Which Video Do You Make at Each Buyer Journey Stage?
Aug 07, 2025Match the video to the stage the buyer is in. Awareness videos educate and build interest. Consideration videos handle objections and show value. Decision videos make a clear, personal offer with proof. Buyers enter wherever they like rather than moving top to bottom, so you need one ready at every stage.
Buyer journey video marketing is not about producing more. It is about producing the right thing for where somebody actually is. A polished brand film shown to a prospect who is already comparing quotes does nothing. A two minute personal video sent at the same moment can close the deal.
What is buyer journey video marketing?
It is creating the right kind of video to match where your audience sits in their decision making. Three stages, three jobs. Awareness is discovery, so you educate and build interest. Consideration is comparison, so you build trust, handle objections and show value. Decision is the moment they are ready to buy, so you make a clear offer, reach out personally and prove the result.
The part people get wrong is assuming everyone walks in at the top.
“There’s a lot of speculation that people aren’t actually going from top to bottom of your funnel. They are actually coming in wherever they like, and you’ve gotta meet them with the right video.” – Chris Schwager
That is why this is a menu rather than a sequence. You are not building a funnel that people politely walk down. You are making sure that whichever door someone arrives through, there is already something useful waiting.
Which video should you record for each stage?
Here is the mapping, straight out of the episode, so you can pick your next recording without guessing.
- Awareness. They have just realised they have a problem and do not know you yet. Record something helpful and educational. Answer the question they would type into Google. No pitch.
- Consideration. They are comparing you against other options. Record the objection handlers, the FAQs, the walkthrough of how your service actually works and what it costs to get started.
- Decision. They are ready. Record a short, personal, direct message with a clear offer and proof of results. This is the one that gets sent to a named person, not published.
Pick the stage where your deals are actually stalling and start there. If you want the wider planning system behind this, the video strategy pillar covers it, and deciding what your next video should be turns the menu into a monthly rhythm.
What does a decision-stage video actually look like?
Jason Howes founded Arrow Executive Sales and works with senior sales professionals to lift performance and win bigger deals. Just before Christmas he recorded and sent a short personalised video to five high value clients. One of them called him back, and that call became a $50,000 opportunity.
“It wasn’t overproduced, it was authentic, and it hit exactly the right moment when the client was ready to make a decision.” – Chris Schwager
Nothing about that video was clever. It was timely, and it was addressed to one person by name. A decision-stage video needs nothing more than that. Jason’s full story has the detail.
How do you use video to pre-sell before the call?
Byron Trzeciak runs PixelRush, a digital agency building search-optimised websites. He was already attracting clients, but he was spending too much of every sales call explaining the same things over and over.
So he built a library. Videos explaining his service offering, videos answering the recurring FAQs, videos handling the common objections. All of it published before a prospect ever booked a call. He got back time, a clearer process, and better qualified leads walking in already half convinced.
Byron did not start there. He started with ring lights and bits and pieces and eventually rang Chris to ask how quickly he could get a proper kit, because assembling videos himself had become exhausting. The equipment mattered less than getting his messaging and timing organised, so the right video reached the right audience instead of a scattergun. Byron’s story tracks that shift.
How do you keep this going without adding hours?
Tara Sharma runs Innovate Search, a specialist recruitment firm. She knew her expertise was valuable and, like a lot of founders, had no time to package it.
The system she built produces outreach videos for new clients, nurture videos for warm leads, and a full online course to scale delivery. Much of it goes out through LinkedIn InMail. The mechanism that keeps it running is unglamorous: her team gathers for about an hour on a Monday morning, and they encourage each other to get the week’s content out.
That routine gets them to roughly 30 videos a quarter. Her videos work across awareness and consideration, so clients and candidates both keep hearing from her without her being in the room.
“Tara’s been able to multiply her impact without multiplying her hours.” – Chris Schwager
Three professionals, three different goals, three different outcomes. A $50,000 deal from one short message. A pre-selling process that runs without Byron in it. A scalable education system that builds Tara’s brand while she is doing something else.
Frequently asked questions
How many videos do you need to cover the buyer journey?
Fewer than you think. Start with one video at the stage where deals are actually stalling. If prospects go quiet after the proposal, that is a decision-stage video. If you keep repeating yourself on calls, that is consideration. Byron Trzeciak built a library over time, but he started because the same explanation kept eating his sales calls.
What is the difference between an awareness video and a decision video?
