Speaker 1: The most important aspect of getting premium video clients is knowing how to do it. Well, you might think this is so obvious, yet apparently it isn't, because most videographers are still underpaid. They're charging way too less, only making a couple thousand dollars per video, while the ones who actually master it make multiple five figures per video client. So, in this video, I'll show you exactly the entire process that we use to close up to $75,000 video deals, so you can do it too. So, first of all, I want to talk about the million-dollar sales workflow for video production companies. It's actually fairly simple, right? You always have to follow a simple process, which is this one. You have a lead, now you turn that lead into a discovery call. Now, in the discovery call, you qualify the prospect and then transition them into a strategy call. In the strategy call, you present three options, they purchase one, and if needed, you have an agreement call, but sometimes you can even send the contract right away and get it signed. Now, hear me out, you don't have to send any quotes, nothing. You all do it in calls, and I'll show you how it works. So, the first step is to generate leads. Now, this video is not about generating leads, I have plenty of those on my channel, but the easiest ways to do so are sending cold video pitches, sending messages on LinkedIn, and posting content on LinkedIn, as well as running ads. So, now that you have a lead, that next thing that's going to happen is the discovery call. And the discovery call, we're going to look at in detail. Because ultimately, the discovery call is all about qualifying the prospect. So, when you want to qualify the prospect, you need to make sure that you follow the same structure every single time, you're asking the same questions every single time. And I will now share our million-dollar discovery call script. All right, we're here in the discovery call script. Now, the discovery call is always a phone call, keep that in mind. And how it works is the following way. You call the prospect, and you start easy by saying, Hey, Martin, this is Nick from VentureSum, how are you doing? And then you do a little small talk, but make sure this is only like max one minute long. Don't go into five minutes of small talk. Now, obviously, depending on when they have scheduled the call, they immediately know who you are. But otherwise, you have to remind them really quick, depends how you found them, if it's a referral, if it's an inbound lead, outbound lead, whatever. Just make sure they know who you are. And then we go into one of the most important things of any call, discovery or strategy call, which is the framing phase. So you start by saying, All right, so just a quick note for this call. Today, I would love to get to know you and your situation better to see whether we can help you or not. Therefore, I've prepared some questions about your business, including numbers and goals. Also, I would like to tell you about our approach so that you can decide whether that will be something that fits you and your company right now or not. And if we both see at the end of today's call that this might be a good fit, we will arrange another meeting for which I will prepare a concept and ideas for free for the project. Sounds fair? And then silence, wait for his answer. Then you go into the investigation phase. Let's assume he said, yes, sounds fair, cool. And typically everybody says that. You go into investigation phase, and this is crucial. So here it's important that you invest some time to find out what the current situation of your prospect is, find out what their goals and challenges are, what they already tried to solve them and what they would love to achieve with a video or multiple videos. Now, very important. You should really be interested in what your prospect says. Take notes. You have to write it down because this is your ammunition for the strategy call. This is what will allow you to handle all the objections that will come your way at a later point when you're actually pitching the deal. So first, the questions about his or her current situation. Let's talk about your company first. What do you guys do exactly? And what's your current situation? Follow up with, are you B2B, business to business or B2C, business to consumer? If it's obvious, obviously don't ask, but make sure you really know it after this call. How do they make money? Well, how do you guys sell your service or how do you guys sell your product? How is your marketing and your sales team structured? How successful is the team in bringing in new leads and sales? Then we talk about goals. What are your specific goals that you want to hit within the next 6 to 12 months? What will hitting this goal change within your business? What will it enable you to do? And how important is it for you to hit that goal? Now, very important, whenever you're going to ask that question, what you're going to hear is, oh, you know, we want more brand awareness. Oh, we want more clients. We want more this. Don't take the first answer as the final answer, but follow up with more questions. Meaning, when somebody says, we want more brand awareness, you say, okay, that's cool. So what do you mean by getting more brand awareness? Well, we want more followers on Instagram and we want more engagement on our posts. Okay, and what's the reason for