I used to own a video production company 20 years ago. We grew quite a bit and got very large customers. However I always struggled in the sales process because it was very hard to quantify the positive effect of videos for marketing, etc. Now you have all sorts of measurable channels where video can be quantified. In our case we had clients that decided vídeo was good for their marketing often from a branding perspective. We got good results in trade fairs and I think also seo because we had a site quite early on and got a number of incoming calls. Not sure.
Nowadays your best bet would be to find customers already using video for marketing but in a way you can improve with your services. You need to decide which companies (sector, size, location) and also some other more subjective parameters: are they doing video advertisement? Are they doing video for social? Are they doing video content strategy? And then just reach out to those you believe you can provide an improvement.
Prospecting is key. Filtering the number of potential customers to those more likely to buy from you and focus on those. Also as everyone said here, you need to approach them and LISTEN to them and their challenges and see if there is something you can help with. Not just go there and banging your own drum and drill their brains with your sales. Listen carefully and they will tell you exactly what they need. Repeat what they say and then tell them that you believe you can help them because a, b and c.
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