3 Videos That Will Radically Shift Your Client Positioning and Results

As you begin to think about 2016, I want you to consider three things to commit to next year.

I want you to create…yes I said “create”…3 videos for the expressed purpose of landing new clients.

How can videos help me land clients? Well….are you ever in for a surprise! Let me start with a blanket statement. OK, it’s my opinion….but a statement it is.

Video will help you tell your story, compel people to seek you out, and help you position yourself properly prior to client contact. 

VIDEO 1

Last week, I was in a coaching session with two sales leaders and their lead generation person. In the conversation, I found that they’re asking prospects to fill out a form on the web, then hit SUBMIT. Then, their lead person emails them back to set up a call.

The problem is that she gets only an 8% return from SUBMIT to APPOINTMENT. That’s miserable when you consider the prospect must have had some interest to have filled out the form in the first place.

So I suggested (and here’s VIDEO 1), that she craft a video with her iPhone and a $24 iPhone mic (amazon link) where she introduces herself to the prospect. It goes on a web page the prospect is taken to after they hit SUBMIT.

Video Script: “Hi, my name is Lisa Book and I’m glad you filled out the form. Here’s what will happen next. I’ll be reaching out via email in the next day or so. The purpose of that email will be for us to find a 15-minute time block where we can talk live. If you’ve reconsidered whether you want to talk to me, that’s fine. Just REPLY to my email and I won’t pester you. If you DO hope to talk, then respond and I’ll answer any question you have. Sound good? Great! I look forward to speaking soon.”

That’s it, 45 seconds. A great smiling face with a smooth delivery. No special lighting. (You don’t need any with the iPhone. No special make up. Keep it simple.) Always give them an “out” in case they reconsidered.

VIDEO 2

Or, take another scenario. You’re in sales or BD and you get a call from a potential prospect. He wants to talk to you live and you aim to set up a phone call. (Or, conversely, maybe you’ve been referred to someone and have had one phone conversation with him). In the confirming email, you invite him to schedule and send him/her to a webpage that has the following video on it.

Video 2 Script: “Hi, my name is Bill Book (no relation). I’m looking forward to speaking with you about your goals at our meeting. I take each and every conversation seriously so I’ll want to ask you some big picture questions when we talk. Things like a, b and c.” (and here you give 3 questions you’ll ask).

“Then, I’ll tell you a little about how we work, what I look for in an arrangement, and the kind of problems we solve.  Then, we can decide if there’s any fit, and there may not be. So I really look forward to speaking with you.”

Why are you doing that? because I want your prospects to feel like they know you, just a little, when you show up to do the first call. I want there to be a little trust and a little method to the madness. When you’re on video, they see you differently. Plus, the fact that you went to the trouble to do a video in the first place, counts for something. I’m not suggesting one video will turn you into a celebrity, but it might.

VIDEO 3

The last video you’ll do is an “Educational Video.” You will take ONE…just ONE problem that your customers face, generally and you’ll dissect it, offering your perspective on how to fix it.

For example, if you’re an accountant and you find most business owners struggle with creating a financial plan, you’ll do a video where you lay out EXACTLY how to create one. You might give a little background on how many owners you’ve helped with this, or why it’s so important, or what could occur if they don’t have a good plan, again, from your perspective.

This video should be 3-5 minutes and you might send it to any new prospects who fit the category of business owner (for this example).

Video 3 Script: “Hi, Bill Book here. Thanks for joining me. In this video I’ll share with you a common problem that I find people face..and some thoughts on what to do about it.” Then, tell them the problem and offer your insight. Remember, people hire you because of your insight and problem solving ability. This is what you’re demonstrating.

[clickToTweet tweet=”Video helps tell your story, compel people to seek you, and position you prior to client contact. ” quote=”Video helps tell your story, compel people to seek you, and position you prior to client contact.”]

GET CRAZY!!!

If you want to go all crazy, list the different constituents you work with (by function) and create an Educational Video for each segment. They will have different problems so you’ll need to modify it slightly. But then, when you get an appointment with the HR person, you’ll send them to the page that has the HR ED Video on it. You get the idea.

Why? Because you need to demonstrate your expertise. Period. You can write a long blog post, but I want them to SEE, HEAR, and FEEL you delivering this.

Equipment

Simple. iPhone. A good microphone (Click here for Amazon Link). Pick a nice background. Find decent lighting (face the natural light).  And be yourself. Don’t read a script. Use as many takes as you need to get a good one. Send it to your web person and you’re done. Or, put it on YouTube and paste the link into your LinkedIN page.

Not too hard is it?

You might wonder what a sales development specialist is doing recommending video. Come on now. Anything you can do to improve the sales cycle, you must do. We live in a new age. Get with the times. And, tell me how it goes.