5 Video Wall Questions to Ask in Your Next Sales Pitch
The global video wall market is experiencing strong growth, as screen prices fall and more end users begin to see the incredible possibilities of these dynamic displays. With nearly 450,000 units sold worldwide in 2013, according to research by Misco UK, video walls are becoming a substantial piece of the digital signage industry – and an untapped resource for many value-added resellers (VARs).
Although in many ways video wall projects are similar to other digital signage jobs, they also have their own set of unique challenges and opportunities. Are you asking the right questions during your sales pitches? If not, you could be missing out on more video wall business.
In your next sales meeting, be sure to keep the following five video wall questions in mind:
1. What is your ultimate goal?
Considering your customer’s product, audience and store location, it’s important to find out whether a video wall will actually suit their expectations and needs. Are they gravitating toward a video wall for the right reasons?
If a video wall truly is the way to go, what features and capabilities does the project require? How much flexibility and creativity will your customer need? By understanding each customer’s ultimate goal, you can more accurately design a system that will meet their needs.
2. What is your budget?
Of course, you want to ensure that each customer can afford high-quality displays that are going to make their video wall look professional. But a professional-grade video wall processor is almost equally important.
A good video wall processor will allow the customer to use inputs in any format and to preview the content before officially displaying it on the video wall. This helps avoid any potential mistakes or distorted images and video.
If you’re working with a customer who has a bit of a limited budget, that doesn’t necessarily mean a video wall is out of reach. The price of LCD displays is falling all the time, which is letting new customers enter the video world market who wouldn’t have been able to just a few years ago. For customers with tight budgets, consider starting small, then growing the wall over time as their budget allows.
3. What type of content will you be running?
Content for video walls must be carefully planned and executed. Remember: Any mistake is super-sized on a video wall, which could easily reflect poorly on your customer. Be sure that each customer has planned for the highest-quality content that is right-sized for a video wall. Otherwise, they might want to reconsider going “big.”
4. Who will be in charge of content creation and upkeep?
Ensure that whoever is in charge of content management – even if it is you – knows what they’re doing. You wouldn’t want a large-scale video wall project with shoddy content to make your customer – and your own business – look bad.
5. What do you expect the video wall to look like in two to five years?
Video walls are a fast-evolving technology, and you want your customer’s digital signage to continue looking fresh and innovative for years to come. Find out whether your customer is willing (and able) to continue investing in their video wall in the coming years. Will additional screens be needed? Will the content and/or configuration change? As your customer these questions now, and you’re more likely to gain their business for years to come.
What other video wall questions would you add to this list? What else do you find to be different about your video wall sales pitches when compared to other digital signage technology?