Back in the day, you’d have to make an appointment with the prospect and gather all of your collaterals. Then, you’d go to their office with your little flip chart or your printed materials, and you’d make your pitch. I’m not a fan of pitching. I like to go to meetings instead – ready for things to happen.

Prepared but not pitching. I’m prepared to close the deal. The great thing about social media is that you can make the presentation online. You can use social media to guide your prospects to and through the presentation. So you don’t have to ask for a meeting before you start presenting to a customer – you can present to numerous customers at the same time.

This is the beauty of online sales presentations. There are several ways that you can make sales presentations online. For example, here at SOCO, we have a sales page on our website that goes to my book socialists. We actually use a Bitly link that you can click on to buy the book.

So people don’t even have to talk to us. They can click to buy, you know, that this is the way the world works. Now, maybe you’ve done this too. We’ve also uploaded many video presentations on YouTube for our prospects to watch. So when they’re searching for a solution, even before reaching out to us, they can watch the video to get a better idea of what we’re all about.

So instead of sending us a message and waiting for a response, they can start to engage with our message while that impulse is fresh, which can really help to seal the deal. It’s 24/7, 365, right? 

For example, one of these presentations is a two minutes showreel of me in action. It’s me on the big stage, delivering big keynotes to thousands of people.

Well, this is an influential selling tool as well as a time-saving device. So then, when people reach out to us, finally, when they contact us, they don’t need to ask the basics. Like, what can you do for me? Who have you worked with? What’s your approach? They’ve already seen the visual proof. So they’re raring to go.

They’re saying, uh, watched your video, love what you do. When can we get started? Look, you know, that expression a picture’s worth a thousand words will a video is worth—a million words. So the video is a wonderful way to make a sales presentation. And it’s, look, I know it’s easy to become daunted by the prospect of doing a video and, uh, you know, trying to knock yourself out, trying to make a Hollywood production or, or go the other way.

Maybe you drop the ball entirely. It happens. Okay. It’s not easy. The trick is to strike a balance, keep it simple. At the same time, doing your best to meet a certain standard of quality in terms of the production value. So let me give you a few tips around doing some great video. Number one, audio is critical. It’s the most important element.

If you think that the built-in mic on your iPhone can record good quality sound – think again! We’ve recorded some video with the Apple microphone, the one you plugin, and it sounds pretty good. Of course, we also have a Sennheiser microphone that works perfectly well for recording video.

This rule applies even when you’re shooting something on the fly impromptu. Plug in a microphone and hold it somewhere out of shot so that you can capture great audio. Even if the picture isn’t of the highest quality, viewers may be willing to overlook that and continue watching the video.

However, if the audio is muffled and they can’t hear what you’re saying, or if there’s static or crackling, wind, or background noise, guess what? They’re going to switch it off right away. So we tend to shoot in a studio that we’ve set up in our home office. That’s where we are right now. And it’s not as complicated as it sounds.

You’ll need a green screen, probably some lights, a microphone, and a teleprompter. Suppose you read your script directly off the teleprompter. In that case, your eyes will look strange, and your delivery is bound to suffer. So only use the teleprompter as it was intended – as a prompter and a backup. Please don’t read it like a book, instead learn your material and understand your content, so you look straight in the camera.

You can look at the person that you’re talking to, let them see you for who you are. Speak directly to them. Just be natural. Be yourself and show your personality. Now when crafting the script for your sales video. Start by. I love this part. So pay attention and take some good notes. So when you’re crafting the script for your sales video, start by answering these questions:

1. Who are you, and why should they listen to you?
2. What’s the biggest problem that your customers are facing? 
3. What are their desired outcomes? 
4. What are they aspiring to?
5. What are some of the features and benefits of your product? 
6. How does your price compare with other solution providers? 
7. What kind of guarantee, if any, are you offering?
8.  Who has benefited from your product?
9. What results have they achieved?

What You Need To Do Now

So here’s what you need to do right now. Work on repurposing some of your marketing collaterals for social media. You probably have some brochures, case studies, testimonials, articles, and tips. So start organising this content and working out how you can present it on video online. Figure out which platform it belongs to and then begin to shape and customise the content to suit that particular platform and its users.

I also want you to think about the types of articles you search for and condense and customise your content accordingly.