The BEST Funnel To Get More Clients As A Videographer

Summary

Dieses Video skizziert eine effektive Verkaufs-Funnel-Strategie für Videografen, die ihre Kundenbasis erweitern möchten. Es führt durch die Phasen von Bewusstsein, Interesse, Verlangen bis hin zum Handeln, um potenzielle Kunden erfolgreich zu gewinnen und in bezahlte Kunden zu verwandeln. Es betont die Bedeutung von Markenbekanntheit, Interessensweckung, Verlangensbildung und Entscheidungsfindung im Verkaufsprozess.

Takeaways

• 📈 Ein Funnel ist ein effektives Werkzeug zur Kundengewinnung in der Videoproduktion. Es hilft, Kunden durch verschiedene Stufen zu leiten, von der Bekanntmachung bis zum Verkauf.
• 🔎 Die oberste Ebene des Funnel ist die Bewusstseinsbildung, bei der Marketing und Verkaufsaktivitäten darauf abzielen, das Unternehmen und dessen Dienstleistungen bekannt zu machen.
• 🤔 Der Interessen-Stufen folgt auf der Bewusstseinsbildung und beinhaltet die Reaktionen von potenziellen Kunden, die durch Anfragen, Newsletter-Registrierungen oder persönliche Interaktionen gezeigt werden.
• 💭 Der Wunsch entsteht, wenn die Kunden ein besseres Verständnis für die Probleme und Lösungen, die die Videoproduktion bieten kann, entwickeln.
• 📚 Case Studies und Erfolgsgeschichten sind entscheidend, um den Kunden den Wert der Dienstleistungen zu vermitteln und den Wunsch aufzubauen.
• 💰 Das Entscheidungsprozess-Modell zeigt, dass Zeit, Qualität und Preis die Hauptfaktoren sind, die Kunden bei der Entscheidung beeinflussen.
• 📈 Die Vermarktung sollte sowohl organische (inbound) als auch gezielte (outbound) Strategien umfassen, um das Bewusstsein für das Unternehmen zu schaffen.
• 💬 Die Konversationsführung ist entscheidend, um das Vertrauen der Kunden aufzubauen und sie durch den Funnel zu leiten.
• 📈 Nachdem die Kunden den Wunsch entwickelt haben, ist es wichtig, sie durch den Prozess der Entscheidungsfindung zu führen, um den Verkauf abzuschließen.
• 🔗 Nach dem Abschluss des ersten Projekts ist es sinnvoll, Kunden in einen regelmäßigen Content-Plan (RCP) zu integrieren, um eine vorhersehbare Einnahmequelle zu schaffen und die Kundenbindung zu stärken.
• 💼 Eine regelmäßige Einnahmequelle ist entscheidend für die langfristige Planung und Investitionen in neue Ausrüstung und Personal.

Q & A

Was ist ein Funnel im Kontext des Wachstums einer Videoproduktion?

Ein Funnel ist ein Konzept, das verwendet wird, um den Prozess des Kundenakquisitions zu visualisieren. Es zeigt, wie potenzielle Kunden durch verschiedene Stufen des Funnel passieren, wobei jeder Stufe eine Möglichkeit zur Konversion oder zum Verlassen des Funnel darstellt.

Wie kann ein Funnel dazu beitragen, Schwächen in einem Geschäftsmodell zu identifizieren?

Indem man beobachtet, an welcher Stufe des Funnel die meisten Kunden den Prozess verlassen, kann man feststellen, wo im Konversionsprozess Probleme auftreten und entsprechende Maßnahmen ergreifen.

Was sind die vier Hauptphasen eines Funnel?

Die vier Hauptphasen eines Funnel sind das Bewusstsein (Awareness), das Interesse (Interest), der Wunsch (Desire) und die Aktion (Action).

Wie kann man das Bewusstsein für eine Videoproduktionsfirma erhöhen?

Durch Marketingaktivitäten wie das Veröffentlichen von Inhalten, das Teilen von Erfolgsgeschichten, das Teilnehmen an Netzwerkveranstaltungen und das Setzen von Inbound- und Outbound-Marketingstrategien.

