How To Provide The Most Value To Your Video Agency Clients

Yeah, I just. Right now, you know, so. So I was, you know, we're at a space party to do some quick, quick business grabbing for the business, right? Like, so I think the biggest thing that I have is like, we're trying to. So, so I have that offer that I mentioned to you, and I have the ability to start doing a lot of cold outreach. I have a team together, right? Like, we have. I have a social media guy who can do the cold outreach. We have the scripts, we have a lot of things. You know, we've done a lot of the scraping. We already have all the research done. I'm also on Instagram already putting together a lot of content. So, like, we have, I guess technically you could say two funnels. One that is going to be the VSL that will be built, which is technically the one real funnel. But then I also have it built out to automatedly grab in anybody that comes in through Instagram using like many channels. We have some things set up so that, like, I can convert right there through. Through the feed. Right? So I think the biggest thing that I need to figure out is like, so you actually just answered probably, um, a lot of the questions I would have right off the go with the.

Beautiful thing about group calls. I'm kidding.

I know. Seriously though, um, but you know, I think that, like, I honestly never even thought about niching from the perspective of. Of. Because it's so important for ads. Like, as someone who's understood the fundamentals of ads for ever, like, that's just an immediately obvious thing to me that I completely have overlooked because I, I've been stuck in, like, I don't want to work in the med spa space, but those were my first clients and for this particular business, right? And so, like, that's what I have the case studies for. And so, like, I have. My phone is really not wanting to turn off right now. So that has been a massive struggle for me and a lot of it because, like, there's so much like ego and a lot of other bad characters in that industry, and it's just not something I'm interested in being in. So I felt pigeonholed. But, like, the ability to be able to target specifically because of that niche is something that I haven't ever thought about. Like, that's so obvious to me as to why you would need. Because eventually it's like, okay, I know. Okay, I get it. I can like, do that. Then I can find my way into another industry, find some clients, get some case studies there, you know, maybe do Some sort of special on in that industry to kind of build ourselves over there, orthopedic surgeons, dentists, whatever. And then eventually I can expand that and you know, we could have more ads for more avatars. My biggest question then is like so okay, that question solved when it comes to if I wanted to offer because I've always been a big fan and I know you guys have talked about it even in your, you know, your program where it's like avoid discounting your services. Right. And that's something I've always been a hard press set on. But obviously on the quick cash situation, like creating some sort of discount or some sort of offer or special is really beneficial. And honestly like I think it even makes more sense too. It's like if I were to try to find local area businesses versus you know, ones that I have to travel for because that offer involves travel that saves me the overhead of both my time, all the things in between. So like dropping it down to even like 9k instead of 12k for the.

3 month engagement is incredibly ask for something in return. So whenever I discount you, if I will discount, I change the terms. Right? So it's like if you're going to go down to 9k, be like I'll go down to 9k, but will you? You just have to give me three names of other med spas in the area that you know are interested in something like this. Right. Give me three referrals and I'll drop it down. And you have to give me those right now. Right. So or if I drop down to 9k, you have to be willing to give us a case study in exchange for XYZ services. Right. So if you are going to drop it down, you need to give them a reason why. Or if it's a situation where you don't need any of those things, which I don't know anybody who doesn't need more referrals. But like if it is, then you take things out of the package. You don't just discount for no reason. Because then in the prospect's mind they're like he just discounted for no reason. Like he doesn't respect his prices. Right. Makes no sense. So those are the things to look at there when you're doing that.

That's awesome. Okay. And do you feel like, I mean the. Now my next part is like, okay, as a sales tactic, I'm wanting to lean towards something that actually is like so unbelievably good of a deal that you're like, you know, I'm Really a big fan of like the Harbosi offers thing. Like I wanted to make it so unbelievably like, oh, I want this right? Like, so do you think dropping it from 12 to 9k for the 3 month engagement like that has that sort of flair or do you think that there's a better way?

What is the result I can expect from working with you?

Yeah. So number one, after it's about 60 days, we'll start having lead generation. We take about 30 days to produce the content. The next three days we'll start generating leads right within Instagram without them having to have a, you know, landing page, having any sort of like VSL or any of that thing built out for that particular funnel. Within 60 days we'll have leads generated for them. We will also like, what we will do is we'll go in, we'll be creating content for them specifically to whatever their target audiences are trying to hit. We'll be running boosted posts specifically around specific cohorts within their audience to then grow and generate leads for those cohorts of those cohorts for whatever particular intro offer that they're having. They will have about nine ads that will be posted into the feed, but then will be boosted toward those cohorts to generate leads. We will be also having a VA going into their dm. So like every one of the, every new follower that they get for the campaigns are going to be built on adding followers. And then every new follower they get, we DM them and say, hey, thanks for the follow. And we start like a warm conversation without doing a hard sell. And so that's how we do it.

