Your ability to sell video production services determines how well your business does. So it’s definitely worth your time to master some techniques.
When you are talking to potential video clients, you want to close the deal as soon as possible. But you have to eliminate the “tire kickers” who may honestly want a video for their business or agency, but who will never pay a fair price for it. They can waste too much of your time. So ask an acid test question such as – Do you have the budget to produce a video this quarter? If not, move on to prospects who are ready and able to buy from you.
Or you may have a prospect who wants to buy and is willing to pay, but is too distracted by other business issues. You must light a fire under them. Here are some tips to help you sell video services much faster:
This works best when you have submitted a written proposal like the one in Professional Video Producer. That proposal should say something to the effect that this proposal is valid for 30 days. Prices will change after that. This will help you sell video production services more quickly.
2. Free Gift
The kind of gift you offer should depend on the budget of the video in question. For a $5000 video, you could consider giving an inexpensive 22 inch television. Other perks to consider: Free SEO work on the video; A Sony Blu-Ray player like this one.
You might offer to film an interview of an older family member. This freebie could lead to a paying Video Biography. Another gift you might offer is a Roku Streaming Media Player (subscription not included). Keep it video oriented. Use your imagination. Build the cost of the “freebie” into your bid.
Who in their right mind would offer a money-back guarantee on a video production? Someone who wanted to make more sales that’s who. Yes, this may seem like a risky move, but when you think about it, a highly visible guarantee without a lot of weasel words can go a long way to putting clients at ease and this can dramatically increase sales.
If your production follows the guidelines in our course, Professional Video Producer, you and your client become partners in the production when the two of you began scripting and pre-production planning. If your client was unhappy with the video, you would know it long before the final payment was made. And you’d do everything in your power to fix the problem and insure that the client was happy.
If you’re not satisfied, we’re not satisfied!
4. Offer an Upgrade
One simple line can boost your sales. “If you order within 10 days, We’ll upgrade you to our deluxe version.” Everyone loves getting something for nothing.
Order within 10 days and get a free:
5. A Free Trial
You might offer to film a free video testimonial the prospect could put on their website. The client would provide the person and the location. A testimonial is a simple thing to shoot. This small amount of work with and for your client often leads to more work. While you’re working with the client, you are naturally discussing all the ways video could help the client’s business. It may be several more testimonials. And when you’re done, you will have another clip to add to your reel. Of course you’ll want to discuss this with the client beforehand and don’t forget to get a release.
For more information on developing a steady stream of qualified prospects for your video business see Professional Video Producer.