Video Production Business Tips – What to Ask In Every Sales Meeting

In order to get the most out of every sales meeting with a video production prospect, you need to ask the right questions so you’ll have the information you need to write a rock-solid proposal.

Here are the questions I make sure to get answers to before leaving any sales meeting.

1. What type of project can we help you with?

First and foremost, you need to know the kind of project it will be. (safety training, recruiting, marketing, sales, internal communications, etc.)

2. What’s the purpose for the project?

This is the reason they want to produce the video. (launch a new product, train new employees, introduce a new executive to the management team, etc.)

3. How do you intend to use it?

Where will the video play? (online, at a conference, in a meeting or trade show)

4. Who is your target audience?

In my opinion, this may just be the most important question of all. Their answer here will tell you how you need to produce the video so you can appeal to the most people possible. (executives, teenagers, middle-class soccer moms, etc.

5. What’s your vision for how we’ll produce the video? (Interviews, narration, b-roll, photography, etc.)

It’s always great to get the prospect thinking creatively in the initial sales meeting. Even if they say they have no idea what will go into the video, push them a little to start brainstorming creative thoughts with you. Show them a lot of excitement when you are working through ideas with them and they will start to realize that you are definitely the right person/company for the job.

6. Are there any examples of videos you’d like us to use as inspiration?

Everyone may say that they want to be completely different. The reality is that they’ve seen another video somewhere that inspired this project so you need to figure out what that video was and what they really liked about it. Then, ask them if there are components of that video they want to incorporate into theirs. (aerial shots of their plant, interview with the CEO, customer testimonials, Glidecam footage of their sports complex, etc.)

7. When does the video need to be completed and ready for distribution?

This is the deadline for the project. You need to know how soon the client needs the video to be completed so you can plan your production process accordingly. There is often at least 24 hours between when the video must be completed and when they will show it to their audience. In some cases, depending on logistics, it’s important to have the video signed off on as much as one week before they show it to their audience. Make sure you get all that information beforehand so you aren’t caught by surprise.

8. How will you define success with this video? What does it need to accomplish for you?

Once you know what the prospect views as a successful project, you’ll have the information needed to develop a kick butt video project for them. Success to them might mean just having a video that makes their trade show booth pop in an upcoming convention. Success to others might mean a marketing video on their website home page that creates a 10% conversion rate as it relates to visitors signing up for their free offer and joining their mailing list. If you help them accomplish their goals for the project, you’ll win a customer for life!

9. Do you have a budget set for this project that we need to stay under?

If you ever leave a sales meeting without asking this very important question, shame on you! Many headaches can be avoided if you know what the prospect has set aside for this project. Not every person you want to work with will tell you what their budget is but most will if you ask the above questions first to build credibility with them. It doesn’t make any sense to submit a proposal for $10,000 if the most the client can spend is $5,000. Get this information in as many sales meetings as possible and your success rate will multiply big time!

If it’s a marketing/sales video…

10. What’s a new customer worth to your business?

This and the next question relate to showing a prospect how to calculate the ROI for your video production services. By asking what a new customer is worth to their business, you are helping them visualize winning new customers with this project. In most business to business marketing efforts, a new customer is worth far more than the cost of producing the video.

11. How many new customers will it take to pay for this video?

Conventional wisdom is that you need to convince people of how much money they’ll make by producing a video. My problem is that I always felt like it was unethical to make a promise that I had no idea would be kept. What I discovered many years ago is that if you can just show clients how fast they’ll make their money back, that gave them enough confidence to move forward with the project, not matter how much it cost. When you know how much a new customer is worth to your prospect, you can quickly calculate how many new customers it will take to “break-even” on the video project. Then, once the video investment has been recouped, the ROI after that is infinite.

How To Build A Home-Based Business – 3 Ways To Build A Home-Based Digital Product Business

Are you looking for a great way to start a home-based business but aren’t sure exactly what you can do? If this is the case, allow me to introduce you to an idea that is hot now and shows nothing but increasing popularity for the next few decades: Digital Information Products.