Was ist die Bedeutung von Case Studies und Erfolgsgeschichten in der Phase des Interesses?

Case Studies und Erfolgsgeschichten helfen dabei, das Interesse von potenziellen Kunden zu erhöhen, indem sie zeigen, wie die Dienstleistungen der Firma anderen Unternehmen geholfen haben.

Wie kann man den Kunden die Entscheidung für eine Videoproduktion erleichtern?

Durch die Vorstellung von Beispielen und Erfolgsgeschichten aus deren Branche, durch die Diskussion des Budgets und der Zeitrahmen sowie durch die Klarstellung der Prioritäten in Bezug auf Qualität, Budget und Zeit.

Was sind die Hauptfaktoren, die bei der Entscheidungsfindung der Kunden berücksichtigt werden sollten?

Die Hauptfaktoren sind Zeit, Qualität und Preis (oder Budget). Kunden müssen entscheiden, was für sie am wichtigsten ist, um eine Entscheidung zu treffen.

Wie kann man die Konversion von potenziellen Kunden in tatsächliche Kunden steigern?

Durch die Erstellung von Verlangen durch die Präsentation von Beispielen und Erfolgsgeschichten, durch die Diskussion des Budgets und der Zeitrahmen und durch die Überzeugung, dass die Dienstleistungen der Firma den Bedürfnissen des Kunden entsprechen.

Was ist ein Regular Content Plan (RCP) und warum ist es wichtig für eine Videoproduktionsfirma?

Ein Regular Content Plan (RCP) ist ein Vertrag, der die regelmäßige Produktion von Inhalten für einen Kunden beinhaltet. Es ist wichtig, um eine vorhersehbare Einnahmequelle zu haben und die Kundenbindung zu stärken.

Wie kann man potenzielle Kunden dazu bringen, ein Interesse an einem Videoprojekt zu entwickeln?

Durch die Teilnahme an Netzwerkveranstaltungen, durch das Veröffentlichen von relevanten Inhalten und durch das Anbieten von kostenlosen Beratungssitzungen, um gemeinsam Ideen zu entwickeln.

Outlines

00:00

📈 Kundengewinnung durch Funnel-System

Der erste Absatz beschreibt die Bedeutung von Funnel-Systemen für Videografen und Videoproduktionsfirmen zur Kundengewinnung. Es erläutert, wie ein Funnel-Modell funktioniert, welche Phasen es beinhaltet und wie es dazu verwendet werden kann, Schwächen im Geschäftsprozess zu identifizieren. Der Funnel beginnt mit der Bewusstseinsbildung, gefolgt von Interesse, Verlangen und endet mit der Aktion. Jeder Durchgangspunkt im Funnel kann eine Umwandlung oder einen Kundenverlust bedeuten. Das Ziel ist es, so viele Kunden wie möglich von der oberen zur unteren Seite des Funnel zu leiten, wo der Verkauf stattfindet.

05:02

🔍 Analyse der Funnel-Phasen für Videografen

In diesem Absatz werden die verschiedenen Phasen des Funnel-Systems näher erläutert, einschließlich der Bedeutung von Bewusstsein, Interesse, Verlangen und Aktion. Es wird betont, wie wichtig es ist, die Funnel-Phasen zu verstehen und wie man durch die Analyse der Konversionsraten in jedem Stadium Schwächen identifizieren kann. Der Absatz spricht auch über die Bedeutung von Nichen-Kenntnissen und Fallstudien, um das Verlangen der Kunden zu steigern und schließlich zu einer Aktion zu bewegen, die in einem Verkauf mündet.

10:03

📊 Einführung in inbound und outbound Marketing

Der dritte Absatz konzentriert sich auf die Einführung in inbound und outbound Marketingstrategien, die für die Bewusstseinsbildung notwendig sind. Inbound bezieht sich auf diejenigen, die aufgrund von Inhalten oder Anzeigen zu einem kommen, während outbound die Aktivitäten beschreibt, bei denen man aktiv nach potenziellen Kunden sucht. Der Absatz diskutiert auch die Bedeutung von Marketing auf verschiedenen Plattformen, die für die Zielgruppe relevant sind, und wie man eine Marketingstrategie umsetzt, die sowohl kostenlose als auch kostenpflichtige Methoden umfasst.