But we generate, it's 9k for two months.

9K for three months.

Okay, yeah, yeah.

And, and, and I, maybe this is something I've done wrong, but like the reason why I've done it the way I've done it is because it's always taken, you know, there's the time of like the build up, about a month to put together enough content strategy, shoot content, content, cont. Before we start posting it. And then technically, I guess you would say like it's three months worth of content. But we do it for two months with the intent to use that, that two, that like two month timeline, the 60 day timeline to build enough like leads and make it like viable enough for them that then we have that sit down conversation like, hey, for another month you'll have an extra, you already have an extra content. A month of content for Runway. We can hand that off to you and so you have that month of Runway. Or we can continue to management. If you want to, like, renew this engagement so it becomes a renewal proposition.

Is the VA placed with them or they. They go away when they stop paying you? The va?

No, they. They. They're part of our team, so they go away when they stop paying us.

That's good because that's sticky for sure. Especially when they're DMing followers. Yeah, I like that. No, I mean, I think 9k for that is fine. That's good. I think as long as I would just look at your process and be like, what. What can we do within the client journey that maybe reduce time to first value? Like, how could we start to like, do you have the VA going in immediately and DMin?

No, but it could be.

I mean, technically I would do that because it's like, I want to look at, like, how. How can I shorten the time for. For them to get a result from me? Right. And if you already have existing followers, the first thing you should do while you're strategizing, have the VA go in, start DMing all the followers. Hey, thanks for the follow. Hey, thanks for the follow. And start having them book calls for them. Or just have them go and start, like, actually getting them to buy whatever the service is that they sell. Right. That's an immediate value add because they could probably get booked calls their first week. And then what I found from just Client Journeys is like, the quicker you can get them that result, the longer too. But it's like, time to first value. How can we shorten that? Have the VA go in first and knock that stuff out while you're strategizing. But yeah, to answer your question, I think, I mean, 9K is not crazy at all. Like, that's. That's completely reasonable.

I mean, the reality is, like, we have around 21k a month in revenue from three clients, so we're already charging more, and we're, in my opinion, doing a lot less just because we're mostly like, mostly even content scaling. So, like, we're. For most of our clients, like, we have one client who visits around 12k a month now. And for most of it, it's just like we're doing two videos a day on Instagram consistently. We're doing Now a weekly YouTube video and unique YouTube shorts, like, optimizations for each channel. And hers has all been brand like. And she's known, like, what she's wanted. She's wanted, like, the. She's understood she needs this and she needs to just be putting out content that's good content over time. And it's worked for her. We've been, I've been with her for two years. Like the content's good enough to do that. Yeah, but you talk about it a lot in the course. It's like it's so freaking hard to just sell like brand and sell, you know, credibility boosting and all the other that comes along with it.

It's.

People just want leads. And so like as much as like the brand is a heavily valuable thing and it's like, man, we could continue to focus on this space and maybe become a high ticket brand content growth agency. That's great. But like the biggest problem that we come up with is without doing all the other bells and whistles. You're right. Like immediately, like there's no time to first value the clients that we lost. I think we would have not lost had we been able to like create.

Well, how hard is it to have a VA go in and do like that's a huge value, right? It's not very much. So it's like, how can you take things in your deliverables that don't cost you a lot of money but add a ton of value to the client and add those in? I think for the first, if you need quick cash, the first thing is like you can do that discount for the first, like two people you get. Right. But then keep raising it until people start saying no a ton. And then the second thing is, have you already asked your current clients for referrals and anybody.

I have. I haven't pushed it. Very, very. Like.

Pay them a percentage, dude. Like we do that for master filmmaker, we'll pay 5%. So it's like up to 750 bucks, right? So it's like offer them because like if your cost per acquisition on ads for that person was like you know, 15, then they pay your current clients 5%.

And we do. And we have done 10 referral commissions like in perpetuity too. We actually do an perpetuity commission. So it's worked well. But that's how I got. Cause that's all I got on my spot. Clients we have now. But I have, I have extended that offer to these clients. Haven't gotten any results from it. But I think it's also like, because I don't know, maybe, maybe the fact that like, and maybe I'm wrong about this, but you know, looking at a referral of a 5k a month guy that is going to give them $500 a month, just palestin comparison, whenever they're running a $5 million med spa. But I don't know if that would be a reason they would not do it. I don't know.

