How much do you know about sales strategies on YouTube?
What you sure do know is that YouTube is the second most important search engine, although, nevertheless, it is a platform less used in marketing efforts since it is believed that it requires more logistical and budget work to make videos or because it is underestimated and is only seen as one more social network.
The data published by YouTube for the press shows impressive figures: a billion hours are played daily on this platform, a number that exceeds the hours we spend on Netflix and
It is notable that more and more people are educating themselves, entertaining themselves, consulting information, discovering music and even watching news through video on YouTube.
This has made it the most important query platform after Google, being, in turn, an effective tool for creating valuable content that attracts millions of users and helps to promote and increase sales for businesses that know how to use it.
YouTube sales strategies to facilitate the purchase decision
As consumers we like to research and seek social proof before making the final purchase decision.
We seek to maximize our investment even if it is to buy a cable of € 9.00 and we resort to online reviews or a tutorial video on YouTube.
An elaborate and sophisticated commercial or propaganda is no longer enough, we want to see and hear the opinion of other people who have used it before or know about it and answer the doubts (objections) that stop us from paying for the product or service.
Likewise, this purchase decision is directly proportional to the confidence of your client in your services, brand or products.
My YouTube strategy to get profitable customers
In my blog and videos on YouTube, I propose that a key type of video for the client to increase their confidence in a business or a brand is the video where a human appears sharing knowledge and help information about a specific topic related to your business.
On the blog I mention: “” if, on the contrary, you make different videos from your competition (typical promotional videos), where you, a “real” person, a human with strengths and weaknesses appear and give advice, you will be teaching something new, a real help and, therefore, something that serves the lives of your potential customers.
Although you think that there are many people “doing the same”, that “there are other videos on this topic that I can talk about”, the reality is that on the other side there will be someone who is interested in knowing what you master, from your context, the which is always unique.
Your audience becomes your client when they begin to learn from your knowledge or experience, when they identify with your personality, your way of explaining, exposing, telling what you share.
Hence the importance of video to convert, especially for those who manage a personal brand.
In the video-post The psychology of the video I explain it like this:
“With this type of video” rapport “is built (psychological and emotional harmony) and also a certain relationship with the viewer.
Not only can people see your face, they can also hear your voice, how you move and behave.
If people feel they know who is behind the product or service, they are more likely to buy it. “
In this way, you will gain their trust and unconsciously, the fear of buying your products or services will dissipate.
When a potential profitable client contacts me to quote my online presence consulting services and video marketing strategies, my best portfolio is my channel with constant content and more than two hundred thousand subscribers.
for a small business
When my provider of the income tax and accounting service for businesses expressed their concern because I was not clear about the promotion strategy for the new branches that I was going to open in Southern California, the first thing I recommended was the videos on YouTube.
It was evident that his business was growing but now he was going to need more than word of mouth and traditional printed flyers as the responsibility of having more stores and more employees required a strategy to reach more people.
The challenge was that the budget was limited (as it always is for marketing) and also that a solid content strategy that could be seen through residual results over time was needed for a website and social networks.
An advantage at the time was that I as your client knew that in the field of business income tax and accounting there were many unresolved questions and doubts and therefore a great opportunity to take advantage of.
He was afraid of the idea of appearing on video but I convinced him by saying that the ideal person to appear on camera was him since he is the expert on the subject, he speaks properly when answering the questions of his clients and that he will give them More confidence by seeing and listening to the person who will entrust your taxes and accounting.
We start by identifying the five most common questions that potential customers often have.
I gave him a guide to elaborate the answers to these questions, which would be the basis for the video scripts.
We called him up one morning to record and we brought a digital camera, an external microphone to guarantee better audio and a reflector to improve lighting.
He answered the questions to the camera following the structure that we indicated.
Although there weren’t some normal bugs, in the editing phase we fixed it by cutting out some irrelevant parts and adding some visual and graphic elements to help expose the information.
In this way, the videos were positioned in a short time with important keywords at the local level (local SEO), and in less than six months, half of the calls from new potential customers came from the videos that were published on YouTube.
The impact to his business was so positive that he trusted the organic reach of the videos and did not invest in YouTube advertising despite my suggestions.
Today he understands the importance of publishing valuable content and empowering it with some advertising and retargeting.