because I'm using the software and the software is on my iPhone, but not to worry. And I could have, I should have put it on the other different iPhone, but what this does, it just, it, the camera moves backwards and forwards. It doesn't stop. As the, as this bottom pit moves backwards and forwards. The camera looks and keeps pointed at me. So introduces some motion. You've all seen the videos and you've seen videos and you've seen TV interviews, and the person is talking to the interviewer there and they go, Oh, yes, I did that. I did this again. So we can do two camera interviews looking at the camera and another one moving that can cut two, which is for B


And B roll is, is just, this is just, um, incidental video that is used. I just, um, I just need to go back to here.


B roll is incidentally in incidental video that you can use when someone flips or changes, or, you know, you want to cut to another sentence, but the point of this of saying this is that if you invest in a camera equipment, you can produce your own videos. In house video production companies would charge you somewhere in the region of five grand, 10 grand a day. Do it yourself.


That's what this is all about. Do yourself and most people's responses. Well, how can we do it ourselves? If we haven't got the resources and technology that need human resources is you go, we'll use us. We'll get, you started not complicated, but it's about, you know, we were talking about systemizing, all of this. So it's not about you have to learn and become a camera. You know, video camera, man. It's not about that. This is about walking, turn it on deliver. And after this is Dilip being delivered, it's recorded bigger, upload it away you go. And there's some tweaks that can be done along the way. And people could be shown and trained and taught how to do it. But the point is to, is to make you self-sufficient in doing this yourself.

So I hope that has been, I hope it's been interesting. I mean, the other, the only other thing you can look at, you've got lights and lighting and sound and how the sound fits together and how to improve it and keep it good and consistent. And someone, one of the things you can't really get away from is if you want that, that deep kind of resonant sound and so on, you have to use something like this and you have a big microphone in front of you. So, so, um, at the end of the day that people buy people, we all know that people buy people. They don't know who you are from an email, come on, watch what we do on our live stream and see what we do. Can't beat it. That's it, that's it from me next week. Like I said, um, we'll be having a guests, our guests, we have two guests.

We have, um, Dean and Alex, and we'll be talking about, um, acquiring large amounts of data and just some input about some of the problems and issues that, that people are experiencing now and how they can be addressed and dealt with. Um, and I think that that's, that's really important, you know, from a director's point of view, um, to hear what's actually happening when people are doing this work, it's not a point of, we, we certainly not selling tele sales, but to hear what is happening with tele salespeople, because lots of them don't want to tell you, because if they tell you, then you might get upset and say, Oh, we've just Chuck it in there. But whatever you certainly sort of mean, but if these people can rescale and you get them, you know, you get them and forget them in front of the camera. That's, that's all, that's important. That's all that's necessary. Um, I just want to look at something here just before I go. Um, Nope.

I just thought that the, the, the background or the lens changed, something changed because you can see some stuff down here that I didn't see earlier, but this is all about being live. It's all about doing this stuff live and, um, and things to look out for. And it, you know, this is, this is not the, the typical domain of anybody in B2B selling people don't do live streams like this. So we're kind of cutting edge in a way bleeding edge, if you want to call it that. And you know, it's taken me three years to get to the point, to know the connectivity and settings and everything else with it. And then, you know, you'd come across little areas like, Oh, don't like, look at that. And just being critical about what you're looking at, but all of that is all about systemizing it.

And that's what, that's what we'll do. And in the days, weeks to come, we'll talk more, you'll see more live streams. You can go to our website. There's a load of it. There's a lot of information. There's documents and downloads. And, um, there's the book I mentioned, um, under a variety of stuff under the, um, the, uh, the download section and more videos and the previous live stream and articles and infographics. You name it like it says on there, on the ticket tape. You already know. Anyway, thanks for watching. I'm going to press the last button and that will be on my outro. And I'll see you in the next one. Bye for now.