Make sure to use your words wisely and get into good routines to share your ideas on client calls. If you find yourself needing a transitional phrase to finish your zoned-in thoughts, get them ready and mix them up. Saying a phrase more than once will weaken your “director” presentation, and remember, this is a presentation.
What do potential clients want to know from our “Marketing?”
I was told: “What we are capable of.”
Simple. It’s helpful to understand the client’s perspective on what they want to achieve from our well-thought-out marketing strategies.
Throughout the bidding process, consistently put your ideas on the table and take the lead. Be the director the whole way through!
Our outreach marketing efforts should target all potential clients, including advertising agencies, production companies, and direct clients/brands. Cover a mix of the best potential job stability by exploring various options, as they can offer different types of jobs with varying levels of consistency.
Admit it; you are SELLING a product. Approach the conversations with a potential client as a LISTENER, ready to open the pathway to let your true purpose be heard. Choose your words wisely instead of filling any space. Trust me; there won’t be much empty space.
Let’s face it, we are in the business of needing from others. We need their assistance to get in the mix for a job. One style that I sincerely believe in is being a give-and-take human, simply by being my genuine self. Ask clients questions and treat them with respect and dignity as human beings. We find ways to give to them, which will warm up the situation by softening up the balance and create a more genuine connection.
Make an educated choice when choosing a producer to help you bid on a job.
Be aware that some charge a 10% production fee on the expenses, and some don’t. Some do waive that fee if you ask, so know that you do have options.
A one-on-one phone call goes a long way on a human-to-human level. So old-fashioned these days, but that is one of the best options we have to connect and get the answers we need. (Best kept business secret)
Bring the client’s BRANDING into your bidding approach as much as possible. Do your RESEARCH, ask the questions, as the ultimate purpose of receiving the job is to achieve your client’s branding goals.
As clear as the changes in our business are, our attitude can still be the make-or-break factor in how we handle this. I’ve been through it a few times in my career, and some prosper well with a fresh, youthful, open-minded approach. The true artist in each of us has to lead the way!
