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Sales support
Video can be useful in a variety of sales contexts, beyond the obvious corporate and
product promotions, exhibition or conference eye-openers and and point-of-sale support. Often, with high value products or services and business to business or organisation to organisation activity, key negotiations
are conducted between individuals or small groups over a period of time. Carefully crafted video can play a significant role in influencing perceptions and achieving the right deal.
Some examples from Grapevine's portfolio:
Visible evidence
An oil-industry services company's sales people regularly found that prospective buyers (oil extraction majors) accepted the engineering ideas
behind their product, but were sceptical about whether it could survive in the rigours of an offshore production environment. A "company history" showing the product in action over a period of 20 years, in some of
the world's most hostile waters, provided compelling evidence and proved highly successful.
A multinational packaging manufacturer, newly arrived in the UK, faced the challenge of demonstrating to buyers the scale and class of their operation. Factory footage showing the size of the investment,
the advanced technology deployed and the robust quality monitoring systems provided striking success in encouraging major buyers to deal with this new entrant.
Build a brand
An artists' materials supply company wanted to build awareness of its product amongst the designers of the future- art students.
Moving away from the client's original concept of a factory film, a "designer masterclass" was produced, with two well-known design experts demonstrating techniques. This was so well received by the target
audience that the sponsor found it could sell its promotional tool to its target audience, recovering the video production costs in video sales revenues within months, and providing a promotional tool used by design
tutors and at trade shows for several years.
Demonstrate a concept
A consumer electronic manufacturer wanted to spread "best practice" in sales demonstration techniques to store staff around the country.
An expert demonstrator, a famous face and a studio demonstration proved to be just the tools for the job.
When a software development company needed to demonstrate its ground-breaking ideas for film animation tools to animators, video demonstrations of the process and the results were the obvious tool.
What surprised the software people was that this simple, effective sales demonstration proved to be a revelation to their lead investors, who said that they felt that they now really understood the
company for the first time; next- round financing was assured.
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