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[Applause]

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hey everybody welcome to the video

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marketing made easy podcast where we

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believe the most

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powerful way or video is the most

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powerful way to monetize your message

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stand out in the market and grow your

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business i'm josh grandel and i'm joined

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today by dallas need

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and uh we're going to talk about how to

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create a standout video sales letter

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um this is just yes oh yeah

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i love this yeah no it's uh it's gonna

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be a cool topic today uh but basically

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you know what is it what is a video

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sales letter um something i hadn't

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really heard of until i started working

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with you nylon

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uh tell me about it and uh why one makes

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sense

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yeah you know it's abbreviated often as

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a vsl

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it's definitely a marketing term

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so if you're not heavily in the digital

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marketing world

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it may be less familiar with you but

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simply speaking

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it's a video version of your sales

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message

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and your sales message is the written

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word is copy

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that goes on a sales page on your

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website uh for a product or service you

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may be selling so it's basically

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getting the visual and the audio so

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sight and sound packaged into a video

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and taking what you put in your sales

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message

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written word making it as video

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nice and uh yeah how does it fit in with

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everything

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um i mean does it fit in with your sales

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funnels um tell me a little about

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what's the best way to utilize a video

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sales letter

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yeah great question so the best way to

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use it

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is on the page that you're selling your

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product or service

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but the power the powerful part about a

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video sales letter

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is that it covers a lot of ground

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uh in that message you share because

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what we'll talk about in a second is our

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framework for

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how we create video cells letters

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for our clients for ourselves how to go

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about scripting it so that way you can

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walk away and know exactly what you can

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do yourself

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in your business but you can repurpose

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it into

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a paid ad uh into mini clips

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uh because what it's doing is it's

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touching pain points of your customers

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it's talking about the results that your

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product or service

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promises it even breaks down what's

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inside

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or included in the product or service

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they are buying into

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and it's very much a direct response

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sales message meaning you want a you

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want the viewer

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to take action as quickly as possible so

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by the end or throughout the message you

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are literally telling them

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by now click on that that button on this

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page

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and join us in this this product or the

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service that you're going to buy

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and it can it can take different forms

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too because if your product

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is a digital product like an online

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course or program

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versus a physical product something you

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buy off amazon

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or e-commerce store then there are

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different approaches you can take to

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communicating

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about this product or service and

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one thing that i think is incredible to

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do is if it's a physical product is you

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can literally demonstrate it you can do

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it with a digital product too like your

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online course

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show what's show behind the scenes show

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what's inside it

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but it's an incredible way to talk about

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your product or service in a way that

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gets

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people more confident that they can be

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successful with using it

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and having it as part of their life for

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their business and

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uh you know a big problem that i find

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people make with video sales letters is

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one

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they either avoid it altogether they

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forget about it they don't add video

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to their sales pages and so they miss

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out on that opportunity to increase

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conversions and people excited to take

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part in

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their product or service or two they

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don't script

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their video sales letter a video sales

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letter can contain a lot of information

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if you don't

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give yourself guidance as to what you're

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going to talk about

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then you can tend to ramble and

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not keep your message simple

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powerful and covering all the the points

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that you need to cover

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and when you don't one use a video sales

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letter

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on your sales pages or two you don't

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script it

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then you're not going to have customers

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engage and actually buy your product or

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service as much as they

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probably should or or can if you do

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and a lot of people skip the page they

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don't want to read they much rather

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engage with the video

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you don't make as many cells and you

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won't build up that initial connection

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that only video can create

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on your website and your sales pages so

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really it goes without saying um

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especially if you're in the marketing

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space

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or if you're new to it a video sales

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letter is

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one of the first and essential videos

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you should be

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creating for your business whatever

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industry you're in

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because you want that ability to connect

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and

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sell your mission your ideas your vision

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your products and services in a way

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that gets them to connect with you um as

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the person behind it

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awesome yeah so it's uh it sounded like

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it's like kind of like the uh

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the elevator pitch we're here to talk

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about uh how how it's

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it's uh it's good to have something

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prepared it's good to have something you

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know in the chute ready to go

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that talks simply and specifically

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towards

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you exactly and and what your business

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is doing right

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right well i've got a question how often

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are we in elevators anymore

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right i mean like the last time i was in

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the elevator to pitch

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an idea you know it's been a while i

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know it's the concept i get it i'm just

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i'm just teasing it so it's it's such a

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true thing like

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you hit the nail on the head with that

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it's definitely a version of the

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elevator pitch but done so in a way that

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it gives you more confidence in the

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message you're gonna say versus

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um elevator pitches often i feel like

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turn into

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it being all about you versus

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about the person that you are talking to

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because you want to make it about them

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gotcha well that's

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yeah i mean that's a that's a huge

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distinguishment there yeah that makes

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that makes total sense

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uh and how it's going to help them

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because that's really you know talking

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about yourself

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is going to help you sell your so your

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product is it

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um or your service

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the uh yeah so liam they're the resource

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that

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we're going to jump into we're going to

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reference today um

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is called video supply scripts uh it'll

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help you plan outline and write your

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successful marketing videos

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um and there's a there's a good skeleton

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there's a good template in there

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for for you to use as a listener

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and if you go to videosupply.com

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resources you can actually go there to

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download this for free

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i highly recommend it and and it's

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actually still what we use to

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script all of our videos for our clients

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um

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so darling let's jump into that i think

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it's pointless yeah

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yeah and go if you want to share the

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screen or we can just talk about it for

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those just listening

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of course yeah it's pretty powerful too

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because

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uh we get this framework in place and

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it's just

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a couple days ago i was on this call

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this consulting call with a client

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and she was interested in building a

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movement

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building piece of content i call it

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movement building

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it's inspiring it invites people into a

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story that's about them it gets them

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excited

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and it's not as salesy and so when we

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hop on the call

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i literally share this uh this

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resources pdf and i'm like okay here's

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the frame we're gonna reference and then

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she kind of put up a small red flag to

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be like well this is a little bit more

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salesy than i wanted to be and i was

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like well here's what we're gonna do

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you know i understand that and i

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understand our focus is on

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the inspiring you know relevant to what

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you want relevant to

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what you want to help with your your

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audience and i was like

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this kind of framework is relevant

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whether you

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are doing super direct response you know

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focused on the cell or simply just

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inviting people to

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learn more about you and joining your

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movement you know

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and your your brand and and so um

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what we can do josh jingling's chair

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we'll talk about the

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the the framework and what we what i did

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with her

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is i removed some um some of the pieces

