Being smaller can work to your advantage.
By Anne Schwab and Liliane Blom
How often have we thought, “A major corporation would never want little ol’ me to produce their video.” But as budgets tighten, a smaller company may be just the ticket for large corporation. So forget th
e defense, go on the offense. Here are steps to help improve your chances against larger agencies and production companies.
–Improve Your Self-Concept. When your self-concept and self-esteem are high, you act like a winner and the client, large or small, feels that confidence. Listen frequently to motivational tapes, read articles and blogs, and attend stellar seminars–TIVA (Television, Internet and Video Association) offers some of the most valuable seminars, panel discussions and networking in the mid-Atlantic marketplace. I can assure you that by constantly updating your industry knowledge, you will feel more confident when putting your services up against those of a larger competitor. You rock!
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–Raise the Glass Ceiling. As part of improving our self-concept, we must raise the glass ceiling on how much we can earn. If we “usually” earn $40,000, it may be all we expect of ourselves. And when we reach that mark–whether consciously or unconsciously–our sales efforts often come to a screeching halt. Let’s rethink the ceiling to, oh let’s say, $400,000. We can always go higher!
–Win by a Nose. As sales trainer and motivational speaker Brian Tracy writes in his book, the Psychology of Selling, many horse races are won “by a nose.” But the winnings can be 10 times greater. Does that mean the horse is 10 times better? Or the jockey is 10 times better? It just means they were a nose better. So to become more successful in your video business, improve your skills to be at least a nose better than the competitors.
–Size Matters. Ever think you should just stick with the smaller client? A smaller client is an easier sell, right. In truth, smaller businesses often do not have the resources to produce even a simple video. Others may not posses the industry knowledge to attach a fair value to a video: “What, a video costs more that $500.” Oy vey!
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