business strategy

What different styles of video content to use & when

If you want to attract new customers online, increase engagement and grow your business then video marketing provides many benefits. But having decided to use video marketing to grow your business, what style of video should you use?

The answer will depend on the purpose behind the video and where it fits in the customer journey.

Below are seven common styles of video that can be used for different reasons.

1. Brand videos (The story of your ‘why’)

Your brand video is perfect content for raising awareness and positioning your brand in the market. This ‘top of funnel content’ should be targeted at an audience that is early in their customer journey and needs to be created with an emotional connection in mind.

This is where the power of storytelling really shines when it comes to video. Every business has a unique story to tell. What’s yours?

The brand video is powerful because it introduces potential customers to the personal story behind the brand.

Why was your business created? How did you come to offer the products or services that you sell? Why are they so important to you? How do they make a difference to the lives of your customers?

Having a brand video is a great way to showcase why you’re the best choice for your audience. It will serve as a visual introduction, allowing people to become familiar with what exactly your company has to offer.

This is core video content that plays an important role in many video marketing strategies. So important, in fact, that I’m going to dedicate an entire article to the brand video in a future post.

2. Testimonial videos (Case studies & social proof)

People influence people.

Recent stats show that 72% of us won’t buy from a company without customer reviews.

Every business will tell you that you should buy from them. The truly convincing marketing message comes from genuine, satisfied customers who are happy to talk about how buying from a business benefitted them in some way.

And this is where video has the edge over the written word. It’s one thing to read a great review about a business but it’s quite another to see the person on camera, to witness their emotion, and to hear them talking about how much they’ve gained by buying from you.

There’s no better way to show the impact you’ve made than to show the people you’ve impacted. This is the ultimate social proof.

The testimonial video, or the in-depth case study, is a must-have for any business aiming to attract customers online.  It can also be used later in the customer journey during the consideration and purchase stages. I’ll explain why you should create testimonial videos & case studies for your business in a future article.

3. Services (Demos/product walkthroughs)

There will always be barriers that hold people back from buying. Price, functionality, ease of use, time commitments or fear of making a mistake are all common worries.

Product or service demos/walkthroughs are one of the most effective ways to address these issues and show people why they shouldn’t walk away without making a purchase. Because of that, it is perfect content to use during the consideration and, most commonly, purchase stages of the customer journey.

Use a product demonstration or service walkthrough to show exactly how something works or to highlight its value or convenience.

Ultimately, these videos should help potential customers picture what it will be like once they’ve made their purchase. You can help them imagine using one of your products or being supported by a service you offer.

4. How-to (Explainer videos/FAQs)

Sometimes it’s difficult for people to understand what a product or service includes from pictures or text.

A short-form explainer video can help to make your offering clearer and, similar to service demos/product walk-throughs, they are most likely to be used during the consideration and purchase stages of the customer journey.

This style of video highlights the features and benefits of a product, service or business idea in a succinct and compelling way.

You’ll often find explainer videos on a landing page or the Home page of a website, as well as ads on social media.

Another option is to use video to answer your potential customers’ FAQs.

There are different approaches you can take, from product demonstrations to a customer service rep talking straight to the camera. Many businesses also create a series of videos to answer a different FAQ in each one.

The key here is to identify what potential customers worry most about and reassure them with information, advice and experience.

This content can be the difference between people dropping out of the sales funnel and turning into a paying customer.

5. Culture (Meet the team/employee bios)

With so much of today’s communication being done online via email, instant messaging and chatbots, it’s easy for businesses and their customers to forget that there’s a person on either side of the communication.

Like the brand videos we mentioned above, employee bio videos are an engaging way to introduce the people that make the business.

These videos can take the place of a headshot and short blurb on your About or Team Profile web pages or they can enhance the text. They act as a short portrait of your key people, showing why they care about what they do and why this matters to your customers.

After all, it’s not just your business that has a unique story to share – your employees have their own too. Profile videos can showcase their talent and experience, while also beginning what will hopefully be a lasting connection between your customers and staff.

Another option is to create company culture videos that highlight what your business is like behind closed doors.

These videos have great social value and they’re good for recruitment. If you’re keen to recruit new employees, culture videos are the best way to show off what sets your business apart and makes you unique.