that? Well, we want to make sure that we actually make a profit from our social media channels. Okay, so the goal ultimately is to make money from social media, correct? Yeah, that's correct. Okay, so how much more money would you like to make? And how much brand awareness would you like to get? How many followers do you want to hit? You actually want to follow up with them so you know the specific goals and not just a random miscellaneous goal like, oh, more brand awareness, oh, more clients. This is not a goal. Keep that in mind. Now, problems and challenges. What strategy are you currently using to achieve that goal? What is your biggest challenge with achieving their goal, right? These questions are so powerful because that is pain. And you, as a videographer, when you sell your services, you always want to take a person from point A, where they feel pain, to point B, where they feel relief, they're happy. They're going from not so happy to very happy. And you take them there. That's what you got to keep in mind. That's how you generate value. So then we talk about the revenue. Just to understand where you're at now, how much revenue does your company make at the moment? And this is a very important question. It's a very uncomfortable question in the beginning, but you will get used to it. And it gets easier and easier. Just ask it. People are typically open to talk about it. So the next phase is building urgency. So you start asking, hey, would you agree that there is a way higher chance that you actually reach your goals of whatever your goals are in the next 6 to 12 months if you add or change something in your marketing? When do you think is the best time to change or add something? You want to eliminate that they're going to come to you and be like, yeah, let's do that in 6 months, in 12 months. You want to do it now, right? And then believe in videos. Have you ever thought about using videos to get to their goal? If yes, how long have you been thinking about it? If they say no, have you ever done a video production before? And if yes, how did it work out? Were you happy with the result? And if applicable, you ask what's the reason that you currently don't use videos for sales and marketing? Obviously, if they're not using videos. So now you know their entire situation. You know what's going on. You know their goals. You know their problems, challenges, revenue, which gives you an idea of budget that could arise, right? And all these things that are going to help you close the deal at a later stage. So then we transition into the pitch and story. So how you do that is, all right, sounds good. Do you want to hear what our successful approach to video marketing is? Wait until you get a yes. Well, look, we basically help niche like you, an example. We basically help construction companies like you to successfully use our targeted video marketing strategy to sell more. And an example, sell more houses, sell more projects, sell more products, get more employees or brand awareness, whatever it is, and achieve their goal faster. Our targeted video marketing strategy is a strategy-based. So we are a strategy-based. So we are learning a lot about your business and how to sell you as a company first, instead of just filming a video and then hoping to achieve results and goals. That's why I asked you so many questions already. Now, the bad news is in construction, you already have tons of companies using videos. But the good news is, most of your competitors are just starting to understand now that there's a big difference between just the video and targeted video marketing. Does that make sense so far? Typically, they say yes. And then, now you're probably wondering why we know how to produce result-driven videos. See, I've been doing videos for more than 10 years and I help construction companies in LA with our strategies. Just recently, one of our clients achieved result. Example, the company got X more sales after publishing the video on their website, or more retention, or more employees, or they sold their listing 3X faster, whatever it is, right? Speak about your results if you have. If you don't have them, obviously, don't lie and don't come up with anything that you haven't done. Then, you go and say, this is what we do day in and day out. So with my experience in video marketing, I realized pretty quickly if I can help a company or if I can't help. And from the answers you gave me before, I believe that this will be a perfect match. So of course, I'm going to show you more about my video strategy in the next meeting, but I got a quick question. Do you also believe that this could potentially help you achieve your goal? If you get a yes, perfect. Go to the budget section. If you get a no, ask why and handle the objection. It's crucial to do that before you go into budget because if they don't believe in it, they're never going to give you a budget, right? So assume they say yes. Now you say, perfect. So if you believe as well that this will help you reach your goals, would you think about allocating some budget for that in the next couple of months? Wait for a yes. If he says no, handle the objection. Great. So how much would you be willing to invest into a video strategy to reach whatever goal they have? Now, if they don't say a budget, which is typical, right? They say, oh, well, what does it cost? You need to dig deeper. You need to get a