For years now my customers have asked me about video on their websites and how that medium might be used to compliment their products and services sales. Until recently, I have always been a bit cautious because of the time and cost of producing videos versus the benefit received from such a marketing activity.

In the last year we’ve seen a number of tools introduced into the marketplace to increase value while decreasing the amount of time spent producing videos. Social media sites like YouTube and Facebook have made it very easy to upload videos and share them. Additionally, video camera and even cell phone technology have made it much easier to create videos and get them onto the internet for viewing.

Why
So why would you ever want to create a video for your ecommerce web site? You want sales. After all isn’t that why you have a commerce site? Video can give you a real competitive advantage by sharing your knowledge and advice on how to get the most out of the product or service you are selling. This will attract viewers who,if done correctly, can become customers.

How
I like to use a video camera called Flip Video. This inexpensive video recorder is small and easy to use. It creates quality video without a lot of complexity. Most importantly Flip Video has very easy to use software for editing and uploading your videos. Once you have shot your video you need to decide where to upload it. I use YouTube as the hub for my customer’s videos. YouTube allows you to store your videos for free and has a number of tools to allow you to promote them. Once I have uploaded the video to YouTube I can embed that video on my customer’s web site, blog, Facebook, etc.

Results
In the end the reason we do this is because we are creating value. We are showing the world what we know about our products and services so we can build trust and ultimately make more sales. This is precisely what a number of our clients have done. For instance take a look at my customer’s video listed on the Google search page for the term “saniguard spray”. My customer doesn’t just sell Saniguard spray, he creates value by showing how to use it properly. This video has done a lot to increase their sales of the Saniguard spray product line. Lastly I will leave you with a video that took me about an hour and a half to shoot, produce, and upload. I used a Flip Video, uploaded to YouTube and then embedded the video to my customer’s appropriate product web page. The “video value” my customer creates in this video will be sure to increase his sales. How can you increase your “video value”?

Law #3 — Significance:

Understand this… There is a very basic law that governs information on the Internet. This law, as viewed from the recipient’s standpoint, is simply this: Information should be FREE! Break this law at your own risk.

Actually, there’s a bit more to it than that. You must first establish Trust with your audience before you can start asking them to pay for anything. Trust is a byproduct of Value and value is in the eye of the beholder.

If your audience gives your information a positive valuation, you are well on your way to establishing trust. The common currency used for this exchange on the Internet is obviously information. A key variable in this Value + Trust = Customer Loyalty equation is the significance of the information provided.

By significance I do not mean quantity. What I am talking about is the quality of your information. If you can communicate your special value to your audience in a single page, so much the better.

Perhaps you have a valuable piece of information (a whitepaper, a one-page matrix, a graph or spreadsheet, or perhaps informational tools) that would be useful to your audience. Great! Let them have it! Don’t be bashful about letting them know this information is theirs to use for FREE! There is a natural inclination (innate tendency) within all of us to return the favor. We’ve also heard this referred to as “pay it forward.”

By giving away significant information (content) you are tapping into this most basic of all human instincts. Your audience will reciprocate!