10 steps to getting and keeping a client

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    • #43126
      AvatarGrinner Hester
      Participant

      I wrote this for the COW a couple of years ago but thought some of you who specialize in post-production may benefit from it:

      After all the technical hooha, this subject is the bottom line. It’s a given that you must be able to provide a top-notch product in a timely manner at a reasonable rate. Know that there are more than a few in your market who can do the same. They will come to you repeatedly for two reasons: State of mind and a good time. Their having a fun day is crucial and should not be over looked. People skills are half of editing. Every market offers different scenarios but here are some tips that can help ensure a long lasting relationship with todays producer:

      1: The session is at nine. Get there at eight. Make sure all the elements are there and ready, if possible. Take this time to have some coffee, listen to some tunes and basically chill. When the client walks in he/she will catch and notate the vibe and that will set a mood for the day.

      2: Have fun. Thats the idea anyway right? The more fun you have, the more freedom youll be given, resulting in more fun to be had.

      3: Feel em out. Do they want to drive the boat? Are they relying on you for input and creativity? If you cant surmise from their open dialog or actions, simply ask. Theyll honestly tell you and you guys can rock from the get-go.

      4: Drawn out times like digitizing beg for conversation. Ensure the technical end is cool but try not to let the one in the big chair get bored. Pick a subject (themselves or their families are two great topics to start with), but keep em into it.

      5: Buy lunch. Be happy about it. Theyre paying a hansom hourly rate. Have someone bring in some sacks of good food with a smile on their face. Tokens of appreciation are always appreciated.

      6: Bring something to the plate. By now they need to know that what youre providing cant be found up the road. If youve not shown your specialty by now, youre waiting too long.

      7: Dont hesitate to free them up to do other tasks they may have building up in a workweek. Artists often work more efficiently alone and producers often appreciate being able to run that important errand, knowing they are being taking care of at the same time.

      8: Make sure the deadline is met and that you and the client both know the finished product is the best it can possibly be, given what was provided. This is the most important thing in an edit session.

      9: Make sure they feel the love. Hopefully by now, theyre already hooked but that almighty dollar speaks loudly. Round down on the hours. If its taken 9.5 hours you can easily point out your charging for an even 9. This is always loved by the check-writer and will affect your bottom line in the long run. Note dont venture away from your set hourly rate. Thatll pin you down later. Just cut em some slack after the session.

      10: Bow tie it. The dubbs are dubbed, youve gotten your high five or hug and you can just make it home in time to read bedtime stories. Ask them a simple question as they are leaving. When will I see you again? closes another booking nine times out of ten. This easy question is an important link between one-off clients and buddies who show up a few times a week.

      -Grinner Hester, Contributing Editor, CreativeCow Magazine

    • #180732
      AvatarAnonymous
      Inactive

      I really like this article…especially the fun bit.

      Long before home editing existed, I got stuck several years ago at a cheapo studio that left me waiting outside in the rain for 45 minutes…

      Perhaps I should go over to the COW and see what’s up…

    • #180733
      AvatarAnonymous
      Inactive

      oh..that’s the place with the 1990 bulletin board…I’ll pass…might read some articles, though

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