Videos provide a lot of information to consumers that may not always be obvious over the phone or online communication. It allows for an interested person to understand a salespersons emotions, personality, mannerisms, etc. It is one of the best ways to show who you are and what you can do. In this interview, sales expert Frank Furness talks to John Golden about how to boosting sales and getting media attention through videos.
In this sales expert interview, get sales tips on:
- How video marketing can provide an SEO boost
- Success stories of those who have utilized video marketing
- Content tips for creating great videos
- Advice for those who are just starting to make videos
Get an SEO Boost
Additionally, videos are great for search engine optimization. YouTube is currently the second biggest search engine on the planet, right after Google. When posting video content online, you are marketing yourself in a whole different way that makes a salesperson much more accessible to future clients. “People search YouTube constantly, and business people search it constantly,” said Furness. Accessing and utilizing this platform as a tool can be invaluable for a salesperson who wants to boost his or her searchability.
Another positive thing about video marketing is that it’s not only prospective customers that have access to and find videos. Furness shares an example of how a news station discovered the YouTube channel of one of his clients. “I work with a law firm in Los Angeles with this kind of weird and wacky guy. When you go into his office, there are baseballs all over the place. We just started doing some ‘meet the guy’ videos, talking about what he was doing. It showcased who he was as a person, and got a hundred thousand views.”
Video marketing provides an excellent opportunity to showcase many different kinds of content. First, video testimonials are a great way to get started with video marketing. Furness recommends starting the video with a 20-second elevator pitch, saying who you are and the intent of the video. Then, give the testimonial. Second, videos are a great way to show off the personality and culture of a corporation. Videos like “meet the CEO,” or “meet the team,” allow for a potential client to get a more personal idea of who is behind the company they are considering buying from.
Doing tour videos of the workplace also give a more real and tangible feeling to a company. A customer can put a personality to their salesperson. This increases the relationship, rapport, and helps the salesperson be more memorable. A third idea is to make videos for product launches. This allows the consumer to see more details and get a visual on a certain product or service. Furness’ favorite kind of content, however, is live streaming video.
Furness addresses the learning curve that comes with making videos, acknowledging that not everyone is a video expert. “It’s really pretty simple, it just takes practice. When I look back on my earlier videos now I cringe. But the main thing is to just get them out there,” said Furness. Additionally, consumers are more concerned about the content of the videos than the presentation and editing. Furness asserts that if someone is an expert on a topic and can create subject material, they can make videos that consumers are interested in.
“Don’t look for perfection. Just get out there and make it happen,” said Furness.
About our Host:
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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