Dr. Darrell BrugaOur new video is a tremendous sales tool, and allows us to spend more time on what we do best: assisting our patient.
Co-Founder
SpineOne
Situation
SpineOne gets a lot of clients through referrals from other doctors and clinics. Sales calls usually required that one of the partners be present, for credibility. This was becoming a problem, limiting sales as well as throughput. A short DVD and web video would allow the entire team to explain the nature and effectiveness of their program without having to be physically present. Physicians and medical group administrators needed to be the prime audience as well as potential patients.
The Video Tells the Story
The primary goal was that viewers understand SpineOne's multidisciplinary, evidence-based approach, and develop confidence in its effectiveness. As content expert, SpineOne’s co-founder, Dr. Darrell Bruga wrote an initial draft of the script with Creation Ground Media’s scriptwriters transforming it into a professional video script.
The script featured on-screen presence and voiceovers by each of the founding partners, and video of staged activities at the clinic, as well as actual customer on-screen testimonials. Having an approved script in advance allowed us to perform the production and post production very efficiently.
The schedule was arranged so that all of the shooting could be accomplished during a single (long!) day when the clinic is normally closed. We photography, actors/models, grip & lighting, makeup, production coordinator, production assistant) to accommodate the number of activities and people we had to deal with at any given time.
Result
The SpineOne sales and marketing team have now been coached to use the DVD most effectively during sales calls. This involves stopping the presentation from time to time and having discussions about the content, and making the event much more than an automated sales pitch. The video is also available for viewing on their website.