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Sales pitches are sometimes tacky and annoying for those receiving it. Some business owners may think that having a sales pitch is necessary. But it is possible to get rid of it, and it might even be for the better. Nate here is going to talk about eliminating your sales pitch and what to replace it with.
Do sales pitches make you extremely nervous? I mean like shaky, anxiety? What if you could eliminate the sales pitch? Oh… that’s what he’s going to talk about. How to do that right now. Alright, today we’re talking about the power of video and how it can eliminate the pressure and the angst of having to do your own sales pitches. Nobody likes to sell. I mean sales people like to sell but I hate selling. I’m not good at it obviously and Nate is here to tell us a little bit about how putting together videos can eliminate a lot of that in our marketing effort. So my first service that I offered with my company was website design and the reason that I got into video production is because I wanted to automate my sales process somehow. I was doing telemarketing to sell my services. Cold calling, warming them up. I had a cool system as I do. I warmed people and it’s still telemarketing. Yeah, but I would call them on the phone and I had to give him the same sales pitch every single time and I thought why don’t I record my sales presentation and I actually was still cold call and say, “hey, I created a web design service that’s pretty awesome, can I email you my YouTube video?” And they would say yes to that because they would get me off the phone. Nice. And then I would call them back and say, “hey did you watch the video?” “Oh yeah, I forgot about that, send that to me again.” Then now they knew who I was. Anyway, I never had to give my presentation anymore because the people that were ready to really talk to me about it have watched my video and my video was just a couple minutes long. Right, right. I think I made it made it five minutes. It’s too long but people would watch it. It was really lame, it was like really amateur. Oh I’m sure it wasn’t. I said I set up a… Compared to…It was like.. Oh honey I’m sure it wasn’t lame. It was pretty lame. In fact, I’m embarrassed. I would be embarrassed if people saw my early videos. I was so nervous that I didn’t… Anyway, still nervous as you were. It’s… how great it was. Yeah. I mean, so it’s a qualifying tool so that when you do in fact, face to face or over the phone talk to them, it’s not cold anymore. You know what I mean? I love that. Yeah, they I knew that they had watched the video and so they knew this, this, this and this. I didn’t have to repeat any of that. And I could just ask them questions about their business and how it applied to them. And I could really take the order. focus on the benefits that really applied to them and I could take the order, you know? They didn’t have to go and think about it because they already watch the video and they schedule the appointment to talk to me.
And so, that was really your introduction to video production and editing and all the stuff that went into it because you didn’t come from that field. Yeah, the reason that I made the switch is well not this phone but when I got my first iPhone it was the iPhone 4s it had that in the first iPhone with an HD camera. Right. And kind of a step before that, I was wanting to uplevel the production quality of my videos and as I shopped around to video studios, I found out how much it cost. A thousand dollars a minute. I was like what?! Because I had an idea of this series of videos or it’s going to cost me like 20 grand and so I thought okay, I’ve got this new iPhone what can I do and so I figured out how to make video film from my iPhone I mean how to make it look professional. Yeah and so the videos that I was using my sales videos other people saw those my web design clients saw them and said hey can you help me make videos like that. And I was like, “sure, I’m just filming with my iPhone though. I started putting on events where I would put up a white paper backdrop. I’d set up the lighting. I’d use a teleprompter but we were filming with my iPhone. Yeah. I mean still a good image. Oh yeah. It was great. You can spend whatever you spend on an iPhone compared to well some of the things you’re using now. It’s obvious it’s worked out okay. Okay, so back to the point of the power of a video, the video will do the sales presentation for you. And when somebody is on the phone with you, you want to be the one asking the questions. A lot of times if you’re giving a sales pitch, they’ll have a lot of questions and so they will control the conversation. Yes. Whereas if you answered all their questions in a video and you’re on the phone, you can direct the questions to them and you can be in control and you can generate the yes momentum and you you know you can use that same sell psychology but it’s way, way easier. It’s way easier to be in control of that conversation. So I really like that when I did that. I never went back. Yeah, yeah and so now, when you’re when you’re helping others create their video content, for whatever platform but in many cases it’s YouTube. I mean do you do you still kind of encourage the same sort of sales philosophy because these are videos being produced? Certainly people are trying to eventually sell something, right? I mean… Yeah absolutely.
So we were just talking about telemarking and how to get rid of your sales pitch but absolutely when we generate leads on YouTube, we’re not recommending that they do a telemarketing campaign. Yes. We’re creating a landing page and we’re creating promotional videos on the website that those people go there and then in some cases, we do have a telemarketing team that’s calling those leads but people have come they’ve seen the videos on that sales page. They’ve filled out the opt-in form. So they’re qualified already. They already know what the offerings are. I see, okay. And we talked about that in another episode that that’s kind of almost the all you need on a site anymore are videos like that and the opt-in information and all that, yeah. Yeah, now here’s here’s another cool thing. When you’re on video, you’re the star. You’re the kind of the celebrity and then if you talk to them on the phone and they realize, “oh, you’re the guy that’s in the video?” I got that question all the time. They’re like, yep that’s me and it gave me this position of credibility. So because they… I just filmed a video again it was very amateur. It was very amateur. Just did it on my old camcorder, yeah, posted it on YouTube and I would email that link out and then when I talked to them, they realized that was me, all the sudden now I’m this celebrity that’s talking to them on the phone. I’m the head guy. Yeah. So it made the sales way easier. Well and the fact is like you say earlier. Just can I send you a link? That you could watch if you want… You know I mean, it’s like that’s a very soft pitch like who doesn’t have time to go. Yeah. I’ll take a look at your video. You know what I mean? I love that. Yeah it’s great. Yeah it was a way to get a yes right off the bat. And everyone that’s on the phone is sitting with the computer right in front of them. So even while you’re saying it’s being sent now. You know what I mean. Even the link pops up in their mailbox right then probably. Yeah, when I would make a follow-up call and say, “hey, did you watch the video?” If they said no, I’d say, “well, are you in front of a computer and I bring it up and have them watch it right then. That’s cool. And then so the last point that I want to make is to make… when you have a sales call, instead of it being your full elaborate sales pitch, it could really be just a console. I could really get into a kind of a diagnose mode and really find out what their needs were and focus it on them. And I have a recommendation for I’m going to link you to in the description. I’ll link to a website by my friend Tiffany Peterson. She created a course called Sales Mastery. I highly recommend it. I’ve done lots and lots of sales courses and sales training over the years and I consider myself pretty good. When I worked at a telemarketer, I was always the top one or two or three sales people on the whole sales floor. So I know my stuff but if I were to recommend one course it’d be from my friend Tiffany’s Sales Master. You got to check it out and you’ll understand the sell psychology, not how to do pushy sales but really how to be a consultant and really diagnose and really help them out and have them really want your services. So I highly recommend them. Cool. Check it out today, right now, not right now, right now. After you subscribe. Well, we’ve given you what we like to call a call to action which is of course to go to Tiffany’s website and if you don’t, there could be some serious reparations. We’re not allowed to threaten on the end page. How about we have them subscribe and have them like? That’s not it…It’s so non-threatening. I like that better. Alright, thanks.