Communicating through video by Paul Morris

paul morrisCommunication is vital between you and your sales team. There are many ways of communicating; by audio, in writing, in person or as a result of today’s digital technology… video!

Since so many people are scattered all over the globe these days, meeting in person is becoming more and more difficult. The written word, while convenient with our present day email technology still leaves itself with a lot of subjective interpretation.  For example you could write, “I didn’t say you stole the money” and if you read that you could interpret it many different ways.

Did I mean…

  • I” didn’t say you stole the money.” Meaning it was not I that said it but implying that someone else said it.  Or did I mean…
  • I didn’t SAY you stole the money.  I could have implied it without SAYING you did. Or did I mean…
  • I didn’t say YOU stole the money. Meaning I said someone stole the money but did not say it was you. Or did I really mean…
  • I didn’t say you “STOLE” the money. Maybe I implied you borrowed it and would be putting it back in the cash draw.  Or I could have meant
  • I didn’t say you stole the “MONEY”. Implying you stole something but it was not the money.

Well if this same message was communicated via a video there would be no misunderstanding.

Fortunately today we have many ways of communicating via video.  There are Network Marketing companies that market video email.  Many Internet providers have video email included in their service.  Then there is Skype and numerous other similar services that allow you to communicate with another party via a video conferencing in real time.  The I-Phones offer face-time and Twitter has teamed up with Periscope which allows for a one way video communication from you to many followers and that message can be accessed for the next 24 hours.

Communicating through video also extends from just communicating among friends and family to actually giving a sales presentation to sell your product or service.  It is very simple and easy and low cost to craft sales presentations with a simple I-Phone or HD Camcorder or even a movie mode on a digital camera.  The production does not have to be a costly one with professional lighting and expensive sound boards and expensive microphones.  Let’s say you want to get a simple sales message out to your potential customers or even a training video to your sales team. Simply pay attention to a few basic elements and you can have a pretty nice production.

  • Lighting: To hold the attention of the viewing audience you must have good lighting so the viewer can clearly see the facial expressions of the presenter.

o   Use a well-lighted area using warm incandescent bulbs if possible and avoid fluorescent lighting if you have the option, and if during the day try to take advantage of natural daylight.

o   Watch out for backlight, where the lighting behind the person speaking either bleaches out the shot or causes the aperture to constrict making the subjects faces look dark.

o   If filming outdoors make sure the sun is behind the person shooting the video and not behind the speaker or the speakers face will be dark.  If you must have the sun behind the speaker then use a reflector to bounce sunlight on the face of the presenter and eliminate any shadows on their face.

  • Audio: To hold the attention of the listener/viewer it is important to have good audio.  Remember this is an audio-visual presentation and unless the viewer is a lip reader they are listening to the talk as well as watching.  There is nothing more distracting to a video presentation than poor audio.

o   Even if you are doing the filming on an I-Phone then purchase an inexpensive microphone that can clip on you clothing and plug directly into your I-Phone. They are available on Amazon for under $20 (although you can pay up to $100 for real professional audio.)

o   Same holds true for using a camcorder or digital camera; an inexpensive microphone for under $20 with a 20 foot connector cable that plugs into the camcorder can do wonders for the audio quality.

  • Content: With the plethora of information available on the internet your content or presentation must be of value to the listener or potential purchaser for them to continue to watch the video.
  • Strategy:  You just can’t talk for 10 or 20 minutes. You must have a carefully thought out plan of what to say and when to say it that will progressively draw them in and capture their attention all the way to the end of the presentation.

o   The Hook: You must grab their attention in the first 8 to 10 seconds if you want them to watch the entire presentation.  One good way to get their attention and to also interrupt their train of existing thought is to ask them a question in the first 10 seconds. A question that will pique their curiosity and cause them to want to continue watching to her the answer or find out the solution to their problem.

o   The Promise: Usually a FREE offer to be announced at the end, so they will watch the entire presentation to see what the free offer is all about.

o   Third Party Testimonial: Have a friend who has used your product come on a tell the audience how this product or service changed their life and how much they love they product and tell the audience they will love it too.

o   The Call to Action:  The entire sales presentation video is a waste of time if there is not a ‘call to action’ at the end, (unless it was planned just to be an awareness video).

o   Rare: Offer only a limited number or what you are selling at this special price.

o   Exclusive: Let your audience know that this exact item is not available anywhere else other than you at this time.

o   Time sensitive: Have a time limit on this particular offer that expires in a certain time frame.

o   Value: “If the value is high enough then the cost does not count.” Offer several free ebooks or MP3 Audio’s in addition to what you are selling if they place their order right now.

So, lights, (You can use the sun), camera, (you can use your I-Phone), and ACTION… that’s you. You are the Director, and the Actor.  No one can tell your story better than you.  If the story gets told, the product gets sold.

So stat filming, and start telling your story.

Paul Morris
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