Digital information products are simply products that can be sent digitally through the internet, making them easily salable and accessible for the creator and the buyers. Great digital information products include books, audio products, video products, and anything else that can be send through email. The popularity of such products is on the rise because people are looking for ease of use, easy ability to download immediately after download, and easy ability to take their products with them via their computers, MP3 players, etc.

If this sounds like the type of home-based business you’ve been searching for, here is a simple strategy for getting your business off-the-ground:

1 – Pick your niche

Find a niche that is currently in high-demand, as the highest demand means there are plenty of hungry buyers looking to give you money for quality products.

2 – Decide on your products

There are no limits to what you can create, but it is smart to start with something like an ebook, as this is a great starting point and something that can be easily turned into other digital products.

3 – Set up a website on which to sell your products

In this day and age, having a website on which to sell your products is essential, especially if you want to achieve big success. Setting up a website is easy these days, and can be done in just a few minutes by anyone, even someone with no online experience.

Why Info Products Business Is One Of The Greatest Business Opportunities Today

Information products mean everything from documents, reports, electronic books, videos, training programs, coaching, courses and all other related ones. If you think of following this route you need to assess yourself first and see what market niche you can tap in. Of course, it will be extremely interesting to start writing about everything you can imagine but between you and me you know that this is not quite possible.

Also, because you will market further as an expert in that domain or market, you simply can’t be an expert in everything. Search within yourself and feel which are your inner passions and also assess yourself regarding your strengths and skills.

Basically you want to start a business out of selling information products. And a business is a vehicle between the offer and a demand in the market. The demand can be real or, if you have a million dollar idea, it can be created and the customers will jump on it.

After you know what are you up to and how you can bring value to the market it comes the next step: research. The research will identify if there is interest in the market for similar product like yours and if people will buy once they will find them online.

I can tell you from my own experience that it doesn’t make sense to start putting all efforts and resources in a niche where people expect to find online free stuff and they are not interested in opening their wallet to buy. It will be a costly mistake to enter such markets. Also, the most competitive ones as internet marketing and weight loss for example have plenty of buyers but also plenty of sellers and due to this fact it will take you as newbie a lot of time to start and see some results working for you.

Monetisation has to be a result and not necessarily the primary goal. You know, there is quite a mistake and most of us fail by doing this to pursue only monetary equivalents. The focus should be in offering as many value possible to the customers, to the marketplace and both awareness, great feedback and sales will follow in a short time after.

People search online for information and accept the fact that some of the information online is free and some needs to be paid. Usually the trigger for paying to buy any information products comes from having an urgent need to solve a problem which can be health related, prosperity, personal development and many others.

Video Production Business Tips – Pointers in Selling

Contrary to most people, I actually enjoy when a salesperson calls on me to request a meeting. See, if they are really good, I’ll meet with them more out of respect for a job well done than to actually purchase the product. Then, if after the meeting they end up being REALLY good, I will usually buy their product or service (unless it’s cost prohibitive) simply out of respect for yet another job well done.

If it just doesn’t make sense for me to become their customer, I will often try hard to connect them with someone who I think would be a better fit. It’s only fair in my mind if they are hustling and have applied the right sales principles to their pitch.

BUT, when a salesman does a decent job on the phone but they absolutely blow it in the meeting, not only do I not purchase the product/service or make a referral to one of my colleagues, I give them a 5-minute bonus coaching session on how to properly sell the next person they sit down with. Here’s what happened yesterday.

A sales guy for a large business organization requested a meeting so he could try to sell me an annual membership. After sitting through his presentation for about ten minutes, it was time to tell him that I wasn’t interested and to then take a few minutes of his time to point out how he needs to sell his services the next time around. (Please understand that I’m not being rude when I do this. I’m simply offering a little constructive criticism. After all, he took 10-20 minutes of my time, now I get to do the same in a way that hopefully will help him close more deals in the future.)

His pitch…

In the first 5 minutes of our meeting, he told me all the reasons that the Internet was a strong marketing tool for my business and how they could help me use it (the internet) to gain valuable customers who are searching for my services online. He proceeded to go into major detail on the concept of their membership directory and how when people go to their website, they will search for my services and that there have been a lot of inquiries for my service category in 2012. (I hope you are sensing my sarcasm.)

