If you want to get more contracts for your video production business, it all starts with the questions you ask in the sales meeting. The right questions will give you everything you need to know. See below for a list of some of the questions you need to know in order to win more video production contracts.
PURPOSE OF THE PROJECT
Describe the purpose of this project. Why does the client want/need to produce this video?
Who is the client trying to reach with this video/media project? Be as specific as possible.
What does the client hope to communicate to the target audience in this video/media project? What does the video/media project need to include in order to influence the target audience?
How does the client plan to distribute the finished video/media project to their target audience? What are the presentation settings in which the project will be displayed? (one-on-one meetings, lobby/waiting areas, direct mail, trade show displays, trade show giveaways, RFP packages, website, email, etc.)
CONTENT PROVIDED BY CLIENT
What specific content does the client have that needs to be incorporated into the finished presentation? (Footage, Pictures, Graphics, Written Testimonials, etc.) This is content that will not be created by our team either on the shoot date(s) or in the editing process.
PROJECT ELEMENTS PRODUCED BY US
What will we need to create in order to complete the project? Include interviewee types and locations, shot descriptions/locations of b-roll, motion graphic needs, narration needs, music, etc.
PROJECT MASTER(S) AND SPECIAL INSTRUCTIONS
How will the finished project be delivered to the target audience? (DVD, Loop DVD, Web Video, etc.) Describe special needs regarding creation of media delivery format.
PROJECT MEDIA DUPLICATION NEEDS (QTY & INSTRUCTIONS)
What type of media will be duplicated for this project? How many copies? What type of packaging? Will we design the artwork for the disc face and packaging or will the client provide it?
RETURN ON INVESTMENT ANALYSIS
Based on the client’s want/need to develop this project, at what point will they “break even” in terms of what we are asking them to pay? (i.e. If a client is producing a marketing video and the total production/duplication budget is $7500, how many products/services will they need to sell in order to pay for their project? If we are producing a training video for a client, how much money will they save by using the video to train employees in multiple locations versus them having to travel, etc.? When applicable, include this information in the proposal for the client to review.)
Once you have answers to these questions, you’ll need to use this information when writing your video proposal. Your video proposal will show how you present your video production business to your client. So make sure that you show the details well and explain things clearly to avoid any misunderstandings.