Generating Leads & Enquiries.

Episode Transcription

Den Lennie (3s):
G’day, guys!. It’s the Den Lennie here host of the How to Scale a Video Business podcast and a bringing to you here Episode 196 of the show, which is the staggering actually I keep kinda having to pinch myself, that we’ve with almost hit two hundred episodes. But today I want to talk to you about one of our growth accelerators inside the video of business accelerator, how to generate leads and inquiries, how to basically get more customers. This is probably one of the most common questions that I see asked out in a boat and then internet world, because we weren’t thinking to you today and share with you exactly how you know, the whole idea of getting customers is often the, the subject that most video business owners feel like, is this the most important?

Den Lennie (57s):
Is that how do we get more customers? But in actual fact, better question to ask, how do you get more of the right kinds of customers, the candidate, customers that are in your target market, who are ideally suited to the offer that you have, because when you try and sell to everyone, you end up kind of pleasing no one and you end up having some great customer experiences and some not so great customer experience. Yeah. Did you, of businesses typically tend to focus heavily on production and kind of ignore everything else.

Den Lennie (1m 41s):
And if there’s a period where there is a bit of a famine, you know, you are on the bottom of a rollercoaster and you feel like, you know, there’s just nothing around it. It’s usually because you haven’t done some real kind of lead generation and lead, nurture and development, you know, probably three or four months earlier. So, you know, if you wanna go broke out quickly, then keep doing that. And so, while I need to do today is address this really as soon as possible than, you know, then your risk, you know, if you don’t address it, your, you really a risk going on it at business. And I think if the last year has taught us anything that you’ve got to have a kind of a bullet-proof process for continually bring in your opportunities in to your business.

Den Lennie (2m 27s):
So ask yourself, what are you doing to not shoot your existing prospects? Because not everyone is ready to buy right now. In fact, it’s likely that if you started marketing today, then it wouldn’t be for at least 90 or even the 120 days before you necessarily see it, a return on that. And oftentimes what I want to come across and observed is that people are a very impatient, they feel like they’ve done some market outreach and, and like, you know, someone hasn’t bought something right away and they’re like, oh shit, you know, like this isn’t working. So, you know, you gotta think about that.

Den Lennie (3m 8s):
You know, and you’re in, in your lead generation process of being an on-going process where you’re feeling many, many opportunities at the top of your funnel, but they may not be ready to buy straight away. So one of the things that you can do is, is capture data on your website. So if someone visits your website, do you have a method for them to leave that information beyond the simple contact us form, which let’s face it, nobody uses, you know, so, so that you can then follow up with clients via email for you, etcetera now, or, you know, I moved house recently and I want it to, can I get back in to some fitness? I checked up a new gym and within 60 minutes, they’d called me to set up an appointment.

Den Lennie (3m 52s):
No, that is seriously generation action. I, so I did some research. I left. So some connection detailed on the website and by three o’clock that day and met them and signed up and they want to a recurring sale by simply following up faster than the other Jim and the air, and giving me a, a means to delete some details. I dint want to Nestle called them up. So I found that an inquiry forum, and I think that they have a, an e-book for a download or was the thing is most of us when we visited a website, we, we bros. And if we don’t, if we’re not ready to buy there and then like an e-commerce, then we are simply going to leave and not take any action. And its maybe unlikely that we’ll come back to that site.

Den Lennie (4m 33s):
So you want to be creating some kind of followup strategy, lead capture strategy or data capture because otherwise you’d just leaving business on a table, which, you know, leads me really into an overall marketing strategy, which is, you know, D do you even have a marketing strategy in a marketing strategy, as you know, what is the process you are going to deploy two, attract ideal client’s into your business? Umm, you know, or are you using social media in a way that actually generates inquiries? Are you just posting stuff, Willy nilly on LinkedIn without any structure? Because if you’re not consistent in your marketing, you are simply not going to get consistent results.