budget. Now, you want to ask, let's say we reach your goal of, let's say it's $100,000. Let's say we reach a goal of $100,000. Would that be, what would that be in revenue? Oh, well, that doesn't make much sense, but we want to reach that goal. And how much would that be in revenue? Well, if you would reach the revenue of X, how much would you invest into a strategy that can get you there? And then re-ask, well, I need at least a budget range so I can prepare the right ideas for you for the next call. So what would be possible for you? And if they still don't give you a budget, after you ask three times, that is when you want to anchor your price high. So you say, well, look, ultimately our average client project is in the range of $10,000 to $15,000. Would that be possible for you? Say a number that sounds way too high, about 4X your normal price. And if they say no, you say, okay, that's cool. So what's the maximum you could invest right now? And that is when they always give you a number. Every single time. It works like a charm. So now they gave you the budget and you want to try to raise it. Okay, don't just accept that, but instead dive in and try to make it larger. So you say, thanks, this helps. So how did you come up with that number? So this budget, would that be a starting point with room to the upside or is it the absolute maximum? Then if budget is good, go to confirm budget. If the budget they name is below your minimum pricing, you're going to say, well, result-driven video marketing is usually in a different range. Would that budget be a starting point or the maximum? And then you want to make sure you can bump it up. So then once you have that, you want to confirm the budget. Even though they've already just told you, yes, $10,000 would be possible. $5,000 would be possible, whatever. You say, perfect. So $5,000 is what you would have available now, correct? You want to make sure they have the money because otherwise in the next call, they're going to bash you with, oh, well, we don't have that money right now. We need to wait. So then you decide, are they qualified or not? At this point, you should have a very clear idea about the prospect and the situation. You should know if you can really help them. If you can and they have a budget, qualified, go to the next section. If you can't help them or they have zero or only a little budget, not qualified, you end the call. And that's totally cool. You don't have to close every client. If somebody is not qualified, they're not qualified. So then if they're qualified, what you're going to do is you're going to say, what's going to happen next is that I'm going to create three rough concepts, including a price range based on all the information you gave me today, so that we can then discuss that in a strategy call via Zoom. And by the way, I will put this together for free. Does that sound good? They say, yes. You say, perfect. So before we schedule the appointment, I'd like to ask you two more things. Are there any other decision makers when it comes to the decision of producing a video or not? An example, business partners, marketing manager, wife, husband, et cetera. And if you feel like a video would make sense and you love our ideas, when could we theoretically start this project? Is there anything that would hold you back right now? And if you have the answers to these questions, then you want to schedule the appointment, which is the strategy call that you then do via Zoom. So then in the strategy call, this call is all about closing the deal. Okay? This is not about sending a quote. This is about getting that deal signed. And how you do it is by presenting the three rough concepts, the three ideas that you just promised in the discovery call. Now, very important in the beginning of the strategy call, you want to pre-frame correctly. You want to say, hey, Mr. Client, so the goal of this meeting is that I'm going to show you all the different concepts. You're going to pick one so we can start right away with working on it. Sounds good? Sounds good. Amazing. Because then in the end, if they say, oh, I want to think about it, I want to do X, you can always refer back to that framing and say, well, in the beginning, you said that we can move forward and pick one of the concepts. What's holding you back right now? And then it's way easier for you to handle the objection. Now, very important, once you've presented everything, what you want to do is you want to send the contract immediately after the call. When I say immediately, I mean immediately, within 10 minutes, it needs to go out fast. If you give them four hours, eight hours, 10 hours a day, suddenly their interest drops and they're not going to be buying anymore. All right, so this is the million dollar video production sales process. And I hope you are going to use this to close way more deals. Speaking of closing more deals, what I also have for you is a free video training about the video business academy consulting program. It's linked right around me here. Just go click it right now because this is all about getting you to over $10,000 per month consistently, not just in revenue, but also in profit. We'd work with currently over 280 videographers worldwide and they're absolutely crushing it and are in the top 10% of all videographers worldwide, money-wise. So if you want to go and watch that, we'll see each other there. Bye.