What Feelings Do Your Messages Create?
In Gary Vaynerchuck’s book “Jab, Jab, Jab, Right Hook” he points out that for us to “sell stuff” we need a message that creates an emotional connection.
When the message is carefully planned and skillfully crafted using the three elements of video: light, sound, and motion, our message produces a stronger emotional connection then just words with the viewer.
At the beginning of each video project, I ask clients, “What do you want the audience to think, feel, and do after watching the video?” This article focuses on the feeling part of that question. The feeling or emotional bond that we create will motivate the viewer to buy.
The three elements in creating an emotionally connecting story are relevancy, sincerity, and truth.
Make it relevant.
Address a need that exists now or something the viewer does not need now but will in the future. For example, legal services. Generally, we don’t contact a lawyer until we need one. When we do, we generally go to Mr. Google, phone a friend, or pick the first brochure/letter that arrives in the mail after an accident.
Example: LegalShield provides its members 24/7 access to legal advice and services. Their headline “Affordable Legal Access for All” demonstrates a feeling of inclusion and fairness. A sub-headline reads “With LegalShield, finding solutions to your legal issues doesn’t have to be stressful, complicated, or expensive.” This empathetic statement demonstrates they understand their audience. They know their goal, dreams, and desires.
Make it sincere.
Listen to the needs and wants of your audience then deliver the solution in a conversational tone. Seth Godin’s book “This is Marketing” identifies this as being “Market-Driven”. Being Market-Driven means discovering the audience’s hopes, dreams, aggravations, and frustrations and committing to helping them improve their lives, we establish trust and earn the right to ask for the sale. The LegalShield sub-headline is a good Market-Driven example.
Make it truthful.
Deliver what you promise. Our stories become true because we make them true with our actions, our products, and our services. Truth is also conveyed in the words and phrases we use. Too much jargon and advertising slogans cause the viewer to question our veracity. Truthful, relevant, sincere messages establish the emotional bond of trust without having to say, “you can trust us”.
“Always tell the truth. That way you don’t have to remember what you said.”
– Mark Twian
What emotional connections are you creating? What is the focus of your story? Are your messages relevant to the audiences’ needs, wants, and goals? Is your message Market-Driven? What do you want the viewer the think, FEEL, and do after watching your video?
What Type of Video?
Each week I’m asked what type of video I should make? Wyzowl.com’s “State of Video Marketing 2020” report listed the top 5- video types.
- explainer videos (72%)
- presentation videos (49%)
- testimonial videos (48%)
- sales videos (42%)
- video ads (42%)
If your budget only allows you to produce only one of these, I recommend testimonials. I once read that people love hearing about your business, they just don’t want to hear about it from you. We live in a ‘rating’ society where everyone wants to know what other people think – right or wrong, that is the reality.
Your customers are real, raw and un-rehearsed. Their messages are relevant, sincere and truthful which your audience wants to hear. They also can see themselves in the same situation. Testimonials don’t have to be long and drawn out. Keep them simple and start building a library today.
Explainer videos are a great way to take a prospect through the customer’s journey, demonstrate your products, or show what they get when they purchase your product, similar to an un-boxing video.
A presentation video differs from an explainer in that it does not go into detail – the 60K foot view of what you do or sell.
The others (sales videos and video ads) are good for short impressions and are used to solicit interest.
Set yourself apart with a few short impression videos, a behind the scenes, first steps or meet the staff. Something to get your prospective customers excited.
Want to chat more about ideas – give me a ring!
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