15:04

🛠️ Verstehen der Kundenentscheidung im Funnel

Dieser Absatz vertieft das Verständnis der Kundenentscheidung im Funnel. Es wird erklärt, dass Kunden bei der Entscheidungsfindung zwischen Zeit, Qualität und Preis abwägen. Der Fokus liegt darauf, wie man durch die Verwendung von Beispielen, Fallstudien und Testimonials das Verlangen der Kunden aufbaut und sie schließlich zu einer Entscheidung bewegt. Es wird auch auf die Bedeutung der Analyse von Konversionsraten in jedem Funnel-Stadium eingegangen, um die Effektivität der Marketingstrategie zu messen.

20:05

📝 Vom Lead zum Kunden: Der Prozess der Konversionserhöhung

In diesem Absatz wird der Prozess beschrieben, wie man Leads in Kunden umwandelt, indem man ihre Entscheidungsfindung unterstützt. Es wird auf die Bedeutung der Transparenz und des Einbeziehens der Kunden in den Entscheidungsprozess hingewiesen, um ein Gefühl der richtigen Entscheidung und Befriedigung zu vermitteln. Der Absatz betont die Rolle von Preis, Zeit und Qualität im Entscheidungsprozess und wie man diese Faktoren im Gespräch mit dem Kunden ausbalanciert, um eine erfolgreiche Umwandlung in einen Verkauf zu erzielen.

🔗 Von einmaligen Projekten zu regelmäßigen Content-Plänen

Der fünfte und letzte Absatz konzentriert sich auf die Strategie, wie man Kunden von einem einmaligen Projekt zu regelmäßigen Content-Plänen überführt. Es wird erklärt, wie man nach einem erfolgreichen Projekt die Kunden zu einem langfristigen Engagement motiviert, was zu einer vorhersehbaren Cashflow-Quelle für das Unternehmen führt. Der Absatz spricht auch über die Bedeutung regelmäßiger Inhalte für die Algorithmen von Social-Media-Plattformen und wie diese die Reichweite erhöhen können.

Keywords

💡Funnel

Ein Funnel ist ein metaphorisches Konzept, das verwendet wird, um den Prozess der Kundenakquisition zu visualisieren. Im Kontext des Videos bezieht es sich auf die verschiedenen Stufen, durch die potenzielle Kunden laufen müssen, bevor sie tatsächliche Kunden werden. Es beginnt mit dem Bewusstsein für das Unternehmen und endet mit der Aktion, die den Kauf umfasst. Im Video wird der Funnel verwendet, um zu erklären, wie man Kunden durch verschiedene Phasen führt, um letztendlich zu einer Verkäufe zu kommen.

💡Awareness

Bewusstsein bezieht sich auf die Fähigkeit eines Unternehmens, potenzielle Kunden auf sich aufmerksam zu machen. Dies kann durch Marketing, Werbung oder Networking erreicht werden. Im Video wird Bewusstsein als die oberste Ebene des Funnel beschrieben, wo das Ziel ist, Menschen dazu zu bringen, das Unternehmen und dessen Dienstleistungen zu bemerken.

💡Interest

Interesse ist die Reaktion von potenziellen Kunden, wenn sie sich für ein Produkt oder eine Dienstleistung begeistern. Im Video wird Interesse als die zweite Phase des Funnel beschrieben, in der Kunden, die das Unternehmen bereits bemerkt haben, mehr über die angebotenen Dienstleistungen erfahren und Interesse zeigen.

💡Desire

Verlangen bezieht sich auf das Bedürfnis oder die Sehnsucht der Kunden, ein Produkt oder eine Dienstleistung zu erwerben. Im Video wird Verlangen als die Phase dargestellt, in der Kunden durch das Verständnis der Probleme, die sie haben, und wie die angebotenen Dienstleistungen diese Probleme lösen können, dazu gebracht werden, ein starkes Verlangen nach den Dienstleistungen zu entwickeln.

