2/21/14 Cantaloupe Indy Event - "Video Storytelling: Connecting With The Right People at the Right...

Jon DiGregory Let’s spend some quality time together

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WRITE BIG LIKE THIS

Sticky Side Down & At The Top!

My brother can do really cool “wheelies” on his motorcycle!


! My brother Jimmy is really good at doing “wheelies” on his motorcycle! In fact, he can execute them so well that it looks almost

effortless as he motors down the road. Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while traveling at a high rate of speed and can hold the front wheel up in the air for really, really, long distances at a time. Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend.

! Dad was showing off on his motorcycle in the local pub parking lot when Dad’s not yet new girlfriend was walking out to put more

money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really caught Shellie's eye since Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to him. Dad was showing off on his motorcycle in the local pub parking lot when Dad’s not yet new girlfriend was walking out to put more money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really caught Shellie's eye since

! Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while traveling at a high rate of speed and can hold the

front wheel up in the air for really, really, long distances at a time. Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to him.


! My brother Jimmy is really good at doing “wheelies” on his motorcycle! In fact, he can execute them so well that it looks almost

effortless as he motors down the road. Amazingly, at the drop of a dime, he can lift the front wheel of his motorcycle while traveling at a high rate of speed and can hold the front wheel up in the air for really, really, long distances at a time. Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend.

! Dad was showing off on his motorcycle in the local pub

parking lot when Dad’s not yet new girlfriend was walking out to put more money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really caught Shellie's eye since Mom, who is scared for Jimmy’s safety, says that if he doesn’t stop soon Jimmy with ultimately crash his motorcycle and get hurt real, real bad. In reality, Mom really hates seeing him do wheelies since it was those very same type of wheelies that attracted Dad’s girlfriend to him. Dad was showing off on his motor cycle in the local pub parking lot when Dad’s not yet new girlfriend was walking out to put more money in the parking meter. Stunned by the ribbing the accelerator and popping up his front tire really caught Shellie's eye since.

!

Let’s Get Awkward: Find An Emotional Connection

What is an Emotional Connection?

Heart Data Distribution Personal

What is an Emotional Connection?

Gut Feeling

Facts & Data

ACHIEVING COMMON GROUND

Emotional Connection =

Achieving Common Ground = Opening the door to TRUST & BELIEVABILITY!

Lesson one: Only trust people who like big butts… !

They cannot lie.

Trust & Believability = Positive Decision Making Without FEAR, UNCERTAINTY & DOUBT!

Applying Emotional Connections To Marketing SIMON SINEK’S: Start With Why

Gut Feeling

Facts & Data

01. Primary Emotional Connection

02. Secondary Emotional Connection

Why is Why important? Cart before the horse

01. Primary Emotional Connection

02. Secondary Emotional Connection

Instead… Horse before the cart!

WHAT DO YOU WANT VIDEO TO DO FOR YOU? “I want video to help me____________!”

PLAN PRODUCE PRESENT

PLAN

BOLT ON AUDIENCE ROI DELIVERY COST

A plan for attaching video storytelling to your sales and marketing processes...

PLAN

PLAN


01: Fran 02: Dan 03: Claire 04: Bob

PLAN

Where is your audience? Identifying them by the four stages of your sales cycle

FOUND

INTRODUCE

WHY

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES

Meet Fran Meet Dan Meet Claire Meet Bob

CURIOUS≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

?AWARE!

The four Personalities of your sales cycle PLAN

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES

02: Dan 03: Claire 04: Bob

≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

FIND

INTRODUCE

WHY

01: Fran

! AWARE

?UNAWARE


PLAN

FRAN: Why Story WHY DO YOU DO WHAT YOU DO?

Why do you do what you do?

?

On a scale of 1-10, how important is it for new prospects to feel an emotional connection?

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES


≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

FIND

INTRODUCE

WHY

01: Fran

! AWARE

?UNAWARE


DAN: About Us Story WHAT NEEDS TO BE

SUPER CLEAR?

PLAN

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What about you needs to be completely understood?

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On a scale of 1-10, how important is it for new prospects to completely get what you do?

?

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES


≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

FIND

INTRODUCE

WHY

01: Fran

! AWARE

?UNAWARE


CLAIRE: Client Story WHAT DO YOU DO BEST?

PLAN

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What can you brag about?

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On a scale of 1-10, how important is it that prospects believe you do what you say you do?

?

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KEEPING THE CONVERSATION GOING!

