Make each prospect needs your opportunity to sell and make a profit. You have to have systems, processes, and you have to be disciplined to create consistency in your business.
Episode Transcription
Den Lennie (3s):
G’day, guys! It’s Den here on June the 15th and we’re here with episode 193 of the How to Scale a Video Business podcast. So I met them hard to make it today. I started my seven-week fusion fitness program yesterday, which is a kind of evolution of cross-fit up here in the sunshine coast And a yeah. Everything, but that’s a good sign, right? Because when there’s no pain in, that can be in a game and there is discomfort when we’re growing, which is why I want us to talk about it. A really important topic, the there on this week, shorty, and that is Why most videographers suck sales.
Den Lennie (53s):
Now let me be clear. It’s it’s not just the sails that this it’s the fact that the most people get up to early in the sales process, we’ve been running some ads, some Facebook ads, recent at attesting, the UK for new Oop, it got running was spent $1,800, 160 different, and we’ve had a cup of coals, but they weren’t a great fit, but it would be. I see, to assume that that campaign hasn’t worked because we haven’t sold anything. But in actual fact, no sales is a process which just came off of the court. She calls and some of the guys were saying, you know, they don’t expect a sail to happen some time in six months, until six months has passed from initial contact.
Den Lennie (1m 42s):
You he’s a guy who is running very successful businesses. And so what are you gotta remember is, you know, when, when you think about your own buying process, when buying anything, you rarely just decide, you know, and let’s, but suspend them to me without doing some research. You typically research, you look for articles, you look at blogs, pause to look up videos, and then you’d come to a point when you’re ready to make the decision. And so when we look at our ebook funnel is designed to get people, to raise their hand and say, Hey, you know where I am, I’m invested enough to download this ebook, but we can’t expect someone to then not want to jump on a call with us and talk about how he can help him coach them through the business growth.
Den Lennie (2m 27s):
So our next phase will be to you, you send some further emails at night. If you’re on that list, you expect to get an email from me. And that is gonna be another move foreword. And we were chatting in the call today. And some of the guys in the call was seeing, you know, What? They expect to have 10 Points. It’s a contract with a prospect before the ready to buy, but you have to keep following up. The fortune is in the follow-up. And so that’s the reason Why most videographers suck at sales because they just give up too early, you know, and it’s a real problem. And it, and it is also not your fault because when we’re creating, you know, it, it’s an evolutionary process where we, we kind of know how something feels and we can make a decision and we cut it and it looks great.
Den Lennie (3m 15s):
Sales is a lot more Mmm, and business development and, and, and getting them turning prospects into leads. It’s a more systematic process. Its a process that needs you to be disciplined. It needs you to be consistent. And we just come off this call literally 10 minutes ago. And you know, the guys are always telling me the, I was in these calls or so powerful it’s because Every week we check in and we stopped for 90 minutes and we look at our businesses, we run hot seats again to then we talked about sales at one of our clients has just had a cup of projects disappear and he was looking for some support to get his livestreaming business, some more exposure.
Den Lennie (3m 56s):
So we sat on the call as we discussed strategies for how to do that. And Andrew said, one thing to Sammy, it was like these, the people you need to contact. And in this particular market and the light bulb went off and that is the power of a mastermind that has the power of having other video business owners to listen to the challenges you’re facing and to give you some support and advice on what to do next, but back to the topic of debate. Shorty, Why most videographers suck at sales it’s because they just hadn’t been shown how. And, and sometimes when we are constantly following up with people, it can feel like we’re being a past. But what you gotta remember is if your sending emails out of someone, only one in five emails is being really read and saw.
Den Lennie (4m 45s):
People are busy, they’re in boxes of full. So you know, it it’s like its very easy to apply a creative mindset to the logic and consistency that business needs. And so I want you to think about you’re on sales process and you want be thinking or what, what sales processes then I get it because I can you go on to 10 years ago? I didn’t have one or not, not even a hope of having a sales process, but as I’ve invested in coaching over the years and invested the masterminds, I’ve learned there to build a sustainable multiple six figure business without killing yourself. You have to have systems, you have to have processes and you have to be disciplined to execute on an ongoing basis, saw that you build the resilience required to create consistency in your business because you know, the, the, the biggest issue that faced most video production companies, is that not enough of their target market, no, the or even exist and no that, or even get given any sort of indication that not only do they exist, but they are a great fit for the problem that that company may have.
Den Lennie (5m 57s):
And that has ’cause. We fundamentally start life is camera operators and editors. And we want to, you know, we simply want to like make content, but as a business owner, you have to generate sales, you have to generate opportunities for your business. You have to be consistently pushing new people through your funnel so that you can convey them to opportunities. And when I say convert them to opportunities, I mean someone who has a, a need for a problem that you solve, but he just hadn’t been convinced yet that you are the right solution. And that is why we have marketing processes.
Den Lennie (6m 38s):
While we have marketing funnel, as we talk off in a boat, this is the group, the importance of having a marketing funnel, being able to track it, being able to see where it’s falling down, where it’s working and that involves investment in. And for some that means some investment in themselves in that means some investment in, in their marketing. But these are all tax deductible expenses. And the way I look at marketing expenses, I see my face B card spends is if I’m employing someone. And so we spent about 18 or $1,900 in the last four weeks on this ad campaign. That’s that’s, that’s, that’s Freddy Facebook. You know, he’s the guy who we spend money on having him test everything for us. And we’ve got a lot of data, but we’re only a small way in to that process.
Den Lennie (7m 23s):
So if you download it in one of our eBooks, you are going to get an email from me and the next couple of days. And I’m, you know, that has because we never gave up. You know, we, we never give up on, on opportunities. We always want to be making sure that our prospects understand the opportunity that it’s there in front of them, or maybe you’ve been listened to the podcast for a while. Listening to this podcast is a great start. You know, it’s going to really help you to understand what’s possible and what you, what steps you need to take. But there’s a difference with in listening to the podcast and actually implementing the steps and you can certainly implement them on your own, but it’s an awful lot easier when you implement them, surrounded by a group of other business owners who understand the journey.
Den Lennie (8m 6s):
You’re going through call this morning, you know, a at Chris and Andrew, how are they in conversation? And they were like dudes with we don’t like on the same, same pathway. There is identical. Business’s in the same city, I’m on the same journey. They’ve got different markets sectors. So then they never compete. And the, and that’s the thing. And if you guys, I, yeah, that’s it for me today. I will talk to you on Thursday, ask them this Has owning your own video business in everything you dreamed it would be when you first got started. It might be hard to admit, but think about whether you’re genuinely achieving everything you set out to. When you made that decision to grab the camera and go it alone, or you really working less or are you really earning more and are you really in control?
Den Lennie (8m 52s):
Chances are you’re bloody good at what you do, but you’re having wear it like a dog or 70 plus hours a week, whether it’s filming, editing, marketing, or any of the other jobs that come with being the big boss of you’re on video company. When you’re managing projects constantly searching out for new clients and worrying about cashflow, it’s easy to lose sight of the bigger picture or make real progress. Let’s face it. That stress is the last thing you need. When your trying to run a profitable company, that’s it? It was you and the people you cared about. Truth. Is it a business? It provides financial professional and personal freedom really is achievable, but maybe you’ve got that nagging feeling that you’re overworked, lacking stability and struggling to get to what you really want to be right now.
Den Lennie (9m 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 to a successful business that doesn’t control your life. Let me show you how head over to denlennie.com. And click on Accelerator.
