My company, www.ptengine.com, has a good web analytics/heatmap app that is currently desktop browser-only. The problem is, so what? There are dozens maybe more offerings out there. Their advantage is ease of use, affordability, and objectively the best heatmaps in the market. I'm trying to figure out how to make these videos and convey the values very clearly, because most people don't think much about analytics. The general attitude is, "I have Google Analytics, which is free, and it's Google, so it must be the best right?" *facepalm*
I met these guys at the INBOUND14 confrence in Boston last year. Their pricing was way better than many things I was quoted before and they really do draw all thins by hand. They had a guy sketching people while there. They should be able to take you from start to finish within the scope of the project.
I'm the Founder & Creative Director at Gisteo (www.gisteo.com). We were one of the early players in the explainer video space and have created nearly 600 videos now for clients big (Oracle, Intel, KPMG, Roche...) and small (lots of great start-ups!) all over the world.
Here's my take: it all starts with telling an engaging story/script.
Clients will often call us and begin the conversation by talking about how they’d like to execute their video. They send links to stuff they like, an art style that they insist on using, a cool video with funky music they want to mimic, etc. Don’t get me wrong, execution is indeed very important- but first and foremost, a great explainer video begins with a compelling script.
It’s the message that makes or breaks these videos, not just stunning graphics, 3D characters, spinning logos or other elaborate forms of eye candy. Explanatory videos are not unlike the entertainment industry in this regard: have you ever been to a big-budget Hollywood movie that, despite its special effects wizardly and gazillion dollar budget, had a plot that made it almost unbearable to watch? Exactly.
In my view, one could have a well-crafted story, executed modestly with even simple stick figure drawings and it could still be impactful and effective. Conversely, you could have a confusing, convoluted script brought to life by Pixar’s finest animators and people may still click off of it in a heartbeat.
So, for Ptengine (that name doesn't exactly roll off the tongue by the way) you need to dig deep and really explore your value proposition and points of differentiation. Not just for your explainer video, but for your business as a whole. Most people don't think much about analytics and default to Google Analytics? Well, you're going to probably have to educate them a bit on analytics in general and how using analytics can transform their business, acknowledge Google Analytics as the 800 pound gorilla that it is and proceed to tell your audience why your offering is different, better, easier, more robust etc. than Google Analytics.
So what are some elements of effective explainer video scriptwriting? Here are 5 key things to keep in mind:
1. Keep it Succinct
In the business world, they call it an “elevator pitch” for a reason, right? Don’t try to tell everyone everything about your revolutionary idea. Boil your story down to the essentials. As Shakespeare said, “brevity is the soul of wit,” and nowhere is this statement more applicable than in the development of effective explainer videos.
Communicate the “gist” (gist + video= Gisteo, get it?), not a “laundry list” of details that could dilute your message. Your video shouldn’t be a website’s worth of information stuffed in a convenient little video package. Give people a tasty appetizer, entice them… but don’t shove dinner down their throats. These videos should be part of an integrated marketing strategy- not a substitute for your homepage, FAQ’s, About Us, detailed “how it works” instructions, well-written sales copy etc.
2. Feel Their Pain
The role the antagonist and tension is key to novels, movies, plays and other genres of storytelling and it’s also critical in the world of marketing videos. Hopefully, your company, product or service exists because you’re making someone’s life better.
You’re solving a problem that you’ve identified in marketplace. You’re addressing the pain points experienced by your target or the tension created by competitive offerings or barriers which prevent your prospects from accomplishing something. It’s important to speak to this tension in your video. It will help show empathy, generate interest and set up the pay-off for the target in the form of your unique solution.
3. Stress the “WIIFM” factor:
WIIFM, or “What’s In It For Me?” is a essential in explainer videos. You need to tell people what you can do for them, not just what you do. Sure, you need to present your solution in a clear, coherent way, but in doing so, you must go beyond simply stating why you’re great.
Ultimately, these videos should be about how you’re solving a person’s problem and making someone’s life better. The pain points discussed in #2 need to alleviated. WIIFM is the medicine that will conquer their pain, the hero that will vanquish those nasty, antagonistic road blocks that exist. Always underscore what’s in it for them and clearly articulate the end benefits they’ll receive from your offering.
4. Humor Your Audience
Unless you’ve got the incredible good fortune of having zero competitors (which clearly isn't the case for you at Ptengine), chances are you’re in a crowded sector and you need to cut through the clutter to connect with your audience.
People like humor. They relax and focus and it creates a more comfortable environment, which makes your brand more approachable and friendly. Most audiences would prefer to be entertained rather than be bombarded by a hard-core, “in your face” sales pitch.
As a study from some years ago in the Journal of Marketing noted, “humor is more likely to enhance recall, evaluation, and purchase intention when the humorous message coincides with ad objectives, is well-integrated with those objectives, and is viewed as appropriate for the product category.”
It goes without saying, however, that the use of humor needs to be well-suited to your target because, if your customers don’t get the joke, then the joke is on you!
5. Tap Into Emotions
While humor can be highly effective, as discussed above, it’s obviously not your only creative resource. Don’t underestimate the power of human emotions. Appealing to your audience’s heart through memories, nostalgia, dreams and aspirations can leave people feeling all “warm and fuzzy” and more receptive to what you’re communicating. Emotion is a key driver behind purchasing decisions so, as AT&T used to say, don’t be afraid to go ahead and “reach out and touch someone” when appropriate.
Hope this helps. Good luck with Ptengine and feel free to contact me for further advice or assistance.
I'm looking to add script writing services to my palette. If you'd like to separate the "explainer" from the "video", I can help out with the former ... and collaborate with the latter. Since I'm looking to start this area of my resume from scratch, I'd undercharge you.
Great question. the good news is you don't have to figure this all out yourself... Just like you dont have to code your own site. Right? (I hope not?)
You're needing a clear value prop and positioning... as well as a market matrix of competitors... just to start!
THEN the real work begins. The case study video at the bottom of this page shows you from start to finish the process in a few minutes:
But I don't recommend you do this yourself.
Hire the right people for the right jobs and your headaches will vanish immediately!
The problem is that videographers DONT know strategy... and strategists DONT execute or make videos.... So the link above will show you how those two worlds combine seamlessly together.
I'm one of the creative directors at Vidico (https://vidico.com/) — if you don't have animation skills in-house, the main area we see founders/marketers contributing is in the scripting and messaging of the video. I'd use an agency for the rest.
The reason being is that creating a video is super time consuming.
Not only that, but if you spend the time, it won't always result in a very unique or differentiated video.
If you don't opt for 2D animation and you're just getting started, the quickest way to get a good result is to use Loom to record your product with a solid 60-sec pitch of you speaking to camera in good lighting.
It's this kind of video production that can be a huge time-saver for any kind of startups who are pre-seed.