An awareness video is helpful and educational, aimed at someone who has just realised they have a problem and does not know you yet. A decision video is personal and specific, aimed at someone already comparing you against another option. Awareness builds interest. Decision reduces risk, with a clear offer and proof of results.
Does a decision-stage video have to be personalised?
Not always, but it helps. Jason Howes sent five short personalised videos to high value clients just before Christmas, and one of them called back on a $50,000 opportunity. It was not overproduced. What made it work was timing and specificity, arriving when that client was ready to decide rather than when Jason felt like recording.
How do you produce enough videos without hiring a team?
Make it a routine rather than a burst of effort. Tara Sharma gathers her team for about an hour on a Monday morning and they record the week’s content together, which gets them to roughly 30 videos a quarter. The muscle memory does the work. Nobody on that team is a full-time content creator.
Transcript
Read the full transcript
[00:00:00] What if your next video wasn't just a video, but it was a shortcut to building trust, saving time, and closing deals? There are professionals using video not to look good, but to work smarter across their marketing, sales, and delivery. And the reason it works is because it's not random, it's strategic.
[00:00:18] Today we're pulling back the curtain on how real clients. From sales to digital marketing to recruitment are using buyer journey video marketing to drive results. And the part that might surprise you is [00:00:30] how simple it actually is when you know where to start. So here's the hot tip. Hi. I'm Chris Schwager, video coach and founder of the Complete Video Success System.
[00:00:39] And I've spent decades helping professionals create high impact videos that build trust, generate leads, and drive business success. And if you've ever felt unsure or under prepared. Or just play an awkward with video. This is for you. I'll give you the mindset and strategies to take control, build video confidence so that you show up like a pro.
[00:00:56] It's time to make your videos work for you. [00:01:00] Let's kick things off by answering the big question. What is Buyer Journey Video Marketing? It's about creating the right kind of video content to match where your audience is in their decision making process. Now, there's a lot of speculation that. People aren't actually going from top to bottom of your funnel.
[00:01:18] They are actually coming in wherever they like, and you've gotta meet them with the right video now. Are they discovering you? That's the awareness stage. So you need to do a [00:01:30] bit of educating, helping them be helpful, build some interest. Are they comparing you to other options? That's the consideration stage.
[00:01:38] So your video needs to build trust, handle objections, and show value, and. When they're ready to buy the decision stage where Clear offers personal outreach and proof of results help tip the scales in your favorite. It's not about doing more video, it's about doing smarter video. That's exactly what buyer [00:02:00] journey video marketing helps you do.
[00:02:02] And when it's used strategically, video becomes a lever, not just for communication. For scale, for consistency and for growth. So let's explore what's actually possible using three different client examples. These are clients that you can see on the success stories page of our website, and these are examples of how video can transform the way you work.
[00:02:25] Let's start with our good friend, Jason Howes. [00:02:30] Jason is the founder of Arrow Executive Sales. Okay. And he works with high level sales professionals to boost performance and win bigger deals. Just before Christmas, Jason recorded and sent a short, personalized video to five high value clients. One of them.
[00:02:46] Called him back. That one video turned into a $50,000 opportunity. It wasn't overproduced, it was authentic, and it hit exactly the right moment when the client was ready to make a decision. That's a perfect [00:03:00] example of what's possible with video when you use it. At that decision stage to make and offer, feel personal, timely, and trustworthy.
[00:03:08] It's buyer journey video marketing in its simplest, most effective form. Now, let's talk about Byron Trzeciak from PixelRush. He's like our pinup boy. Of the complete video success system, Byron runs a digital agency that builds SEO optimized website. He was already attracting clients, but he found himself spending too much time [00:03:30] explaining the same things on every sales course.
[00:03:32] So he created a library of content targeting videos that explain his service offering, answering questions, FAQs, and handling common objections, and all before prospects even booked a call. And this gave Byron more time, more clarity in his process and better qualified leads. Now the exciting part about Byron and why I call him my pinup boy is because he is really giving this a good crack.
[00:03:55] When we first started working with Byron, he was doing this, that, and [00:04:00] everything else, right, with his ring lights and bits and pieces. I was coaching him through it, and then one day he just gave up and he phoned me and he said, how soon can you get me one of these video kits down here? Because it's just exhausting trying to put videos together.
[00:04:12] So we're really able to help him not only get his. Equipment order, but get his messaging, his strategy organized under, get him to understand that videos really need to drop at the right time and the right, uh, way for the right audience. Okay? And, uh, it's not just a [00:04:30] scattered gun approach. And since then, you can see on his homepage, wonderful video there.
