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The Sales Evangelist

Emotions, Video, Donald Kelly, Steve Heimerman People buy based on emotions. But how can you tap into the emotions of your clients in a way that helps them make an informed buying decision?

Today’s guest on Sales From the Street is master storyteller, Steve Heimerman, who shares with us some insights into how you can utilize video to drive results through emotions. Steve is the Founder of Tilt Motion, a video production company that tells stories of video engagement.

Here are the highlights of my conversation with Steve:

Steve’s coolest sales experience when he was the customer at a car dealership

Why emotions are powerful when tapping into your buyers:

  • Engagement is king and videos are the best way to engage audiences.
  • By 2017, videos are going to account for 69% of all consumer internet traffic.

How to tap into people’s emotions when creating videos:

  1. Do a creative brief.

Figure out your main message. What kind of video do you want to create? Learn more about the actual story.

  1. Listen to their struggles.

Be a good listener and figure out what they’re struggling with. And that struggle is a story. Learn more about the person as an individual and develop that relationship.

  1. Be strategic in how you’re using those emotions.

Be wide open in going through the process. You can use any kind of emotion but figure out the clever way to tell your story.

Steve’s Major Takeaway:

Video is the future. Have a video strategy or you’re falling behind. 64% of consumers are more likely to buy a product after watching related videos. Videos are highly effective and easy to share. It’s all about the storytelling.

Episode Resources:

Connect with Steve Heimerman on www.tiltmotion.com. Download their ebook on Why Video Matters and How to Use It to Create a Winning Marketing Strategy by going to www.tiltmotion.com/salesevan.

David and Goliath by Malcolm Gladwell

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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