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uh i think it's about page

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uh let's see it's about halfway it's

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page 17. it's about halfway through

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i believe yeah it's got

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these series of points but what i did is

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i removed some of the more

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cells-driven uh segments

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of the cell script and i literally broke

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it up in this two column script

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which we also talked about in this pdf

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and

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on one side it's what you're saying on

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the other side it's what you're

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seeing so what you're hearing and what

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you're seeing and

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i broke it up in this table so um the

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first

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segment is hook which we'll talk about

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in a second uh

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but i i broke it up and we're like okay

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let's write out the hook let's write out

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the people let's write at the problem

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and then there's another area of like

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social proof or urgency which are a

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little bit more

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marketing and sales related and we

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eliminated those

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um you can maybe do it in a small way

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with a movement building message

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something's more inspiring less salesy

288
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but uh those are very relevant based on

289
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style and approach and so if you're

290
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looking to

291
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cover all of the bases with selling

292
00:09:57,440 --> 00:10:01,440
an idea selling a product or service

293
00:10:00,399 --> 00:10:04,480
this framework

294
00:10:01,440 --> 00:10:08,000
is tried and true and it will help you

295
00:10:04,480 --> 00:10:09,120
uh however you want to maybe reorganize

296
00:10:08,000 --> 00:10:11,519
it as needed but

297
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definitely follow this um well as a side

298
00:10:11,519 --> 00:10:15,519
note too before we jump into it

299
00:10:13,120 --> 00:10:17,200
josh i'm talking a lot so yeah i just

300
00:10:15,519 --> 00:10:20,720
get so excited about this stuff

301
00:10:17,200 --> 00:10:23,519
you know um uh

302
00:10:20,720 --> 00:10:25,600
what some of the the parts of this um

303
00:10:23,519 --> 00:10:28,800
particularly the the p words like people

304
00:10:25,600 --> 00:10:30,640
and problem and payoff are pulling from

305
00:10:28,800 --> 00:10:32,240
what we do with our messaging framework

306
00:10:30,640 --> 00:10:34,240
called story supply

307
00:10:32,240 --> 00:10:35,680
and so if you're unclear on some of

308
00:10:34,240 --> 00:10:37,120
these areas for yourself if you're

309
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taking notes as you're listening or

310
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watching this

311
00:10:38,480 --> 00:10:42,399
just know that we recommend you go

312
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through to clarify

313
00:10:42,399 --> 00:10:49,040
your brand message first to then know

314
00:10:45,519 --> 00:10:53,040
how to script this video

315
00:10:49,040 --> 00:10:56,240
for your business so i'll sign note

316
00:10:53,040 --> 00:10:59,519
yeah for sure um so yeah so so

317
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talking about um about the

318
00:10:59,519 --> 00:11:03,200
you know we want to make sure that we've

319
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got the uh

320
00:11:03,200 --> 00:11:06,720
you know and in this script or the video

321
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supply scripts document here that we're

322
00:11:06,720 --> 00:11:09,279
referencing

323
00:11:07,600 --> 00:11:10,640
uh really talks about defining your

324
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purpose your

325
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platform and your people your audience

