Why is your B2B video invisible in AI Overviews?

Because YouTube gets pushed into AI Overviews at an increasing rate, and if your videos are not in those results, you are out of the buyer's evaluation set before they ever talk to you.

Quick Answer

• Buyers self-educate with video, and AI Overviews increasingly pull YouTube into the answer.
• If you do not show up there, you are not being considered. Basically, you are invisible.
• The fix starts with your sales transcripts: real buyer questions become video answers, recorded and lightly edited.

This fits inside a bigger picture. If you want the full view first, here's the bigger picture.

Out of the evaluation set

The goal of a video system is to drive inbound leads by answering your buyers' questions with video content. That works because video is very helpful for buyers as they self-educate, and because YouTube gets pushed into Google AI Overviews at an increasing rate.

Here is the problem. If you do not show up in those results, you are out of the buyer's evaluation set, and you will not sell.

"If you don't show up in those results, you're out of the buyer's evaluation set and you won't sell. Basically, you're invisible." Dane Frederiksen

The first four steps to fix it

Step one is your sales transcripts. These are calls where buyers are asking real questions, in their own words.

Step two is the script and graphics. Take those questions and build some graphics on a platform like Miro. If you want to script an opening to hook them, write that out, and create the graphics you will show as you walk them through the answer.

Step three, record the video. Step four, edit it, taking out maybe just the beginning and the very end, and any mistakes. Keep it largely unedited so it seems more real and authentic, because the whole point is to build trust.

In the full video I walk through all 10 steps of the flywheel, including packaging, analytics, and how to decide what to make next.

Doing the thing is the easy part. The hard part is knowing where you're already winning and where you're invisible. That's exactly what our free AI Visibility Snapshot shows you, before you spend a dollar.

Frequently Asked Questions

Why does video matter for AI search?

Because buyers self-educate with video, and AI Overviews increasingly include YouTube results. A video that answers the buyer's question can be the one AI surfaces.

What happens if your company is not in AI Overviews?

You are out of the buyer's evaluation set. They never consider you, so you never get the chance to sell.

Where do the video questions come from?

From your sales transcripts. Buyers ask real questions on sales calls, and each one becomes a video answer.

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Want the full breakdown? Watch the full video, or read the full article.

Most teams don't get this right on the first try. Here's how we approached it for a real team. Curious what it'd look like for you? Let's talk it through.

Full Clip Transcript

The goal is to drive inbound leads by answering your buyer's questions with video content. The reason this works is because video is very helpful for buyers as they self-educate and YouTube gets pushed into AI Overviews at an increasing rate. If you don't show up in those results, you're out of the buyer's evaluation set and you won't sell. Basically, you're invisible. Step one, we're going to start with our transcripts from our buyers. These are sales calls where they're asking real questions. Then we're going to take those and we're going to build some graphics on a platform like Miro, which is what I use. And then you're going to, anything you want to script in the beginning to hook them, you can write that out and you're going to create some graphics of what to show as you walk them through and answer their questions. Step three, we record the video. Step four, edit the video, taking out maybe just the beginning and the very end, any mistakes, but keep it largely unedited so it seems more real and authentic because we're trying to build trust.

Full Transcript

This is how to build a video creation flywheel system that sells. There's 10 steps and I'm going to walk you through each one now. The goal is to drive inbound leads by answering your buyer's questions with video content. The reason this works is because video is very helpful for buyers as they self-educate and YouTube gets pushed into AI Overviews at an increasing rate. If you don't show up in those results, you're out of the buyer's evaluation set and you won't sell. Basically, you're invisible.

Step one, we're going to start with our transcripts from our buyers. These are sales calls where they're asking real questions. Then we're going to take those and we're going to build some graphics on a platform like Miro, which is what I use. And then you're going to, anything you want to script in the beginning to hook them, you can write that out and you're going to create some graphics of what to show as you walk them through and answer their questions.

Step three, we record the video. Step four, edit the video, taking out maybe just the beginning and the very end. Any mistakes, but keep it largely unedited so it seems more real and authentic because we're trying to build trust.

So then packaging, we're going to make thumbnails. We're going to optimize the YouTube page with transcripts in an SRT file format, which is better for AI engines crawling. We're going to put chapter markers. We're going to do things like put suggestions at the end screen at the end. We're going to post the video and put that all together.

We're going to then do some analytics after 48 hours or so. We're going to start to see some data about how it performed. And if we look and we see, okay, people are watching for over 30 seconds, over one minute, that means they're getting some value. And then the game is to just stretch that out, make people click on your thumbnails and click on your descriptions and titles and make them watch longer by answering the questions better. That's the whole game.

Then we're going to prioritize based on what we learned in our analytics. Are there unanswered questions that we haven't done a good job of answering just yet? Then we can go and make that content for. Ideally, after answering all their questions in individual videos, at some point we'll have a library that answers all the questions and gets them to 80% where they're willing to take a sales call. So this is the end state we're approaching is to fill up all those questions. I call it content bingo.

So then we just iterate and we keep doing this over and over again as we repeat. And every time we get some analysis, we get some data, things begin to improve. So we get better at this. And ideally the buyers will stop asking the questions that were answered and they won't come up as often. You might get new questions as the market changes, but we're going to get those questions from the transcripts and just repeat the process. And then you will be able to measure sales leads and you'll know that it's working because you're going to see people are watching this stuff, getting their questions answered. I know this is complicated. If you want some help, just reach out. This is what I do and how I can help you.