Den Lennie (5m 14s):
That in fact it’s true with anything in your business. If you don’t do things consistently, you won’t get consistent results. And I hear a lot of filmmakers often tell me our, you know, I’m I’m to busy to market and I’m a busy on a project. And then the project finishes an a and I start marketing until you get this, this roller coaster in your approach to marketing, which is why you got a roller coaster and the income that is being made. So you do it. There’s no clear pathway from a prospect when we land on your site, but they could easily become confused and of taking no action and live. So what we teach and the VBA, his to create a systemized method of attracting ideal prospects into your business and nudging them into and elite system really of, of nurture, saw that the are taken on the journey, have all of their questions and answers given to them because what we do as human beings, as we are, we’re not sure about something or we have questions to remind, but then we thought, well maybe, maybe that was a daft question.

Den Lennie (6m 22s):
Maybe that was a question that I should know or so I’m not going to ask it, but I want to dig around this website to see if I can find the answer. And if the find the answer, then it’s like, okay, that I actually found the answer to my question. I feel comfortable and confident in this website. So maybe I will dig around and a bit more. And let’s say there was an e-book that you can download. The ebook can read a bit more. In fact, if you want to go through this exact process, knowing that you haven’t done swoll ready to go over to my website at denlennie.com, D E N L E N N I E dot com and click on any of the buttons on the site, you can download an ebook or you can watch a training.

Den Lennie (7m 3s):
All of those have a lead capture box. So that what we’re doing is we’re sharing valuable advice about how to scale and grow your video business for free in return for an email address. And then we will send a series of emails asking you questions and providing great value though. The thing about this is you can unsubscribe it anytime, but the ideas that we want to build a list of an email list of prospects who have put their hand up and said, yeah, I run a video of business and I’m looking for some help to grow it. So what we then do is we provide lots of resources on our website and then we communicate via email. If, if you believe in for number, we can call them up. We don’t typically tend to do that because I tend to be of the opinion that, you know, forcing people up and asking for a sale when they’re not looking to solve a problem necessarily it’s not a very effective execution of, of an idea.

Den Lennie (7m 54s):
I don’t believe in cold, you know, cold reaching out cold calls. I don’t think at works, I think a much better off having some one raise a hand or download some content, consume some content. And then when they’re ready, reach out and say, you know what? I wouldn’t mind to chat about this. And it happens a lot. Or oftentimes you, you may be sitting listening to this podcast and have listened to a a hundred episodes plus, and, and, and have you felt that it was quite the right time to reach out and have a conversation about maybe taking your business up a level. But what I want to ask you to think about and consider is that, you know, how is that working out for you on your own?

Den Lennie (8m 37s):
How is doing this on your own, actually impacting the results you’re getting? Are you seeing an increase in, in, in inquiries by just listening to this show and applying bits and pieces are, do you feel that you could be doing more because that’s really what are VBA masterminds, all of that. And while we were on this topic, I’ve got a couple of people getting in touch, seeing that a bit confused, buy buy, which has, which should and so on and spend a couple minutes explaining the, that the difference is between the two programs that we offer it. So we have, We, we actually have three options, so you can watch it with me, one to one, and that’s a minimum of three months commitment. And then we have a call every two weeks.

Den Lennie (9m 18s):
We have the VBA mastermind, which is four. You really, you’ve got to be doing $10,000 a month minimum ongoing to qualify for that program as many other businesses in there, or doing many multiples of that. And so we’ve, we’ve discovered that that’s a threshold and that, that is a group accountability coaching and mentoring program. We have weekly group coaching calls and there’s a library of training content. And we have at one-to-one time as well. And then for businesses that are in the can of two to $5,000 a month range, we have the VBA, an accelerator foundations program.

Den Lennie (9m 59s):
And that his, the training content that that is used in are higher level programs, but with the one-to-one coaching and without, without the, the calls. So we can make it a lot more accessible in terms of investment for businesses who are at that two to five grand a month level. And then the idea of, of that is that we want to help you put the tools and foundations in place to get to 10 grand a month. Because once you get the 10 grand a month, things start to change. You ask yourself this haz owning your own video of business, everything that you dreamed it would be when you first got started. It might be hard to admit, but thinking about whether your genuinely achieving everything you said hope to when you made that decision to grab the camera and go it alone, or you really are working less, or are you really earning more?