326
00:11:14,560 --> 00:11:20,000
and so and so really you know this this

327
00:11:17,680 --> 00:11:23,040
video sales letter scripting process

328
00:11:20,000 --> 00:11:23,920
um builds on all of that we talked about

329
00:11:23,040 --> 00:11:25,839
those in in

330
00:11:23,920 --> 00:11:27,440
previous episodes of the podcast so be

331
00:11:25,839 --> 00:11:29,839
sure to check those out too about

332
00:11:27,440 --> 00:11:30,560
defining your purpose finding your your

333
00:11:29,839 --> 00:11:32,480
audience or

334
00:11:30,560 --> 00:11:34,079
the people and then identifying the

335
00:11:32,480 --> 00:11:36,399
platform

336
00:11:34,079 --> 00:11:38,240
but basically those act as a springboard

337
00:11:36,399 --> 00:11:41,920
i think into

338
00:11:38,240 --> 00:11:42,880
this this process here and once you have

339
00:11:41,920 --> 00:11:44,959
all that you can really

340
00:11:42,880 --> 00:11:47,760
be able to speak specifically to them

341
00:11:44,959 --> 00:11:49,680
and and so when we're talking about

342
00:11:47,760 --> 00:11:51,120
you know platform dalan mentioned that

343
00:11:49,680 --> 00:11:53,600
this videos

344
00:11:51,120 --> 00:11:55,120
is typically and i guess you can correct

345
00:11:53,600 --> 00:11:56,480
me from wrong down but typically on your

346
00:11:55,120 --> 00:11:57,279
homepage it's typically where the people

347
00:11:56,480 --> 00:12:00,079
go that

348
00:11:57,279 --> 00:12:00,800
you know to that um it's beyond your

349
00:12:00,079 --> 00:12:02,720
traffic right

350
00:12:00,800 --> 00:12:04,079
they become kind of a lead right now and

351
00:12:02,720 --> 00:12:04,959
so they've come to your website they're

352
00:12:04,079 --> 00:12:06,639
looking at you and

353
00:12:04,959 --> 00:12:08,959
here's here's the point where you get to

354
00:12:06,639 --> 00:12:10,959
really you know

355
00:12:08,959 --> 00:12:13,279
give them everything and show and show

356
00:12:10,959 --> 00:12:16,560
exactly what it is and how they can

357
00:12:13,279 --> 00:12:20,880
help you is that right dylan yeah yeah

358
00:12:16,560 --> 00:12:23,600
exactly and it's on your your home page

359
00:12:20,880 --> 00:12:24,399
of your website if that home page is a

360
00:12:23,600 --> 00:12:26,959
sales

361
00:12:24,399 --> 00:12:28,480
page meaning are you selling a specific

362
00:12:26,959 --> 00:12:30,240
product or service

363
00:12:28,480 --> 00:12:31,839
uh obviously you should still have a

364
00:12:30,240 --> 00:12:33,920
video on your homepage

365
00:12:31,839 --> 00:12:36,000
it may not be a video sales letter

366
00:12:33,920 --> 00:12:38,480
directly it may more just be

367
00:12:36,000 --> 00:12:39,600
a video about your brand story fyi your

368
00:12:38,480 --> 00:12:41,440
brand's story is you're not going to

369
00:12:39,600 --> 00:12:43,120
talk about your company history

370
00:12:41,440 --> 00:12:44,480
you're going to talk about your customer

371
00:12:43,120 --> 00:12:47,839
in that brand story

372
00:12:44,480 --> 00:12:50,000
um so that's a key part so in

373
00:12:47,839 --> 00:12:52,399
this video like basically we pull out

374
00:12:50,000 --> 00:12:54,800
our brand story

375
00:12:52,399 --> 00:12:56,320
framework that we use and we put it into

376
00:12:54,800 --> 00:12:57,920
this script and so

377
00:12:56,320 --> 00:12:59,440
you can really use it on your homepage

378
00:12:57,920 --> 00:13:00,720
but yeah it the distribution the

379
00:12:59,440 --> 00:13:04,320
platform

380
00:13:00,720 --> 00:13:04,800
is uh wherever whatever page you're

381
00:13:04,320 --> 00:13:06,240
selling

382
00:13:04,800 --> 00:13:08,399
your product or service on so if you

383
00:13:06,240 --> 00:13:09,839
have multiple products and services

384
00:13:08,399 --> 00:13:13,600
you're gonna have multiple video sales

385
00:13:09,839 --> 00:13:15,040
letters because for each of these videos

386
00:13:13,600 --> 00:13:17,360
uh you know josh is talking about the

387
00:13:15,040 --> 00:13:18,880
purpose you want to begin with the end

388
00:13:17,360 --> 00:13:20,560
of mind to know hey which product or

389
00:13:18,880 --> 00:13:21,360
service am i going to sell with this

390
00:13:20,560 --> 00:13:23,839
video

391
00:13:21,360 --> 00:13:24,639
and that's why as you can see in in the

392
00:13:23,839 --> 00:13:26,959
framework

393
00:13:24,639 --> 00:13:28,800
one of the last pieces is call to action

394
00:13:26,959 --> 00:13:29,760
um you want to have one call to action

395
00:13:28,800 --> 00:13:31,680
only

396
00:13:29,760 --> 00:13:33,360
in the video and that call to action is

397
00:13:31,680 --> 00:13:37,760
that invite to

398
00:13:33,360 --> 00:13:40,399
buy your product or service or if it's

399
00:13:37,760 --> 00:13:41,519
a way to capture leads which we call a

400
00:13:40,399 --> 00:13:44,639
lead supplier

401
00:13:41,519 --> 00:13:45,600
in our business you want to invite them

402
00:13:44,639 --> 00:13:47,519
to

403
00:13:45,600 --> 00:13:49,040
put in their name and email download the

404
00:13:47,519 --> 00:13:53,199
resource

405
00:13:49,040 --> 00:13:56,880
uh watch the workshop whatever it may be

406
00:13:53,199 --> 00:13:59,120
but focusing on on simply one

407
00:13:56,880 --> 00:14:00,240
one purpose it's all about one purpose

408
00:13:59,120 --> 00:14:02,399
in this video

409
00:14:00,240 --> 00:14:03,519
uh and and as a side note too i begin

410
00:14:02,399 --> 00:14:04,880
with the end of mind you know

411
00:14:03,519 --> 00:14:06,560
set that purpose in place but okay

412
00:14:04,880 --> 00:14:07,760
they're gonna buy this product by the

413
00:14:06,560 --> 00:14:10,560
end of this video

414
00:14:07,760 --> 00:14:11,199
uh and then write that down in your

415
00:14:10,560 --> 00:14:12,959
script

416
00:14:11,199 --> 00:14:14,720
and then work backwards from there

417
00:14:12,959 --> 00:14:16,880
because the hook honestly should be one

418
00:14:14,720 --> 00:14:18,959
of the last pieces that you

419
00:14:16,880 --> 00:14:20,880
script and write out in your script and

420
00:14:18,959 --> 00:14:24,160
