how to use video to crush your b2b marketing goals
TRANSCRIPT
#uberwebinar @Uberflip @Wistia !
Phil Nottingham Video Strategist, Wistia @philnottingham
How to Use Video To Crush Your B2B Marketing Goals
Sam Brennand Director of Customer Success, Uberflip @SamBrennand
#uberwebinar @Uberflip @Wistia !
WE WILL SEND THE RECORDING.
Questions? We’ve got answers!
(At the end of the webinar ☺)
#uberwebinar @Uberflip @Wistia !
WE WILL SEND THE RECORDING.
Questions? We’ve got answers!
(At the end of the webinar ☺)
Join in on
#uberwebinar @Uberflip @Wistia !
(Typical) B2B Marketing Goals
✦ Brand Awareness
✦ Leads
✦ Conversions
✦ Retention
✦ Product/service Adoption
✦ Up-selling
✦ Word of Mouth
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Today I’m going to talk through…
✦ Lead-Gen
✦ Increasing Conversions
✦ Word of Mouth Marketing
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24%16% 3.4%CONVERSION
@ STARTCONVERSION
@ MIDDLECONVERSION
@ END
Conversion Rate by Location
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0!
10!
20!
30!
40!
50!
2.3x
4.5x
Turnstile Conversion Rate by Location
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S O M E O N E I N T H E A U D I E N C E
“What sort of content should we create to generate leads?”
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Video Content For B2B Lead Gen
✦ Lectures
✦ Webinars
✦ Courses
✦ Interviews
✦ Workshops
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@philnottinghamPhil Nottingham @THEWEBPSYCH @PHILNOTTINGHAM�#NATANDNOTT �
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Formula For a great product video
✦ 2 minutes, Max
✦ Quick Edit
✦ Lots of B-Roll
✦ A very tight script
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In GWMT or Robots.txt
SCHEMA.ORG MARKUP VIA JSON-LD
In the <head> of the page
SCHEMA.ORG MARKUP VIA MICRO DATA
In the <body> of the page
VIDEO SITEMAP
Ways of getting videos indexed…
#uberwebinar @Uberflip @Wistia !
In GWMT or Robots.txt
SCHEMA.ORG MARKUP VIA JSON-LD
In the <head> of the page
SCHEMA.ORG MARKUP VIA MICRO DATA
In the <body> of the page
VIDEO SITEMAP
Ways of getting videos indexed…
Awkward and time-consuming to
manage
#uberwebinar @Uberflip @Wistia !
In GWMT or Robots.txt
SCHEMA.ORG MARKUP VIA JSON-LD
In the <head> of the page
SCHEMA.ORG MARKUP VIA MICRO DATA
In the <body> of the page
VIDEO SITEMAP
Ways of getting videos indexed…
Awkward and time-consuming to
manage
Unreliable and can affect page speed
Fast, reliable and unobtrusive
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WoM Video Strategy Matrix
W H A T S O R T O F I M P R E S S I O N S H O U L D Y O U B E
A I M I N G F O R ?
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Challenger Established
Dynamic Differentiation! Product Awareness!
Stable Disruption! Mindshare!
B R A N D
MA
RK
ET
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Challenger Established
DynamicYou’re different
because…!Your stuff !
is awesome!
Stable Everyone else! sucks! Cool story, bro!
B R A N D
MA
RK
ET
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Active Browsing
Passive Browsing
Restricted Media Type
Fluid Media Type
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Why will people care?
✦ Educates / informs
✦ Makes them look good
✦ Parasocial relationships
✦ Provides shared experience
✦ Surprises
✦ Provides amusement
✦ Thrills or excites
✦ Supports political/social views
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Measuring the Success of Video Marketing
✦ Bullet
✦ Bullet
✦ Bullet
✦ Bullet
Discovery Consideration Conversion Retention
Objective Become aware of product/brand Become prospect Become customer
Become retained customer/brand
advocate
Key Result 1 Number of engaged actions! Leads Generated! Conversion rate! Renewals/new
purchases!
Key Result 2 Engaged action rate! Returning Visits! Number of assisted
conversions! Returning visits!
Key Result 3 Views! Watch Time! Sign-ups! Referrals through recommendations!
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S O M E O N E I N T H E A U D I E N C E
“How can I work out if my ideas are any good?”
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Made to stick framework
• Simple – Do I “get it” on first glance? • Unexpected – Was I surprised and intrigued? • Concrete – Is it “real”? • Credible – Does it align with your brand effectively? • Emotional – Does it make you feel something? • Story – Is there a clear beginning, middle and end? • Shareable – Would I look good sharing this?