💡Action

Aktion ist die letzte Phase des Funnel-Modells, in der potenzielle Kunden tatsächlich eine Entscheidung treffen und eine Verkäufe abschließen. Im Video wird Aktion als das Ziel betrachtet, das erreicht werden soll, indem Kunden durch die vorherigen Phasen des Funnel (Bewusstsein, Interesse, Verlangen) angeregt werden, eine Dienstleistung in Anspruch zu nehmen.

💡Conversion

Konversion bezieht sich auf den Prozess, bei dem potenzielle Kunden in tatsächliche Kunden umwandelt werden. Im Video wird Konversion als ein wichtiger Punkt im Funnel hervorgehoben, an dem Unternehmen analysieren müssen, warum einige Kunden den Prozess nicht abschließen und wie sie die Konversionsrate verbessern können.

💡Sales Funnel

Ein Verkaufs-Funnel ist ein Marketing-Modell, das den Prozess der Kundengewinnung visualisiert. Im Video wird der Verkaufs-Funnel als ein Werkzeug verwendet, um zu zeigen, wie Kunden durch verschiedene Stufen des Kaufprozesses geführt werden, von der ersten Bekanntschaft bis zur endgültigen Entscheidung, eine Verkäufe abzuschließen.

💡Outbound Marketing

Ausgehende Marketingstrategien beziehen sich auf die Bemühungen eines Unternehmens, potenzielle Kunden aktiv zu erreichen, anstatt auf sie warten zu müssen. Im Video wird ausgehender Marketing als Teil des Bewusstseins-Aufbaus beschrieben, indem das Unternehmen auf Netzwerkveranstaltungen oder Messen aktiv auftritt, um potenzielle Kunden zu kontaktieren.

💡Inbound Marketing

Eingehende Marketingstrategien zielen darauf ab, potenzielle Kunden anzuziehen, die bereits Interesse an den Produkten oder Dienstleistungen eines Unternehmens haben. Im Video wird eingehender Marketing als eine Methode beschrieben, bei der das Unternehmen Inhalte erstellt und Anzeigen schalten, um Kunden dazu zu ermutigen, sich selbst zu informieren und Kontakt aufzunehmen.

💡Case Studies

Fallstudien sind detaillierte Berichte über Projekte oder Geschäfte, die von einem Unternehmen erfolgreich abgeschlossen wurden. Im Video werden Fallstudien als ein Werkzeug verwendet, um potenzielle Kunden davon zu überzeugen, dass das Unternehmen in der Lage ist, ähnliche Erfolge für sie zu erzielen, indem es Beispiele für vergangene Projekte und positive Ergebnisse präsentiert.

💡Regular Content Plan (RCP)

Ein regelmäßiger Inhaltsplan (RCP) ist ein Vertrag, bei dem ein Unternehmen sich verpflichtet, regelmäßig Inhalte für einen Kunden zu erstellen und zu veröffentlichen. Im Video wird der RCP als eine Strategie beschrieben, die es einem Videoproduktionsunternehmen ermöglicht, eine vorhersehbare Einnahmequelle zu haben, indem es Kunden regelmäßige Dienstleistungen anbietet.

Highlights

The importance of understanding the sales funnel for videographers to grow their business.

The sales funnel's layers and how they can identify pitfalls in the business.

The concept of conversion within the sales funnel and its significance.

Stages of the funnel: Awareness, Interest, Desire, and Action.

The role of marketing and sales in the Awareness stage of the funnel.

Inbound and Outbound marketing strategies for videographers.

The importance of understanding where ideal customers spend their time on social media.

Utilizing free and paid marketing methods to build awareness.

The significance of creating a rapport with potential clients.

The Interest phase and how to captivate the audience's attention.

Conversion strategies between Awareness and Interest stages.

The use of show reels, case studies, and testimonials to build desire.

Creating a tailored sales process for different industries.

The decision-making process and the sales triangle of Time, Quality, and Price.

Prioritizing client needs during the buy-in phase.

The importance of not selling past the point of sale.

The transition from one-off projects to regular content plans for clients.

The benefits of regular content plans for both videographers and clients.

The importance of predictable cash flow for business growth and investment.

Invitation to a free training event for further strategies on business growth.

