Hi everyone. I’m looking to gain some insight from business owners such as yourself to see what would be the best approach to earn a company’s business.
I own a video production company and I’m now at the point where I’m going to start really leaning into new leads. The question is, if I knew I could add value to your business, what would be the most effective method to gain your attention and ultimately, your business?
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I get a lot of cold calls/emails about marketing services. I’m a consulting forester so of course I’d like to reach more clients. None of the firms that have contacted me seem to have any idea about what my business does or how to actually market it to the clients I need. I understand this is somewhat difficult because we need to reach local forest land owners. I have no online sales and getting 10k views on a tiktok doesn’t help me.
If an advertising or media company could articulate how their product could actually help me I’d be inclined to hear them out. So far its just been that I need videos because I don’t have videos.
Don’t talk too much technical about your content feature etc. Show the value, show the profit, and give them solid reasons. So solve their problems or help to achieve their goals.
Network with the people who need or can benefit from the video content that you provide. Connect new people every day, engage them by providing insightful content, and answer their questions, Lots of content actually. Choose only one platform and crush it.
Under promise, OVER DELIVER and charge what seems very fair price without compromising your quality and profit margins to survive and thrive.
Love to buy. Hate to be sold.
Can you elaborate what it is you do and offer. The more info you give, the better the feedback.
Make my life easier.
Be easy to find, don’t pressure me into purchasing, give me different service/pricing options to consider, and when I’m ready to purchase, make the process super easy.
Video guy pitched me over a very nice lunch in Sarajevo. Small market though likely not comparable. He had one good idea, we gave him another. We also had a mandate to hire local talent. I listen to sales pitches though, you never know what you might learn.
Be better in EVERY way:
Cheaper
Higher quality
Faster
Easier to work with
Don’t make anything difficult. I want a refund? Give me a refund. I want you to change something? Change it. Don’t negotiate when someone complains. Do exactly as they say and then some. Go above and beyond in every aspect of business.
Send me an email that has actual pricing in it, clear terms, complete decriptions of what you offer, maybe some testimonials or a sample or two.
I do not want to sit through a 30 minute demo or phone call then find out pricing later on.
I give my clients pricing up front, if someone can not afford it, I do not want to waste mine or their time.
A counter point to this is that some people will make a snap judgement based on price instead of on the value provided by the service. If I see something that’s $500/month I may immediately say “that’s too much” but after listening to the value proposition maybe I realize that what’s being offered is worth much more and the actual price is a discount from where it should be. In that instance maybe that $500 starts to look like a better deal than I thought in my previous state.
I have this challenge often. I sell digital services that have direct attributable ROI, but reliable tech services can be pricey in the US. Even if I guarantee ROI and have very accommodating termination language in an agreement, lots of business owners won’t give themselves the chance to do the math on the opportunity if pricing feels too high for them upfront. I see many others egregiously under bid a job only to hike pricing or reveal that half the job wasn’t included in their price once a customer is locked in. Ethically I can’t get onboard with that approach, but I lose work to competitors that way too often.
Sounds like you are a media content company?
Sell packages, sell b2b with some lead gen to get you on the line with good prospects, and create some thought leadership content and show before after success.
Maybe a simple teaser package to get started so more inquire and take a meet.
Everyone seems to want some well produced content for IG, FB, Tiktok, so if that’s what you’re offering then some samples will help pique interest I’d think. I remember a company a long time ago pitched me and had an example short video ad (before these other formats) and there was low production quality, I responded what about the visible camera shake? No response.
Ask me questions about my business and what I’m trying to accomplish and acknowledge me and my vision before jumping into what you sell and why I should use it.
THIS. Clients have an understanding of what they think they need. A good salesperson knows how to communicate and visualize the client’s vision into reality by using their service to get there.
It is typical, though, that clients usually talk to other agencies or creatives to compare pricing and notes before they make the final decision. Some even do biddings or free pitch. I guess my question would be, how do you win a client over other than offering a good price and great service?
An example if I was myself but didn’t know what I know or have the team that I have:
If I’m thinking of photo / video content, I’m thinking of marketing (I currently know how to market and have a team.) I know the value of great content - I know a videographer or photographer can provide it, but there’s a certain angle that a content person would know to make it useful for business branding and marketing.
So you’d best out a regular photographer or videographer for me.
Now how do I use it? Where do I use it? How to I showcase it? In what order? What roll out strategy per piece, or collection?
I’d learn more over my buy now button with you if either you had some expertise in that and the direction came Included (I would pay more obviously.) or if you had a marketing partner that could speak into those things and cite the type of content you provided in their implementations.
Of course examples of all your work and marketing partners work.
I have a 20k contract to a small company a couple years ago who was able to do just that, minus videography.
This is incredibly valuable, thank you!