Archives For Video

The Power of Video Marketing

How many executives will watch this video vs. your standard corporate presentation?

This is the infomercial…while it’s not direct marketing, it does advertise Deloitte in a powerful way. Prakash is the expert here, talking about relevant things to executive management, that directly relate to the services his organization provides. And they have a link to it in the Wall Street Journal!

This is a sales person marketing. Anyone can do this. Whether you work for the SMB reseller or the nationwide firm. Chances are your marketing department is not doing this – but any sales person can create a YouTube interview on the fly. I’ve done many interviews like this with my clients as a way of reaching out to prospects. They’re easy to create and more interesting than your company Power Point.  Why aren’t we doing more of this.

Sales people need to learn how to prospect…I have a great new training program coming up on this subject on August 12th. It’s free – but you need to register to get a seat.  I’ll be discussing some great new strategies like this one – strategies that will help you attract new prospects and convert them to customers quickly. This is especially easy in the security and managed services space.

Get a Seat at my New Online Training Program – August 12th at 4:00 PM << Register!

A Few Things to Notice About This Video…

1. Prakash is a security guy – I don’t care what technology you sell. Security has the power to enhance your value proposition, attract executives, and put you in front of other opportunities because it’s urgent.

2. Notice Prakash’s use of sound bites! I talk a lot about sound bites and how to use them in The House & the Cloud – And in the 2nd edition, due out shortly, you’ll find an entire chapter dedicated to this topic. There’s more to it than you might think – but there’s power in using sound bites correctly. Just listen to the number one radio talk show in the world. Whether you like Rush Limbaugh or not, he’s got a following you can’t touch and he knows how to use sound bites.

3. Did you hear the word DETECTION? In The House & the Cloud I argue that detection is the missing element in most organizations. It’s not just detection – but a detection that provides intelligence. Several of my clients are in the business of selling security intelligence to the enterprise.  But every company needs it…I believe this will be central to the future successful technology provider – especially in the managed services business.

4. Finally, who is the host? Prakash opens, thanking her for inviting him to be on the show.  But who is she? The point is, it doesn’t matter. It could be FOX or CNN but it’s not. You don’t need CNN to do this. You can do it right in your office or over Google+ Hangouts as I have done in several recent interviews.

Don’t forget, we’ll be talking sales strategy in my all new upcoming online training on August 12th. Make sure you have a seat!

Reserve your seat here and find out how to multiply the success of your prospecting efforts << Sign Up Here


© 2014, David Stelzl



Taking yesterday’s movie star concepts a step further, let me share another analogy that is near and dear to my own profession.  As an active member of the National Speakers Association, I meet quarterly with some very successful speakers; people I consider to be at the top of the speaker industry.  Our topics vary as much as our style.  Some are humorists without any concrete message, another is a professional storyteller delivering tales of the south, many speak to sales audiences as I do, and others have a religious, motivational, or health angle.  But the one thing we all have in common is that we make our living speaking to audiences, sharing our experiences, and hoping to motivate people to change or providing encouragement in an area our audiences need expertise of help.

So what makes a speaker great?  I’m sure you’ve been to seminars, national sales meetings, or trade shows and have heard great speakers.  You’ve also probably heard people who don’t have the gift of speaking.  What’s the difference?  Well, I have come to believe that it’s not just in the DNA.  There’s a success formula.

When I first began my speaking career I needed a demo tape.  I was talking with some of the veterans of our NSA chapter and the president asked, “How many times have you given your primary keynote?”  I had given it ten times at most, although I had spoken to various audiences over my career.  He then encouraged me to wait.  “Wait until you have given this talk at least one hundred times.”  A hundred times; I couldn’t image waiting that long.  I needed it now.  But he assured me I would be sorry.

Months later, a former World Champion Toastmaster humorist came to address our group.  He talked about how he had entered the speaking industry and then he played video clips of himself from his early days of speaking.  His first clip was from a comedy club about twenty years ago.  It was awful. In fact, it was so bad, I was embarrassed for him as I watched it, and felt very uncomfortable sitting there with him in the room.  I don’t think I have ever seen such a bad comedian.  Nothing was funny, and it turns out, his friends had put him up to this.  But that day, he determined to master the art of speaking!  Our guest continued through the morning, playing samples from fifteen years ago, ten years, five, two, and now.  It was amazing to see the transformation and to hear how, through coaching, practice, and self-recording, he had studied to improve his program.  He had become an expert, and he had achieved the number on position.

Well, despite the advice I received from our chapter president, I went ahead and had my demo tape made.  I was happy with it at the time, but a few years and several hundred speeches later, I was embarrassed to watch my own tape.  I now see what our chapter president meant.  It takes practice, and with practice and the right input, the talk becomes great. It’s not just DNA – it’s work.

Like the movie star, the speakers you really like, have practiced.  They’ve given the talk you just heard, hundreds of times.  The speakers you don’t like are probably not professional speakers, they probably did not have any coaching, and they probably speak infrequently.  Most of all, they have probably never had to sit through their own presentation.  Their lack of practice shows.

So you are in sales.  You give the same information over and over, but are you giving the same talk, and have you critiqued it, been coached on it, and put time into making the material great before going live?  Or do you just wing it when you get on stage.  Who do you want to be?  The movie star?  The great speaker?  Of the guy that encourages you to spend the meeting reading your email?

© 2011, David Stelzl

Becoming an Expert

November 5, 2009 — Leave a comment

Here’s a learning tip.   Reading lots of books is okay, although I find few are really reading much of substance anymore (we’re over taken by video which has made us lazy).  Studying a few great books is better.  A friend recently gave me a great tip on reading to remember. Find a blank page in the front the book and as you read, when you come across a process or description that you really like, make your own index on that blank page.  When you’re done with the book, you’ll have a quick reference guide in the front of your favorite books, allowing you to turn right to the information you need.  I’ve been doing this for the past few months, and it really works.  Try it!

Building your brand is a full-time job, and necessary if you’re to be seen and treated like the trusted advisor.  Everything you do online, in person, or in writing contributes to the image you project.  The above video is a perfect example of taking branding to the next level.  Getting client testimonials online can be a powerful way to reach out to new businesses.  Do this:

  • When major problems are solved and your client knows it, record it.  Written or video, both contribute to your brand.
  • Marketing events should always be recorded!  It costs about $300 to hire  a professional videographer.  Record attendee reactions, the speaker, and highlight the message just as Sklar has done in the attached YouTube video.  Don’t forget the client testimonials after the event.
  • Use local media and press releases whenever you hire someone, promote people within, or set up an event.  Create market buzz by being in the news, even if you have to send out the press release yourself.
  • Target your message to buyers.  Highly technical material may appeal to IT; budgets come from the top.

Sales people – don’t wait for your marketing department to get on board.  With today’s technology, there is no excuse for not building a personal brand with your clients, your events, and your success story.