You all know that I’m pretty big on marketing your business with video.
Having produced, directed and shot over 40 promotional videos, I’ve
learned a thing or two.

One client I had followed up on a suggestion I made about how to use
video to his company’s advantage. The names have been changed to
protect client confidentiality.

Bill Fisher is a sales person for a stationery story. One day he called up to make an appoint with Sam Ogden, who runs a very successful manufacturing company. The appointment is set for 10 a.m. next Wednesday.

Wednesday arrives along with Joe Simmons ready for his meeting with Sam Ogden. Joe walks up to the secretary and announces himself and his appointment with Sam Ogden. The secretary picks up the phone and says, “Mr. Ogden, Mr. Simmons is here for his appointment”. She puts down the phone and says “Mr. Ogden will be with you in about 8 minutes”. She offers Simmons a cup of coffee and escorts him to a small room off to one side.

The room is about 8 by 10 feet. There is a nice tall plant in one corner and another plant hanging from the ceiling on the opposite side. In the room there is a small table and two chairs. There are no newspapers on the table. There are no magazine racks or any brochures anywhere. There are also no pictures on the wall. The only thing in the room is a large television monitor attached to the wall.

The secretary returns to her desk and pushes a button next to her phone. Up the screen in the room where Joe is enjoying his coffee comes the images and sounds of a well produced corporate video. The only place Joe can focus his attention is toward the screen. The video tells all about Sam Ogen’s company, from its origins, the projects in development, the company successes etc.

After 8 minutes the secretary returns and says Mr. Ogden will see you now.

Now lets you and I take a look at what just happened. Joe Simmons came to sell Sam Ogden. 8 minutes have gone by and Sam Ogden hasn’t opened his mouth or even left his desk, but in 8 minutes he has been able to provide a ton of information about this company to Joe Simmons.

This effort results in two major outcomes.

•Same Ogden’s time is not wasted by a sales person asking a lot of questions about his business.

•Bill Fisher is in a much better position to know what Sam Ogden’s company is all about and therefore able to zero in on What might be important to Ogden’s company?