6. Community Involvement

Once you’re at the stage where you’re putting out a lot of content then it’s a good idea to mix things up a bit.

How does your business connect with the local community? Are there any initiatives that your employees are involved with? Could your team take part in some volunteering or sponsor a local organisation?

You can use video to show what you’re doing to support your wider community, why you’re doing it and how you’re making an impact. Again, this is a fantastic way to show the human face of your brand.

7. Thank you (personalisation)

The customer journey should continue long after someone has made a purchase from your company for the first time.

Stats show that it costs five times more to recruit a new customer than it does to keep a current one. Repeat customers also convert more easily, spend more and make more referrals than one-time-only customers.

But how can you use video to help with customer retention?

‘Personalisation’ is the key here. It’s important to make sure that your existing customers feel individually noticed and valued. You can do this by sending out a video thank-you message or a personalised welcome message.

How could you use video to grow your business?

So, there we have it, seven different ways in which you can use video to engage with your current and prospective customers. There are, of course, many other ways in which you can use video to grow your business. First of all, assess what it is that you want to achieve and then consider what style of video aligns best with your goals.

How could you use video to grow your business? Contact us to start a conversation.

The 7 elements of an effective online video marketing strategy

Many businesses realise the effectiveness of using video as a marketing tool but, if you’ve read my previous articles, you will understand that to make the best use of video you must be strategic in your approach. Below I will introduce the 7 elements of an effective video marketing strategy that aligns with your audience, your chosen distribution platforms and your business goals.

A strategy-first approach means that you take a ‘big picture’ view and map out what you want to achieve through using video, how you’re going to achieve it and how you’re going to measure its success.

You begin by identifying your target audience, who you are aiming to reach with video.  Then you determine your own business goals, what you’re trying to achieve through the use of video.  These first two critical steps will combine to inform your content, what your message will be and your methods for distribution, the platform(s) you will use for sharing your videos. Optimisation of your content is crucial if you’re to achieve the best results so you will also need to know which metrics to track and analyse. Finally, you can decide on the method and style of production that is the best fit for your strategy.

These individual elements combine to form a robust video marketing strategy. Let’s take a closer look at each of them:

1. Identify your audience

Your first step is to identify the audience you want to reach using video.

Normally, for a business, your target audience will be your ideal customer. You won’t be able to position what you’re offering to meet customers’ (and potential customers’) needs without knowing who they are.

To be successful, it is important to consider your audience with every piece of content that you create.

• How well do you know your ideal customers’ backgrounds, their goals, and their challenges?
• How well do you understand their interests and needs?

These questions may sound specific, but you need to really understand your customer and your audience. Because when you understand your audience, you understand what they care about and therefore what content you can create that’s going to cut through and mean something to them. You’ll know what videos to make, where those videos need to be distributed and how to create a cohesive video marketing strategy that resonates with your ideal customer throughout their journey as they become aware of, engage with and decide to buy your product or service.

Consider creating a detailed profile or ‘customer persona’ of your ideal customer that will help you understand them better.

2. Set your goals

• What do you need your video content to achieve?
• Where along your ideal customer’s journey could you use video content most effectively?
• What areas of your marketing and customer engagement funnel need improvement and where are the gaps that could potentially be filled by online video content?

Having the answers to these questions is important when developing a video marketing strategy for your business. Video marketing can be used to raise brand awareness, build customer relationships, grow your mailing list, or to promote products and services. You can use it to answer questions, educate, share testimonials, tell your brand story, stream live events or deliver entertaining content.

Combined with an understanding of what your audience needs, your goals will help you pinpoint the kind of video(s) that you need to produce.

3. Define your video’s key message 

Now you are clear on your goals and the audience you want to reach, you can begin shaping the key message of the planned video(s).

• What is it that you want to say?
• What is the main thing that you want people to take away and remember after watching the video?

As with all successful marketing, the key is to make your message clear and concise.

The video needs to speak to its audience in a way that rings true and with a message they can’t ignore. Without something useful and interesting to say to the target audience, you risk seeing your video sink without a trace.

