Optimising sales process for video animations

Sellinga complicated product

video animationsfor business

and I create video animationsat www.sworl.be

This is an example of a companyI helped explain their business

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

“We needa movie

for our website”

... to explain a productor 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?Whatlanguage?

HD? Subtitles?

You writethe script?

This makes the client feel confused:what’s the impact of these questions?

What’sthe cost?

It’s complicate

d

How doesit work?

can’t give price right

away.

In the past, I didn’tanswer any of the questions:

ANSWER

THE QUESTION

So these are mynew sales resolutions:

Easy process:5 steps.

You get to pick 5x

(drawings, voices,...)

How doesit work?

We co-writeYou writethe script?

70 secondsHow long?

I convertedquestions to assumptionsand 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 getfor 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

videoand 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.beif you’re interested in video

animations for business.

Marketing