Transcripts

okay let's go the best funnel to get

more clients as a videographer if you're

growing a videography business as a

freelancer or you're growing a video

production company at any point this is

what we've used to change over the years

now first of all a funnel I didn't know

what this was for years and very simply

put it looks like this so you can see

it's uh same as an actual funnel that if

you're going to pour something through

it that's what we want to do but we want

to pour clients through the top of it

and they fall through this kind of hyper

superficial funnel thing okay which is

which is down here so

it usually ends up having lots of

different layers and at each point of

these funnel layers is a potential point

where there will be some kind of

conversion or clients will fall off so

if you put a hundred clients in the top

of this funnel when they get to stage

two which might be the sales stage maybe

only 50 of them actually come through

that point and move on to the next stage

I'll explain these stages in a minute as

well as we'll develop our own one as

well for um for videographers

at the next stage there might be 30

people left in that funnel all the way

through until potentially you know maybe

there's just 10 people and then maybe

just one person what this helps you do

is to identify

pitfalls in your business so if for

instance it looked like this you had a

hundred people on that first stage of

the funnel and that went down to 50 but

then it stayed at 50 all the way through

that'd be nice wouldn't it 50 clients

then you would know that actually that's

an Ideal World and very unrealistic

number one but there's probably a

problem with this point of the funnel

because people aren't converting at a

higher percentage here so you want as

many people who enter the funnel to come

out the bottom end of the funnel because

the bottom end is a sale and a sale at

the end of the day is what we all need

to grow our business now you're probably

thinking what the hell are all of these

lines I understand what a funnel is but

what makes up these points of a funnel

so

it is made up of these points we've got

awareness in the top

awareness you have to excuse my

handwriting by the way I'm sure you

understand

um interest

desire

and then action

awareness is your sales and marketing

that is

your ability to get people to look at

your business and notice you and notice

what it is that you do

interest is the people and I've

explained this about a shop before these

are the people who actually are shown

interest they might fill out a lead form

on your website they might sign up to a

mailing list they might have a

conversation with you at a networking

event they might send you an email or it

might be that you're having a

conversation with them so you've gone

out to them and actually said hey I

think would be a really good fit and

they've entertained the idea they're

interested in what you've got to sell

then they start to build up that desire

and that's kind of where you're kind of

offering your understanding of their

problems and and your solution which is

video production how that can actually

help them and that's where it builds up

more of a desire because they might say

well you know I walk into a shop

and you don't necessarily know what it

is you're gonna buy you might be

browsing you might just be looking okay

and that's what these businesses are

doing they might think that they know

they need video but really they probably

what they're thinking is

I need to get more leads for my business

or I need to get noticed I need to get

my name out there

they're not necessarily thinking I need

a video to get my name out there we need

to convert them okay so then when you

come along and then you say hey we do

videos and we're really good at like

helping businesses get their name out

there they go oh that's funny that's

exactly what I was looking for

then you start to build up the design

say you know we've done this for these

people and that's where having a niche

and your case studies comes really

important and you start to build up that

desire you maybe make them an offer and

that's not always a Financial offer by

the way it could be a guarantee it could

be a solution based offer anything like

that then we want them to take action we

want them to go yeah great you're the

perfect guy this is this is great time

and I want to go with you how much is it

yep great wonderful take my money that's

what we want and that funnel as they

come through is made up of a lot more

detail and that's what we'll break into

over this video a little bit more is

actually developing what our own funnel

looks like for our production company

and how this could apply to all kinds of

filmmakers out there as well to get a

better understanding of how you can make

more sales okay so top of funnel the top

part is the awareness how do they even

know you exist to begin with and

awareness is

hard but simple and that really comes

into marketing

um and we also then have outbound sales

as well and kind of putting yourself in

those positions

so I describe this as inbound and

outbound marketing okay I'll just put

ino for now so inbound is when someone

comes to you and they're interested

usually because you've posted some

content they love it or you've put out

an advert then they come into you and

then outbound is when you actually go to

them and I kind of liken that to go into

networking events turning up at trade

shows and actually like marketing

yourself to them and having

conversations with businesses you're

outwardly going out there out of your

