NEW EPISODE: How to Make an Awesome Sales Video

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When you actually have an audience - how do you convince them to buy what you're selling?

Let's say everything is going great: you're following the Vyral Marketing plan, sending out two educational videos a month, people are watching them, and you have an audience that has an interest in what you have to say. But how do you get them to take action?

Well, that's where a video sales presentation comes in. This is much different than doing a one-on-one, in-person interview - which is typically based on the question-and-answer format. When you're selling online or in print, you have to explain everything to that prospect, so you can anticipate and relieve their objections. You need to let them know you have all the solutions to the problem. But how do you do that?

This is where most marketing campaigns go wrong; you may be able to build the audience, but if you can't convert them into leads or sales, you're going to go broke. There is a very specific structure when selling in print or video, the pain-agitate-solve formula. It's a kind of one-way communication with an audience. You want to explain the problem, let them know the consequences of not solving the problem, and let them know how you can solve that problem better than anyone else. This is a strategy that works regardless of what you're selling.

There are 9 steps to this formula. They are: state the problem, give facts about the problem, agitate the problem, give your solution, give a unique selling point, show testimonials, make an offer, give a bonus, and make a deadline for them to make a decision. The ideal video sales presentation uses all 9 to convince people to take action by purchasing your product our service. 

Step #1: State the problem your prospect has 

This step might sound something like this: "Hi, I'm Frank Klesitz, CEO of Vyral Marketing. If you're watching this video, chances are you're missing out on a lot of business by not staying in touch with your database." Be direct and state a problem that is prevalent enough to keep your viewer interested in sticking around.

Step #2: Give facts about the problem 

Citing sources when discussing the problem will give your claim a lot more credibility. For example, you might say: "50% of leads aren't ready to buy and 79% of leads aren't even followed up with, according to Gleanster Research." State specific facts about the problem to make it more real to the audience. 

Step #3: Agitate the problem

You want to emotionally convince your audience that something bad might happen by failing to take action. For example, we would say: "If you don't stay in touch with your database, your prospects may hire somebody else, your customers might leave, and you'll end up losing a lot of money." In short, bring the pain!

Step #4: Provide your solution to the problem 

If all has gone well up to this point, you have convinced your audience that they have a costly problem and now need a solution to it. You provide the solution by talking about the specific benefits of your service, not just its features. To do that, try using the phrase "so you can." It sounds like this: "We edit your videos to present you as powerful and intelligent, so you can attract the right prospects," or, " We help you stay in touch with your database, so you can get more referrals and repeat business, and so you can grow your business and live the life you want." It's as simple as being clear about the solution you offer and making it sound desirable. 

Step #5: Define and state your unique selling point (USP)

USP is one powerful statement that differentiates your product or service from all other available options. Try going to Google and typing in "USP" or "unique selling proposition" to find many great resources on how to make an effective one. One example might be: "Hot, fresh pizza delivered to your door in 30 minutes, or it's free." For Vyral Marketing, it's: 'We help you stay in touch with your whole database - we do all the work and it only takes 30 minutes a month of your time." 

Step #6: Give them some testimonials 

This doesn't need to be complicated. Give them a few stories of clients who had the problem and describe how you helped solve it. A great format for a testimonial might be: "Don't take my word for it - here's a few great people who have bought our product or service, and how doing so helped solve their problem." Earlier, you made the problem real by providing facts; now, make the solution real by providing real life examples of how you solved the problem in the past.

Step #7: Make them an offer 

You have to describe all the features and benefits of your service - make sure you pack your offer so full of value it's difficult for your audience to refuse. Then, you give them your price. For example: "Here at Vyral, we edit your videos, send them to your database, update your social media, and coach you to create great videos - all for a low flat-rate monthly payment."  

Step #8: Add Value to the offer with a bonus 

"But wait - there's more!" After jamming as much value into the offer as you possibly can, pile on even more value while your audience is showing interest. Finish with something like: "At Vyral Marketing we're going to give you a free webcam!" Throwing something on top of what you've already described helps make your price look a whole lot better.

Step #9: Create urgency by providing a deadline

This can be as simple as having an expiration date. Or, you can restate the importance of solving the problem soon - because the longer they wait, the more potential business they're losing. 

If you execute these 9 steps, you are well on your way to creating an effective sales presentation that will prompt your audience to take action, so you can grow your business and achieve the success you've always wanted. That's the ultimate goal, isn't it?

If you haven't started sending videos to your database, you're missing out on a great opportunity to generate more leads for your business. That's why we challenge you to pick up a webcam and record your very first educational video by simply answering a customer question you receive all the time. Give it a try and post it here on our YouTube channel as a video reply. We'll have a coach take a look at it and give you some feedback on how you can make it better next time.

If you like the results, we invite you to sit down with a senior partner of our firm for a free consultation. At Vyral Marketing, we do all the work for you. All you need to do is sit down and get interviewed by us. We'll edit the footage to make an educational video full of content your database will find valuable and that you'll enjoy doing. 

Or, if you want more free tips on how you can grow your business with web video by marketing your passion and expertise, so you can reach more people and impact more lives - subscribe to our YouTube channel and our podcast, follow us on Facebook, and sign up for our weekly newsletter.

As always, we challenge you to scale your impact!