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A production crew’s guide to gaining new clients

6.21.16

A prospect you’ve been trying to reach for weeks ends up in line ahead of you at the coffee shop. When you introduce yourself, your handshake better be firm, not clammy; your delivery better be natural, not desperate; and your pitch better compel them to ask for more information. Whatever solution you offer, you’re more likely to end up selling its value on the fly than in a conference room full of decision makers. Gain clients with your production crew’s 30-second pitch.

With your production crew’s talent and experience, you already know you offer a great experience and a dynamic final product from broadcast to reality TV and corporate interviews to marketing drone shots. The 30-second sale gives you a chance to make sure your prospects know. The market is crowded and despite topnotch talent, you may struggle to get a seat at the table.

Keep your production crew’s services in demand and your phone ringing with these three steps:

  1. Communicate your value at every opportunity.
    To become the talent of choice, you must be ready to communicate your value—anywhere, anytime. Have your value proposition memorized so that you can recite it at a moment’s notice. Treat your prospects like the big agencies do. They come to each interaction equipped to sell—knowing they must earn confidence to earn business.
  2. Consider your services, strengths, and technology assets from your potential client’s perspective. 
    This allows you to communicate in a way that resonates with your potential client. They must walk away understanding how working with you benefits them.
  3. Create opportunities to play with all those cards in your deck.
    Effective and consistent industry networking is the foundation for your growth. Identify key stakeholders within your network and pursue departments and businesses you know are an obvious or immediate fit. Spend time in the right places so you can put yourself on the other side of the table. Show up where potential clients hang out. Drink lots of coffee. Eat two lunches a day if it gives you an opportunity to share your value. Create your seat at the table—whether you were invited or not.

Need a little support keeping that pipeline full of legit clients and paying gigs during your slow season? Sign up for Crew Connection here, call us at 303-526-4900, or shoot us an email by clicking here any time. We’re here for you.

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