The New Way to Sell With Online Video

Online video is a killer business tool. Rapport, trust, more sales . . . they’re all possible with online video. But like other New Media online marketing methods — only when it’s done right. What’s the right way? Let’s take a look at a killer 7-minute video example right now and see.

First — tell em’ what you want em’ to do

“The following is a product advertisement. You are going to be bombarded by visuals of great looking products, and then entertained by motorsports eye candy. Do not resist the temptation to purchase the products when prompted to do so. Enjoy!”

When’s the last time you watched an online video that gave you a warning like this right up front? You’d probably expect anyone who made a video like that to have a dozen or so views right?

Well, how about over 13-million views on YouTube alone.

Surprised?

Watch this video and you’ll see why

Capturing hearts, minds and pocketbooks

If you’re not in the target audience I hope you can see what was done here. If you fall into the target audience, you felt it.

The formula is simple. Know your audience and their wants, needs and dreams. Then stir emotions so deeply that your products stick in their minds, then and only then will you win both their pocketbooks and loyalty in today’s cluttered marketplace.

Simple isn’t always easy — unless you make it hard

Don’t get hung up on the production quality of this video. Don’t focus on not being able to drive a 600hp car sideways at 100mph you’ll miss the point. It’s the principles encapsulated in this video that are immediately applicable, no matter what your budget or driving skills.

For one thing, you should get the point that you CAN blatantly promote your product or brand using New Media in your online marketing . . . IF you give value in return. In fact, I argue that if you try to “fool” people with a bait and switch, or  beat around the bush — that will kill any chance of your getting results with your videos.

On the other hand, did you notice the subliminal product positioning throughout?

What else did you notice?

Talk back and expand the Quaniverse

  • What did you think of the video? (Did you watch the whole thing?)
  • What marketing principles did you see in action in the video?
  • How did the “warning” at the beginning of the video affect you? Did it bother you or cause you to actually pay more attention and actively look for the products?
  • What one idea could you walk away with to improve your videos?

Take a minute to talk back below now. Would love to hear your thoughts. ;-)

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The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Pt 2)

Other Relevant Posts in This Series

  1. The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Part 1)
  2. The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Part 2)

In part one of this article, we examined why old-school interruption style marketing is dead, especially online. We looked at one cause of the demise of interruption style marketing, the “Delusional Coma”. Then we showed how you can reverse that common online marketer disease and use it to your advantage with the Tribal Seduction Formula; CHARM™ (Captivate – Hook – Advance – Reinforce – Motivate).

As you read through part two, you’ll quickly see how to transform the challenges of marketing and selling online into big advantages for you.

Let’s get right to the second major cause for the death of interruption style marketing…

Reversal #2: The waves and the weather

In the regular off-line world, weather is simply a set of meteorological conditions we experience in any geographic area. The marketplace is no different.

If you were to assume the conditions of the online marketplace are the same as last year, that would be just as silly as crossing the Rocky Mountains in January without checking the weather forecast. Don’t try this at home kids… either one will lead to injury or death! ;-)

Today’s online marketplace is a new world thanks to the influence of New Media and Social Media. And this is a big problem for many marketers.

Old school marketers resistant to marketplace changes are like Eskimos building igloos in Hawaii. They can be the best at what they do, but continue to rebuild what won’t work in this new online environment.

Three years ago a shift in the mainstream marketplace began like tiny waves lapping away at the shoreline. Today, those changes have become a tsunami of change sweeping across the business landscape.

That tidal wave of transformation is powered not so much by New Media itself but by the illusion of control that New Media gives to the “man or woman on the street.” (Yes, it is an illusion, and we’ll be discussing in detail how you can covertly harness and benefit from this sociological fact as time goes on.)

online marketing transformed by new media marketing waves

The reality of the marketplace is this; the “average Joe and Jane” have grabbed their surf boards and are freely riding the waves of the New Media marketplace. They “get it.” The ones sitting on the shoreline watching in fear are small business owners, marketers, and sales professionals.

