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Stop me if you’ve felt this one before… You’re ready to dive into the world of sales videos, camera poised, script in hand – only to find that butterflies are doing somersaults in your stomach. Sound familiar? Venturing into sales videos can feel like stepping onto a stage with a spotlight squarely on you. And let’s be honest, it’s not just about hitting ‘record’; it’s about connecting, engaging, and, ultimately, converting.
But here’s a comforting thought: every expert was once a beginner. That’s right, even the most charismatic video veterans had their share of awkward pauses and ‘uh-oh’ moments.
So, if you’re feeling a tad overwhelmed by the thought of being on camera, fret not. You’re exactly where you need to be.
In this guide, you’ll learn the five common hurdles that sales video newcomers face and how to overcome them.
By the end of this journey, you’ll not only have a toolkit to navigate these challenges but also the confidence to say, ‘Camera? Action!’
Being Camera Shy
Remember your first day on the sales floor? The jitters, the sweaty palms, the second-guessing every word you said? Now, think about where you stand today – confident, persuasive, and ready for action.
So, what changed?
Simple: practice, resilience, and a pinch of audacity. And guess what? The same principles apply when you’re facing a camera.
First off, let’s bust a myth: No one is born with an innate talent to shine on camera. It’s a skill, and like any skill, it can be honed.
The camera isn’t your adversary; it’s just a conduit, a bridge connecting you to your audience.
Your real focus? The person on the other side, your prospective customer.
So, how do you transition from camera shy to camera savvy?
Start with baby steps. Begin recording yourself in a no-pressure environment. Talk about something you’re passionate about, not necessarily related to sales.
Watch the playback. Notice anything? That’s you being genuine, and that’s what viewers resonate with.
Dress in clothes that make you feel like a million bucks, because when you feel good, you look good, and that confidence translates on screen. Also, avoid wearing clothes with patterns and stripes. They tend to be distracting and can create waviness on screen.
And here’s a little secret: the camera loves authenticity. You don’t need to be a polished TV anchor. Be you. Stumbled over a word? It’s okay. Took a pause to gather your thoughts? Totally fine. These ‘imperfections’ make you human, relatable.
Now, let’s talk about the ‘fake it till you make it’ approach. It’s not about being someone you’re not; it’s about embracing the confidence you might not know you have. Visualise success before you hit record. Picture your audience nodding along, engaged in what you’re saying.
Feel that?
That’s the mindset shift kicking in.
So, as you stand (or sit) before the camera, remember: You’ve got this.
HOT TIP: Do a HUGE smile at the beginning of each segment. A huge smile translates to a normal smile on screen. When you’re nervous, you forget to smile, and we want to be approachable on screen.
Losing Consistency & Burning Out
Imagine this: You’ve found your rhythm with video. You’re churning out content, feeling more at ease with every “record” click. Then, suddenly, the novelty starts to wear off.
The excitement dims. What was once a thrilling venture becomes just another task on your to-do list.
Sounds familiar?
It’s the classic tale of losing consistency, and it’s a pitfall many fall into, not just in video but in every aspect of sales and life.
Consistency is the secret sauce to mastery in any field, and video is no exception. But how do you keep the fire burning when the initial spark fades?
Here’s how:
- Rediscover Your ‘Why’: Every now and then, remind yourself why you started using video in the first place. Was it to connect more personally with your prospects? To stand out in a sea of text-based communication? Your ‘why’ is your anchor. Hold onto it
- Set Realistic Goals: Rome wasn’t built in a day, and your video prowess won’t be either. Set achievable, incremental goals. Maybe it’s one video a week to start. Small wins lead to big victories
- Create a Video Calendar: Just as you schedule meetings and calls, schedule your video creation. Consistency loves structure. Monday might be brainstorming day, Wednesday recording, Friday editing. Find a rhythm that works for you
- Embrace the Off Days: Some days, you won’t feel like facing the camera. That’s okay. Consistency isn’t about perfection; it’s about persistence. If today’s video isn’t a masterpiece, remember, there’s always the next one
- Celebrate Progress: Every video you complete is a step forward. Acknowledge your growth, no matter how small. Progress, not perfection, is your goal
- Leverage Your Team: If you’re part of a team, why not make video creation a collective effort? Challenge each other, share tips, and celebrate successes together. A little camaraderie can go a long way
Remember, consistency isn’t just about quantity; it’s about showing up, again and again, refining your skills, and deepening your connection with your audience.
It’s about becoming a reliable presence they look forward to seeing in their inbox or on their screen.
In the grand scheme, consistent video creation is a marathon, not a sprint. It’s about building lasting relationships, trust, and ultimately, a strong sales foundation.
Hitting a Wall of Creativity
Along with not being consistent and falling into just flat-out not doing video, sales newbies also fall into the trap of doing what is most comfortable to them and rarely stepping outside the box with video.
It’s easy to fall into the trap of sticking to what’s safe, especially when you’re new to the game.
But remember, the magic happens outside your comfort zone.
Don’t just do videos because everyone else is; do them differently.
Diving into the world of sales videos without a dash of creativity is like serving the same old vanilla ice cream at every party. Sure, everybody likes vanilla, but after a while, they’re going to yearn for a scoop of rocky road or maybe a dollop of mint chocolate chip.
And what happens when your video starts blending into the background like elevator music?
That’s right, it loses its punch.
