You know what sucks? Wasting time on leads that were never going to buy in the first place. If you’ve been in business long enough, you know exactly what I’m talking about—the tire-kickers, the price shoppers, the people who think they need what you offer but really don’t understand it.
What if you could eliminate most of those bad leads before they even reach out?
That’s exactly what pre-sell videos do. They set expectations, create trust, and qualify leads before you ever have to jump on a call. Done right, they can completely transform your business—helping you close deals faster, position yourself as the expert, and only spend time on leads that are actually worth it.
Here’s how to do it.
Why Most Pre-Sell Videos Fail (And How to Avoid It)
1. Trying to Be Funny (When You’re Not)
Listen, humor is great. It’s engaging, it’s memorable… but ONLY if you’re actually funny. The harsh reality? A lot of people just aren’t. And when jokes don’t land, it creates awkwardness, confusion, or even worse—cringe.
Instead of forcing humor, focus on clarity. Make sure your video actually solves a problem or answers a question your audience has. That’s what gets people to trust you.
2. Making It All About YOU Instead of the Customer
Nobody cares about your company’s origin story—at least not yet. When people watch a video, they’re thinking “What’s in it for me?” If all you do is talk about your business, your process, your awards… you’re missing the point.
Your video should be about how you solve THEIR problem.
- What pain points do they have?
- How does your product or service make their life easier?
- What objections do they have that you can eliminate before they ever reach out?
For more insights into why most business videos fail, check out this article.
3. Ignoring the Look & Sound of Your Video
Just because it’s a “simple talking head video” doesn’t mean you can ignore production quality. People judge brands based on how things look and sound. If your video is poorly lit, your audio is bad, or your background is messy, you’re sending the wrong message.
Your video should scream QUALITY, INTELLIGENCE, and CARING.
- Quality – Everything about your brand (website, photos, customer service) should reflect high standards. Your videos should be no different.
- Intelligence – Your videos should answer nearly every question a potential customer might have. Be forward-thinking. Anticipate what they need.
- Caring – Taking the time to make helpful, well-produced videos shows your customers you actually give a shit about them.
What Makes a Great Pre-Sell Video?
1. It Eliminates “No’s” Before They Happen
Your potential clients already have a list of reasons why they might say no to you.
- “Is this company legit?”
- “Is this going to be worth the price?”
- “Do they actually understand my problem?”
Your pre-sell video should crush those doubts before they even form. Address objections head-on. Show proof. Use testimonials. The goal is to remove every hesitation so that by the time they contact you, they already feel like they’ve made the right choice.
2. It Establishes Trust Instantly
People don’t buy from businesses. They buy from people they trust.
A great pre-sell video makes your brand feel human. It speaks directly to your audience like a real conversation. That means:
- No over-the-top marketing fluff.
- No stiff, robotic scripts.
- Just real, clear, authentic communication.
3. It Makes Your Sales Process More Efficient
Imagine getting on a call with a potential client and they already know exactly how you work, what you charge, and why you’re the best fit for them. That’s what a good pre-sell video does.
Instead of spending hours answering the same basic questions over and over, your video does the heavy lifting. That means when you finally do talk to a lead, it’s a serious conversation—not a “convince me” session.
Overcoming the Biggest Objections to Pre-Sell Videos
“I Don’t Want to Spend the Money”
You can either invest in a great video now or waste hours every week on bad leads.
Which one is actually costing you more?
“I Want My Video to Go Viral”
Stop focusing on virality. Your goal isn’t to entertain the entire internet—it’s to convert potential clients into paying customers. A pre-sell video isn’t about views; it’s about results.
“People Won’t Watch”
If a potential customer won’t spend a few minutes watching a video that helps them, they were never going to buy from you anyway. The right people will watch. The wrong people will filter themselves out. That’s the point.
Next Steps: Make Your Pre-Sell Video Work for You
A pre-sell video is one of the smartest investments you can make if you want to increase conversions, save time, and attract the right clients. Learn more about how video impacts your bottom line in this article on video ROI.
If you’re ready to create a video that actually works—one that builds trust, eliminates bad leads, and positions you as the go-to expert—let’s talk.
➡ Email Me to Set Up a Free Exploratory Call at adam@digitalconsultingllc.com
Or, if you’re still on the fence, download my free guide: “5 Must-Have Videos That Turn Leads Into Buyers.”
