In a previous post I shared how to teach your prospects effectively in video 2 of a video series so you leave them hungering for more from you. Video 3 is the next step.
In video 3 you want to share the experience of using your product or service. Almost as if you are explaining “a day in the life of…” You want them to begin to imagine what their life will be like after they do what you were teaching them to do in Video 2.
You want to paint a picture, showing them what they are going to experience on a daily basis once they implement your EBM content from the previous video.
For example, in the 6-Figure Funnel Formula series, in video 3 I had to address the question, “Once I get my funnel set up, how do I drive traffic to it?”
I wanted prospects to imagine scaling up their traffic to their funnel, and then being able to sit back and enjoy seeing the traffic roll in.
But I also knew that I had to address key objections at this point, especially, “I don’t have the money for that.”
That is why I named it “tiny budget recycling”, to show them that they could do this. And I also talk about some clients who were able to handle it.
In what I was teaching, I had no choice but to address the traffic question, because I knew that people were going to be asking about it.
For another example, in the nutrition niche, you can explain what the prospect can expect to happen to their body, and why they lose weight and burn fat so quickly.
You show them how what you explained in video 2 will affect them and what they will experience on a daily basis. Be sure to paint a vivid picture of what their life will look like!
Address objections throughout the series
A word of caution, however: don’t wait until video 3 to address concerns and objections. Any time you make a statement that could bring up an objection, be certain that you address it right away. Don’t let them pile up in your prospect’s mind, or they will begin to tune you out.
As in the nutrition example, you could say, “One of the beautiful parts of this is even if you’re an extremely busy individual with a packed schedule, with kids, with a full work load, with two jobs… the beauty of this is with this nutrition combination, you’re able get your workout done in the shortest period of time, while still reaping massive rewards.”
In fact, you want to handle objections before they even come up, by addressing them in the right context at the right time. That way, it doesn’t even look like you are trying to overcome any objections! It just looks like you’re doing more to educate because you’re simply talking to them about the additional benefits of, in this case, the special nutrition combination.
Going back to our 6FFF example, early in the series I stated, “And the beautiful part of this, is this will still work for you, even if you don’t have a lot of money set aside for traffic. I’m going to show you how to generate that traffic, and how you can do that with any budget, later on in this video series.”
Then when I get to it, I totally put the objection to bed; I totally just eradicate that objection by showing them, “Here’s an example of how you can start off with $30 and just turn $30 into almost $1,000 worth of traffic. Imagine what $1,000 worth of traffic would do for you.”
Give a demonstration
Another objection to the 6FFF is how to put up a webpage, or how to afford a webmaster to do it.
I addressed it by saying, “The beautiful thing is you don’t need a webmaster, and you don’t need any technical skills, thanks to a couple of different cheap tools. For example, take a look at a very simple, inexpensive landing page tool. Let me show you how simple this is to pop in.”
I record a little screen capture of using this inexpensive option, and boom! The page is set up.
Why did I do that? To overcome the objection. To show them, to prove to them, to not just tell them, “This is incredibly simple and fast.” I actually showed them in a 12-second video clip of me doing it.
Here’s another great example if you are trying to show how quickly someone can implement something.
Early in the video, have your “model” appear in the video. Show the date and time on the model’s watch, and the calorie counter she is using. Show how you set her up to do, say, the 7-minute exercise series you were teaching previously.
She walks off camera, and you continue the education process.
Seven minutes later – and maybe show a countdown timer in the lower corner of the video – your model walks back in, having just completed the routine. You look at her watch again, and her calorie counter, showing that she just burned 680 calories, and she’s not drenched or exhausted.
You aren’t showing the grueling part; you’re just demonstrating the result.
So in video 3, begin to paint the picture of what your prospect’s life would be like by using your product or service.
And address potential objections throughout the series.
These tips will help you give great value through your EBM content, while still leaving your prospects wishing for more.