I once spent an entire spring day in Tacoma, Washington, recording and deleting 300 videos. Why? Because I thought perfection would sell. Spoiler alert: It doesn’t. That day, I learned a lesson worth more than any sales script or AI-generated pitch. Authenticity isn’t just a buzzword—it’s your secret weapon in a world drowning in polished, over-produced content.
When Flaws Become Your Superpower
Ever heard of the Pratfall Effect? It’s a fancy term for a simple truth: People trust you more when you’re not perfect. It’s why that small coffee stain on your shirt might just land you the big contract. Don’t believe me? Let me introduce you to John, a car salesman who accidentally headbutted a Toyota RAV4’s trunk during a video demo.
Instead of re-recording, John sent the blooper with a quick message: “Hey Sarah, I thought about doing a retake, but honestly, this is just me being me! At least you know this trunk is sturdy!”
The result? Sarah replied almost immediately: “John, that made my day! I appreciate you keeping it real. I’ll be in tomorrow at 2 PM!”
Why did it work? Because Sarah saw a real person, not a walking, talking brochure. In a world of slick sales pitches, John’s blooper was a breath of fresh air.
The Robot Uprising (In Your Sales Videos)
Here’s the biggest mistake I see: People trying so hard to be ‘professional’ that they turn into robots. Scripted. Stiff. About as engaging as a vending machine. They read from scripts, focus on saying the ‘perfect’ thing, and lose their natural energy and enthusiasm.
Newsflash: People buy from people, not PowerPoint presentations with legs. When you focus on being flawless, you lose your spark, your energy—the very things that make customers lean in and listen.
Finding Your Video Mojo: The Sweet Spot
So, how do you nail that perfect balance between “just rolled out of bed” and “corporate automaton”? It’s simpler than you think:
- Speak from the heart. Always.
- Bullet-point your thoughts, don’t script them.
- Imagine you’re talking to a friend. (A friend who’s about to drop serious cash on your product, but still—a friend.)
One of our rockstar clients, Southwest Exteriors, has this down to an art. Their secret? A mental checklist that keeps them real:
- Who am I talking to? (Hint: A real person, not a ‘target demographic’)
- What’s the one thing they need to know? (Not everything. One thing.)
- How can I make them smile? (Business is serious. You don’t have to be.)
The result? Videos that feel like a chat with a knowledgeable buddy, not a hostage situation with a teleprompter.
When Keeping It Real Goes Wrong
Now, a word of caution. There’s authentic, and then there’s “maybe I should put on pants for this video call.” One home improvement rep learned this the hard way, sending videos from his car, in a hoodie, with more “umms” than actual words.
The response? “Are you sure you’re the right person to talk to?”
Ouch.
The Goldilocks Zone of Video Sales
The sweet spot is what I call “Casual Pro.” Think of it as business casual for your personality. Be yourself, but your best self. The one that shows up five minutes early with coffee for everyone.
Here’s how to walk that line:
- Look the part – A clean, branded polo goes a long way.
- Choose the right setting – Your desk or showroom, not your messy living room.
- Be relaxed, not careless – Friendly is good. “Yeah, so, like, um” is not.
- Focus on the customer – A little humor is great, but make sure it’s about them, not you.
From Camera-Shy to Video Virtuoso
Let me tell you about Mike. When he started, his videos were stiffer than month-old bread. Scripted. Formal. About as engaging as watching paint dry.
Then, one day, mid-recording, his dog decided to make a guest appearance. Tongue out, tail wagging, the whole nine yards. Instead of starting over, Mike rolled with it.
“Well, I guess Buddy here wants to vouch for these windows too! But hey, real talk—those new windows are going to keep out drafts way better than your old ones, and I think you’re going to love them.”
The result? Not only did the customer book the installation, but they replied: “Mike, that was the best follow-up I’ve ever received. I showed my husband, and we both laughed—let’s go ahead and book the install!”
Within two months, Mike’s response rates doubled. His secret? He stopped trying to be the perfect salesman and started being Mike. Dog interruptions and all.
Your Turn: Embracing the Beautiful Mess
So, here’s your challenge: In your next video, let your guard down. Flub a line? Keep it. Cat walks across the keyboard? That’s gold. Coffee stain on your shirt? Now you’re relatable.
Remember, your ‘flaws’ are your features. They’re what make you human, trustworthy, and ultimately, successful. Here’s what to do:
- Ditch the script – Bullet-point key ideas, but let your personality shine.
- Keep it conversational – Talk like you’re explaining to a friend, not presenting to a board.
- Embrace the unexpected – If something funny or real happens, use it.
In a world of filters, scripts, and AI-generated perfection, your bad hair day, your stumbled words, your unscripted laugh—that’s your superpower. It’s what sets you apart from the sea of polished, forgettable content out there.
Use it wisely. Use it often. And watch your sales soar.
Remember, the biggest hurdle isn’t technology or skill—it’s getting out of your own head and realizing that your natural, unpolished self is actually your biggest strength. When you stop performing and start connecting, that’s when the real magic happens.
So go ahead, embrace your inner John or Mike. Let your personality shine through. Be authentically, messily, gloriously you. Because in the end, that’s who your customers want to buy from—a real person, not a perfect presentation.
Now, if you’ll excuse me, I have a video to record. No retakes allowed. And who knows? Maybe my cat will make a surprise appearance. After all, nothing says “trust me with your home improvement project” like a furball photobombing your product demo.
Your move, sales pros. Show us your beautiful mess. Your customers (and your bottom line) will thank you for it.