but the hook as you can see comes

421
00:14:20,880 --> 00:14:25,760
first definitely

422
00:14:24,160 --> 00:14:27,839
yes so if we're gonna if we if we were

423
00:14:25,760 --> 00:14:28,639
to uh go ahead and you know start the

424
00:14:27,839 --> 00:14:31,279
process

425
00:14:28,639 --> 00:14:32,959
of writing our you know video sales

426
00:14:31,279 --> 00:14:33,680
letter of course we define the purpose

427
00:14:32,959 --> 00:14:37,040
platform

428
00:14:33,680 --> 00:14:39,279
the audience the people um and then

429
00:14:37,040 --> 00:14:40,800
you know as as uh our workflow with our

430
00:14:39,279 --> 00:14:41,920
clients we basically take them through a

431
00:14:40,800 --> 00:14:44,800
week we call it a

432
00:14:41,920 --> 00:14:46,000
writer's workshop um and we ask our

433
00:14:44,800 --> 00:14:48,880
client you know say

434
00:14:46,000 --> 00:14:49,440
all right so yeah our clients ask

435
00:14:48,880 --> 00:14:52,160
they're you know

436
00:14:49,440 --> 00:14:52,480
talking about their clients and uh we we

437
00:14:52,160 --> 00:14:54,560
talk

438
00:14:52,480 --> 00:14:56,560
about friends yeah the client's clients

439
00:14:54,560 --> 00:14:58,480
um we talk about

440
00:14:56,560 --> 00:14:59,760
what is the problem that they face right

441
00:14:58,480 --> 00:15:00,399
what is the problem that your clients

442
00:14:59,760 --> 00:15:02,880
face

443
00:15:00,399 --> 00:15:04,399
uh we get a whole list of that um you

444
00:15:02,880 --> 00:15:06,480
know what is their

445
00:15:04,399 --> 00:15:07,680
what is the the plan to address the

446
00:15:06,480 --> 00:15:10,800
problem right

447
00:15:07,680 --> 00:15:13,040
and so we talk about um the

448
00:15:10,800 --> 00:15:13,920
the solution they offer to their clients

449
00:15:13,040 --> 00:15:16,320
problems

450
00:15:13,920 --> 00:15:17,120
uh we talk about any objections they may

451
00:15:16,320 --> 00:15:19,279
have

452
00:15:17,120 --> 00:15:20,800
um and you see in this document if

453
00:15:19,279 --> 00:15:23,519
you're if you're watching

454
00:15:20,800 --> 00:15:23,920
um you know all these different pieces

455
00:15:23,519 --> 00:15:25,680
and then

456
00:15:23,920 --> 00:15:27,760
we talk about the payoff right what is

457
00:15:25,680 --> 00:15:29,920
the payoff of being able to

458
00:15:27,760 --> 00:15:31,440
solve that problem right and and that

459
00:15:29,920 --> 00:15:33,839
goes just beyond like

460
00:15:31,440 --> 00:15:35,839
the actual solution right so for us

461
00:15:33,839 --> 00:15:37,519
working with our clients it's um

462
00:15:35,839 --> 00:15:39,920
not only do our clients get marketing

463
00:15:37,519 --> 00:15:42,000
videos back but what they get

464
00:15:39,920 --> 00:15:42,959
is their time back right they don't have

465
00:15:42,000 --> 00:15:44,560
to produce this

466
00:15:42,959 --> 00:15:46,160
they don't have to invest all the money

467
00:15:44,560 --> 00:15:48,880
for professional equipment

468
00:15:46,160 --> 00:15:50,160
um they they don't have to think so much

469
00:15:48,880 --> 00:15:52,800
about their messaging and really

470
00:15:50,160 --> 00:15:54,560
we're giving them back time right so so

471
00:15:52,800 --> 00:15:55,199
payoff goes above and beyond just the

472
00:15:54,560 --> 00:15:57,920
simple

473
00:15:55,199 --> 00:15:59,759
the simple you know solution or fix that

474
00:15:57,920 --> 00:16:02,639
their clients get and so

475
00:15:59,759 --> 00:16:04,639
we we have this writer's workshop where

476
00:16:02,639 --> 00:16:06,240
we identify all of these things we make

477
00:16:04,639 --> 00:16:07,120
long lists and whatever and so what we

478
00:16:06,240 --> 00:16:10,720
do is then

479
00:16:07,120 --> 00:16:13,360
we take those pieces and we construct

480
00:16:10,720 --> 00:16:13,920
um you know a whole host of scripts but

481
00:16:13,360 --> 00:16:16,160
but

482
00:16:13,920 --> 00:16:18,240
specifically here the video sales letter

483
00:16:16,160 --> 00:16:19,199
um and this is outlined so well in this

484
00:16:18,240 --> 00:16:22,160
document

485
00:16:19,199 --> 00:16:23,680
you know and like dalin said the the

486
00:16:22,160 --> 00:16:25,279
hook may be the last thing you do right

487
00:16:23,680 --> 00:16:26,399
so you identify all of these things in

488
00:16:25,279 --> 00:16:29,680
here that you want to

489
00:16:26,399 --> 00:16:32,399
address and and that will really put the

490
00:16:29,680 --> 00:16:32,399
meat on the bone

491
00:16:33,920 --> 00:16:37,519
and craft a very strong hook you know to

492
00:16:36,800 --> 00:16:40,880
to

493
00:16:37,519 --> 00:16:42,240
drive them into this video um and so

494
00:16:40,880 --> 00:16:45,199
really

495
00:16:42,240 --> 00:16:45,759
it really helps to identify and do a

496
00:16:45,199 --> 00:16:47,519
whole

497
00:16:45,759 --> 00:16:49,199
you know process beforehand before you

498
00:16:47,519 --> 00:16:52,320
actually take the script into

499
00:16:49,199 --> 00:16:53,600
into uh the process and and putting that

500
00:16:52,320 --> 00:16:56,320
meat on the bones

501
00:16:53,600 --> 00:16:57,360
um so down how might that look what's

502
00:16:56,320 --> 00:17:00,399
that

503
00:16:57,360 --> 00:17:01,199
oh i i just agree with you 100 yeah yeah

504
00:17:00,399 --> 00:17:03,759
for sure so

505
00:17:01,199 --> 00:17:05,439
now for the the listeners out there um

506
00:17:03,759 --> 00:17:06,959
one thing i think would be powerful is

507
00:17:05,439 --> 00:17:07,760
for you just to simply hear what this

508
00:17:06,959 --> 00:17:08,959
framework

509
00:17:07,760 --> 00:17:10,880
sounds like you know we're referencing

510
00:17:08,959 --> 00:17:12,079
it in the pdf which definitely go and

511
00:17:10,880 --> 00:17:14,400
download

512
00:17:12,079 --> 00:17:15,600
but uh i'm gonna walk through real quick

513
00:17:14,400 --> 00:17:17,760
each of these

514
00:17:15,600 --> 00:17:19,039
areas of the video sales letter so you

515
00:17:17,760 --> 00:17:21,439
know exactly

516
00:17:19,039 --> 00:17:22,480
what they they sound like before you go

517
00:17:21,439 --> 00:17:24,400
