If I were coaching a team of newish AV sales reps, I'd likely tell them that the subtlest reference to the current economy during the course of their smoothest sales pitch could easily derail any hope of a close.

However, I received a sales piece via email today that not only shatters that rule but rewrites the playbook and is strangely prophetic to boot.

In the piece, Projector People introduces the concept of Backyard Theater for the warm summer months. Yes, having your friends and neighbors gathered at your house for a giant image between the trees and under the stars is spectacular and would create untold memories for years to come.

BUT for Projector People to present a way to actually save the customer money, promote healthier snacking, and ultimately ensure the family's social cohesion through a product they sell makes me look at a backyard projector as the antidote to the bad economy. This is truly inspirational.

In their mailer, they estimate the cost for seeing ten Summer movies at the local multiplex, (two adults, two kids, plus refreshments), at $520. And as a kicker, the resale/investment value = nada.

They figure the budget for a Backyard Theater - assuming that you purchase a low cost projector - is in the $500 to $600 range, including bug spray.

The best part is that your investment pays dividends. Once the summer is over your big screen adventure just continues indoors.

This is one of those making lemonade out of lemons examples that always warms my cold sales heart.

There are companies who believe girding their loins during economic hard times means slashing the very marketing budgets that pay such talented marketing warriors. Hats off to long term visionaries and fresh ideas.

E

May 20, 2008
HDTV Solutions

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