optimising sales process for video animations
DESCRIPTION
I used to do my sales process (for online video animations) all wrong! I was asking too many questions, creating confusing, not talking money. This presentation shows you how I turned my sales process around, to show clients they're in control, that the process is well documented, that they can see what they can get.TRANSCRIPT
Sellinga complicated product
video animationsfor business
and I create video animationsat www.sworl.be
This is an example of a companyI helped explain their business
This style is very different, but the first phone conversation with the client is usually the same...
“We needa movie
for our website”
... to explain a productor idea in a short time.
“What’s the cost?”
Second question
“How does it work?”
Clients usually don’t know how online animations are made
Clients are unsure what questions to ask during the first contact, to get a great
movie.
2D or 3D?HD? Subtitles?
I used to ask too many questions.
2D or 3D?
Length?Whatlanguage?
HD? Subtitles?
You writethe script?
This makes the client feel confused:what’s the impact of these questions?
What’sthe cost?
It’s complicate
d
How doesit work?
can’t give price right
away.
In the past, I didn’tanswer any of the questions:
ANSWER
THE QUESTION
So these are mynew sales resolutions:
Easy process:5 steps.
You get to pick 5x
(drawings, voices,...)
How doesit work?
We co-writeYou writethe script?
70 secondsHow long?
I convertedquestions to assumptionsand explain the impact.
LET’S
TALK MONEY
Starts at 1500€for simple 2D animation
What’s the cost?
If you tell me your budget,I fit the best graphics to your money.
I can SHOW what you getfor a specific price range.
PRESALES INFO
ONLINE
This lady likes endless calls.
She doesn’t exist: I bought her on a stock
website.
These 2 love long emails.
I don’t. So what clients are asking again and again, should be on my website.
So my website now explains how video animations are
made.
DON’T DO
WHAT THEY ASK
We want HTML5
animations
because that works on iPad
True, but expensive.Can I change the question?
We want HTML5
animations
because that works on iPad Embed
animations as YouTube
videoand get
the same impact
CLIENT IS
IN CONTROL
I explain very early HOW the client is involved
Here, he can pick a voice-over.
... or co-create the script
... or pick a character
SPEAK
CLIENT LANGUAGE
Check www.sworl.beif you’re interested in video
animations for business.