Communicating through video is now essential to any brand. The question remains: how to sell video services to businesses? To start, knowing the right questions to ask your prospects, conveying the value of video and then practicing what you preach will go a long way.
Why it’s a no brainer!
According to 120 U.S. ad agencies polled, client interest in video ads has risen 89%, with 72% of those same agencies saying they’ve found online video advertising as effective, if not more effective, than TV advertising. This means that clients are realizing that the ad content shown to these audiences needs to change, clearly favoring online video ads. It’s a trend here to stay.
Kickoff Call
To sell your video services, you need to understand the goal, purpose and the pain points the video(s) will serve. Here are a few questions that will help you get started.
Beyond creative visions, it’s important to set a timeline that everyone is on board with. This is key, as well as setting an appropriate budget that reflects that timeline, objectives, and the creative vision.
Closing the Deal
If the prospect is still showing uncertainty after the kickoff call, it may come down to showing them straight forward the value you can offer. Remember, this has to be something none of your competitors are providing, and on top of that, showcase to them why you stand out over the others! What is it that sets you apart?
What projects have you worked on before that can relate to what the prospect is looking for? Have you accomplished or showcased something no one else has? Make sure what you’re showing them has relevance to their project and will get them inspired to work with you!
Here are our Top 3 Strategies to help sell your video services
Find your niche
Video is becoming more saturated with each passing day. While you know you’re capable of producing content for any client, honing in on a specific area will keep you from stretching thin and losing your identity. Finding a niche allows you to gain a reputation for doing one thing with excellence and over time give your business more depth. When you spend more time focusing on a specific niche, it gives you the opportunity to know more about your direct competition, but more importantly where your clients spend their time and resources, allowing you to get better insight and in-turn giving you a leg up on selling video services in this space.
Make your services necessary
Show them your value and how working with you will be the answer to their pain points! Easier said than done, I know. If you can craft a message that speaks directly to the niche you’ve established, you can let them know exactly how your services can provide them with what they need, but in a way they haven’t thought about it before. Remember, creative isn’t always seen by business owners as a necessity, so explaining to them in a way they haven’t thought about it before will go a long way!
Many people don’t realize they are missing video production as a part of their marketing campaign, but showing them the value you can bring to their business will get you well on your way to closing new clients.
Go where the people are
People engage on social media platforms every single day: consumers, business owners, marketing managers, and people! This is a great place to start showcasing work and forming connections. If you can show that you are current on social trends and that you can navigate these platforms, it shows a lot up front to a prospect before you even get on a call. Social Media is all about sharing and connecting, and is a great way to get past the stench of selling and get right to building relationships that will flourish into professional ones. Know what platforms work best with your niche and the people you are trying to target. Focus your attention on that and similarly to finding your niche with industry, find your niche with social platforms and champion that one before expanding outward!
Bottom line: find your niche, show your value and go to where the people are so they can see that value first hand. Use these concepts the next time you’re trying to seek new clients and sell your video services.