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The Sales Podcast


Oct 27, 2017

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

 

  • Selling at scale
  • Large-production videos
  • Run them as ads on Facebook and YouTube and test them with the credit cards of the buyers!
  • Makes assumptions when making the video about what is on the mind of the customer
  • For example, Nerd skin care company, they assumed
    • customers want all natural
    • that the active ingredient of typical cream is bad
    • that it's better to activate your own body's defenses
  • Do the same thing with images in your ads
  • Send them to your home page
  • Sometimes volume and reach is more important than specificity in your ads
  • You're charged a lot of money to reach a hyper-targeted segment
  • Viewers will self-select with video ads
  • Use retargeting to get back in front of prospects and present your other points to bring them back
  • Digital ad spending has overtaken traditional advertising
  • You need to get their attention but you also need to build a relationship
  • Create a powerful message
  • Tell a memorable story
  • Don't underestimate the value of entertainment and shock value
  • Focus on the sale, ultimately, over being creative
  • Video doesn't have to always be expensive
  • The most important aspect of your video ad is your writing
  • Don't try too hard
  • They used to make TV-oriented videos but now they're doing more video with spokespeople
  • They are abandoning the viral, big, crazy ads
  • Lots of ads in the newsfeed vs. the right column with an auto-play and a "Learn More" button
  • Then remarket in that newsfeed
  • Include closed captioning (over 60% of videos are watched on silent mode)
  • His biggest success has been with 3-5 minute video ads
  • With a TV commercial you have more time to be more cinematic and develop the story
  • With digital advertising you need more energy
  • With a spokesperson there needs to be a gimmick