Selling Video Services in Your Digital Marketing Agency

Are you the one who is not being sure about what are the rights questions to be asked in a Video Production Sales Meeting? Well, no issue, we’re here to relieve you from this stress.

Today in this article, I am going to guide you as comprehensively as possible, about the aspects you should always care about while you’re in a sales meeting.

In order to have visual understand of what I’m about to explain, watch this video:

(Video Source: Questions To Ask In Every Video Production Sales Meeting)

What you’ll learn

I’m going to talk about the video production sales process and how to close more deals by asking the right questions. If you want to get more contracts for your video production business, it all starts with the questions you ask in the very first sales meeting.

I’m going to talk about some of the steps in this insight but if you want an in-depth step by step process for how to win more video production contracts get your copy of my proposal writing system at

Project Purpose


The first thing you want to do is discuss the purpose of the project with client and ask why do they need to produce the video. Then you want to determine their target audience.

Target Audience


Ask your client which are the people client is trying to reach with this video or media project. Ask them to be as specific as possible.

Communication Objective

Now you need to figure out the communication objective; what does the client hope to communicate to the target audience in this video project? What does the video project need to include in order to influence the target audience?

Distribution Strategy


Now is the time to ask how does the client plan to distribute to finished video project to their target audience? What are the presentation settings in which the project will be displayed?

One on one meetings, lobbies or waiting areas, direct mail, trade show displays, trade show giveaways, RFP packages, website, email, et cetera?

Provided Content Type


Then you want to figure out how much content and what type of content will be provided to you by the client. What specific content does the client have that needs to be incorporated into the finished presentation?

Whether that’s footage, pictures, graphics, testimonials, et cetera. This is the content that will not be created by your team either on the shoot dates or in the editing process.

What are YOU upto?

Then you want to figure out what project elements will be produced by you and your team. What will you need to create in order to complete the project? Include types of interviewees and locations, shot descriptions, locations of b-roll, motion graphic needs, narration needs, music, et cetera.

Finalized Project


Then talk about project mastering and special instructions, how will the finished project be delivered to the target audience? DVD, looped DVD, web video, Blu-ray, electronic file, et cetera?

Describe special needs regarding the creation of media delivery format. Figure out if there’s any special needs regarding the creation of the final media delivery format.

Any Media Duplications?


Then you need to figure out, are there any media duplication needs? How many? Are there any special instructions with that? What type of media will be duplicated for this project? DVD, Blu-ray, thumb-drive? How many copies do they need? What type of packaging? Will you design the artwork for the disc face and packaging or will the client provide it?

All of this will go into writing a proposal to determine what it’s going to take and what the production budget is going to be.

Return on Investment


Then you want to move into the return on investment analysis. Based on the client’s need to develop this project at what point will they break even in terms of what you’re asking them to pay.

For example if a client is producing a marketing video and the total production and duplication budget is $7,500, how many products or services will they need to sell in order to pay for their project?

If you’re producing a training video for a client, how much money will they save by using the video to train employees in multiple locations versus having to travel, et cetera?

When applicable, include this information in the proposal for the client to review. Once you have answers to all these questions you’ll need to use this information when writing your video proposal.

That’s it for now. I am pretty sure you learned some useful stuff from this guide. If there’s anything which is confusing you, please drop a comment below. I would love to get in touch with you.

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Jon Acosta is a Digital Media Advisor based in Atlanta, GA. His primary focus is helping companies outsmart their competitors with smart online marketing strategy. Acosta has been a digital video consultant and mentor for some of the largest Fortune 500 companies. Some of his cliental include Apple Inc., Tekla (a Trimble Company), and Elance Inc (now known as "Upwork"). He is also a frequent course author for Pluralsight; an online technology training platform built for corporate teams.

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