Some eager marketers do dive in. They doggie-paddle furiously, trying to peddle their wares using New Media channels with old-school marketing tactics. But as they flail about in the fast moving waters, they’re caught up in hidden rip-tides and swept away very quickly. Their videos, posts, podcasts, and entire web presence flounders as the marketplace pummels them like a 40-foot wave on a black-flag beach day.

There are only so many more days they can crawl back up on the beach of constrained thinking and return to poorly veiled versions of their old tactics. Soon the rising tide consumer control will swamp the beach, and their businesses. Trust me — you DO NOT want to join them.

So how can you dive in to the New Media marketplace and not get swamped?

Well, there is the obvious — following along, engaging, and making connections here at QuanSite. :-)

But the most important action you can do is to grasp this simple persuasion mindset:

    People buy WHO you are, NOT what you are selling.

Re-read that and let it sink in for a minute.

No matter how good you are at what you do in life, it’s not as important as who it is you are.

Once you grasp that mindset, get out into waters of the New Media Marketplace. Don’t wait until things are perfect or the timing is right. Get out there now!

There are three ways for you to start applying this new mindset to earn a heck of a lot more profits (and make it easier too.)

    1. Find the influence leaders (those who gather Tribes of raving fans in social networks, blogs, podcasts, online video, and even off-line on specialized cable channels). Observe who these people are, what they do, and how their fans respond.
    3. If you’re the sharp marketer I know you are, (and yes I know that you’re a savvy person because you’ve read this far,) then building a true “Web presence”, not just a Web site should be tops on your list too.

“Web site” vs. a “Web Presence”

A Web site sits there and you work for it. You drive the traffic, the content is only seen by people who come to it, and it is a one-way channel.

A Web presence on the other hand — it lives and works for you… 24-7-365! Add content to different New Media channels and each channel will work for you, bringing people from targeted Tribe to you. You can use individual channels like blogs, podcasts, online video and social networks combining them on your own with list-building and conversion sites. OR you can use a complete integrated Web presence builder like the QuanSite New Media marketing system.

No matter which route you start with, remember the Tribal Seduction mindset of “WHO is more important than WHAT.”

Don’t worry about finding people succeeding in online persuasion in your niche. It’s actually an advantage to model ideas from outside your niche or industry. Just start out with two or three of the most popular shows, sites, or personas for each channel and follow them regularly.

When you do this you’ll begin to see the “Who you are, not what you’re selling” principle at work. And as you learn more, you’ll be able to put it to work for you.

You can use both the Delusional Coma and the Waves and Weather to your advantage. These two factors are working together, and they’re changing the rules for marketing online.

No longer can you just be a Marketplace Molester, “info-product” pusher or List Pimp

It’s true both online and off-line, (unless you want to work 4-times as hard for a fraction of the results.) The big bucks and the big fame are being garnered by those who use the Tribal Seduction Formula of CHARM to continuously move people to higher and higher levels of seduction.

If it’s not obvious to you yet, it will become crystal clear as we begin to reveal more of the Tribal Seduction mindset needed to win friends and influence people in today’s marketplace.

As we roll into Tribal Seduction strategies, and various studies or commentaries on online marketing strategies that work with people (instead of using them) — you’ll see how you can win where yesterday’s gurus are faltering.

JP Micek JP Micek

John Paul Micek is a co-founder of the RPM Success Group ® Inc., the leader in software, strategies & coaching to double your profits in 12mos or less in the New Economy. QuanSite New media marketing software is one of those tools. He is author of the 1st published book on New Media marketing, the best seller Secrets Of Online Persuasion.