Issue #1 – If you spend 30 seconds researching my company or even me as a professional, you’d figure out that I pretty much know and completely understand the concept of the “Interwebs” and how to use it to market my business. Considering when you search for my keywords on Google, I’m actually listed as #1 and this membership organization is listed below me.

Solution #1 – Do your research! Don’t show up to a sales meeting without spending at least half an hour learning as much as you can about the prospect. If you ask the prospect questions that you could have found the answers to on the home page of their website, you will not only lose the sale – you’ll look like an idiot!

After I established that I knew a lot about internet marketing and that I was well aware of how powerful it can be to promote my company, he followed with this,

“Well, we had 28 inquiries about your service category in 2012 and if you were one of our members, you could have had an opportunity to win that business.”

I said “show me the stats.” He then pulled a sheet of paper out of his folder that was clearly marked “marketing consultant” for the service category.

Issue #2 – If you want to demonstrate a benefit, make sure it’s in line with the industry that your prospect is in! For instance, don’t show a small business owner statistics that a huge, multinational corporation gets with a national advertising budget.

Solution #2 – It’s probably obvious at this point, but this guy should have first done the research, then he should have pulled stats on the “video production services” industry category. That’s all that really matters to me since I’m not a marketing consultant.

At this point in the presentation, he’s struck out twice. Just when I think it has to get better from here, he pulls out a sheet of stats to show me as an example for how many inquiries they received last year and to show that they had the “seal of approval” next to their profile. (which basically means they have paid the membership fee!)

Issue #3 – I quickly notice that this company is in the “marketing consultant” category. (At this point, I’ve already established that this is not my category.) He proceeds to tell me that in the eyes of the public, this company would be considered more credible than me because they are a member of this organization.

I said “Okay, can I see the paper?” I took a closer look at the company and quickly realized that I had never heard of this “credible marketing agency” and that the business address was actually a home address in a nearby neighborhood. I’m not saying there is anything wrong with a home office (I’ve had several myself) but to use this company as an example for why I should join is another blunder at this point.

Solution #3 – First of all, if I have already said I’m not in the “marketing consultant” category, you need to stop the program right there because the train has derailed. Don’t waste another second trying to sell me with bad or irrelevant information. The other thing is, again, do your research to make sure the company you are using as the “shining” example is actually one of the major players in the local industry.

If you show a company that no one has ever heard of, that’s not very impressive. In my brief post-sales meeting classroom session, I told him that what he should have done is pull the biggest competitor I have who is also a member and use those numbers to impress me.

That would have gotten my attention in a heartbeat. If there isn’t a competitor of mine in their directory, at least pull another successful small business up who is both reputable (and recognizable) to the average person in my community.

After three strikes, he tries to convince me that if I sign up, I’ll be able to use their logo at the bottom of my website and that will cause prospects to trust me more than they do now which will result in more sales.

“Hold up! Wait a minute. So, you’re logo at the very bottom of my website will build more credibility than the Fortune 500 logos I have at the top of my site who have already trusted me enough to hire us for numerous projects?” That question resulted in another blank stare back across the table from the salesman.

Finally, and I do mean finally! After all the wrong turns, bad info and poor persuasion tactics, he tried to close the sale with this,

“Our committee is meeting this Monday and if you want to get your membership started next week, you’ll need to fill out the application right now and give me a check for $420 so I can submit the paperwork tomorrow.”

Well crap, why didn’t you say so?!? Where’s my check book? (yeah right)

That’s the point in the presentation where I respectfully declined and went into my, “Let me explain something to you so you can sell more memberships in the future” lecture.

I know that he benefited (or not depending on your point of view) from my general bad mood due to some other issues earlier in the day, but I really do try to help these people understand why I’m not going to purchase from them.

Hopefully, you’ll be able to also learn from these lessons as you hone your ability to pitch and sell more video production projects.

What mistakes have you made in a sales presentation?

Go ahead, be honest. I’ve made just about all the mistakes listed above and I am very thankful that a prospective client (turned mentor) thought enough of me to explain how terrible my pitch was and how to never make those kinds of mistakes again!