Looking for a way to add tons of value and increase services to your agency clients? Have you considered adding video as a service but not sure where to begin? Adding video services can seem overwhelming but it doesn’t have to be. With the right processes and systems, you can dive headfirst into offering video services to your clients with minimal investment. Learn how to seamlessly transition to a video offering so you can help your clients share their case stories. When they sell more and you sell more ~ it’s a win-win.

In this episode, we’ll cover:

• How to build better relationships with video.
• Why video marketing doesn’t require a huge upfront investment.
• 3 video sales tips.
• #1 way to convince clients to buy your videos.

Today, I talked with my good friend Ian Garlic. Ian runs a successful video marketing agency, authenticWEB, hosts The Garlic Marketing Show, and consults on video shoots — now there’s a trifecta! 🙂 He’s worked with big names, big businesses, and travelled internationally on shoots. Ian is on the show to tell us how existing marketing agencies can easily offer video marketing as a service. He’s sharing the ins and outs, as well as tips and strategies to make sure you’re successful right out of the gate.

Video Can Help Build Better Relationships

We ALL want better client relationships. When you welcome an awesome new you create a killer campaign, and then… what? They walk out the door and never come back. Or they move onto another agency that can do more of what they need. Offering a complimentary service, like video services, is a way to keep those clients around longer.

Here’s the great thing about video content. It’s permanent. Facebook strategies shift, Google’s algorithm changes, and those CRO strategies go out-the-door when the next big buzzword hits the scene. But, all videos — they aren’t going anywhere. You can shove that video content into any other strategy, and it’s universally understood. Clients love video content because it’s evergreen.

When you start pitching video content, you really have to understand your clients. What’s their story? Why are they here? Once you sit down with them for a strategy session and really get to know them, they’re going to stick around because you get them. They won’t run off to the next agency that shoves a cooler, better strategy in their face because video is video.

Why Adding Video Services Doesn’t Require Huge Upfront Investment

I know what you’re thinking. You don’t have the time, resources, or people to start offering video services. You’re wrong. It’s a lot easier than you think! Ian says you really only need one videographer and a solid strategy. The rest of the stuff – copywriting, editing, etc. – you can outsource. When Ian started, he didn’t hire a team for video production; he hired a videographer and outsourced the rest.

How did he do it?

He had a process! You have to have a system in place that tells people what they need to get done. Without a system or even the right checklists, you’ll likely be scrambling to get everything done, and you’ll unknowingly let things slip through the cracks.

3 Video Sales Tips

1. Determine your low-hanging fruit. Make a list of which of your current or past clients could work well with video. Don’t think you have to go out and capture new leads to sell your video service. You don’t. Think about who, among your existing network, could benefit from video and pitch them a strategy utilizing your video service.
   

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2. Nail the strategy session. Strategy sessions are a great way to get to know your clients. But, they’re also an excellent way to build your process. During the sessions, you’ll figure out what the client needs, which is going to tell you what you need to do, step-by-step.
   

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3. Map it out to a successful end result. Now that you know what the client wants, start figuring out how you’re going to do it. Get the sale first! Then, come up with a plan of how to execute the strategy you just made with your client. Don’t worry about building a team. Just make sure you give the client a clear understanding of the plan and regularly communicate the goals.

How to Sell Video Services to Your Existing Clients

How do you actually get those clients to pull-the-trigger on your new video services? Put everything in perspective. Ask them this: “How much is one lead worth to you?”

Flip their mindset from looking at video as a cost to looking at it as an investment. If they’re a service-based business, one lead may be worth a thousand dollars… up to ten thousand. Once they think about the ROI for a second, they’re going want 20 videos. If those videos only score them a few leads, they’re still going to come out on top.

The same thing works for non-service clients too. Have them think about the entire process in terms of ROI. They’re going to see video as an expense. However, you need to sell it is as an investment by pointing out the benefits of this evergreen, multi-use content.

For more info on adding video service to your marketing agency, check out JasonSwenk.com/videoagency

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