Den Lennie (10m 51s):
And our, you really in control of chances, are you a bloody good at what you do, but your having to walk a dog 70 plus hours a week, whether it’s filming, editing, marketing, or any of the other jobs that come with being the big boss up your video company, when your managing projects constantly searching out for new clients and worrying about cashflow, its easy to lose sight of the bigger picture or make real progress, lets face it that stress as the last thing that you need. When your trying to run a profitable company that supports you and the people you care about. Truth is a business that provides a financial professional and personal freedom really is achievable that maybe you’ve got that nagging feeling that you’re overworked, lacking stability and struggling to get to where you really want to be right now.

Den Lennie (11m 34s):
It could be that you just don’t know how to make a positive change on your own. So I created the video business accelerator coaching programs to really supercharge your video business with these unique coaching programs, you’ll learn all the tools you need to get complete confidence in the success of your video business. You can take the first step on your journey, a successful business that doesn’t control your life. Let me show you how head over to Den Lennie dot com and click on accelerator. So I just wanted to cover it, wrap today up by talking about this idea of generating leads and inquiries. The fact is if, if you don’t start putting some mechanisms in place on your website to capture data than you are, you are leaving opportunities on the table.

Den Lennie (12m 23s):
And one of the biggest sort of re re re bits of resistance, I hear from filmmakers, this that they’re kind of resistant to doing any marketing cause, cause its hard, but, but we do in VBA. If we make it easier by giving you a path, we, by giving you a lot of the mechanics already done, for example, we share an exact funnel that you can just plug and play. So we’ve actually built all the automation for you inside of active campaign. And then, oh, you need to do it either write an e-book or can’t be there to make it doesn’t have to be an e-book, but eBooks are a very powerful because then they have the authority have a book, but they’re so easy to consume. And so they have the perceived value of a book, but other things that I’ve seen people you very successfully is like a video series that explains, you know, how to solve a particular problem for a market.

Den Lennie (13m 14s):
So all of these things are, are really, really important. And, and none of it is, is, is late. If not all of its difficult, but it’s also not easy. It’s simple enough to understand, but of course the difference between listening and agreeing that you understand something and actually implementing it is, you know, it, it, it’s a big difference. And that’s why we have accountability programs because we know as filmmakers that we we’re, we’re challenged by, you know, the consistency of that is required to do the hard stuff and you know, business needs a consistency and a monotonous tasks repeated over and over again, you know, building leads into business, you know, it, it, it’s not easy, you know, and, and the thing that I’ve learned in the last 12 years running a business is that things just change all the time.

Den Lennie (14m 9s):
Something that worked really well six months ago or something, it doesn’t work anymore because of some that some factor that’s changed. So you’ve got to be, I think, in an environment where your you’re constantly being exposed to different opportunities, for example, on, on then the code that we’re doing tomorrow and it will be talking about, you know, what’s working no, and, and what’s not working. And so we have this opportunity with 20 plus video businesses to consume and talk about what is walking in the market and what its not. So I just want to kinda keep reiterating that that is if you are sort of fit, trying to figure this out yourself.

Den Lennie (14m 51s):
And I had a great call with a new member last week and Cory, and he said, something really salient on are on a chair. He said, you know, my son said to me then that, that you’re always watching the same video was about the camera you already on. You need to change your algorithm. Like your, your YouTube channel is just full of clicks, dog videos about it, the camera, the you already. And I loved that phrase about changing or algorithm. So let me ask you this. Are you ready to change your algorithm or are you stuck in a bit of a rut looking at the same stuff over and over again, hoping that something will change. Cause we, as we all know, the definition of madness is doing the same thing over and over again and expecting a different result.

Den Lennie (15m 35s):
So I want you to think about that and it was good. And I short apps for this week guys, and I will see you in front of the episode next week. You’ve been listening to the How to Scale a Video Business podcast with me, your host Den Lennie. If you’re a video of business owner, it’s a hit a ceiling, we’ve benefited from a mentorship support and coaching and check out how you can work with me over at denlennie.com. Don’t forget to subscribe and rate the shore over on iTunes. And we really appreciate your taking a few minutes to leave a review and don’t forget to share if you feel you’ve gotten value from this episode and you think it would be useful for other filmmakers, you know, and please do me a massive favor and share it on social media and in groups that you might be in.

Den Lennie (16m 19s):
So thanks for listening. See you in the next episode.