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The Nine Warning Signs that You Need a Sales Video
Corporate videos are an important sales tool that can often be overlooked in marketing budgets. We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself. 1. No strong corporate "look and feel" You're in a highly competitive industry. Yet, what makes you really stand apart from your competitors is your people and the look and feel of your company. So how do you show your state-of-the-art factory in action or your professional staff working in your appealing office? And what about your idyllic location? What's the best way to show picturesque vision of rolling hills, clean and green countryside or waterside views? The solution is to create a marketing video that paints an appealing picture of those indefinable qualities that make your company unique. 2. Unique Presentations You need to do a sales presentation and your company is up against some tough competitors. How do you present your company in a way that is different to your opponents? A proven method is to play your corporate video within your PowerPoint presentation. Playing your marketing video at the start of a sales presentation is a great way to relax your audience. Interesting vision and upbeat music can make your audience feel more positive, even before you've spoken a word. It's an ideal way to show the look and feel of your company in a convincing and enjoyable manner. 3. Trade Shows/Exhibitions Your organisation is always exhibiting at trade shows and needs a way to stand out from the crowd. Setting up a television screen and a DVD/VHS player in your stand with your continually repeating corporate video is an easy way to get people to stop and stare. Moving vision and music easily stops people in their tracks. Parents quickly learn that it is easy to distract a child by leaving them in front of a television. Adults are usually no different. It is easy to grab the attention of participants who may feel uncomfortable (or bored) walking around a trade show. Continually playing your corporate video is an easy way for passers-by to learn about you without having to go to the effort of reading through brochures. 4. Increasing Export Sales Travelling overseas to market your products or services to international buyers is risky business. Not just for your company, but also for your prospects. Can they really trust you when you tell them how large and reputable you business is and that you have the right quality procedures in place? How can they get a real feel for your company that is located thousands of miles away? Presenting your location, factory or office, production process and your dedicated staff at work is highly regarded by international buyers. It provides an extra a look and feel about your company that is often lacking from brochures and photos. A concise marketing video that gives an interesting overview of your company is a proven method to increasing international sales. 5. Showing your Product or Service in Action Sometimes you cannot actually demonstrate your product or service to a client because it is too large to lug around, it is located on the other side of the world or there is only one prototype that cannot be used. New products or services that are suitable for use in a range of different scenarios are also difficult to demonstrate. Using a marketing video that can exhibit how your product works and under what circumstances is a great way for prospects to understand what you are trying to sell. This is a much better alternative than taking the prospect through lengthy operational manuals or worse still, having them rely on their imagination. 6. Extensive Product Range Your product list is extensive. Not only do your clients not know all of the products that you sell, but even your staff have trouble remembering! Studies have found that we are more likely to remember information if it is shown with pictures. The best way to inform people about your product range (and for them to remember) is to show scenarios in which the product can be used. 7. Your Production Process Your product is made in a time-honoured tradition that takes hours of dedication. Or your product is made from the finest quality materials that are only obtainable from a scenic, rural location. Alternatively, your service was developed from years of research by experienced technicians. Showing your product being made in a manner that is different to your competitors gives you a distinct competitive advantage. This is one area that you do not want to leave to nice words and pretty pictures in a brochure. To do your company justice, showcasing your production process is an extremely important message to convey. 8. Believable Testimonials There is nothing more potent than having your happy customers raving on about how wonderful you are to camera. Written testimonials are often read suspiciously. We're all guilty of reading through testimonials and laughing about their dubious authenticity. Having a real client talking about you on camera is like having that person tell your prospects face-to-face about how highly they think of you. Of course, the testimonial has to look real. Uncomfortable clients poorly reading from an autocue fools nobody! When done correctly, this is an extremely effective way to promote your business and one that has been used since televisions first appeared in our lounge rooms. 9. Winning Awards Many savvy businesses know that entering awards can be a great way to cost effectively promote their company. Submitting your corporate video in an award submission is also a clever technique to distinguish your company from the pack. An added bonus is that your video material may also be included during any awards ceremony stretching your promotional opportunities even further. Marie-Claire Ross is from Digicast Television Production. Digicast Television Production has helped many businesses win big contracts and projects by increasing more awareness and knowledge of their products and services. To get the FREE Digicast Ezine with marketing tips and the latest information on technology to help busy business professionals visit (http://www.digicast.com.au) to subscribe.
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Careers and Employment How Do I Manage Workplace Conflict? Workplace Conflict Pointless Targets I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result had been to treble average income per salesperson within 18 months. Five Steps to Maximize Success in Targeting For Growth Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. How to Maximize Account Penetration and Jump-Start Sales Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability. Keeping Your Sales Team Motivated Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Sales Coaching... Fact or Fiction? The old adage in selling has always been, "Find out what they want, then, give it to them." The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest. The Effective Executive What does it mean to be an "effective executive"? Well very simply it means achieving the goals you set out to achieve in an efficient, creative and effortless manner. Some of the benefits that ensue from this self efficacy are: feelings of self confidence, self esteem, self worth, a sense of personal empowerment, feeling invigorated and passionate about everything you choose to do, a sense of resilience, more energy, personal emotional and physical health and for some a great sense of purpose. Whats a Professional Sales Manager? I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I did not have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral. How to Beat the 80/20 Rule in Sales Performance -- Part 2 Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. A Coachs Handbook For Sales Managers This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author". Producing Premium Performance One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor performance. However, more often than not, the problem stems from not establishing an effective performance management framework. Sales & Marketing Plan Strategies Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return? How to Beat the 80/20 Rule in Sales Performance -- Part 1 Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results? Rotten to the Core: The Story of How the Best and Brightest can be Ruined The objective of an incentive is to incite action within an organization using a device or mechanism that that allows the rewarding or recognition of behaviors. This can be accomplished by offering preferential treatment, money, privileges, promotions, verbal praise, or complements. With that states, I suggest the answers to the questions above are: Effective Sales Territory Management How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch. Leadership - How To Turn The Vision Into A Reality Be clear about where you are now. Audit your strengths and areas for development Leadership Lessons for Sales Managers Leadership, like class, is hard to define, but easy to spot. The Get Dangerous Quickly Approach to Product/Service Training In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's management felt a team of specialists could help jump-start growth in software sales. Profitable Relationships: Is It Amateur Hour or King of the Hill? "We're in the relationship business...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked, Poor Performance - Fix it by Coaching Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right.
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