IVA midwest expo 2010

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IVA midwest expo 2010

i      n 2006 I attended my first videography event in Chicago,
       hosted by the Illinois Videographers Association (IVA),
       and I was fortunate enough to hear Mark and Trisha
Von Lanken and Hal Slifer. That event not only changed a
great deal about my business, it also caused me to completely
rethink my attitude toward educational opportunities.                       The Illinois Videographers Association’s fourth annual
   When I heard that last year’s IVA Midwest Expo featured                  Midwest Expo
a list of speakers that included Stillmotion’s Patrick Moreau
and Pacific Pictures’ Kevin Shahinian, I knew I had to be
there. I paid the fees to get my wife and me into the event        that each person uses when answering inquiries. It tells them
and eagerly awaited the big day. Then there was this little        how to respond based on the customer’s answers and responses.
incident the day before the show where I was careless and             There was one particular part of his company’s sales
landed in the emergency room with a missing fingertip.             strategy that struck me as interesting yet unusual: At multiple
   When the IVA announced the speaker lineup for Midwest           key moments in the phone conversation, Matt or a member of
Expo 2010 and I saw that Matt Davis, Ray Roman, Adam               his team will actually give the customer chances to back out of
Forgione, and Keith Anderson were headlining, I knew this          hiring the company. It’s Matt’s way of getting the customer to
was an event I had to attend. In the week leading up to it, I      believe in his company. It’s interesting how he can seal the deal
was extra careful to avoid any mishap that could possibly          by giving them a chance to back out and hire someone else.
sideline me for this one.                                             Next up was Adam Forgione from Pennylane Productions
   The speaker I most wanted to hear was Matt Davis of             of New York. He flat-out rocked the house. Our industry has
North Carolina’s Life Stage Films, whose much-discussed            a few people out there who are such experts at a given
presentation I’d missed at WEVA Expo last year. Matt was           portion of the process that they are treasures for us all.
scheduled to lead off the event at 8:30 a.m., and the trek from    Adam is one of those people. Adam started his presentation
Stoughton, Wis., to the Midwest Expo venue in Countryside,         with a 5–7-minute video introducing himself. I knew he was
Ill., was hardly the easy drive through the countryside that       good with audio, but I was unaware of the amazing audio
you might imagine. Fortunately for us, Matt had barely gotten      projects he’s done (you may have seen them on TV or in
underway with his presentation when we arrived.                    concerts). His expertise in audio is second to none. He
   Matt gave us all kinds of tips on engaging prospective          opened my eyes with his techniques for audio compressors
customers when they call for information. He stressed              and equalizers; even how to take a DJ feed with no ambient
multiple times how we need to stop talking and get our             audio and make it sound like a live ambient recording mix.
clients talking because it will help get them caught up in            For less technical attendees, it may have been a little more
the emotion of dreaming about their day. Of course, the            difficult to grasp some of the techniques Adam discussed. But if
customer on the other end of the phone is probably trying          you’re an editor—even if you don’t co
				
DOCUMENT INFO
Description: When the Illinois Videographers Association announced the speaker lineup for Midwest Expo 2010 and the author saw that Matt Davis, Ray Roman, Adam Forgione, and Keith Anderson were headlining, he knew this was an event he had to attend. The speaker he most wanted to hear was Matt Davis of North Carolina's Life Stage Films whose much-discussed presentation he'd missed at WEVA Expo last year. Matt gave them all kinds of tips on engaging prospective customers when they call for information. He stressed multiple times how they need to stop talking and get their clients talking because it will help get them caught up in the emotion of dreaming about their day. Next up was Keith Anderson from Wedding Day Cinema in Chicago. He started by stressing how important it is to create a good demo. He also stressed to establish your price and believe in price.
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