[00:04:34] You can go and check this out on his, uh, website at PixelRush, but go and follow him on social media because the amount of stuff that he's got. Uh, that he's done from his desktop studio, really looks classy. Great editing, really, really good stuff. And he is even done some UGC content for us that's user generated content in a form of an ad for our business to promote our, our business further and get more leads through for us, because he's [00:05:00] doing our, our ads as well.
[00:05:01] So. Lots of love going on between, uh, PixelRush and Ridge Films. Um, lots of love floating e each way, but it's just been an amazing achievement to see him grow so well with video. It really becomes part of his every day. Um, and there's plenty of, um. Different interviews that we've shot with Byron, you can go and check those out on the success stories of the Ridge Films website as well.
[00:05:23] Just quickly, if you are ready to take control over your video production, but feel stuck, check out the video Confidence Collective. It's live coaching in a supportive [00:05:30] community that's got your back. We cover for essentials tech messaging on camera presence and implementing what you learn so you can create consistent, confident content that truly connects links in the show notes.
[00:05:40] Now back to the episode. So what's possible here? It's pretty evident. Video gave him leverage. It allowed him to build trust and filter clients in the consideration and decision stages without adding more hours to his week. The buyer journey video marketing is doing its job. And finally, one last case study or success story before [00:06:00] a wrap up is Tara Sharma from Innovate Search.
[00:06:03] Tara's a recruiter who knew her IP was valuable, but like most founders, she was strapped for time. I don't have a lot of video to show you because, uh, Tara's story really happens behind the scenes a lot. So we helped her create a system where she produces outreach videos for new clients, nurture videos for warm leads, and even build a full online course to scale her delivery.
[00:06:28] But what's interesting, she's doing a lot of that and driving [00:06:30] as a recruiter, driving a lot of that through LinkedIn, InMail. Okay. That's the email provider that, that sits within LinkedIn. So. What's great is that she collects her team, I think once a week for an hour, like a Monday morning. And they all sit around.
[00:06:46] They encourage each other to get the content out for the week. And since then, really she's, she's producing 30 quarterly videos that are just making her and her team consistent. It's [00:07:00] just providing more and more of that muscle memory and the evidence that video is really an integral part in the way that they do business.
[00:07:06] It's not just content, it's an engine. That educates, engages and converts and what's possible. In her case, Tara's been able to multiply her impact without multiplying her hours. Alright, multiply her impact without multiplying her hours. Videos for For Tara are working across her awareness and consideration stages.
[00:07:28] She's creating consistent value [00:07:30] for our clients, using a team and ready for candidates. That are looking to, to get employed. So if you are wondering what's possible with eo, well here it is a 50 K deal from one short message, a streamlined pre-selling process that runs on a autopilot from Byron, and a scalable education system that builds your brand even when you're not in the room.
[00:07:51] That's the power. Of buyer journey video marketing. It's not just about content, it's about consistency. It's not just about being seen, it's [00:08:00] about being remembered, trusted, and chosen, and you don't need a marketing team to do it. You just need structure, the confidence and the consistency to hit record. If you are listening to this and you're thinking, ah, I could be doing this, right?
[00:08:12] Yeah. Well, you don't need to become a full-time content creator. You just need the right message at the right time. In the right format, and that's exactly what Buyer Journey Video Marketing is designed to help you do. It helps you turn cold contacts into curious prospects. It helps you [00:08:30] turn maybes into meetings.
[00:08:31] It helps you stay top of mind without being glued to zoom. Jason, Byron, Tara. Three professionals, three different goals and three completely different outcomes all made possible with video. And if you'd like to explore what's possible for you, head over to the website and check out the success stories page.
[00:08:50] You'll find real examples, real numbers, and real people using buyer journey video marketing to grow their business. And if you are ready to build a video strategy that works. [00:09:00] Let's have a chat. Thanks for listening to the Video Confidence Collective Podcast. If you enjoyed this episode, leave a five star review on Apple Podcast and Spotify and subscribe to us on YouTube so you never miss an episode.
[00:09:09] For more resources, check out the show notes and follow me at Chris Schwager or Ridge Films and see you on the next episode.
Which of these sounds like you?
“Setting up takes so long I end up not recording.” That is what the Desktop Studio removes. Installed for you, one click to record.
“I record, but I don’t like how I come across.” That is what Video Coaching is for: messaging, performance, tech and implementation, worked live every week.
“Honestly, both.” Book a call and we will work out where to start.