Your prospect, who’s at the heart of this whole thing, starts to see your video as just another email cluttering their inbox.
So, what’s the secret sauce here?
It’s not just about jazzing up your videos with snazzy graphics or catchy tunes. It’s about when and how you use videos in your sales dance.
Most people pigeonhole videos into the prospecting phase. But come on, we’re not about doing the bare minimum here. There’s a whole spectrum of opportunities throughout the sales process where a well-timed, thoughtfully crafted video can work wonders.
Think about the entire journey your prospect goes through. Where can you sprinkle in some video magic to build trust, clarity, and, dare I say, a bit of delight?
It’s about understanding what makes your prospect tick and tailoring your video strategy to resonate with that. It’s your chance to be the breath of fresh air in a sea of same-old, same-old.
So, let’s not just think outside the box. Let’s chuck the box out the window.
Experiment, play, and let your unique personality shine through in your videos. You might just find that by shaking things up, you’re not only capturing your prospect’s attention but also streamlining your sales process in ways you never imagined.
Now, isn’t that a scoop of something extra in your vanilla?
Not Focusing on the Prospect
In the world of sales, there’s a fine line between selling and serving. When it comes to using video, the spotlight shouldn’t be on your product or service, but rather on the people you’re aiming to help—your prospects.
Sometimes sales reps will make the mistake of not focusing on their prospects in sales videos. So, how do you do this?
Here’s some tactics you can use:
- Start with Empathy: Before hitting the record button, put yourself in your prospects’ shoes. What challenges are they facing? What solutions are they seeking? Empathy is the cornerstone of effective communication, and it’s what will make your message resonate
- Solve, Don’t Sell: The essence of your video should be to offer solutions, not to push a sale. By focusing on addressing your prospects’ problems or answering their questions, you’re positioning yourself as a valuable resource, not just another salesperson
- Ask the Right Questions: Use your videos as an opportunity to engage in a two-way conversation. Pose questions that encourage your prospects to reflect on their needs and challenges. This not only makes your video interactive but also helps you gather insights to tailor your future content
- Showcase Success Stories: Nothing speaks louder than results. Share stories or testimonials that highlight how your product or service has solved similar problems for others. This not only builds credibility but also helps prospects visualise the potential impact on their own situations
- Be a Guide, Not a Pitchman: Your role in the video is to guide your prospects through their journey, offering insights and advice along the way. This builds trust and positions you as an ally in their decision-making process
By focusing on your prospects’ needs, you transform your sales videos from mere pitches into powerful tools for connection and engagement. Remember, the more value you provide, the more trust you build, and trust is the foundation of every successful sale.
Falling Into the Scripting Trap
There’s a common misconception that to be effective on camera, you need to script every word.
But here’s a secret: the most compelling sales videos are often the ones that feel the most genuine, not the most scripted.
Now, that’s not to say you can’t and should never script videos. Sometimes, using a teleprompter with a script can be very useful. If you’re recording a longer video that’s very technical and needs to be spot on, or if you’re recording a short 30-second paid media video that needs to be concise, a teleprompter can be useful.
Here’s the thing: when your prospect watches your videos, they’re not just looking for information. They’re looking to connect with you, the person behind the product or service.
That’s where the magic happens – in those unscripted, genuine moments that show you’re not just a sales robot, but a real, live human being.
Now, don’t get me wrong. I’m not saying throw all caution to the wind and wing it every time you hit record. Sometimes, scripting a video can work wonders. But sometimes, you just need to keep it natural.
So how do you do it without scripting?
Preparation is your best friend here. Know your stuff, outline the key points you want to hit, but for goodness’ sake, don’t read them off like it’s a script for a school play.
Think of it like this: your video is a journey. Your bullet points are the destinations you want to visit along the way. How do you get from Point A to Point B? That’s up to you, and that’s where your personality gets to shine.
Rehearse, sure, but rehearse to get comfortable, not to memorise. You’re aiming for a conversation, not a recital. Picture your ideal customer right there with you. You’re not lecturing them; you’re chatting with them.
That’s the vibe you’re going for.
And hey, if you stumble over a word or lose your train of thought for a second, don’t sweat it. Those little hiccups? They’re not flaws; they’re proof that you’re human. And guess what? People like buying from humans.
Also, remember that if you do stumble, it can always be cut out in post production, so it’s no big deal. Just keep going.
So, in a nutshell, ditch the script when you can. Embrace the spontaneity, keep it real, and let your natural charm do the heavy lifting. That’s how you make a sales video that resonates, connects, and ultimately, converts.
So, What’s Next?
Remember, the world of sales videos isn’t just about selling; it’s about storytelling, connecting, and humanising the sales process. It’s about turning those cold calls into warm conversations and transforming prospects into partners. You’re not just selling a product or a service; you’re offering value, solutions, and experiences.
As you move forward, keep the spirit of curiosity alive. Experiment with new ideas, test different formats, and always, always keep your audience at the heart of your narrative.
And let’s not forget the essence of what makes videos so powerful: authenticity.
In a world brimming with content, it’s the genuine, relatable, and sincere messages that stand out. Be yourself, share your stories, and let your passion shine through.
That’s the secret ingredient that can transform a good video into a great one.
Want to learn more about how you can become comfortable on camera? Check out the guide below.
Read: How to Present Yourself on Camera Effectively (even if you have doubts and fears)
