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GETTING & KEEPING CLIENTS (KEEPING CLIENTS WARM (Closing a project…
GETTING & KEEPING CLIENTS
FINDING & MEETING CLIENTS
1. Where to find potential clients
Social Media
LinkedIn
Natural source for work purposes / business queries
Meetup.com
Local Gigs
Social Events
News & Journalism
Community Events
Involving Local People
Area Search
Contacts Through Previous Work
Local Businesses
Networking
Industry Events
I.e Wedding fairs
Lots of industry events are free to attend
Conferences
No need to be an exhibitor to make it worthwhile - speak to delegates
FOCUS ON GETTING
THEIR
BUSINESS CARD
Gives you control over the follow up
Don't feel stumped if you don't have your own business cards yet, just go for it!
Personal Networks
Don't be ashamed!
Already an easy relationship to cultivate
Friends
Friends of Friends
Family
Filmmaker networks
- If
you are providing filming services go to events where your audience will be, not where other filmmakers will be
2. KNOW YOUR AUDIENCE
Break down your audience in to categories to focus your efforts. Maybe focus on one category a week?
What problems does that audience have? How can you solve them?
Having a niche audience will really help you figure out where to look
3. HOW TO MAKE A GOOD FIRST IMPRESSION
LISTEN!
Don't make the conversation all about your sales pitch. Ask them questions and listen to their anwers
Take it steady
Get to know them and their challenges
How can you help them?
VIP / 5 STAR TREATMENT
Get to know them and the work they do (beforehand if possible)
Find out and help them achieve Their goals
Find Common Ground
EARLY ON
What did you do on the weekend?
They understand that you understand them - you've done your research
Appreciate and compliment their work
Elevator Pitch
- wise to do this in advance, keep it relevant to where you're offering your services - keeps it concise and stops the waffle!
ASK INTERESTING QUESTIONS
You can always bring it back to how you can collaborate
Anything to get away from the standard "what do you do" - moves into territory where they are MORE than just their job
Come up with 4 / 5 go to questions
What is something you've always dreamed of achieving?
How did you achieve...?
Did you see...?
What would you be doing if you weren't here...?
Have you got any exciting things in the pipeline?
This will make you more memorable
BUILD TRUST
- they'll reveal more
Persevere
- see if you can connect, even if they initially say "we're not interested", they'll appreciate that it feels like you're just trying to chat and have a nice experience with them
INTEGRITY
Be genuine, be real about your ability and your services
4. THE FOLLOW UP
Example:
Take pics of them on set - send them across as a 'freebee'?
SCHEDULE THAT FOLLOW UP
Leave it a few days - to allow it to sink in, or to recover from the event
BE PROACTIVE -
Don't wait for them to get in touch, you probably aren't their priority!
PHONE CALLS ARE BEST
(if you have the option) - they are a powerful tool
Try calling a few times, with a few days in between. Try again by email
MAKE THEM AN OFFER
THAT THEY CAN SAY
YES
OR
NO
TO
What does that follow up look like?
Re-introduce yourself - is there a specific line of communication / anecdote you shared that you can remind them of to jog their memory?
Mention the highlight of the conversation
MAKE THEM AN OFFER
THAT THEY CAN SAY
YES
OR
NO
TO
Make sure it's solving a problem for them - ideally something you already know from your first meeting
Remind them of the problem, offer a SOLUTION
Make it something that they need, something relevant to the challenges they've already told you they are facing
Show them examples of work that you've made that reflects what you're offering when possible
What are their goals? What are they trying to achieve in the near future? How can your services play into that?
TRUST INDICATOR:
showing your work, a website if you have one. This lets them know you're serious.
DON'T APOLOGISE!
You're not inconveniencing them by making them an offer! So
keep your contact direct and to the point!
They will apreciate that and you'll come across like you have intentions and you're confident in your ability to serve them
Can you arrange a meeting with them?
(Face to face ideally)
Don't be vague!
Offer a specific date - AGAIN easy for them to say
yes
or
no
KEEPING CLIENTS WARM
Closing a project & maintaining that relationship
Through working with them - are there more problems that they need to solve?
Follow up on how the video / content is working for them?
Be honest - think about how you can build and develop on the work you've done for them?
Shows a genuine interest, integrity
Keep it genuine!
Take an interest in how their world / business is changing
Can you repurpose existing content from your last collaboration?
CAN YOUR CONTENT GO FURTHER?
Is there any footage that would work for an additional video to solve another problem or promote something else?
You can always come back to it - so bank it for later if now isn't a good time for additional work
SOCIAL EDITS
Mention this at the time - start planting the seed of your future collaborations
MAKE ANOTHER OFFER!
"This video has really got me thinking..."
"I noticed when we were shooting, this point kept coming up..."
TURN THEM INTO AN ADVOCATE!
Use them as a megaphone for the work that you produce!
Do they know anyone they can refer you to?
Get their feedback to put on your channels / website
If they're a one time client, this will still help you to generate work through them
Call them to check in!
Do you have an opportunity to follow up? A new service you're offering?
A piece of news
to keep them in the know
SCHEDULE IT!
- tell yourself when you'll connect, and stick to it, the time frame will depend on the client
Spearhead it - they may not have had the space to think about it, you've dropped in to take the reigns and make it happen!
Nudging
New Year - "thank you for working with us last year..."
Anniversaries and recurring events - "look what we achieved together last year!"
:champagne:
Celebrate your collaboration!
Be sure to check they're happy for you to share
Social media - tagging them and sharing their business, they'll enjoy the extra publicity!
Any nice surprises?
Do you have any content you can offer up as a freebee / a good will gesture?
Re-edit!
"Hey! I played around with that footage we shot a few months ago... "
Shows that you're on side
if it's too big for a freebie -knock some thing up in draft form - "how's about we add to this to make X?"
Don't over promise and then under deliver!
Be realistic!
Keep making offers! If it feels ambitious - offer a few ways that are workable for them to choose between i.e :
FOLLOW THEIR SOCIAL MEDIA
What's new for them?
Comment?
You can pop up here and there, keeps you in their minds
Share
What are they up to? More potential work to be had?
KEEP IT PERSONABLE & PROFESSIONAL
People work with people!