Optimising sales process for video animations

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I used to do my sales process (for online video animations) all wrong! I was asking too many questions, creating confusing, not talking money. This presentation shows you how I turned my sales process around, to show clients they're in control, that the process is well documented, that they can see what they can get.

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Optimising sales process for video animations

  1. 1. a complicated product video animations for business
  2. 2. and I create video animations at www.sworl.be
  3. 3. This is an example of a company I helped explain their business
  4. 4. This style is very different, but the first phone conversation with the client is usually the same...
  5. 5. “We need a movie for our website”
  6. 6. ... to explain a product or idea in a short time.
  7. 7. “What’s the cost?” Second question
  8. 8. “How does it work?” Clients usually don’t know how online animations are made
  9. 9. Clients are unsure what questions to ask during the first contact, to get a great movie.
  10. 10. 2D or 3D?HD? Subtitles? I used to ask too many questions.
  11. 11. 2D or 3D? Length?What language? HD? Subtitles? You write the script? This makes the client feel confused: what’s the impact of these questions?
  12. 12. What’s the cost? It’s complicated How does it work? can’t give price right away. In the past, I didn’t answer any of the questions:
  13. 13. ANSWER THE QUESTION So these are my new sales resolutions:
  14. 14. Easy process: 5 steps. You get to pick 5x (drawings, voices,...) How does it work?
  15. 15. We co-writeYou write the script? 70 secondsHow long? I converted questions to assumptions and explain the impact.
  16. 16. LET’S TALK MONEY
  17. 17. Starts at 1500€ for simple 2D animation What’s the cost? If you tell me your budget, I fit the best graphics to your money.
  18. 18. I can SHOW what you get for a specific price range.
  19. 19. PRESALES INFO ONLINE
  20. 20. This lady likes endless calls. She doesn’t exist: I bought her on a stock website.
  21. 21. These 2 love long emails. I don’t. So what clients are asking again and again, should be on my website.
  22. 22. So my website now explains how video animations are made.
  23. 23. DON’T DO WHAT THEY ASK
  24. 24. We want HTML5 animations because that works on iPad True, but expensive. Can I change the question?
  25. 25. We want HTML5 animations because that works on iPad Embed animations as YouTube video and get the same impact
  26. 26. CLIENT IS IN CONTROL
  27. 27. I explain very early HOW the client is involved Here, he can pick a voice-over.
  28. 28. ... or co-create the script
  29. 29. ... or pick a character
  30. 30. SPEAK CLIENT LANGUAGE
  31. 31. Check www.sworl.be if you’re interested in video animations for business.

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