Wedding Video For Profit: A Business & Marketing Guide TABLE OF CONTENTS
From the Book Wedding Video For Profit: A Business and Marketing Guide
INTRODUCTION……………………………………………………………………………… 4
CHAPTER 1 IF YOU’RE JUST STARTING OUT………………………………………… 7
The Pros and Cons of Wedding Video Production
Some Personal Skills Which Will Help You Succeed
Wedding Videography As a Business
How Far Can You Go In This Business?
You Don’t Have to Shoot And Edit
Wedding Add-Ons
The Love Story
Keepsake Photo Montage
Wedding Highlights Video
The Internet is a Goldmine for Wedding Videographers
Developing Your Production Skills
Subcontracting Wedding Videography
CHAPTER 2 WHAT YOUR COMPETITORS DON’T KNOW ABOUT MARKETING… 11
Choosing a Business Name
Developing a Unique Selling Proposition
How a Unique Selling Proposition Can Multiply Your Profits
A Crash Course In Understanding Your Clients – the Brides
WEVA Interview Eight Brides Reveal How They Chose Their Videographer
40 Steps To Planning a Wedding
CHAPTER 3 PRICING YOUR SERVICES………………………………………………….. 26
How To Determine Your Actual Cost Of Doing Business
Determining Your Hourly Income
Setting Your Prices In Relation To Your Competition
Two Approaches To Making Money In Wedding Video Production
The Advantages Of Focusing On Prospects Who Can Afford To Pay More
How To Attract Clients Who Can Afford To Pay More
Positioning Your Services With Your Prices
Seven Strategies To Maximize Your Profits
CHAPTER 4 YOUR WEBSITE AND OTHER LOW COST
MARKETING STRATEGIES …………………….……………………………………. 37
Register Your Domain Name Early
Hosting
Design
WordPress Designs
Sample Clips
Collect Contact Information
Local Search Engine Optimization
Track Your Website Traffic
Google Search
Google AdWords
Business Stationery
Brochures
CHAPTER 5 BUILD A SOLID FOUNDATION FOR YOUR BUSINESS………………. 49
Telephone
A Home Office
Insurance
Office Supplies
Record Keeping
Your Video Business & Income Taxes
Independent Contractor
Saving For Success
CHAPTER 6 HOW TO GET CLIENTS,
PART 1: DEVELOPING A REFERRAL-BASED BUSINESS…………….. 56
Why Referrals Are The Key to Profitability
How to Get Referrals from Wedding Professionals
Demonstrating Your Competence And Professionalism
Thank You Notes
Show Professional Courtesies
Make A “Video Gift”
Christmas Cards And Gifts
Give The Referral Source A Percentage
Six Ways To Get Referrals From Satisfied Clients
CHAPTER 7 HOW TO GET CLIENTS,
PART 2: IF YOU’RE JUST STARTING OUT……………………………. 63
CHAPTER 8 HOW TO GET CLIENTS,
PART 3: PRINT ADVERTISING , DIRECT MAIL, EMAIL ………… 65
Using The Yellow Pages
The Pros And Cons Of Yellow Pages Advertising
Print Advertising
Direct Mail
How To Use Direct Mail Effectively
Email Campaigns
CHAPTER 9 HOW TO BEAT THE DEMO REEL CATCH 22
AND PRODUCE A MONEY MAKING DEMO REEL………………….. 72
Demo Reels Evolve
Packaging
CHAPTER 10 EDUCATING YOUR PROSPECTS……………………………………….. 75
Why Uncle Fred is Your Best Friend
Customer education tools
CHAPTER 11 SALES SUCCESS ON THE TELEPHONE……………………………….. 77
The Phone Script
Improving Your Sales Techniques
Learn to Listen
Be Positive and Self Confident
Overcoming Objections and Closing the Sale
Dialing For Dollars – A More Aggressive Approach
CHAPTER 12 MEETING YOUR PROSPECTIVE CLIENTS……………………………… 83
Four Keys to a Successful Client Meeting
The Setting
Establishing Rapport
Discussing Camera Placement
Using Your Demo
Other Ways To Demonstrate Your Professionalism
Closing
CHAPTER 13 CUSTOMER SERVICE……………………………………………………… 88
Eleven Ways to Deliver Exceptional Customer Service
CHAPTER 14 GETTING AND USING TESTIMONIALS………………………………… 91
CHAPTER 15 BRIDAL SHOW STRATEGIES……………………………………………. 93
Booth Decor
The Main Attraction At Your Booth Is Not Your Demo Reel
How To Create An Effective Bridal Show Demo DVD
Approaching Your Prospects
Here Are Some Approaches I’ve Found To Be Successful:
Attire
Following Up
Networking At Bridal Shows
Another Take on Bridal Shows
CHAPTER 16 EQUIPMENT DECISIONS………………………………………………… 100
Five Questions to Ask Before Buying Equipment
Formats
No Matter What Your Budget There’s an Equipment Strategy for You
CHAPTER 17 ATTENDING THE REHEARSAL………………………………………… 105
CHAPTER 18 AVOIDING PROBLEMS AND DEALING WITH DISASTERS………. 106
CHAPTER 19 BEYOND WEDDINGS…………………………………………………… 112
CHAPTER 20 WHAT’S ON THE COMPANION DISK………………………………… 115
APPENDIX……………………………….…………………………………………………. 116
Appendix 1 Price List: Wedding Packages 117
Appendix 2 Low Budget Prices List 119
Appendix 3 Client Feedback Form 120
Appendix 4 Direct Mail Letter 121
Appendix 5 Prospect/Client Education Sheet 123
Appendix 6 Response Letter to Phone Inquiry 125
Appendix 7 Rehearsal Checklist 126
Appendix 8 Wedding Checklist 128
Appendix 9 Thank You Letter To Couple Who Has Booked Wedding 130
Appendix 10 Follow-Up Letter To Bridal Show Prospect 131
Appendix 11 Tape Log & Cue Sheet 133
Appendix 12 All Purpose Receipt 134
Appendix 13 Equipment Maintenance/Repair Log 135
Appendix 14 Time Tracking Log 136
Resources 137
From the Book Wedding Video For Profit: A Business and Marketing Guide
