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Sales Skills / Tell Stories That Sell / Lesson 34
LESSON 34 · TELL STORIES THAT SELL

Pitch Over Video With Energy

Practical ways to pitch over video with energy, because the screen flattens everything unless you add life.

Video needs extra warmth. Bring a little more energy than usual.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Building a StoryBrand (Donald Miller), Pitch Anything (Oren Klaff), Made to Stick (Chip Heath and Dan Heath), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Video drains energy
TIP 1

Video drains energy

Screens flatten expression, so add extra warmth and energy to come across naturally.

TRY THIS
Boost by ten percent.
Photo for the tip: Look into the camera lens
TIP 2

Look into the camera lens

This creates the feeling of eye contact for viewers and builds trust.

TRY THIS
Place a note near the lens.
Photo for the tip: Light your face well
TIP 3

Light your face well

Soft light from the front, such as a window, makes you look friendly and clear.

TRY THIS
Face a window.
Photo for the tip: Frame yourself carefully
TIP 4

Frame yourself carefully

Show head and shoulders with a little space above, centred on the screen.

TRY THIS
Test before calls.
Photo for the tip: Use a tidy, simple background
TIP 5

Use a tidy, simple background

A plain wall or tidy shelf avoids distraction and looks professional.

TRY THIS
Remove clutter.
Photo for the tip: Smile and nod more than usual
TIP 6

Smile and nod more than usual

Small expressions read less strongly on screen, so make them slightly larger.

TRY THIS
Practise in the preview.
Photo for the tip: Vary your voice
TIP 7

Vary your voice

A flat tone is more noticeable on video, so use gentle emphasis.

TRY THIS
Record a sample.
Photo for the tip: Use chat and polls
TIP 8

Use chat and polls

Interactive features keep people involved on screen.

TRY THIS
Prepare one prompt.
Photo for the tip: Share your screen sparingly
TIP 9

Share your screen sparingly

Return to your face often to maintain connection.

TRY THIS
Limit to key moments.
Photo for the tip: Test your technology early
TIP 10

Test your technology early

Joining ten minutes before checks sound, camera and connection.

TRY THIS
Do a quick test.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

HELLO

“Great to see you all.”

SHARE

“Let me share my screen.”

CHECK

“Can everyone see and hear me?”

INVITE

“Please unmute if you have questions.”

PAUSE

“(Wait.)”

THANKS

“Thanks for joining.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Raise your camera
DAY 2
Look at the lens
DAY 3
Smile and sit upright
DAY 4
Use a good microphone
DAY 5
Use gestures within frame
DAY 6
Pause for questions
DAY 7
Record a practice

Further reading

  • Building a StoryBrand (Donald Miller)
  • Pitch Anything (Oren Klaff)
  • Made to Stick (Chip Heath and Dan Heath)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Tell Stories That Sell”

Keep going. Small steps every day make a big change.

← Previous: Pitch to One Person or TwentyNext: A One-Page Proposal That Wins →

  1. Why Stories Beat Statistics
  2. The Simple Story Shape: Problem, Struggle, Win
  3. Make the Customer the Hero
  4. Find Stories in Your Everyday Work
  5. Keep It Short, Keep It Real
  6. Add One Vivid Detail
  7. End Every Story With a Point
  8. Collect Stories While They Are Fresh
  9. The Before, During and After Story
  10. Use Real Numbers Honestly
  11. Tell a Story Like Your Customer Would
  12. Match the Story to the Buyer
  13. Case Studies People Actually Read
  14. Ask for Testimonials Without Awkwardness
  15. Your Ten-Second Introduction
  16. The One-Sentence Pitch
  17. Cut the Jargon
  18. Lead With the Problem You Solve
  19. Make the Benefit Obvious
  20. Use Simple Words and Short Sentences
  21. The Message Test: Can They Repeat It?
  22. Open With a Hook
  23. The Three-Point Presentation
  24. Slides That Support, Not Distract
  25. Demo the Result, Not the Features
  26. Use Pauses Like a Pro
  27. Handle Questions Mid-Presentation
  28. Close Your Presentation Strongly
  29. Hold the Room Without Shouting
  30. Use Your Hands and Eyes
  31. Control Your Pace Under Pressure
  32. Recover From a Slip
  33. Pitch to One Person or Twenty
  34. Pitch Over Video With Energy
  35. A One-Page Proposal That Wins
  36. Open With Their Problem, Not Your Company
  37. Show Options: Good, Better, Best
  38. Make Pricing Easy to Understand
  39. Add a Clear Next Step
  40. Proofread Like a Professional
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