MC> Thanks for all the info!  Do you also do industrial videos?  I would
MC> be interested in knowing typical stories of how these go for you.  I
MC> have
MC> recently completed a 3D flying logo animation demo which I have sent to
MC> a
MC> dozen or so places, and as far as video only have done local commercial
MC> shots on SVHS and edited through my toaster.  What approach would a
MC> newcomer take to getting some Industrial paying jobs?  Who do you
MC> contact
MC> and how do you do it?
Unfortunaltly, I have been trapped in the event end of the business for the
past ten years.  Video jobs are REAL hard to come by in my neck of the woods
and I took what I could get.  But in terms of knowing how to get the jobs,
this I can help you with.  Getting jobs in this business is not much
different than any other business.  If you know what you are capable of and
can cut a decent demo, then all that is left is to let the target audience
know about it.  And the method with which you go about this is directly
proportional to your wallet.  It is all a numbers game with regards to
getting new accounts.  A set percentage of all who you advertise will reply
to you with inquiries about your service.  Then a percentage of those will
wish to meet with you to hear what you have to offer them and for how much.
Then a percentage of those will actually hire you.  Therefore, you have to
find the correct formuala for reaching the most "TARGETED" prospects with
the budget you are prepared to set up.  For example, I am on a VERY tight
budget with trying to get customers for my animation business.  I also own a
fax capable modem and have access to editing studios, since this is what I
do for a day gig.  So, I hit the local library and compiled a list of video
studios and production companies.  I spent Two days telemarketing and
retrieving fax numbers and the permission to use them (I hear this is a wise
move).  I compiled a phone book in my GPFax software with the data I
obtained and prepared a "flyer" for my service.  After midnight (when the
rates are cheapest), I put GPFax to work: a little more than one hour later,
I was done.  Now, a service like animation or industrial video is not one
that can be purchased on a whim.  When your service runs into thousands of
dollars, you can expect that most customers will take their time, planning
very carefully just how to spend their money.  A small percentage of your
efforts will pay off sooner: those who were considering what you have to
offer, when you made yourself known.  But most companies will put you info
in their files and could call you some months later with their inquiry.
If your budget allows for a more elaborate and professional approach, you
can purchase a mailing list, print up some multi colored flyers and do a
mailing or two.  Having your demo tape decorated in professionally printed
labels and/or box could do something for your "first impression" too.
Consider the quality of, not only your demo's production values, but
the quality of the video tape you are putting your dups to.  I personally
hate when I get a video demo from another "video professional" and it's full
of drop out and looks like fifth generation.
When ever you send out a requested demo reel, be sure to call the recipient
about a week later to follow up on it.  Avoid "hard sells", but be sure to
leave the impression that you are interested in working with them, and are
willing to work with them closly in any projects they may be considering.
Depending on their interest level, it may be a good idea to plan several
follow up calls.  Repetition is a good thing here, but avoid turning into a
PIA. ;-)
Getting an industrial demo is a sort of catch 22.  You must have the job to
shoot, and you need the demo to get the job.  So, you may have to offer your
services to a company or two at cost, or even at a loss in order to get over
that hump.  Get a friend of a friend of a friend involved if you have to.
Someone who either owns his own company or has influence in one, and arrange
a mutually benifical arrangment.  Once you have a project or two to use in a
demo, you can start your advertising campaign.  Just be sure to allow for
duplication of your demo and postage in your overall budget.
I hope this is of some help.  And good luck.
Keep in touch.
Robert Cohen, Ocean Township NJ
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