Upselling

tcc-grab

Giving a Client More Bang for the Buck

Many months ago I recall making mention of a project I was working on with Leapfrog Marketing that was particularly rewarding. But I wasn’t able to share it or any of the additional videos that resulted at the time because their public release was predicated on the culmination of a marketing strategy, including a new website.

On a hunch, I checked their website tonight (having done so several times over the past few months to no avail), and viola!  Their new website is now up with a couple of the videos embedded on the home page that played very nicely. I was impressed. After a quick check I saw that all 9 videos were on the site.

So now that they’re public, it’s fair game and I’ll share them with you here.

As most of you who follow me probably know, I’m a video guy firstly. Marketing is not actually my strong suit. But since video is all about MESSAGE and marketing is all about MESSAGE, it is inevitable that even I can turn one video commission into multiple ones.

So I called this post ‘Upselling’.

Honestly, it’s something any sales person would do in almost any circumstance. And many of us find that quite annoying.

But this is really about educating a client who may not fully realise how unique or valuable his product or service is and offering him a way to maximise the value of a video commission. It’s a win-win situation.

In this case, the client wasn’t actually my own. It was the client of a marketing firm, Leapfrog Marketing, that uses my services. But no matter if it’s my client or the client of a Marketing firm, (and I do this in both cases) if the initial brief for video services indicates to me that multiple properties can be obtained from the main shoot for the benefit of the client, I would be remiss to not mention it and the potential economy and benefits in doing so right at the outset.

In my experience, in most cases, the client goes for it.

The math is simple.

One shoot day, one video.

Or one shoot day, 3 videos obtained from the same original shoot material at a considerable discount.

It requires planning, and the additional cost of the additional editing, but offered up front as a package discount, suddenly your one video becomes 3 and your $2000 becomes $3000 for an additional two days work. (Those numbers are completely arbitrary, but give you the idea…)

In this case, with Leapfrog’s client Total Community Care, it became evident to me almost immediately that their brief had the potential of multiple video products from the requested shoot of a single video that would be to THEIR benefit.

I don’t remember if I mentioned this straight off, but certainly once I shot the initial video (several interviews and relevant B roll), it became evident to me that at least 3 more testimonial videos could be edited from the same material.

They agreed.

So one video became 4.

They were so pleased they requested a second video; this time at their corporate headquarters featuring the executives.

This time I noted that they had enough material from the executives for the initial video they requested PLUS 4 more videos from those same interviews that answered Frequently Asked Questions (FAQS).

They agreed.

One video commission grew into 9 videos.

So that’s it on how to increase your income.

Now back to ‘video guy’.

The reason this project was so enjoyable was because the people were so interesting, and interesting people make for an interesting story.

As in almost all my videos, they are interview driven.

I (or we, in the case of Leapfrog Marketing) go there with no preconceptions of what should be said and we just interview the people.

It is my job to take the hours of interview and distill them down into the marketing story.

These videos were mainly about a Care Company that specialises in caring for paralysed patients with spinal or brain injuries.

My only opportunity for B roll was to shoot as much footage as I could of the interviewees whenever I could in the limited time they were there. That was made slightly difficult since they were often arriving during another interview (and all I could really shoot was arrivals, departures and whatever activity occurred in the lounge when I was not shooting an interview). So whenever I was between interviews I ran around like a banshee shooting whatever I could. In the end, I used every last scrap of it.

The primary video (the original one asked for) was 7 minutes long.

Might seem a bit long, but here’s where you just don’t get stuck on some arbitrary time limit like you read about on internet forums? Consider your intended audience.

If you’re paralysed and are looking for a care company, the length of a video has absolutely NO BEARING on whether you are going to watch it or not. It’s the content that matters. You have nothing but time.

It’s not that I made it unnecessarily long. I feel I made it long enough to get the point across with clarity, conviction and emotional impact. I made it for the potential new client for Total Community Care.

Marketing is a subject designed to CREATE WANT. Time (‘videos must be 2 minutes or less due to attention span, blah, blah, blah’) is irrelevant.

Make up your own mind. If you were paralysed and unable to get out of bed or go to the toilet without assistance, much less go shopping or go to the pub, would you watch this?

Primary Commission video

All of the following videos were directed and produced by Leapfrog Marketing (Alan Myers – 0116 278 7788) in association with The Video Whisperer.

(Shot on Sony PXW X70/Sony HXR NX30, Edited on FCPX, with Color Finale)

 

And the videos derived from the two shoots:

Testimonials

2nd Shoot, TCC Execs

And the FAQ videos derived from that shoot

What Makes A Video Good?

