When you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using stories to grab the buyer’s attention. The key to marketing is helping clients tell their story.
On today’s episode of Sales From The Street, Arty Gold from Animus studios talks about the importance of story and tells how Animus Studios increase sales by helping clients tell their story.
Animus Studios is part of the Sales Podcast Network, and their podcast, Video Jungle, helps organizations learn to use video to impact their buyers. Arty calls himself a facilitator of ideas, and Animus studios is encouraging people to “find their fascinating.”
Consider the story
Arty doesn’t believe that the challenge today is a lack of video; he believes it’s a lack of compelling video. More than just point and press record, he believes the focus should be on really telling a story.
Consider what the story is and get to the heart of the matter.
Branded video associates your company, and your mission, to a story that makes people want to work with you and your company.
The big companies in the world had the advantage of launching at a different time when they were in control of their own destinies. They used to be able to just put a product in front of someone and people would buy it because it was the best.
Now there’s so much competition that companies have to understand who their audiences are.
Commercials don’t even necessarily have to show the product anymore. They can tell a great story with a logo at the end.
Everyone is a salesperson. You sell yourself and you sell your company as part of the culture. You’re always representing something.
That’s salesmanship, but it can get lost in the translation a little bit because people always say they aren’t good at sales. If you have a job, you must have sold yourself well in order to get it. That doesn’t mean you did all the sales steps, but it means that you know how to sell yourself.
It’s not enough to be only a salesperson, because it’s not enough to simply sell a widget. People are drawn to the human factor and they want to work with people.
What you really want to do is build relationships because if you strip away all the product, you should always be able to go back to your network and connect with those people. If you change careers, for example, will those people go with you?
Animus Studios isn’t selling a tangible item. They sell ideas.
It’s a challenge to show value when clients can’t see or touch what you’re selling, so the ideas and creative passion are what differentiate you from your competitors.
“Find your fascinating,” means that Animus gets to know the client first. They help clients find the story that they sometimes miss because they are so enveloped in their own marketing.
People fear being the one who makes a mistake. They fear being demoted or losing a job.
Companies have been doing things the same way for years, so why change? They are often afraid of change, and they don’t understand that they can diversify and be flexible and try a variety of things.
It’s not about being afraid to try something new; it’s about being able to be flexible and test a new idea. If it doesn’t work, you can adjust quickly.
You have to report on yourself better than everyone else. We all report things the way we see them, but companies who learn to provide content to their customers are able to control their own stories.
Companies can make small, even singular changes, that differentiate themselves from the competition. Sometimes they are simply afraid to do it.
That’s why “Find Your Fascinating” works: because it’s helping companies figure out what makes them different.
The industry will always be pushed by the written word because communication will always be important. But the way the world is going now, we have to be able to reach people quickly.
We can put a video together today and by tomorrow it can be seen all over the world. The younger sales generation has always had these tools and they can help them do their sales jobs better.
Don’t be afraid to be creative. It’s a differentiator.
Video has equalized people. If you’re the biggest jewelry company in the world, you’re facing the same challenges that the smallest companies are facing.
“Helping Clients Tell THEIR Story” episode resources
You can find Arty at the Video Jungle Podcast, where you can listen to episodes and see some of their links. Animus combines film and video and what it means to the marketing and salespeople in the world. Find Video Jungle on iTunes and Stitcher.
Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.
Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.
This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.
This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.
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