How to bounce back after losing a major client EP#056

G' day guys. It's den here and it's time for our little microcast second one of these that I'm doing. I'm going to start doing these every Tuesday and just dropping in to share something that I think will be useful for you to help you scale your video business faster. Now Tuesdays is the day when we do our group hosting coaching calls, sorry, on an video business accelerator. So there's always a lesson or two that come from them. They're like group sessions. And one of the big advantages of these sessions is that people share things that are working, things that are not. And I wanted to talk a bit about one of my clients, Andrew, who.

Recently had a big, big client not renew a fairly sizable job. And we'd been talking just before Christmas and he kind of knew that it probably wouldn't go his way. It was a big corporation and when you're doing those kind of gigs, you know, there are so many factors. It just needs to be a change of management and suddenly, you know, you're not on the list anymore. But what was interesting was he revealed to me last week that he hadn't got it and he was a bit gutted, but it's, it's the way he handled it which I think is worthy of this episode. So Andrew, you are an absolute legend, mate. And let me just share what he did. So he started January and January is a time of year when it can be a little bit, you know, tricky for a lot of businesses. And instead of slumping into kind of a self deprecating kind of slump of, you know, oh shit, what are we going to do? He made himself go swimming every day and that became a non negotiable. He stopped drinking and he basically decided to sort of focus the energy on LinkedIn. And so instead of worrying about what he'd lost, he just forced himself to connect with the hundred of his kind of most ideal clients on LinkedIn. And it absolutely worked a treat. Nice, simple, relaxed message, you know, hey, looking forward to connect, you know, I hope it can be of some value by the way we make videos here at this company. If I can be of any help then Totally Cool has had a massive uptake on people connecting with him, but more importantly has had a massive inquiry from a very, very major corporation who want to talk about a big project. And so what's so incredible about this, and I was sharing this on the call this morning, was that it's so easy as a creative to feel that kind of loss when something doesn't go your way. And so I encourage that you reframe it. And, you know, business relationships never last forever. At some point, even the greatest clients are going to take a different direction for any number of different reasons.

And so the way that I like to frame it is gratitude. If someone leaves our program, I don't go, oh, shit, we've lost that person. What could we have done differently? I think, well, they feel they've got enough from the program and maybe it's just not for them, or maybe any number of different reasons. I don't spend too much time thinking about it. What I do is I'm grateful. I'm grateful for the opportunity to support that person on their journey. And in the coaching space, you know, you help people through different stages, achieve different goals, and. And then, you know, sometimes they stay for a long time and sometimes they stay for a short time. But the fact that we can support them on their journey in any way, shape or form, to have more confidence is ultimately the goal. But what. What impressed me with Andrew was that he just changed his approach. He just went, right, okay, I've lost that. How can I, you know, how can I generate more? And we did a topic last week called Repetitive Discipline. And if you've not listened to that episode, you can go back and check that out, which is about programming yourself into a habit of consistency. And what Andrew shared this morning on the call was basically, he just did it consistently every day, push something out onto social media and namely, you know, LinkedIn and connected with ideal clients. And that's really what we're all about here, is about, you know, prizing yourself.

I see so many people reaching out on LinkedIn, pitching their services, and it doesn't work, you know, because that. Because everyone's doing it. What you want to do is actually offer some value, be genuine, be authentic, be. Actually want to help people and reframe things. Think about being the prize. Think about how can you use this opportunity to filter who you want to work with. Why not flip this on its head? I see so many companies just going, hey, here's our show. Real hey, blah, blah, blah. You know, we're really passionate storytellers. We love telling stories. Everyone fucking tells stories, right? I'm bored of it. Like, it's a prerequisite as a filmmaker that you can tell a bloody story. Come on, you know, where's your point of difference? So that point of difference can be in a style of filmmaking. It can be in. It can be any genre. It can be in a particular vertical in a market but the point is, you have to understand who that market is and who you're talking to and reaching out to them so you can provide great content that is valuable to that market. Not just content that you think they should learn about. You know, making videos about lighting or drones or, you know, technology stuff might have some impact in your market if they're interested in that, but that's the stuff that you know about and that's the stuff they're paying you for. So don't feel you have to go and make videos about how lighting improves your. Improves your videos unless it's relevant to that market. Think about what, what will the outcome of the video have on the target market you're working with? How can them working with you end up benefiting them? That's where you want to be going to. But yeah, it was great to reflect today on the implementation of repetitive discipline. So you've been listening to the show for a while. We've got a fair number of episodes now, wide variety of topics. We're doubling up this year. We're going two episodes a week. So it's going to be even more that. The fact is, it doesn't matter how many episodes you listen to. Like, if you don't implement even one thing from one episode, it's not going to change your business, it's not going to move the needle. And whether or not you choose to implement something or not has very little impact on me, but it might just have a massive impact on you. So I want to encourage you to take the lessons from these shows and actually implement them. And I'd love you to tell me how you get on. Send me a message on LinkedIn and tell me, you know, what is it about an episode that inspired you? What did you do? How did you implement it? Because I would love to know how you're implementing this stuff. And also, you know, what other topics are you interested in? I mean, I can look at my stats and I can see which episodes are popular, but I'm really open to addressing a topic, especially on these microcasts. And also, you know, if you do just if you haven't been implementing, but you just want to kind of say hi, then reach out to me on LinkedIn. Denleny D E N L E N N I E and tell me where you're from. Where are you listening to this podcast? I'd love to know, because one thing we can see is we got podcast listeners all over the world. But I'd love to know, like, take a picture of where you're listening to this podcast and send it in. I'd love to, love to know that. And yeah, just a little, a little drop in here to say that, you know, if you are having a slump this month, if you are feeling a little bit like things aren't going your way, take decisive action. Do something constructive. Start connecting with people on LinkedIn. Reach out to people on LinkedIn, connect with them, create content and help them achieve.

Their outcomes by delivering value. Build a relationship and don't try and sell. So guys, another episode in a couple of days time. As always, I appreciate you tuning in. And yeah, let me know on LinkedIn if any of this is useful. You've been listening to the how to Scale a Video Business podcast with me, your host, Dan Lenny. If you're a video business owner, hit a ceiling and we benefit from mentorship, support and coaching, then check out how you can work with me over@denleny.com don't forget to subscribe and rate the show over on itunes and we'd really appreciate you taking a few minutes to leave a review. And don't forget to share. If you feel you've gotten value from this episode and you think it would be useful for other filmmakers you know, then please do me a massive favor and share it on social media and in groups that you might be in. So thanks for listening, see you in the next episode.