and script them so

518
00:17:22,480 --> 00:17:26,880
take out a pen and paper put it in your

519
00:17:24,400 --> 00:17:28,559
notes app uh but what we start off with

520
00:17:26,880 --> 00:17:30,080
the video is the hook

521
00:17:28,559 --> 00:17:31,840
this is all about capturing the viewers

522
00:17:30,080 --> 00:17:33,120
attention and giving them a reason to

523
00:17:31,840 --> 00:17:35,039
watch

524
00:17:33,120 --> 00:17:36,799
you have a couple seconds only to do

525
00:17:35,039 --> 00:17:38,559
this next piece

526
00:17:36,799 --> 00:17:40,000
is the people so you want to identify

527
00:17:38,559 --> 00:17:41,440
the viewer and communicate what they

528
00:17:40,000 --> 00:17:43,600
want to hear

529
00:17:41,440 --> 00:17:44,960
and then the problem this is where you

530
00:17:43,600 --> 00:17:46,320
connect to the viewer by talking about

531
00:17:44,960 --> 00:17:47,840
the problem that's stopping them from

532
00:17:46,320 --> 00:17:50,080
getting results

533
00:17:47,840 --> 00:17:51,360
and then the next piece is the payoff

534
00:17:50,080 --> 00:17:51,840
this is where you share the promised

535
00:17:51,360 --> 00:17:54,400
result

536
00:17:51,840 --> 00:17:55,520
after they take action then there's

537
00:17:54,400 --> 00:17:57,600
authority

538
00:17:55,520 --> 00:17:59,039
this is positioning your authority and

539
00:17:57,600 --> 00:18:02,799
credentials

540
00:17:59,039 --> 00:18:04,400
as to why the viewer can trust you

541
00:18:02,799 --> 00:18:06,080
and then perspective this is where you

542
00:18:04,400 --> 00:18:08,559
share the belief viewers need

543
00:18:06,080 --> 00:18:10,559
to be ready to buy and how the offer is

544
00:18:08,559 --> 00:18:12,240
unique and new to them

545
00:18:10,559 --> 00:18:14,320
and then the plan this is where you

546
00:18:12,240 --> 00:18:16,799
present a simple three-step plan to

547
00:18:14,320 --> 00:18:18,960
achieve success by taking action

548
00:18:16,799 --> 00:18:20,799
with you and your business and then

549
00:18:18,960 --> 00:18:22,480
social proof this is where you share

550
00:18:20,799 --> 00:18:24,480
and show proof of results with

551
00:18:22,480 --> 00:18:26,000
testimonials and things like that and

552
00:18:24,480 --> 00:18:27,200
then there's objections

553
00:18:26,000 --> 00:18:29,120
this is where you eliminate big

554
00:18:27,200 --> 00:18:30,480
objections and the cost of not taking

555
00:18:29,120 --> 00:18:32,640
action right now

556
00:18:30,480 --> 00:18:33,760
and then urgency this is giving a reason

557
00:18:32,640 --> 00:18:36,559
to act now

558
00:18:33,760 --> 00:18:38,240
uh you know a limited time offer only so

559
00:18:36,559 --> 00:18:41,360
many people can join

560
00:18:38,240 --> 00:18:43,760
or buy this product it's uh

561
00:18:41,360 --> 00:18:44,400
limited um and then the end is the call

562
00:18:43,760 --> 00:18:45,600
to action

563
00:18:44,400 --> 00:18:47,919
you want to tell the viewer exactly what

564
00:18:45,600 --> 00:18:50,000
to do next so josh referenced

565
00:18:47,919 --> 00:18:52,080
you know we both reference some of these

566
00:18:50,000 --> 00:18:54,799
but this is the flow

567
00:18:52,080 --> 00:18:56,480
of what to cover and as it's relevant

568
00:18:54,799 --> 00:18:57,840
you can rearrange some of these and like

569
00:18:56,480 --> 00:19:01,360
i said you can

570
00:18:57,840 --> 00:19:04,400
eliminate say the social proof or

571
00:19:01,360 --> 00:19:06,320
even a hard call to action um

572
00:19:04,400 --> 00:19:08,400
if you're looking more for an inspiring

573
00:19:06,320 --> 00:19:11,919
video to tell a story

574
00:19:08,400 --> 00:19:13,440
versus a straight up video sells message

575
00:19:11,919 --> 00:19:15,120
uh but this framework can be followed by

576
00:19:13,440 --> 00:19:17,120
many and one thing to add to

577
00:19:15,120 --> 00:19:18,320
something awesome that josh said is

578
00:19:17,120 --> 00:19:21,200
about problem

579
00:19:18,320 --> 00:19:23,200
so um in the time you spend with clients

580
00:19:21,200 --> 00:19:25,360
and in our consulting

581
00:19:23,200 --> 00:19:27,039
we break down what all of the customer

582
00:19:25,360 --> 00:19:29,760
problems look like for them

583
00:19:27,039 --> 00:19:30,640
and believe me it becomes a long list

584
00:19:29,760 --> 00:19:32,080
pretty quickly

585
00:19:30,640 --> 00:19:33,280
you know josh can attest to this right

586
00:19:32,080 --> 00:19:33,760
like we're taking all these notes it's

587
00:19:33,280 --> 00:19:35,840
like

588
00:19:33,760 --> 00:19:38,000
20 items later we got all these problems

589
00:19:35,840 --> 00:19:40,000
from their customers like well you know

590
00:19:38,000 --> 00:19:41,120
this is this is like ideas for 20 videos

591
00:19:40,000 --> 00:19:44,000
we can cover

592
00:19:41,120 --> 00:19:44,559
so the natural question is do i need to

593
00:19:44,000 --> 00:19:46,480
talk about

594
00:19:44,559 --> 00:19:47,760
all those 20 problems in this video

595
00:19:46,480 --> 00:19:50,559
sales letter

596
00:19:47,760 --> 00:19:52,400
and absolutely not um you don't need to

597
00:19:50,559 --> 00:19:55,200
and oftentimes what you'll find

598
00:19:52,400 --> 00:19:56,640
is a common theme among all those

599
00:19:55,200 --> 00:19:57,840
problems that you can basically

600
00:19:56,640 --> 00:19:59,600
summarize

601
00:19:57,840 --> 00:20:02,159
uh what's helpful too is to interview

602
00:19:59,600 --> 00:20:04,960
customers to get a good feel for what

603
00:20:02,159 --> 00:20:06,960
are what is the recurring theme of a

604
00:20:04,960 --> 00:20:08,799
problem or pain point

605
00:20:06,960 --> 00:20:11,280
or limiting belief that's keeping them

606
00:20:08,799 --> 00:20:14,320
from being successful with

607
00:20:11,280 --> 00:20:15,120
a product or service like yours and and

608
00:20:14,320 --> 00:20:16,640
then you can

609
00:20:15,120 --> 00:20:18,640
you know it becomes all these notes and

610
00:20:16,640 --> 00:20:21,679
honestly plenty of ideas for

611
00:20:18,640 --> 00:20:25,440
new videos or new content topics