If there is a lot you want to say about a particular topic, you could always create a video series covering bite-sized elements of the same subject. This is an effective way to build anticipation in potential customers who see one video and want to view more from you.

4. Decide your primary distribution platform

An advantage of knowing your audience is that you’ll understand how they like to spend their time and how they like to consume video.

• Where do they watch video?
• How do they watch video?
• What devices do they prefer?

The answers to these questions will help you plan what will be your primary distribution platform and how you might use other platforms to promote your content.

• Are you going to publish the video on your website?
• Will you start a YouTube channel?
• Which social media channels do your customers love?

It’s critical that you produce your video content according to the optimum specifications for each particular platform. This includes such things as screen ratio, the size of the video frame, how to use captions or titles on the screen, and even the overall duration of your video.

It’s not just technical specifications you need to think about; the way that the video is actually structured should be considered too.

All of those decisions need to be made in a way that recognises the nuances of the individual platforms that you’re going to be publishing on. The reality is that YouTube is a different platform to Facebook. And LinkedIn video is different from Instagram video. Every social media platform is a video platform these days and you need to create content with production considerations aligned to your chosen distribution platforms.

5. Determine your optimisation techniques

In brief, you’ll need to optimise your video for your audience and also for the algorithms of the various video platforms.  If you don’t, your videos might not even be seen by your intended audience.

Optimising for an audience means enticing them to actually press play.  To stop their thumb scrolling and attract their attention.  Not only that, but you’ll also need to retain their interest long enough to get your message across.

Optimising for the algorithms is similar to search engine optimisation and makes use of some common digital marketing techniques. There are many optimisation strategies to give your videos a higher chance of ranking. In general though, if your videos are getting watched and maintaining the interest of your audience then the algorithms will also look favourably upon your content.

6. Analyse your video’s performance 

What gets measured gets improved and no online marketing campaign can be successful without measuring and analysing performance.

There is a lot of useful data available to help determine the effectiveness of the video in achieving your desired goal. In fact, this is one of the real strengths of digital video marketing as opposed to traditional video advertising.

Pay attention to the metrics that matter so that you can refine your video marketing strategy moving forward.  No matter what your chosen distribution platform is, think about what data you have access to and how that data can inform your future strategy.

One of the critical pieces of data when it comes to online video is how long people are actually watching your videos for. Take some time to understand the data. Look at those places where people are dropping off in your retention graphs, whether that be on YouTube, Facebook or wherever and identify what could be improved in the future.

If you’ve never created marketing videos before then your first opportunity for analysis will come after your first video is released. If, however, you already have a back catalogue of videos then I would advise that you do this immediately.  You can use the analytics already at your disposal to inform many of your future video production decisions. So, make this the starting point for your ongoing video marketing strategy.

7. Decide what kind of videos you will make 

Production considerations are the last element in an effective video marketing strategy. When you make strategic decisions about audience, goals, content, distribution, optimisation and metrics BEFORE you plan for production, the power of a video marketing strategy becomes clear.

By completing the various steps above, you should have a much stronger sense of who you want to reach and why, your key message, and the kind of video that will have the biggest impact on your audience.

As we’ve seen, different types of video are likely to be appropriate for different segments of your audience.

• Do you want a product demonstration video for people interested in a particular product range?
• Do you want to share a customer success story to promote a service?
• Or do you want to film a behind the scenes video about your staff?

These are just a few of your options.  In my next article, I’ll be demonstrating how you can use video content throughout the customer journey.

Summary

Developing an effective video marketing strategy for your business can take some time and effort but it’s essential if you’re to achieve the desired results with video. With each and every video within your marketing strategy, you need to understand what it is that you want the video to do.  What action do you want your audience to take?  How do you want them to feel?  What do you want them to think?  Content that does not have a clear idea of what the intended goal is for the video is simply noise.  Your mission is to cut through the noise.

A carefully designed strategy is your roadmap for success with your video content.

And, by taking time to reflect and track the results each time a new video is launched, you can strengthen your video marketing strategy. In turn, this will boost your visibility, develop your voice, build your audience and improve conversions. 

Do you need help creating an effective video strategy for your business? At Reach Video we provide the strategy, content and ability to connect to your target audience, drive them to action and deliver tangible, profitable results.