Seeing is Believing
Product videos an ideal way to make your point

Do you have a sales video? Are you thinking about making a video or improving an existing one? Wish you had one? Don’t know how to go about it? Or worse, did you make a video and it was a costly disaster?

What kind of video should you get? Good question – how about one that tells a little about your product and your company, shows how the product is used, gives testimonials from satisfied customers and tells how to order or get started?

Here are some pretty compelling reasons to do a video, and pay whatever it costs to do it right:

• Video is support.
• Video is credibility.
• Video is image.
• Video is education.
• Video is sizzle.

Video is emotionally compelling, and gives logical support to buy. (A sale is based 80 percent on emotion and 20 percent logic.)

• Video has the power to change the mind of a skeptical prospect faster and better than any salesperson.
• Video sent by mail opens doors of prospects who won’t take your call.
• Video sells at meetings you’re not invited to.
• Video is instructional (as much for your team as the prospect).
• Video is detail, pictures and imagery of product use after purchase.
• Video adds support and proves what you say – if your customers are featured on it.
• Video is customers bragging about you in a way you can’t (a satisfied customer is proof of your claims).
• Video can be a sales presentation reduced to three words; “Here, watch this.”
• Video is an indirect closing tool – instead of asking for the sale, just ask the prospect if she’d like to be the star of your next testimonial video.

Product videos have been a way of life for 20 years. Only now, with DVD and DVD-enabled computers, video is more easily mailed and viewed than ever before.

With a sales video, there’s a big opportunity to tell your story in a way that the customer will be compelled to buy. But, as with all panaceas, there’s a big secret to making it work best.

See you next month with the secret.

Jeffrey Gitomer is the author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com.

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