Hi All!!

I have a video conversion/dvd authoring business.
We convert home videos & photos to DVD
This year we also started converting Instructional Videos.
I think I like the commercial side of this business better than the home video.
Options are sales videos, more instructional videos, info-mercials.
At present we do not perform the taping, just the editing and dvd creation.
Any ideas how to really capture more business clients??
I do work for 1 business already, and I am in talks with a second.
But there are many businesses in my area.
How can I determine who has sales videos or instructional videos already?
Then I can approach them knowing they have something, instead of cold-calling.

Thanx in advance

I suggest you get in touch with businesses who are not in direct competition with you, but who service the clients you need. For example, I am a graphics designer and I am always getting requests for DVD conversions from my business clients. Print shops probably also get this request..web designers...videographers...basically you would service these businesses as a vendor. Just one idea. I am creating presentations in flash for tourism offices/chambers--so your local groups like that might be a good source. They probably already have videos made.

Brainstorm a list of types of businesses that use training videos. A few off the top of my head that I know of are insurance companies and manufacturing/industry. You also might try the Human Resources departments of corporations - you could cold call them and ask if they use training videos in house, and if so, who should you talk to about them. Also, a list broker could help you reach your target market. For instance, could request mailing lists for companies that have bought videography services in the past. Then target a direct mail campaign at those folks.

I agree with Eileens ideas. I have afew more suggestions.

1. Write out why in this world would I as a business owner want to use dvd's over vhs. Speaking as a devils advocate, more people have vcr than a dvd player right? why would I part ways with my green rectangles to get your silver circles? Don't focus on "its better quality". Focus on benefits... what does better quality mean? Does that mean people will be more attentive when they watch? Does it mean that I will improve the image I project to show I am a progressive company? Etc, etc, etc. Take your corporate client out to lunch and ask for their input on this. Pay attention to the words they use. Use these words.

2. Narrow your target market. Who is most likely to buy video conversion & dvd authoring services? Not who can ... but who is most likely to. Like Eileen has said: "Brainstorm a list of types of businesses that use training videos." Talk to a list broker on what would be the best lists. Laser focus your target market to under 1000 businesses. 500 prime suspects is better than 50000 possible suspects because it allows you to cut your marketing cost. Sending a direct mail postcard to 500 folks 12 times a year is more affordable than to 50000 folks once a year. And its more effective. 100x more effective.

3. Put together a marketing plan on how to reach your laser focused target market. Choose 7 methods you will use to get in front of your target market (i.e. networking at chamber, direct mail postcards, talk radio, exhibiting at a trade show, etc). These 7 should only be focused on your prime target market and no one else. And I mean no one else! This is your prime target market for a reason. If it's not prime, redefine it.

4. Simplify your marketing message. Execute your marketing with consistency. And most important of all, you continously need marketing activity happening. Out of sight is out of mind.

5. Pick up and read Guerrilla Marketing by Jay Conrad Levinson. Great primer for marketing.

Does this all make sense? If you need further help, give me a shout. My contact info is on my website. It also has a lot of marketing articles under the resources section. Take care.

Thanx to all!!

There are very good ideas listed.

I am taking my family on a well deserved vacation now.
And when I return, I will be anxious to follow these suggestions!!

I recently found this forum -- and it is great!!