✆

PLAN

✆ $

PLAN

✆ $

4 weeks

PLAN

✆ $

4 weeks

✔

18 mn

PLAN

✆ $

4 weeks

✔ ▶ ▶ ▶ ▶

18 mn

PLAN

✆ $

4 weeks

✔

x▶ ▶ ▶ ▶

18 mn

PLAN

✆ $

4 weeks

✔

4

x▶ ▶ ▶ ▶

18 mn

PLAN

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES


≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

FIND

INTRODUCE

WHY

01: Fran

! AWARE

?UNAWARE


BOB: Best Practices Story WHAT NEW THINGS ARE YOU EXCITED ABOUT?

PLAN

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What’s new or coming up?

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On a scale of 1-10, how important is it that your clients keep learning how to use you?

?

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KEEPING THE CONVERSATION GOING!

PLAN


Where is the ROI? Without A Story - $1.49

With A Story How much is it worth now?

$??.??

$1.49 > $197.50!

What is the ROI of your Mother?

Can you describe your emotional connection?

PLAN

PLAN


No recipe for the One Hit Wonder

How many views?

CONGRATULATIONS! You now know there are over 79 million people dumber than you...

79,405,003

PLAN

Email Clicks WITH Embedded video

Email Clicks WITHOUT Embedded video

PLAN

PLAN


PLAN

How much you got? Please provide a budget

Think Phone Bill! What can you spend monthly?

PLAN

PRODUCE

AUTHENTIC STORY CLIENT VS. VIEWER

PRODUCE

We actually CAN handle the truth

Authentic is real… Real = trust and believability

PRODUCE

Authentic is efficient “An pleasant unexpected surprise”

PRODUCE

PRODUCE


Story is the fastest way to achieve Common Ground

PRODUCE

What makes a Story?

Question Journey Reflection Reward Story

?

What makes a good story?

PRODUCE

PRODUCE


F

Client

V

Viewer

FactsData

Compliance

RelevantBelievableReward

PRODUCE

PRESENT

STORY.BOOK EXCUSE NOT ABOUT YOU

PRESENT

Getting permission to interrupt!

!{SALES VIDEOS

!{MARKETING VIDEOS

FOUND

INTRODUCE

WHY

TOUCH

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES

Meet Fran

Meet TriggerONGOING

Meet Dan Meet Claire Meet Bob

CURIOUS≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

?AWARE

CAREDON’T CARE

!

Audience

Shift

PRESENT

AUDIENCE SHIFT

Getting permission to interrupt!

!{SALES VIDEOS

!{MARKETING VIDEOS

FOUND

INTRODUCE

WHY

TOUCH

DIGEST

TELL

ABOUT US

CONFIRM

PROVE

CLIENT STORY

BELIEVE

REINFORCE

BEST PRACTICES

Meet Fran

Meet TriggerONGOING


CURIOUS≈I LIKE IT

$I’M BUYING

$$BUY AGAIN

?AWARE

CAREDON’T CARE

!

Audience

Shift

PRESENT

!{THE ADS

!{THE ARTICLES

FOUND

INTRODUCE

TOUCH

DIGEST

TELL

CONFIRM

PROVE

BELIEVE

REINFORCE

Meet Fran

Meet TriggerONGOING


CURIOUS≈I LIKE IT

$I’M BUYING

?AWARE

CAREDON’T CARE

!

Audience

Shift

PRESENT

PRESENT

Everyone Has A Blurry Space

PRESENT


Who gets your permission to keep interrupting? To work... it can’t be about you. So get over it!

PRESENT

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What is HOT in your industry?

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On a scale of 1-10, how important is to find and keep new prospects?

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EP 01 EP 02 EP 03 EP 04 EP 05 EP 06 Neuroscience | Storytelling | Branded Content | Video SEO | Persuasion | Sales Videos

WHY STORY !

VID 01 Everything we do is about

creating Emotional Connections

ABOUT US !

VID 01 Authentic !

VID 02 Story.Book !

VID 03 FDCB

!

CLIENT STORIES !

VID 01 IOS !

VID 02 Gatorade !

VID 03 Federal Signal !

VID 04 Rockwell

!

BEST PRACTICES !

VID 01 Story.Book !

VID 02 Video Hosting !

VID 03 Roadmap !

VID 04 Why WS

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2/21/14 Cantaloupe Indy Event - "Video Storytelling: Connecting With The Right People at the Right...

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Transcript of 2/21/14 Cantaloupe Indy Event - "Video Storytelling: Connecting With The Right People at the Right...