Short advice from a video creator: when selling video services, sell the result the video delivers (e.g., audience connection, business outcomes), not the raw video product. Use client outcomes and case studies to identify and market the results you provide. The speaker uses Delta Airlines as an analogy—airlines sell destinations, not flights—to illustrate value-based selling.
Just a quick reminder, when you're selling video, you're selling the result of that video. You're not selling the video itself. I see so many video business owners get stuck in this loop of thinking that they're selling video when at the end of the day, they're selling the result of the video. It's kind of like Delta. Delta doesn't sell you a plane ride. If you ever see Delta's commercials, they're selling you on the destination. They're selling you on connecting with the world. They're not selling you on how comfortable their seats are or. Or how. How many snacks they have or how amazing the flight experience is. Like, yes, that's a small part of it, but they're not selling you on that specifically. So think of that. When you're selling your video services, you need to sell a result of those services. And if you say to yourself, well, I don't get my clients a result, you need to fix that, because you do get your clients a result. You often just don't even know the result that you're getting them. So you need to go back to those existing clients and figure out what result you got them, get a case study, and then use that result to market your business further.