Just noticed I forgot to include the video itself in the original blog. Dumb, dumb, dumb.

Run 'n Gun Videography

Belvoir shoot (1)

Last September I put up a blog post on this video called Out of Thin Air, which was in reference to the two day time span that particular video was shot in to make a publishing deadline. There was a national tv programme on Belvoir Castle scheduled to broadcast on the subject of Capability Brown and one of the shoot guests, a marketing man, suggested to the Duchess that she capitalise on the exposure and interest it would generate by getting a video up on the Guns and Pegs website to promote the Belvoir shoot.

Well, that was a good call. They just had a record year at the Belvoir shoot.

I can only say the video probably had something to do with that. All I have are the video’s analytics look at. I’m not able to do any correlation to Belvoir’s income at this time.

But at this…

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Quick Note

I’m in China currently with my wife who is working on several sculpture commissions which I’m documenting. Won’t be publishing anything new until I get back in January.

I’ll be finally updating my X70 to 4k for a London project then, so over the following weeks I’ll have some stuff to share–including notes on the Mac Pro which I recently got and haven’t had much of a chance to use, though I did wrap up one project on it. Seems about 10X faster than my iMac.

Will also upload a review of Morphcut which is a fantastic plug-in I used on my last corporate video.

Till then, I wish you all a happy holiday season.

Joe

 

Run ‘n Gun Music Video?

Abi Moore

 

(from the Run and Gun Videography Blog)

Well, normally one wouldn’t promote this sort of thing. After all, it takes quite some time and planning to do a music video…

But, as Abi Moore remarked, ‘if you want something done fast, ask a busy person”.

I’m not always this busy, but in the week before a trip planned to the US, I found myself with 3 scheduled shoots and one edit that absolutely had to be done before I left.

Then Abi messaged me urgently.

She needed a music video by the end of the month (when I would be gone).

She had sent me the song. A very nice song, though a sad Christmas song as it were.

I asked for the lyrics, got them, glanced it over and said, ” Come on over tomorrow. We’ll shoot you singing the whole song whilst driving a few times and then some more at our neighbor’s Steinway piano, a few additional shots in town, throw something together and see if we need anything else to polish it off.

So we did just that one evening.

For the night scenes I used the Sony HXR NX30. All hand-held, of course, though I utilised a bean bag on the car’s dash for most of the car shots.

For the piano scenes I used the NX30 and the X70; X70 on a tripod and the NX30 handheld.

And, for the first time ever, I found it necessary to add stars to a shot using an FCPX generator and FCPX color controls and shape masks to take down the white sky to a darker gray.

Also, for the first time ever, I added snow to a shot, using the Pixelfilmstudios plug-in. Two layers of snow–the foreground layer to which I added yellow as if lit by the foreground yellow light from the doorway. That was surprisingly easy.

Who says you can’t produce a music video in a couple of days cheap as chips?

You’ll be the first to see it as I’m only publishing it here.

(Best to watch in full HD, as it’s a rather sad–and therefore somewhat dark Christmas story.)

Lancelot ‘Capability’ Brown Sculpture Campaign Takes Off

Laury Dizengremel is on a roll!

Belvoir Castle & Estate Artist-in-Residence

Laury_digital_of_Brown (1)I am so chuffed that the Duchess asked me to be involved in her work to implement lost plans by ‘Capability’ Brown for Belvoir Castle… which led to me creating a Belvoir obelisk indicated by Brown for the Belvoir landscape… which led me to find out there is no statue of Brown in England (I was so informed by leading Brown expert historian John Phibbs)… which has now led me to spearhead a campaign to raise funds for a lifesize bronze sculpture of Brown to be gifted to the nation.

See http://www.crowdfunder.co.uk/capability-brown-sculpture/

Our idea was that the people of the nation should gift it – just as public artwork was almost always funded by public subscription in the 18th century. The campaign was started 3 nights ago and has already raised £2,900 of its £50,00 target!

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Naughty

Sorry, I’ve been naughty and not posted anything in a fairly long while.

Well, crashed a drone. Then crashed (REALLY crashed) my spare one–right into the side of a factory I was doing a production shoot at.

Drone crash

Had to go with plan B and climb up a water tower ladder to get an overview shot of the factory.

Put my NX30 in the ‘poacher’s pocket’ of my standard issue English wax vest. Took the handle off the X70 and put my belt through its hand strap and climbed on up.

That’s run ‘n gun for you.

Maybe I should do a post about that sort of thing.

No wait. I just did.

 

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