This is a guide for the buying decision process for social media management agencies and video production companies. These industries are built on trust and credibility. This is based on your reliability and consistency to deliver on time. Strong communication with consumers is important. According to Dr. Miyazaki, the fundamentals of effective marketing communication are to inform, remind, and persuade. The following steps are a guide to help you land that next client:

STEP 1: UNDERSTANDING CLIENT NEEDS

As a social media manager or a videographer, if a client reaches out to you it is probably because they either heard of you through someone else(word of mouth) or they found you somewhere online. By this point, you have caught their interest, likely through strong reviews and testimonials. However, you still need to hear what their needs are. Once you have established what their needs are, whether it's lackluster social media management, ineffective advertisements, or lack of professional video content--you can communicate what your capabilities are.

STEP 2: COMMUNICATE YOUR CAPABILITIES AND SKILLS

Once the client has established their need, the next step would be to inform them of your services and how you could help. It’s important to effectively communicate your skills and capabilities to keep the client’s interest. For example, if a client has poor social media management, explain how your social media agency has worked with clients that are similar and show how you have helped them increase engagement on social media platforms. This method not only informs the potential client but it is also persuading them by saying “Here's what I can do for you”.

STEP 3: STAND OUT DURING THE CLIENT’S FINAL DECISION

 By meeting the client’s needs, you have caught their interest. However, at this point the client is still making their final decision which means they may want to do research. They might find someone else with similar results as you. Your job is to present your proposal and emphasize where you stand out. Key points you should emphasize: Strong testimonials, Tools that you use (AI, analytic tools, content creation, etc.), Present a professional portfolio, and Deliver a proposal. 

STEP 4: ASK FOR TESTIMONIALS

If you are the client’s final decision and they go through with the purchase it is your priority to deliver great results. Don’t be afraid to ask for a testimonial. Video testimonials are more effective because targeted consumers can easily relate and become informed. This is because it includes real clients and clients can make an informed decision. These testimonials can boost credibility and trust which are two key factors in a client’s decision making process.