way to kind of bring them into this

funnel and that awareness is quite

simple in that sense we're gonna think

about things such as

where are your ideal customers

spending most of their time on social

media are they on LinkedIn are they on

Tick Tock Instagram

um threads X whatever it is what's the

latest thing where are your clients

based and positioned if they're an older

generation they might not be on those

newer ones necessarily so once we've got

an understanding of that we want to

start thinking about a marketing

strategy around that are we doing things

for free where we're posting daily we're

doing story highlights behind the scenes

content showcasing previous work that

we've already done or are we going to go

down a paid ads route and pay Facebook

and Instagram or SnapChat or whoever it

is a bit of money to run some ad

campaigns and bring someone on for that

if you're more of established business I

would go down that route if you've got a

bit of money to spend getting a

professional whose job it is to solely

run ads because they'll do a much better

job than you will on your own but also

utilize these free methods as well you

know post and regularly showcasing your

work they're things that will still

create a bit of a buzz get involved with

local businesses and local events local

trade shows fares things that are

happening within your community because

you've already built up a bit of a

rapport because you're in that

environment okay so there's a shared

connection there I have become a father

a couple of years ago and one of my most

favorite

Rapport building strategies is to talk

about kids most of our clients have

already got kids so when I joined them I

generally say oh you know have you got

kids I've got a little two-year-old and

we have a chat about that and it breaks

down all of these barriers we call it an

icebreaker and that's a really great

Rapport builder for those later stages

of sales so awareness is all about your

marketing strategy what that looks like

and I would think about posting on those

uh platforms quite regularly

um you might want to get printed in a

magazine or a local newspaper personally

speaking I think we're digital we should

be creating videos on our business and

showcasing how people can use that

because there's some irony between

receiving a local newspaper with a video

production advert on it does your

business business need video uh you kind

of wouldn't be using that strategy

so awareness is top of funnel that's the

marketing stuff that's the stuff that

you're probably really good at doing for

other people just need to apply it to

you to yourself so now interest is when

you've captivated some of those eyes

you've sparked some interest what now

and what happens here between awareness

and interest in this funnel is

a conversion that person has moved

because they're people here right they

move from that point of the funnel into

the next point of Interest so when you

get a drop-off rate let's say 10 000

people have seen my post about our video

production company but we don't have one

lead generated

then you need to ask yourself the

question what's happened here why

haven't they converted was am I talking

to the wrong audience am I targeting the

wrong people

um am I putting out the wrong kind of

content that's what you want where you

want to look at and that's why those

lines are really the analytical points

of your business

and that's what makes this work and

makes it successful for us so through

this interest phase we're actually

trying to create more of a desire so

awareness we're trying to create an

interest interest we're trying to create

a desire and a desire we're trying to

create an actual sale an actual action

okay so throughout interest we've kind

of generated that but now we're looking

to move them throughout this funnel so

this is where things like show reels

case studies examples of your work

examples of success stories client

testimonials all of these things need to

be to hand at your business at any one

point so when you're emailing someone or

having a conversation with someone you

can say I'll send you over some examples

of our work yeah that would be great or

um oh it worked really well for this

business that we did work for let me

show you you know our PDF if you don't

mind I'll send that over to you and you

can see what how that transformed their

business

we're starting to create more of a

desire we're starting to create that

thing of

oh yeah actually I really wanted to get

my name out there and I can see video

would help me in that but now I'm

starting to understand how you can do

that specifically for me with my problem

in my industry okay and that desire is

built in our production company by this

by doing a PDF

pitch deck so at like a five page thing

on like what we actually do as our

business and then how we've helped other

businesses showing some case studies and

testimonials also show real

now I'm gonna be honest show rules

aren't anywhere near as powerful as they

used to be really saturated Market

everyone's got a show rule what

businesses want to see is examples

and examples of their actual business as

well you know their industry they want

to see industry examples and if you say

well I don't have any examples of that

industry at the moment you might want to

lean on the fact that your experience

and your track record can repeat itself

here but what we've done in the past is

we just offer some people a couple of

free videos or some half-price videos

because it reduces the risk it enables

us to build up a portfolio within that

