In this Expert Insight Interview, Kate Hore-Lacy discusses how to use the power of video to attract limitless leads. Kate Hore-Lacy helps entrepreneurs who have something great to offer but struggle with sales to go from unsure to unshakable.
This Expert Insight Interview discusses:
Why it is important to create value and be authentic
The importance of movement and genuine emotion in sales videos
Why your energy may be more important than the quality of your copy
Reach and Authenticity
Obviously, the use of video is becoming easier and easier each day because technology has made it so simple for people to create high-quality video. However, just because the tools are there, doesn’t mean that people know how to use them effectively.
The fact that video is usable for so many people nowadays is fantastic. Pretty much anyone can now use their smartphone to shoot a really effective video and generate leads. People love authenticity, so it doesn’t matter if you stumble over a couple of words. What does matter is that you understand who you’re speaking to, respect their time, and help them get some sort of value.
Movement and Emotion
A lot of sales-pitch videos that get sent around almost look like hostage videos, with the salesperson standing rigidly and staring directly into the camera, but not really showing any emotion. In these videos, a lot of things get unnecessarily repeated and they often don’t provide any real value.
If you’re shooting a video to generate leads, it is really important that you look natural. Movement is important as well — loosen up and use your body language. When it comes to getting people’s attention, especially if they’re just scrolling through their feeds and you expect them to stop on your video, movement is key.
Energy vs Content Quality
Once you’re able to generate leads at the top of your sales funnel — meaning people who have never seen you before — you need to make sure you create copy that grabs their attention straightaway. This starts with having a great opening line. It is also important to use your voice to sound natural, and not robotic, or like a hostage in your own video.
While the copy is important, it is not enough to make conversions unless you bring your own authentic energy to the table as well. Potentially, energy is more important than content, as counterintuitive as that may sound to a salesperson.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.