612
00:20:21,679 --> 00:20:28,720
uh to cover but simplify it down into

613
00:20:25,440 --> 00:20:30,960
one to three problems to cover uh you

614
00:20:28,720 --> 00:20:33,280
find if you go to videosupply.com

615
00:20:30,960 --> 00:20:34,720
which is our main sales page on the

616
00:20:33,280 --> 00:20:38,320
homepage itself

617
00:20:34,720 --> 00:20:41,520
we break down one primary problem

618
00:20:38,320 --> 00:20:44,240
that our audience struggles with and

619
00:20:41,520 --> 00:20:46,559
i imagine you may relate to this that is

620
00:20:44,240 --> 00:20:48,799
struggling to stand out profitably

621
00:20:46,559 --> 00:20:49,760
so because of that you're unseen you're

622
00:20:48,799 --> 00:20:51,679
unheard

623
00:20:49,760 --> 00:20:53,520
and customers are not buying your

624
00:20:51,679 --> 00:20:55,280
products and services

625
00:20:53,520 --> 00:20:56,640
but then there are symptoms of that

626
00:20:55,280 --> 00:20:58,080
problem the reason why you're not

627
00:20:56,640 --> 00:20:59,120
standing out is because you have no

628
00:20:58,080 --> 00:21:00,799
clear message

629
00:20:59,120 --> 00:21:02,240
you don't have a marketing plan in place

630
00:21:00,799 --> 00:21:03,679
and you have

631
00:21:02,240 --> 00:21:05,360
video content that's honestly kind of

632
00:21:03,679 --> 00:21:06,960
worthless it's not actually working to

633
00:21:05,360 --> 00:21:09,280
grow your business

634
00:21:06,960 --> 00:21:11,200
and and so that's where there's one

635
00:21:09,280 --> 00:21:14,240
primary problem but then we have

636
00:21:11,200 --> 00:21:17,679
examples of why that problem exists

637
00:21:14,240 --> 00:21:21,039
and so consider that in scripting

638
00:21:17,679 --> 00:21:24,720
your uh your problem section in

639
00:21:21,039 --> 00:21:27,360
this video sales letter definitely

640
00:21:24,720 --> 00:21:28,240
and um and as you're looking at this too

641
00:21:27,360 --> 00:21:30,000
i mean

642
00:21:28,240 --> 00:21:31,760
uh and you were talking as you're going

643
00:21:30,000 --> 00:21:35,520
through this this list here

644
00:21:31,760 --> 00:21:37,120
um like talking about a call to action

645
00:21:35,520 --> 00:21:38,799
you know and and do you have that or do

646
00:21:37,120 --> 00:21:40,400
you remove it you know um

647
00:21:38,799 --> 00:21:42,240
really the the video sales letter and

648
00:21:40,400 --> 00:21:45,039
this goes along with like i said

649
00:21:42,240 --> 00:21:46,720
the previous episodes that we've done um

650
00:21:45,039 --> 00:21:49,440
but basically

651
00:21:46,720 --> 00:21:51,039
if you've identified your your audience

652
00:21:49,440 --> 00:21:52,880
if you've identified the platform that

653
00:21:51,039 --> 00:21:56,480
this video is going to live on

654
00:21:52,880 --> 00:21:58,400
which is very important um then you can

655
00:21:56,480 --> 00:21:59,840
make the rest of your you know whether

656
00:21:58,400 --> 00:22:01,919
it's if it's living on your homepage

657
00:21:59,840 --> 00:22:03,360
or if it's on a sales page like donald

658
00:22:01,919 --> 00:22:04,640
is saying wherever this video is going

659
00:22:03,360 --> 00:22:06,480
to live you want to make sure that it's

660
00:22:04,640 --> 00:22:08,559
tailored to fit in that space

661
00:22:06,480 --> 00:22:10,400
uh it's crucial to have that to be able

662
00:22:08,559 --> 00:22:11,919
to you know

663
00:22:10,400 --> 00:22:13,600
do you need to give all the information

664
00:22:11,919 --> 00:22:16,080
in this video um

665
00:22:13,600 --> 00:22:16,799
or do you or can you use the rest of

666
00:22:16,080 --> 00:22:20,159
your

667
00:22:16,799 --> 00:22:21,760
sales page or your homepage to you know

668
00:22:20,159 --> 00:22:24,000
to to use the call to action or whatever

669
00:22:21,760 --> 00:22:26,240
so so identifying the platform for this

670
00:22:24,000 --> 00:22:27,520
for this video is huge before you go

671
00:22:26,240 --> 00:22:29,280
ahead and create it

672
00:22:27,520 --> 00:22:30,960
um obviously you can repurpose and and

673
00:22:29,280 --> 00:22:32,480
redesign it so that it can live

674
00:22:30,960 --> 00:22:35,200
basically anywhere and you can you could

675
00:22:32,480 --> 00:22:38,240
use it you know say as a paid ad

676
00:22:35,200 --> 00:22:39,600
um on a platform but uh

677
00:22:38,240 --> 00:22:41,360
but you know be sure to make sure that

678
00:22:39,600 --> 00:22:43,120
uh you can

679
00:22:41,360 --> 00:22:44,559
craft it in such a way that it fits

680
00:22:43,120 --> 00:22:46,880
within that platform

681
00:22:44,559 --> 00:22:48,480
um where it's gonna be and where your

682
00:22:46,880 --> 00:22:52,000
viewers are gonna come

683
00:22:48,480 --> 00:22:53,280
to you know to be a captive audience to

684
00:22:52,000 --> 00:22:55,840
watch this video

685
00:22:53,280 --> 00:22:56,880
um so there's there's some thoughts

686
00:22:55,840 --> 00:23:00,159
there

687
00:22:56,880 --> 00:23:02,159
so that's so down yeah

688
00:23:00,159 --> 00:23:04,000
go ahead josh oh i'll see you guys go

689
00:23:02,159 --> 00:23:06,640
ahead sound like you knew you're

690
00:23:04,000 --> 00:23:07,919
you're you're going from there i'm just

691
00:23:06,640 --> 00:23:08,640
gonna jump to the next point of the

692
00:23:07,919 --> 00:23:10,960
payoff

693
00:23:08,640 --> 00:23:11,760
yeah sounds good the problem in the

694
00:23:10,960 --> 00:23:13,760
payoff

695
00:23:11,760 --> 00:23:15,760
uh and josh you can feel free to come

696
00:23:13,760 --> 00:23:17,440
back to our faces

697
00:23:15,760 --> 00:23:18,880
you know for those who want to see more

698
00:23:17,440 --> 00:23:21,679
of um

699
00:23:18,880 --> 00:23:23,360
this pdf definitely go to videospot.com

700
00:23:21,679 --> 00:23:26,400
resources to download it

701
00:23:23,360 --> 00:23:28,480
um but the the real important thing here

702
00:23:26,400 --> 00:23:31,520
is to recognize that

703
00:23:28,480 --> 00:23:34,559
there are primary i would say

704
00:23:31,520 --> 00:23:36,640
two areas that your customers

705
00:23:34,559 --> 00:23:38,000