industry and that's how you end up with

multiple niches so that you can have a

diverse portfolio but when I'm talking

to someone in the automotive sector I've

got examples I've got a PDF when I talk

to someone in construction I've got

examples I've got a PDF it makes a sales

process so much more tailored to that

person and builds up that desire more

makes them really feel like that they

are being listened to and you're the

right fit for their business what I'd

love to know from you guys is are you

enjoyed this video are you happy with

the iPad stuff at the moment I'm just

testing it out I think it's really nice

I'm such a visual learner I like writing

stuff down obviously my handwriting is a

little bit sloppy but hopefully you're

enjoying it if not let me know in the

comments would you prefer Graphics would

you prefer nothing at all would you

prefer

um iPad stuff whiteboard stuff I'd love

to know so we can create better content

that's more engaging for you as well so

moving on to the next point which is

their decision making and it's their

desire you know we're starting to build

up that desire already or we have done

now we need to get them to make a

decision and move into the actual taken

action so again at every stage of this

we're moving from that kind of awareness

to interest to now the decision and at

each line You'll have drop-offs okay so

you'll have drop-offs here and you need

to analyze why those people didn't

convert are you speaking to the wrong

people and at the point of trying to

create this desire if if your

conversations don't go any further then

you need to understand okay maybe was it

not the right fit did you not have a

portfolio in that area and if that's

cool causing you to have a low

conversion rate then that might be

something where you want to again

consider one of those strategies that I

mentioned so in desire we're really

wanting them to take action and then the

action leads them on to actually being a

paying client for you and at the end of

this video I'm also going to share with

you my own personal funnel so you can

understand exactly how this works for us

too now each one of these stages of the

funnel could easily be a 40 minute video

in itself so I'm going to try and

summarize while still providing as much

value as possible now in order for

someone to make a decision they're going

to be kind of thinking about three

things on this triangle one is going to

be time two is going to be quality three

is going to be price okay or budget

where does this actually fit in with how

much they're willing to spend and this

kind of sales triangle is something you

need to master within your own business

and your own clientele and the position

of your business depending on how much

you're charging how quick you can turn

things around so for instance our team

turns most things around within like a

week because we've got a team of people

here to facilitate that we've got the

resources the quality is high as well

and then also the budget is high so

they're the conversations we need to

have and if someone comes to you and

they say

look I want you to create a video for us

but we've got a low budget so we don't

have a budget but I want it to be really

good and I want it to be done quickly

it's not going to be possible you can't

produce a really high quality video on a

low budget and you certainly can't do it

quickly but they might say to you well

we love your work we want this video to

look amazing we've got the budget to

match it and uh they also want it done

quickly then you say well okay there's

going to be some problems here because

we can't produce high quality quick it

needs to take its time so we always ask

the question here to get them through

this buy-in process of

what

do you want us to prioritize is it

budget is it quality is it time what do

you want us to prioritize and they often

go Ross we want you to do all three and

we go yeah great you're so funny uh no

but really what do you want us to

prioritize because we can't do

everything you know if you've got a low

budget where are we at so budget's a

good thing to talk about first and we

just say you know what what budget are

we working with are we working with five

thousand dollars you know or pounds for

us ten thousand fifteen thousand twenty

or one thousand you know we're gonna

have a very different conversation based

on that answer and I tried to bring that

up now quite soon in our uh

conversations because otherwise we could

be talking about producing this amazing

video and we're wasting all of our time

because then they say the budget's

really low so I just asked them what

budget do you have in mind for this

project once they reveal that let's say

they say it's five thousand dollars then

we can then start to talk about okay

well what's achievable within that how

quickly do you need it well Ross we

actually need it in three weeks time

okay fine well you're not going to get

the premium premium premium Quality

Service we're going to actually have to

put our resources and some of that

budget into getting this done quickly

and we're not going to be able to you

know achieve that it's a much nicer way

to actually show them that buy-in

process and let them make the decision

so they walk away from it feeling like

they've made the right decisions and it

hasn't been you just saying we can't do

it quickly we can't do it good we need

more money you know that's a nicer

process to take them through and that's

how we then take them from having that

desire they've understood we've caught

their attention we've generated some

interest in what we do they think it's