Well, the other side of that is when you're dealing with medspot companies, right, they're advanced enough, the market's advanced enough to where they don't want to have to do anything. So that's why they have to do a done for you. But then the other side of that too is like to back. Back to what you said about the, the just creating the content. It doesn't work for them because they don't want to have to do any work because they can just hire somebody else to do that shit for them. Right? Whereas if you had like a lower end market who was maybe making like 500 to a million dollars a year, it's worth it for them to like learn part of that and do some of that stuff themselves. But with your, you know, your med spa guys, it's just like you said, it's not really worth it for them to have to like do this stuff yourself. So you want to figure out how much of, how much of the total problem can I solve and can I try to solve the entire problem so then I can become a comprehensive solution and charge more because of that, you know?

Yeah. And that, that, honestly, it's funny you say that, like every single client that I've had, like, one of the favorite things about working with us is how little time they spend on their content.

That's the whole, like, people buy things because they don't want to do shit. Like that's at the end of the day. Like, I work with an accounting firm because I don't want to look at my accounting stuff. Like, I don't have the time. Right. People buy your services because they want to save money. So it's like, how can I, you know, back to Hormozi again. I always reference him for some reason, but it's like time, effort and sacrifice, right? It's like, how can I reduce the time it takes them to get a result and the sacrifice on their end to where they can pay me and get the result as quickly as possible, right? And so the more you can do that, the more you can charge at the end of the day. Okay, so to answer your question, 9k is fine. I would just be doing. Because if cash flow is a thing right now, I would say focus on having your social media guy doing messages a day. You have two options for that. You either do, hey, we're doing a discount or you do, hey, we're going to do some sort of like free trial for like a week of our services and then convert a percentage of those people on the back end of the trial into a paid, paid recurring with you. Right. So two different sides. I would test both to see which one works better for you, but figure out, like, what could I offer to where, like, maybe it's the va. Maybe you offer the VA for like a week, it books them a couple calls and you're like, hey, I'm sure you liked that. Like, let's talk about how we could possibly work with you to do everything right. And they're like, yeah, sure, cool, let's do it. Done.

Yeah, no, that, that, that's actually really solid. And I think that, yeah, from a fulfillment perspective, that's incredibly viable. I. We are shifting to like make that even its own. Offering as a package, like an introductory offer is just like the legion is like finding people that already have. Because I think that's been the biggest challenge.

Just DM their followers, dude. Like, I. It's. It's so easy. My sales team does that. It's. It's easy money because it's literally people who follow you who are interested and to everybody on this call too, who has a, you know, obviously their own business account, DM your followers and just say like, hey, thanks for following me. What had you interested in, you know, X, Y, Z or hey, thanks for following me. Are you here for just the content or are you looking to scale your business? Right, those are the two different options there. You have a ton of people who are warm leads that you could then convert into calls from that.

Now I have a question is, do you know of any methods for scraping, for trying to find individual accounts that are without doing any boosting and ad placements like that are specific to a targeted niche. Let me give you an example is like when I'm helping these med spots, like, obviously for myself, I think there's ways I can do it. I can target people in the industry. They might follow and scrape those follow lists and then even have a VA go through and you know the lead and see what they are. But for like a local area, for like flipping it for my clients, if I were to do out. Because the idea is we're not doing outreach for the clients. We're doing technically, it's. It's nurturing for the clients. We're generating followers and then we're nurturing those followers. So like the time to first value is tougher. For just straight up outreach. Um, unless there's a way for us to scrape Instagram for a particular local area interested individuals.

So, so people who are interested in med spa type stuff. So you're saying.

Yeah, yeah, exactly. People that would want like a Botox or a filler or a laser hair removal or whatever those kind of things are.

Scraping doesn't work because there's not intent. Right. So it's different. So when you scrape, there's no intent. People don't actually want the thing. You're just like outbounding them still. So what I would try to do is like figure out like you probably already have this figured out, but like figure out the type of organic content that works for them and then like do like an organic content where it's like, you know, a reel where it maybe it talks about like you have different angles, but one's talking about Botox. Maybe it's like a user generated thing from a patient where it's like, I got Botox, here's the before and after and I love it and blah, blah, blah, blah, blah. And then you have like a call to action at the end and then you just run that as an ad directly to their Instagram and they have people obviously coming inbound from that. And then you just have the VA dm, the followers.

Yeah. And that's, and that's what we do in the funnel. It just takes longer for us to get to that point because we have.

Well, it's figuring out like, can you try to shoot and edit and get a piece of content like that done in the first week that you work with them?

Yeah.