care about care about the most in this

706
00:23:36,640 --> 00:23:41,760
video sales letter

707
00:23:38,000 --> 00:23:43,440
and that is the problem and the payoff

708
00:23:41,760 --> 00:23:44,640
obviously all the other pieces are

709
00:23:43,440 --> 00:23:45,440
essential it's important to show your

710
00:23:44,640 --> 00:23:47,679
authority

711
00:23:45,440 --> 00:23:48,720
and that you know that the perspective

712
00:23:47,679 --> 00:23:50,720
of what they need to believe

713
00:23:48,720 --> 00:23:52,240
but the more that people can see that

714
00:23:50,720 --> 00:23:53,440
you understand their problem the more

715
00:23:52,240 --> 00:23:54,880
that they'll see that you have the

716
00:23:53,440 --> 00:23:56,240
solution to that problem

717
00:23:54,880 --> 00:23:58,480
so showing that understanding their

718
00:23:56,240 --> 00:24:01,039
problem and then the payoff

719
00:23:58,480 --> 00:24:01,840
is at the end of the day people want to

720
00:24:01,039 --> 00:24:05,120
know that

721
00:24:01,840 --> 00:24:07,279
you can promise and deliver

722
00:24:05,120 --> 00:24:08,400
on something that they actually want and

723
00:24:07,279 --> 00:24:09,200
so when you can talk about what they

724
00:24:08,400 --> 00:24:10,880
want

725
00:24:09,200 --> 00:24:12,960
um you know i think of my four-year-old

726
00:24:10,880 --> 00:24:15,200
like josh has two girls at home i've got

727
00:24:12,960 --> 00:24:16,640
two little boys now but my four-year-old

728
00:24:15,200 --> 00:24:18,640
i often find that

729
00:24:16,640 --> 00:24:20,400
if he doesn't get what he wants he

730
00:24:18,640 --> 00:24:22,400
throws a tantrum he's four

731
00:24:20,400 --> 00:24:24,159
you know and he's at that stage where

732
00:24:22,400 --> 00:24:26,000
he's like i want to watch a movie

733
00:24:24,159 --> 00:24:28,559
and we're like no you had too much

734
00:24:26,000 --> 00:24:30,960
screen time um yesterday

735
00:24:28,559 --> 00:24:32,559
and sometimes he just starts screaming

736
00:24:30,960 --> 00:24:34,080
gets into tears he has one of those

737
00:24:32,559 --> 00:24:37,600
brief tantrums

738
00:24:34,080 --> 00:24:39,760
and you know if we think of i think of

739
00:24:37,600 --> 00:24:42,000
him sometimes as a customer

740
00:24:39,760 --> 00:24:43,440
not saying that audience or customers

741
00:24:42,000 --> 00:24:45,679
throw tantrums

742
00:24:43,440 --> 00:24:46,799
but that there's something that they

743
00:24:45,679 --> 00:24:51,120
want

744
00:24:46,799 --> 00:24:54,240
and if we don't cater to what they want

745
00:24:51,120 --> 00:24:55,919
it doesn't make them as happy um

746
00:24:54,240 --> 00:24:57,679
that's a simple it sounds simple but

747
00:24:55,919 --> 00:24:59,360
that's as simple as it can be

748
00:24:57,679 --> 00:25:03,120
is understanding what your audience

749
00:24:59,360 --> 00:25:05,919
wants so that way you can deliver on it

750
00:25:03,120 --> 00:25:08,080
and talk about that and paint that

751
00:25:05,919 --> 00:25:11,520
vision for the future that they can

752
00:25:08,080 --> 00:25:12,960
have when they resolve the problems

753
00:25:11,520 --> 00:25:15,840
you're talking about that they

754
00:25:12,960 --> 00:25:17,520
actually are experiencing and then they

755
00:25:15,840 --> 00:25:19,600
can follow through with the plan and the

756
00:25:17,520 --> 00:25:22,960
products and services that you offer

757
00:25:19,600 --> 00:25:24,240
then you will win over customers all of

758
00:25:22,960 --> 00:25:27,200
the time because

759
00:25:24,240 --> 00:25:28,000
you're catering your message to be about

760
00:25:27,200 --> 00:25:29,760
them

761
00:25:28,000 --> 00:25:30,960
yeah so basically uh you know talking

762
00:25:29,760 --> 00:25:32,720
about the script and how it's supposed

763
00:25:30,960 --> 00:25:34,799
to fit in with the rest of your stuff

764
00:25:32,720 --> 00:25:36,080
um really when you go ahead and you

765
00:25:34,799 --> 00:25:38,159
create this video sales letter and

766
00:25:36,080 --> 00:25:41,039
you're able to identify all this stuff

767
00:25:38,159 --> 00:25:42,400
um you know creating a list to create

768
00:25:41,039 --> 00:25:44,240
your video sales letter

769
00:25:42,400 --> 00:25:46,080
then you'll have you know it can act as

770
00:25:44,240 --> 00:25:47,840
basically a springboard to launch into

771
00:25:46,080 --> 00:25:49,360
some of your other videos as well

772
00:25:47,840 --> 00:25:52,080
really this could be a foundational

773
00:25:49,360 --> 00:25:53,440
piece for you for someone to craft

774
00:25:52,080 --> 00:25:55,600
and once you have this video sales

775
00:25:53,440 --> 00:25:56,240
letter in place really you know you can

776
00:25:55,600 --> 00:25:59,360
you can

777
00:25:56,240 --> 00:26:01,679
stem everything off of this uh and so

778
00:25:59,360 --> 00:26:03,919
really it's it's kind of an anchor and

779
00:26:01,679 --> 00:26:07,440
it can really help to

780
00:26:03,919 --> 00:26:09,039
to drive those those other um

781
00:26:07,440 --> 00:26:10,480
video pieces so what other video pieces

782
00:26:09,039 --> 00:26:13,919
down would you say could

783
00:26:10,480 --> 00:26:16,720
be a part of this whole system oh yeah

784
00:26:13,919 --> 00:26:18,400
uh a series of ads if you think about it

785
00:26:16,720 --> 00:26:20,000
you know you can have instagram story ad

786
00:26:18,400 --> 00:26:23,039
that's 15

787
00:26:20,000 --> 00:26:25,039
seconds plus depending on the type of ad

788
00:26:23,039 --> 00:26:26,159
and you can have the hook you can have

789
00:26:25,039 --> 00:26:28,880
the problem

790
00:26:26,159 --> 00:26:31,200
and you can have the call to action all

791
00:26:28,880 --> 00:26:33,120
delivered within 15 seconds

792
00:26:31,200 --> 00:26:34,640
um and if you find that as you're

793
00:26:33,120 --> 00:26:36,960
putting this framework together because

794
00:26:34,640 --> 00:26:39,200
we're covering all these primary pieces

795
00:26:36,960 --> 00:26:41,840
which honestly are going to be

796
00:26:39,200 --> 00:26:43,679
also throughout the written word the

797
00:26:41,840 --> 00:26:46,880