the right fit for their business we've

created that desire by showing them

actually examples of other people's work

and now we're moving them into this

buy-in phase they're if they're talking

about price if they're talking about

time they're talking about these two

even though they'll want to focus on

quality they're talking about these

they're ready to buy and a key Point

here is don't

sell past the point of sale once they

say yeah we'd like to get you in

probably like in in next week to do this

or yeah we're happy to go ahead with

that don't start to keep trying to sell

them I made that mistake I've lost a lot

of deals because I started to say oh

that's brilliant yeah we'll get you

booked in yeah amazing yeah and this

video is going to be really good because

we can do this and and it just honestly

they just start to go actually you know

what yeah let me just have a quick think

about it I've just gotta ask so and so

about it yeah yeah but a second ago they

were ready to buy so make sure you're

aware if they're talking about time if

they're talking about budget then

they're pretty good to stop start

closing that deal and then that's when

they become a client that's when you can

start getting some money into your

business and this is the funnel that

that you should follow to help you

achieve that I promise you guys I would

show you what our funnel looks like and

it's really simple anyone can make

something complicated it's making it

simple is the hard bit so at the top

here we've got our sales and marketing

obviously to build out our awareness

and for us we're doing things here like

um go and networking

um we are doing posting

we're actually quite bad at posting

because we're doing Outreach for the

most most part and for us Outreach

um I'm gonna stop scribbling down here

because this isn't probably making much

sense

um Outreach for us we're heavily

invested into sales at the moment and

outbound stuff like I mentioned

previously that's why we've kind of

actually gone less into marketing but

they're the they're the three main areas

that we look at doing

then when we're talking about kind of

the interest uh phase

um really it's our track record we guide

people over to our website and we also

want them to book a call with us we want

them to actually say yep I'm happy to

have like a brainstorming session with

you for free let's jump on that that

generates a bit more interest have a

look at our website in the meantime

then when we move on to this final Point

well sorry before the final point we

start to send them out a PDF where we

all on that call we start to Showcase

how this has worked for people within

their industry we show the success

stories we show what we do as a business

we talk them through our process so they

can see how we're different to other

production companies that really starts

to make the decision a no-brainer which

then converts them into that sales

strategy like I just said with the

triangle we take them through that

process of what you want us to

prioritize here when are you ready to go

let's get the date in let's move them on

and then that's how we land them onto

that client one step further from that

because we always do a one-off project

with them so we do the project with them

we go and film them we make sure they're

happy we make sure they're the right fit

after that one-off project we sign them

on to an RCP which stands for regular

content plan every business in the world

can benefit from regular content the

algorithms with all social media

platforms

um they reward those people who post

regularly by allowing them to reach

wider audiences but it's important that

the content is good and our regular

content plans enable us to work with a

client not just once or twice or three

times a year but often up to 12 times or

more a year plus they're contracted as

well so we know exactly how much money

we've got coming in every month so we

can create a profitable videography

business with a predictable cash flow

because if you don't have a predictable

cash flow how can you invest tens of

thousands of pounds into equipment if

you don't know how much money you've got

coming in every month that's a dangerous

place to be in so we signed them up onto

those and again like any one of these

points I could do a whole long hour-long

training session on each of these

particularly with the RCP system we've

already recorded a free training event

if you click the link below it's

pre-recorded I say that in the video as

well I'm not one of these people that's

like hey it's a live session every 15

minutes like clearly it's not we've

taken it from a live session that we've

condensed it down we tell you how to

find leads we give you our sales script

we take you through that process on how

to sign people onto these regular

content plans so go and check that out

if you're interested in growing your

business having regular income and if

you'll kind of feel a bit stuck at the

moment in your business you just can't

seem to unlock that next level and you

can't seem to grow it further you feel a

bit just like con it just seems harder

than it should be then take a look at

this video I break down loads more

strategies that will help you really

Identify some of the key problem areas

that I've faced in growing my production

company from a desk in my parents living

room to where I am today with a team of

people working on Amazing projects all

over the world so take a look at that

really wish you the best let me know

what you thought in the comments below

make sure you subscribed until next time

peace