X-David_Ross
Imported Account
Mar 2, 2001, 5:58 AM
Post #2 of 3
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Re: The 'net effect
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Jerry-
I'm not sure if you're talking about objections to video production ideas or specifically to your web video services, but either way I think there is a very good spin that can sometimes be used to upsell. Let's say we're pitching Ron, a local business owner, the idea of doing a short demo video promoting his landscape design business. We initially propose a 10 minute production on landscape design which promotes the particular strengths of Ron's Landscaping. In the past, we may have also bundled two :30 ads into the package, since we're already shooting great footage, voiceover, artwork, etc. Now we can also offer creating & compressing a web version of the promo video or the :30 spots for Ron's web site.
One way to integrate all of this is to emphasize the valuable and necessary use of each of these 3 promotional video tools, along with the advantages of cost-savings for Ron in having us produce them all at the same time. He saves on shooting, editing, voiceover talent, graphic design/animation, etc. He gets a 10 min promo to send out to customers, local nurseries, home shows, contractors, etc. He also gets :30 for local cable/TV affiliate advertising. And finally, his web video can give his site a professional image or informative tips that potential customers will appreciate. It's a real 1-2-3 marketing mix.
In response to your question about being rejected in favor of cheaper/self-produced web video, this is where I think you can really stress the advantages of your web video expertise. You can create video which is optimized specifically for web use. Not just your use of high end compression software, but the video expertise to produce video that will look GOOD on the web. There are many facets to consider when shooting video specifically for the web, and only video experts can really optimize them all for the best web video possible.
For instance:
framing
camera movement
subject movement
lighting
zooming
editing transitions and dissolves
audio
There are many factors to juggle, and probably only 1/10th of them have even been considered by the do-it-yourselfer. It's not their field of expertise, just like I probably wouldn't do so hot changing the motor in my car, even with a Chilton's manual! I never belittle or try to scare "do-it-yourselfers". They are ambitious and cost-conscious, which are commendable traits. The last thing they need is a hard sell or warnings against messing around with video.
Instead, just briefly mentioning some of the above considerations can be seen as genuinely helpful. Many people, after hearing your info/helpful advice, may see the value of your expertise and want to hire you. If not, then at the very least you've given them a few things to keep in mind. I can't tell you how many times little seeds like that have eventually borne some kind of fruit down the road, so I think it's worthwhile.
Best of Luck.
: Hi all...
: I'm beginning to encounter two responses from potential clients that I'm not sure how to counter. Perhaps others may have some sort a reply to use. Here are the two responses:
: "We have a digital camera here and some editing software on the PC. Why should we use your services? We can make our own video and put what we want on our company Web-Site"
: &
: "We've decided to just have a small amount of video shot (not a full blown production) and to use it on our Web Page."
: Any responses to these 2 questions would be greatly appreicated as I believe that when an objection occurs several times, be ready to face it head on and to incorporate into your presentation....anyway, thanks very much....
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