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  • Callahan Carr

Habit-Forming Videos = More Sales



“Make me a viral video”, said the guy at the end of the 30-foot marble conference table as he pulled his laptop out of his sleek Tumi computer bag. “I can’t”, I said. “Viral is a result, not a genre”. The meeting ended soon after that. The myth believed by many entrepreneurs/creators who want to start a business or teach an online class using video platforms like YouTube, Vimeo, Teachable is that “If I build it, they will come”. Believing that the juicy, golden nuggets of information dripping from their computer screen are so compelling that people will flock to it like… well, like whatever they’re going to flock to it like.

Over 60 hours of video are uploaded to YouTube every minute…

As of  February 2020, 300 hours of video are uploaded to YouTube every minute. Almost 5 billion videos are watched on YouTube every day. That number is fucking mind-numbing. How in the hell are you ever going to get your video seen in that quagmire? With numbers like that, it’s getting harder and harder to get people to come to your channel once, let alone return over and over.

I hear it all the time, “No one ever sees my videos”, “I’ve been posting videos for months and I have 11 subscribers”. The thing is, it’s not their fault. They fell into what I call the “tactic swamp”, trying anything and everything they read in hopes of success. I’ve done it and it sucks. It leaves you feeling like an outsider looking in at everyone else’s success.

I began to look at video creation as a product designer…

So, I started to look at it differently, I began to look at video creation like a product designer rather than a content creator/artist. Huh? Cue brakes squealing here. The thing is, is videos that I want to make may not be videos anyone else wants to watch. If I’m serious about growing my online audience and in turn growing my online business, I have to be pretty cold-blooded about the decisions I make where creating video is concerned. Video is time-intensive and requires a host of tools and expertise, so if I’m pulling out my camera and “winging it”, I can pretty much guess the results.

Creators that are successful on YouTube or other video platforms have one or two things they do well, and they do it over-and-over again. They’ve removed the guesswork from what form their next video will take. This is not to say they are mindless robots spewing out video widgets, it’s just to say they have a clear structure they run all their creative through. However, the variation in approach and subject matter is what keeps people returning. It’s the combination of understanding what those creators do and wondering what they’re going to do next which makes these “must view” videos so snack-able.

I really wanted to know what kept people coming back…

When I started studying viewer behavior around why certain types of video content were so sticky, I really wanted to know what kept people coming back. Not just to watch one video, but kept coming back to watch every video that creator ever put out. So, I’ve broken down, step-by-step, how these creators built large audiences around their content and turned that audience into 7 and 8 figure online gorillas. Below are the 5 steps to creating irresistible and habit-forming video content. In researching this over the years, I was very much influenced by the work of Nir Eyal and Derek Halpern. Both have cracked the code for online marketing and their work applies directly to creating habit-forming online video for your business.

5 STEPS TO CREATING IRRESISTIBLE AND HABIT-FORMING ONLINE VIDEOS :

1. Be Everywhere:

· If you read bloggers and view online marketer’s videos, say, Gary Vee, Ramit Sethi, James Altecher, Pat Flynn, etc., they seem to be everywhere. They’re on Reddit, Quora, Medium, Facebook, Instagram, TikTok, and every other online platform you can think of. This is hugely important, and it MUST be one’s practice if building an online business is the goal. If you are unable to successfully show up on all of these platforms I highly recommend knowing where your ideal client is most active* and focus in on those top 3-5 platforms consistently. Consistency is really key here.

· One must-do tactic for video stands out and that is, make your video native to the platform you’re posting to. For example, if you’re posting to FB, upload your video directly to Facebook instead of simply posting your YouTube link. The reason behind this is that it follows the natural form and function of the user experience on which it was placed. The user experience on YouTube is different than Facebook or SnapChat, etc. so providing that native experience for your viewers will help them contextualize your content more easily.

* If you are unsure where your ideal client is spending the majority of their time online, click HERE to book a free strategy call with us so we can help you clear that up ASAP.

2. Build Desire by:

· I will always advocate that creating emotion is much more effective than providing mere information. Emotion is the place from which people make decisions, and therefore purchases.

· Identifying viewer problems or pain points — these are negative emotions that occur frequently in someone’s life. It’s something from which they continually seek relief. Before creating a time-consuming video, ask yourself if the pain they have occurs enough to justify the time you’re about to spend making this content. Some examples might be someone’s fear of financial insecurity, or social anxiety in a business setting, fear of a boss, etc.

· Being the provider of their solution — this creates a feeling of relief in viewers — dopamine and serotonin are released. This is the place that we are going to attach our product or service. That search for relief is the place from which people take action.

3. Create a Point of Action:

· This is the space where we create a simple and defined call to action which moves our viewers to perform the simplest action, take the shortest route to satisfy their itch or pain. i.e. Place a CTA over your video “Download my ultimate guide to getting your first 1000 subscribers” or point them to a link in the video description by literally telling them to take that action.

· REMEMBER: Make this action as simple as possible. Something they can do NOW. Again, Nir Eyal says it best- “shorten the distance between need and outcome”.

4. All of the above:

· Everything stated so far adds up to a simple predictor for human behavior. It comes from a Stanford professor and researcher named B.J. Fogg. It says:

Motivation (viewers pain or itch) + Ability (Shortcut we are providing them to relieve pain/itch) + Trigger (Our External Trigger- Buy Now, Download, Click here, combined with Internal Trigger — an instinctual action people regularly take to relieve itch/pain, i.e. depressed people check email more frequently) = Behavior (desired action)

· Motivation + Ability + Trigger = Behavior (desired action)

5. Reward:

· When people take the actions I’ve mentioned above, it plays on a human’s deep psychological need for survival, i.e. food, shelter, clothing.

· However, now, in today’s age of technology, we also have an insatiable desire for information/knowledge. It’s this need for knowledge and information that our videos will acknowledge and stimulate. Online classes are great examples of ways video uses doses of information to keep people coming back. “If I learn this skill, my life will improve”. This type of reward system stimulates an area of the brain called the nucleus accumbens which is the area, for better or for worse, where habit, even addiction is formed. It’s why we binge view season 2 of KILLING EVE or spend all our income betting on the ponies.

· Feeding this reward center will build return viewers.

I can hear it now, “isn’t this super manipulative”? No! The fact is, every human on earth responds to their needs this way. I do, you do, my spouse does, your mom does. We seek hope and avoid fear at all costs. It’s what keeps us going as a species. Knowing this as the owner of an online business is the best way we can create value for our audience or customers. If we can provide hope instead of fear, if we can provide solutions to people’s pain, we have a chance to make their lives better. If making people’s lives better isn’t a huge part of your business than I implore you, QUIT, because if your business is about you, I can guarantee your business is doomed from the start.

I hope you found this helpful. If you still have any questions, please don't hesitate to reach out. If you're ready to dive deeper into your content strategy rid yourself of nerves when it comes to video creation click here to set up a free strategy call with our team!

Alex

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