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The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Pt 1)

Other Relevant Posts in This Series

  1. The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Part 1)
  2. The Power of You: Keys to Persuasion and Profits in the New Media Marketplace (Part 2)

Interruption. Abuse. Molestation. We don’t tolerate it face-to-face and go to great lengths to avoid being labelled as an abuser. So you’d think it would be common sense to avoid the same things when marketing online. Sadly, many business owners and marketers still don’t get it. And New Media evangelists don’t help since most miss the mark with their advice too!

Forward thinking people like you already realize: the interactivity and illusional control of New Media require that your marketing methodology change.

Let’s face it, the toleration level for interruption marketing is getting lower and lower. Abuse of customers and molestation of prospects meets with retaliation by hordes of people rapidly spreading warnings across syndicated channels. As a result, the conversion rates for the top internet marketers in many cases are down as much as 40% over the last 24-months. And “list churn” (the constant loss and replacement of new prospects) due to overly-aggressive marketing has turned from being an “equally balanced loss and gain” to a carnivorous cancer that is “slowly and consistently eating away at list size.”

Just imagine. If old-school interruption marketing methods are becoming less and less effective for the “big players,” how much more of a negative impact do you think it has on the average small business owner, sales professional, or online marketer?

Look around you. Locally or nationally, inside your industry or outside your niche, it’s the same. Online and off-line you see response rates for mainstream businesses and major online marketers alike plummeting.

Delusional comas, List Pimps and waves of persuasion

If you’ve ever felt like you’re at a disadvantage to “more experienced” marketers — good news! There’s no need to worry!

The less you know about old-school marketing time-lines and the thoughtless application of persuasion triggers, the better off you are. That’s because marketing with New Media is, in many ways, the reverse of traditional marketing. It’s easier to start out fresh in a new direction than to slow your momentum and do a complete 180-degree turn.

Yet even if you are a more experienced marketer, there is not only hope — you can have an even greater advantage once you reverse your mindset.

Whether you are a New Media marketing newbie, experienced marketer, or even brand new to branding and business online — I would like to help you experience the growth and profits that can come from applying the right formula with the right mindset.

The sharp decline in the effectiveness the traditional interruption style marketing has two root causes. Two causes that, with small actions on your part, can be reversed.

Let’s take a look at both of these causes, and some New Media marketing and Tribal Seduction solutions you can use reverse both of them into advantage FOR you!

Cause #1: The Delusional Coma

When you look at the tactics of “internet marketing gurus” or online heavy hitters, anyone with common sense can see why their conversion rates are plummeting. Their mindset is to think of people as a “herd.” You’re an e-mail on a mailing list or a subset of their target market that shares similar characteristics and acts in a predictable way.

There is validity to the idea that “group think” and emotional triggers cause subconsciously automated reactions with groups. It’s true. (*Note: these psychological truths are used in New Media marketing to effectively persuade people into action. But it is done through seduction instead of coercion.)

But that does not mean that you abuse those psychological loopholes solely for your advantage. And picturing your prospects and customers as a herd of unthinking cows is not going to break you out of a delusional coma.

online marketing pimpThat mindset is downright offensive. And marketers tactics spawned by this thinking are no different than pimps who exploit the base needs of teen runaways.

Most valid persuasion triggers have been abused, overused, and perverted online into subversive tactics that are haphazardly tossed around like pixie dust. Like a soldier in battle who no longer flinches at gunfire, the average person becomes desensitized to the bombardment of manipulative methodology and is no longer responsive to the trigger.

The Reversal

So how do you know if you’re living in a delusional coma? And how do you break out of it?

It’s simple. If you continue to do things the way they’ve always been done, refusing to reverse course even in the face of a rapidly changing marketplace — you are in a coma!.

And note: we are talking about the ability to “reverse,” not just adapt. That’s because the aggressive battlefield-like marketplace of the 20th Century has been replaced. Today’s marketplace has an environment more like a noble court structure, where courtesans and coquettes hold the real power.

The battle for hearts and minds still rages on. Except now it requires a covert, seductive approach. Breaking free is a matter of reversing your mindset. And this my friend, is easier than you might think.