sales copy that's on your sales page

798
00:26:43,679 --> 00:26:49,760
and website if you're unclear on

799
00:26:46,880 --> 00:26:50,799
one area of this framework like ooh i

800
00:26:49,760 --> 00:26:52,799
don't really know

801
00:26:50,799 --> 00:26:54,559
what the perspective is i don't know i

802
00:26:52,799 --> 00:26:56,799
don't know what the belief

803
00:26:54,559 --> 00:26:58,240
that i need to create my customers is

804
00:26:56,799 --> 00:26:59,919
about themselves

805
00:26:58,240 --> 00:27:01,200
then that means one you need to do a

806
00:26:59,919 --> 00:27:02,480
little bit more clarification on your

807
00:27:01,200 --> 00:27:05,600
messaging

808
00:27:02,480 --> 00:27:09,520
and two um

809
00:27:05,600 --> 00:27:12,159
you need to get that written down

810
00:27:09,520 --> 00:27:13,120
um once you clarify that because when

811
00:27:12,159 --> 00:27:15,520
you do

812
00:27:13,120 --> 00:27:17,200
then your sales page will be done right

813
00:27:15,520 --> 00:27:19,360
your video will be done right

814
00:27:17,200 --> 00:27:20,480
and then anytime you go to talk about

815
00:27:19,360 --> 00:27:23,679
any form of

816
00:27:20,480 --> 00:27:26,799
your your audience they can know

817
00:27:23,679 --> 00:27:27,840
that uh you know you know what you're

818
00:27:26,799 --> 00:27:30,000
talking about

819
00:27:27,840 --> 00:27:31,440
and it's you know and so understanding

820
00:27:30,000 --> 00:27:33,840
each of these pieces

821
00:27:31,440 --> 00:27:34,799
like josh said is essential is going to

822
00:27:33,840 --> 00:27:37,600
completely guide

823
00:27:34,799 --> 00:27:38,720
all other types of videos and one thing

824
00:27:37,600 --> 00:27:41,760
i would revisit

825
00:27:38,720 --> 00:27:45,200
too is after people

826
00:27:41,760 --> 00:27:45,840
download or buy the product that you're

827
00:27:45,200 --> 00:27:47,919
presenting

828
00:27:45,840 --> 00:27:50,000
on this page where your video sales

829
00:27:47,919 --> 00:27:52,159
letter is existing

830
00:27:50,000 --> 00:27:54,159
then there can be a confirmation video

831
00:27:52,159 --> 00:27:56,000
that revisits the payoff

832
00:27:54,159 --> 00:27:58,080
okay congratulations on downloading

833
00:27:56,000 --> 00:27:59,440
congratulations on buying

834
00:27:58,080 --> 00:28:01,279
what you're showing now is your

835
00:27:59,440 --> 00:28:04,880
commitment to

836
00:28:01,279 --> 00:28:08,320
x which means resolve this problem

837
00:28:04,880 --> 00:28:11,200
or experience this payoff

838
00:28:08,320 --> 00:28:13,600
and so that those types of messages are

839
00:28:11,200 --> 00:28:16,000
going to guide all other types of videos

840
00:28:13,600 --> 00:28:17,600
and then once they jump into your

841
00:28:16,000 --> 00:28:20,080
product or service you know you can have

842
00:28:17,600 --> 00:28:24,000
other videos that help educate them

843
00:28:20,080 --> 00:28:26,000
further on these different areas as well

844
00:28:24,000 --> 00:28:27,679
another thing we recommend and we're

845
00:28:26,000 --> 00:28:29,279
getting a little more into other types

846
00:28:27,679 --> 00:28:31,600
of videos you can create

847
00:28:29,279 --> 00:28:33,279
that are essential to your business but

848
00:28:31,600 --> 00:28:34,880
is doing an faq video

849
00:28:33,279 --> 00:28:37,760
an faq video so frequently asked

850
00:28:34,880 --> 00:28:39,679
questions and addressing um

851
00:28:37,760 --> 00:28:40,799
well like the people section for example

852
00:28:39,679 --> 00:28:43,919
you can say

853
00:28:40,799 --> 00:28:45,360
what types of people is this product or

854
00:28:43,919 --> 00:28:47,360
service for

855
00:28:45,360 --> 00:28:49,840
and then that's when you can expand upon

856
00:28:47,360 --> 00:28:51,840
the idea of who it's for or

857
00:28:49,840 --> 00:28:53,200
what types of problems does this project

858
00:28:51,840 --> 00:28:54,720
or service solve

859
00:28:53,200 --> 00:28:57,120
and you can expand on the problem

860
00:28:54,720 --> 00:28:58,240
section more and so it really is going

861
00:28:57,120 --> 00:29:01,600
to guide all

862
00:28:58,240 --> 00:29:03,919
other areas of your messaging of your

863
00:29:01,600 --> 00:29:04,640
offer of your products to services

864
00:29:03,919 --> 00:29:07,679
marketing

865
00:29:04,640 --> 00:29:10,159
everything when you get clear on this

866
00:29:07,679 --> 00:29:13,120
video sales letter script

867
00:29:10,159 --> 00:29:14,480
awesome yeah so uh so very powerful

868
00:29:13,120 --> 00:29:15,840
piece here we you know

869
00:29:14,480 --> 00:29:17,600
wanted to bring that portion to you you

870
00:29:15,840 --> 00:29:19,039
know this is it's so different than uh

871
00:29:17,600 --> 00:29:20,159
than any other script that you'll that

872
00:29:19,039 --> 00:29:22,480
you'll create

873
00:29:20,159 --> 00:29:24,159
uh in in some ways you know but it's a

874
00:29:22,480 --> 00:29:26,600
video sales letter and uh

875
00:29:24,159 --> 00:29:28,880
yeah like i said feel free to go to

876
00:29:26,600 --> 00:29:31,440
videosupply.com

877
00:29:28,880 --> 00:29:32,240
resources and you can go ahead and pull

878
00:29:31,440 --> 00:29:34,399
that resource

879
00:29:32,240 --> 00:29:36,480
and use it today for your business and

880
00:29:34,399 --> 00:29:38,559
and uh understand how that

881
00:29:36,480 --> 00:29:40,240
structure is going to work for you in

882
00:29:38,559 --> 00:29:41,840
your sales funnel process

883
00:29:40,240 --> 00:29:44,480
dalan thanks so much for joining us

884
00:29:41,840 --> 00:29:46,559
today of course and uh

885
00:29:44,480 --> 00:29:47,679
we will turn you guys loose uh be sure

886
00:29:46,559 --> 00:29:49,520
to watch out for our

887
00:29:47,679 --> 00:29:51,760
for our podcast next week we'll be doing

888
00:29:49,520 --> 00:29:54,159
this uh weekly and uh

889
00:29:51,760 --> 00:29:56,399
hope to uh have you guys follow along

890
00:29:54,159 --> 00:30:00,559
thanks dylan

891
00:29:56,399 --> 00:30:00,559
all right see you in the next one

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