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.”
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.
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.
Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.
Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.
If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.
We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting.
So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to make it good. We basically went around and gathered business cards to bring them to our marketing folks who just blasted marketing emails to them. Stupid, isn’t it?
Not to mention the time, money, and effort we’ve exerted to rent golf clubs, going around driving range, mixing and mingling at the clubhouse – all those things and nothing was actually working. So what’s wrong with this? Well, we didn’t actually know who our ideal prospects were. We weren’t able to talk to them because we didn’t know who to talk to or what to specifically talk about. We simply went off the cuff trying to wing it. Such a total time waster (and a total waste of money and effort too!).
Of course, what’s important is we learn from our mistakes and I’m going to share with you the strategies you can apply to avoid making the mistake I made.
Strategies for gaining new prospects:
Go where your ideal prospects will be and recognize what they will be doing. Use common sense.
Think out your prospecting strategies. Add something of value and that is going to be meaningful to them.
Be strategic with the kinds of activities you plan to do. Go for the right people, say the right things, and know what to say that can bring maximum value to them.
Build the proper relationships to see greater results. Don’t just go out there and sling from your hip. Don’t just wing it. For instance, set up a tee time and invite some of your prospects. Do a competition and get a bunch of your ideal prospects together. Sponsor an event.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
Sales people always have a difficult time getting past the gate keeper and speaking with the decision maker. Many times they don’t know that they sound like to everyone else and as such, come off as a “salesperson”…Someone who is interrupting the potential customer’s day, trying to sell some thing they don’t need.
Obviously as a seller, we know that’s not exactly the case, however, its the perception that the “potential buyer” has! That perception to them is reality and thus will always be a hindrance to a seller’s success unless they can prove to the gatekeeper of the decision maker aka “potential customer” otherwise.
For this episode I brought on my wife, Cristina Kelly, to share some of her thoughts on what sellers should and should NOT do as they are prospecting. She has the opportunity to work closely with executives in her company and as such, get’s plenty of requests, soliciting opportunities to speak with the decision maker. Listen to some of her thoughts.
If you have any thoughts or ideas, feel free to comment and share them in our private Facebook Group “The Sales Evangelizers”…Come join the discussion, click here.