Video Marketing Sales Funnel

BACKGROUND

Introduce your business and what you do there.

I’m the president of Carolina Office Systems, a Xerox-owned entity that sells Xerox software, hardware, aftermarket, and support products.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Video Marketing Sales Funnel?

We wanted to get across to prospective customers that we’re more than a sales office. In our typical in-person customer visits, we can articulate that through a presentation and a facility walk-through. We can show off our various inventories, helpdesk, and other departments that set us apart from our competitors. 

However, some of our targeted customers would have to drive up to 6–8 hours to reach our headquarters. So, we hired Video Marketing Sales Funnel to bring the experience of working with our office to those far-away prospective clients.

SOLUTION

What was the scope of their involvement?

Video Marketing Sales Funnel created a video that showcases our facilities, staff, and features. The team conducted interviews with me and some of my key personnel, where we gave brief descriptions of what we do at our organization. Paul (CMO, Video Marketing Sales Funnel) then integrated the video into our website so that we can link to customers who can watch it online.

The project started with a presentation and discussion with my leadership team. Paul listened with the intent to understand our needs and requests, and then he created a proposal that he presented. His team coached us through each interview, using top-of-the-line equipment, setting up props to make us feel at ease, and remaining incredibly patient with us throughout the process. We saw multiple editing rounds before the final product was ready to upload.

What is the team composition?

I worked with Paul and 2–3 other people. 

How did you come to work with Video Marketing Sales Funnel?

Paul and I were members of a competitive leadership community. Paul gave a presentation on behalf of Video Marketing Sales Funnel, where he showed examples of his work and their results. I was impressed enough that I agreed to meet him for lunch and talk about working with him.

After checking his references and price point, I didn’t even take the initiative to look at an alternative. It was such a compelling business case that I just went with Video Marketing Sales Funnel.

How much have you invested with them?

We spent about $25,000–$50,000.

What is the status of this engagement?

The project started in November 2010; Video Marketing Sales Funnel finished the videos 30–60 days later.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

While I can’t point to any numbers, we’ve seen more business from remote clients than we would have otherwise without the videos. I also had the opportunity to present the video to 42 peers nationwide, where it was well-received.

How did Video Marketing Sales Funnel perform from a project management standpoint?

Video Marketing Sales Funnel was timely, professional, and patient throughout the process. We weren’t used to making videos and speaking in front of a camera. Paul and his team use props and coaching to get us through each interview and encourage multiple takes. They did an excellent job. I’ve recommended Video Marketing Sales Funnel to everybody I know.

What did you find most impressive about them?

As the owner of the company, Paul always found the time to call me regularly to make sure we were satisfied. He also encouraged us—in a polite, professional, and non-pushy way—to expand the relationship with additional services that Video Marketing Sales Funnel provided.

Are there any areas they could improve?

I can only speak to the video department of Video Marketing Sales Funnel, but we had a good experience working with them. Paul had made a clear capital investment into his people and equipment.

Any advice for potential customers?

If you've never done this before, be objective and open-minded. Listen with the intent to understand the value that Paul can bring to the table.