Okay, because why not? Because if you already have a script that works across other. And again, the other thing with niching down is like become an expert with those types of companies. So you should build a database of what's working and what's not. It's like if you could, if you know a certain kind of like organic piece of content works, then the first week, go in there, record it and then just get it done and then run it as an ad and then get the people to follow immediately, you know?

Yeah. Okay.

Just figure out how you can do that quickly.

Yeah, there might be some ways we can do that. Okay. Do you think it also would be worth trying, as far as you mentioned, like multiple different, like upfront intents to be able to sell like one of the things that is, you know, our lead up to the actual shoot. Usually we have a two week time period before the shoot, but we could potentially Increase that. The biggest variable is we have to know exactly what we're shooting. We have to have the strategy together, we have to have the shoot outlined, we have to have everything kind of put together, but with that becomes like a straight up, like just top to bottom, like we do. Beyond our strategy or discovery call, we have a strategy call that dives a lot deeper into exactly what, you know, funnel out, outlines everything, puts it all together in a way that is like heavily valuable for them. And one of the things we think about doing is like, as a lead magnet, hey, we will help you shape your tired social media content strategy. And then on the back end of that, if, like, if that works out for you, then we could, you know, then we'll have the conversation, we'll have the poll of like, hey, do you have someone to do this for you?

Right, Yeah, I like it a lot, I like it a lot. Yeah, yeah, just. It's a demonstration, right? So it's like you could offer a free social media strategy build out. Like you said, you build it all out. You give it to them and they're like, well, I don't know what the hell to do with this. Especially with your audience. They're not going to try to do it themselves. They don't have the time. You just need to prove to them you know what you're doing. You give it to them for free. And then they're like, holy shit, what do I do with this? You build it in like lucidchart or something and then they're like, okay, cool, like, what do I do this? You're like, okay, now you hire us to then implement it. But I like that.

Yeah, yeah, it's like the whole. If every solution you offer to them, you're creating a new problem for them and, oh, you just have to be this. You happen to be the solution for the problem.

Well, and the other thing too is you can template it out a little bit where it's pretty easy. You have like a base, like strategy, and then you just customize their stuff to it and then give it to them and it's copy paste, copy paste. It's a lot easier.

Okay, okay. And then what would you say is the last question? Right here, right here. Like, have you guys noticed any sort of, like, cold outreach, you know, segments? I don't know if, you know, this matters, if I can always in other places, like where you found the closest, I'm sorry, the fastest, close rate as far as, like, if I were to like, go down this route, do a bunch of outreaches every day. I mean, obviously, like I can do multiple different places.

The quicker you can show them the value, the true value of what it is that you're offering, the quicker you're going to close. So that would be like either a free trial or like a demonstration. Those are going to be the quickest. The ones that take longer are like. So think about it this way. It's a continuum, right? So like you have on one side you have a very automated legion. On the other side you have a very not automated legion on the automated side. The pros are that it's automated. It's easy. I run like a webinar, free training vsl, whatever it may be. Problem is, is it's.

It.

It's a longer sales cycle. But the pros are that I can blast it out to millions of people. Where on the other side you have one where it's like a free something that takes more effort but it gets a quicker close, like a free trial or like something that's intensive with building out a strategy for them. Because like if you could build that quicker and you can show them the value quicker, you can shorten the sales cycle, shorten the decision making time and get them to close quicker. Right. So I would lean on free trials, free demonstrations, free strategies, Something that's of actual value that you'll give to them, that's gonna, that's going to be valuable, that might cost you some money. Right? And doing something like that quickly is going to be the easiest way to get them on board.

Okay, what are your feelings of like using the funnel to sell the funnel as well? So that's the minute. The other thing for me is like, as I run this funnel for myself and I will generate leads from it that has been a big proponent is like, hey, I'll use the funnel to sell the funnel when I get them on that call. Then now it becomes an extra level of like social proof where it's like.

How we do it all the time.

Okay, awesome.

We do that with ours. We're like, hey, the same thing we're going to teach you is the same thing that just got you here. You're basically an inception right now. Like it's a dream within a dream, right?

Which is why I bought into it. You're like, yeah, it works.

It's like, yeah, you're. That's. People are like, oh, does it work? My sales team's like, well, you're here right now, right? It's like, yeah, it's like, okay, cool. So it works. Yeah. So, yeah, I love using that. And it's also like, hey, we practice what we preach. Because we do. It's like you use the exact same thing that I'm teaching people. So.

Yeah. Awesome. Okay. Awesome. Eric, I appreciate that. This helps.

You got it. It's a good call, guys. I'll get this uploaded. Anybody else have any questions? Need anything from me? No, sir. I appreciate your time, guys.