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Optimising sales process for video animations

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Information about Optimising sales process for video animations
Marketing

Published on March 12, 2014

Author: sanderspolspoel

Source: slideshare.net

Description

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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a complicated product video animations for business

and I create video animations at www.sworl.be

This is an example of a company I helped explain their business

This style is very different, but the first phone conversation with the client is usually the same...

“We need a movie for our website”

... to explain a product or idea in a short time.

“What’s the cost?” Second question

“How does it work?” Clients usually don’t know how online animations are made

Clients are unsure what questions to ask during the first contact, to get a great movie.

2D or 3D?HD? Subtitles? I used to ask too many questions.

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?

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:

ANSWER THE QUESTION So these are my new sales resolutions:

Easy process: 5 steps. You get to pick 5x (drawings, voices,...) How does it work?

We co-writeYou write the script? 70 secondsHow long? I converted questions to assumptions and explain the impact.

LET’S TALK MONEY

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.

I can SHOW what you get for a specific price range.

PRESALES INFO ONLINE

This lady likes endless calls. She doesn’t exist: I bought her on a stock website.

These 2 love long emails. I don’t. So what clients are asking again and again, should be on my website.

So my website now explains how video animations are made.

DON’T DO WHAT THEY ASK

We want HTML5 animations because that works on iPad True, but expensive. Can I change the question?

We want HTML5 animations because that works on iPad Embed animations as YouTube video and get the same impact

CLIENT IS IN CONTROL

I explain very early HOW the client is involved Here, he can pick a voice-over.

... or co-create the script

... or pick a character

SPEAK CLIENT LANGUAGE

Check www.sworl.be if you’re interested in video animations for business.

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