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 STRATEGIES37

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


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