Take for example the normal “relationship building” sequence of the typical online marketer.

An old-school marketer manages to “capture” your attention and get you to subscribe to a “free” offer. Next, what follows week after week is a constant barrage of self-serving, contextually disconnected sales pitches.

Remember, with their mindset, you’re assumed to just be another “cow” in the “herd.” So if you liked free offer A, then just like all the other cows, you’ll moo for product B, C and D too.

There’s no serious effort or energy dedicated to connecting with you and building a bridge of friendship, or likability. And there’s certainly no effort to win your trust, other than tricks and triggers and the stacking of dubious “proof.”

Alternatively, as an active New Media marketer… you reverse your mindset, and not necessarily the delivery channel. Here’s what I mean.

Email is not the problem in this example. It’s just a delivery channel. Blaming email is like blaming a gun for killing someone. It’s the person pulling the trigger that’s the problem, not the tool.

The CHARM™ Formula

The point is not to stop using email, as many New Media marketing “experts” would advise. What you need to do is to time your email offer based on C.H.A.R.M.™ That is the Tribal Seduction Formula of: Captivate – Hook – Advance – Reinforce – Motivate.

In this example we’ll assume the email is to your own subscriber list. So we’ll assume that you’ve applied the formula at the first Seduction Level; converting a visitor into a friend (subscriber.)

At this 1st level of list building, you are looking to gather members of your Tribe from the open marketplace. To apply this Tribal Seduction formula you:

1. Captivate attention
2. Hook emotions
3. Advance trust
4. Radiate desire
5. Motivate action… which in this case was joining your subscriber list.

All this can be done in one single interaction at this initial level… IF, and ONLY IF you have an actual online presence (not just a plain old Web site.)

Now, let’s see how the CHARM™ formula works at the next seduction level. That is converting a friend to family (which means they become a customer or client.) People have become a subscriber, a friend, because they had a high enough level of trust to be moved to a 1st level action.

If you don’t apply the entire sequence of the Tribal Seduction Formula again at this 2nd level, you’ll be trying to Move them to action (the last step in the formula) based on the lower level of trust established in the Level 1 Seduction.

Basically, it’s cheating.

You’re cheating your Tribe, and you’re cheating yourself

You can try to move people to the next level without repeating the CHARM™ Formula, but count on your conversions being a fraction of what they could be if you applied the formula again. (Keep cheating like this over and over again and you’re smart enough to see how this approach quickly destroys even the largest of prospect lists.)

We’ll be going into the CHARM™ Formula in much more depth as time goes on, and showing how to apply it at all seduction levels.

new media marketing bridgeFor now, just understand that every point where you are attempting to move a person to action is a gap. Picture a deep gorge or ravine. That gap must always be bridged with trust. The trust built at the 1st Seduction Level is just a rope bridge. You can’t drive a bike or car over it yet, and you certainly can’t cross with a tractor trailer full of products.

By repeatedly applying the Tribal Seduction Formula you are nurturing relationships to turn visitors into friends, and friends into family. And all things being equal, people will always buy from friends and family. That is a an irrefutable and incontrovertible fact.

Applying the CHARM™ Formula of “Captivate – Hook – Advance – Reinforce – Motivate” doesn’t mean more work. It just requires a little different strategy applied with the right mindset. Both of these are the opposite of the way most marketers think. Repeated testing shows the Tribal Seduction Formula yields an increase of 800% to 1000% higher response than old school online marketing methods!

Wouldn’t you be willing to take a little different set of actions, to make a lot more money?

In part 2 of this article, we’ll reveal how you can win more business with Reversal #2: The waves and the weather.

JP Micek JP Micek

John Paul Micek is a co-founder of the RPM Success Group ® Inc., the leader in software, strategies & coaching to double your profits in 12mos or less in the New Economy. QuanSite New media marketing software is one of those tools. He is author of the 1st published book on New Media marketing, the best seller Secrets Of Online Persuasion.

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