Hey everyone—welcome to Vlog #7! Today, I’m pulling back the curtain on my sales process, how I find clients, and the different methods I’m testing to keep my videography business growing. Let’s dive in!
1. Small Business Networking Events
I recently hosted a small business social in partnership with my local Chamber of Commerce. (They organize the gatherings, and I volunteered to host at the Pump House, an awesome local art center.) The event was simple: provide coffee and donuts, and open the doors for people to mingle.
- Why It Matters: Over time, regular attendance at Chamber events can help people remember your face and think of you when they need video work—or when their friend’s neighbor’s cousin needs a videographer.
- Hosting Perks: As the host, I had extra motivation to walk up and talk to everyone, which helps break the ice. I met four people I’m hoping to collaborate with soon.
I haven’t yet experienced a “direct line” from an introduction at a networking event to a paying job, but the indirect connections can be powerful. It’s like having sales insurance: the more people who know who you are, the better your odds of being top-of-mind for future projects.
2. The (Sometimes Painful) Art of Cold Calling
Like many folks, I’m not a big fan of cold calling—it’s nerve-wracking. Still, I force myself to do it at least once a week, focusing on a niche I’m passionate about: symphonies and orchestras.
- A Lucky Break: On one of my first calls, I ended up chatting with a symphony director for 40 minutes, which is almost unheard of. That conversation led to signing a contract for three concerts this season!
- New Territory: This will be my first time working with a professional orchestra (I’ve done youth symphony recordings before). It’s exciting and slightly intimidating, but I can’t wait to see how it all unfolds.
Cold calling is usually an uphill battle—30 rejections for every 1 yes—but when it works, it can open doors to dream projects you never knew existed.
3. The Website Factor
I’m constantly tweaking my website to be more client-friendly. While it doesn’t produce a flood of leads every day, I have landed two new clients in the past month—one being a specialist in periodontics who’s rebranding his entire practice.
- Building Trust: We first connected when he hired me to film a presentation. He liked the experience so much that he reached out again for a more significant video project.
- Continuous Improvements: Seeing this success makes me want to improve my site’s design and SEO even more. If a client lands on your website, make sure there’s a clear path from “curious” to “contact us.”
4. Email Outreach & Follow-Ups
While I don’t do a ton of formal email outreach, I’ve had small wins in the past. For instance, earlier this year I sent a cold email to a local bakery, shot some free test footage for them, and now I’m checking back to see if they need holiday content.
- Lesson Learned: Even if a project starts off small (or free), it can lead to paying gigs later—especially if you make a good impression and keep in touch.
5. Upcoming Prospects
Right now, I have a few promising opportunities brewing:
- A Realty Company: We had a great meeting, but I’m unsure if they’ll lean more toward a budget option or partner with someone who provides full-scale production.
- Several Other Leads: Some from word-of-mouth, some from networking, and a few from previous connections.
The Multichannel Approach
If there’s one takeaway, it’s that I juggle different marketing avenues because none of them alone gives me consistent, high-volume leads:
- Local Networking (Chamber of Commerce, community groups)
- Cold Calling (targeting niches like symphonies)
- Website & SEO (slow but can yield high-quality leads)
- Email Outreach (occasionally, to build relationships or re-engage past contacts)
For a smaller city, it’s tough to rely on just one channel to fill your calendar. You need a balanced strategy—and a healthy dose of persistence.
Final Thoughts
It’s tempting to dream about a “magic bullet” for sales and marketing, but reality is often a patchwork of multiple methods. In a smaller market—where you generally have to be a full-service videographer—it’s even more important to diversify your approach.
If you have any tried-and-true marketing strategies for a video production business, let me know in the comments. I’d love to hear what’s working for you!
—Jake, Blue Tie Productions