Producing Videos That Sell – Tip #04: Address the ‘Alternative Solution’

Las Vegas Video Production

After speaking about the problem a prospect faces, you must also address what a prospect has done in the past to fix it. We call this the “alternative solution”. In the three-step story-building process with which we guide all CO-OP Members, this second step is meant to subtly poison the competition. Skipping this step implies you have no competition, which is unlikely.

Interestingly, the number one alternative solution that every business faces is the status quo. . .that is, the decision to make no decision. However, as any Rush fan knows, those who choose not to decide still have made a choice. And a choice to do nothing is a sales lost.

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Video Tip #02: TelePrompters, Part 02

Another TelePrompter tip; Remember to blink. Most first-time TelePrompter users are so focused on reading the script that they forget to blink, making for an unnatural video.

Of course, practice makes perfect. Fortunately, good TelePrompter software allows you to adjust the speed of the scrolling text in real-time. This will allow you to relax and deliver your message in your own natural cadence.

It’s also helpful to look away from the camera occasionally. If you were having a conversation with somebody, and that person continuously stared directly at you, without blinking, without ever looking away, it would feel a bit creepy. . .and, again, unnatural. Every once in a while, a casual glance away from the camera is a humanizing technique, making you come across as calm and in control without much effort.

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Video Tip #01: TelePrompters, Part 01

TeleprompterIf you’re going to use a TelePrompter, be sure it’s a “thru-the-camera” model. This allows you to read the script while looking directly into the camera. Reading a TelePrompter (or note cards) placed off to the side or above the camera quickly indicates you’re reading something and damages your credibility by making you look unprepared and a bit, well, shifty.

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Is 1.5 Hours Enough Time?


I’ve had a few folks ask about whether the monthly membership time allotted for a VEGAS VIDEO CO-OP Member (1.5 hours) is enough time.

Here’s an example of what can be accomplished:

Just wrapped a CO-OP session. We shot videos for a company’s newly-launched website. During their time in the studio we. . .

  • reviewed their scripts,
  • made several script edits,
  • rehearsed a bit,
  • then shot and delivered NINE (9) videos.

All in less than 1.5 hours.

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