348. Mastering Sales and Pricing in Video Production with Matt Johnston

Today on the show Matt Johnston and I have a compelling conversation that will change the way you think about pricing and selling your work. The most important thing to keep in mind when working with your potential clients is that you are the expert who can provide something to help them achieve their goals. You aren’t selling video, you are selling solutions. This understanding paired with the mindset to commit to your business and believe in yourself will help you grow your business into something that is successful and fulfilling! Key Takeaways Price your offerings based on the problems that you solve for your clients Position yourself as the expert to lead the sales process to a successful outcome Use empathy to create real connection and communicate value About Matt Johnston  Guide Social Founder, Matt Johnston, is a social video pioneer - helping invent the format, system, and science of viral videos in the publishing world at Business Insider, NowThis, New York Magazine, Men’s Health, and others. He is also the author of Producing Empathy: The Secret Method I Use to Get 100 Million Views on Videos Online. He has produced and overseen over 2,000+ pieces of video content (both branded and editorial) that have generated well over 10 billion video views, and millions of dollars in sales across platforms. He’s also worked on viral video campaigns with brands such as Toyota, the National Football League, Campbell’s, Chase Bank, Verizon, Adobe, Tidal, Fresh Direct, and many others. He is the creator of the HERO system for viral video and the 3PP methodology for predictable, scalable video sales. These systems have driven millions in sales - for a wide array of Shark Tank clients, numerous members of Ezra Firestone's Blue Ribbon Mastermind, and countless others. In This Episode  [00:00] Welcome to the show! [02:41] Meet Matt Johnston [07:08] Creating empathy [09:27] Be specific with your target audience [12:22] Rethinking sales as a video creative [24:50] Don’t compete [26:37] Take control of the sales process [35:10] Mindset for success [40:38] Outro Quotes “You can’t sell anything to someone until you understand what their struggle is.” [14:42] - Matt Johnston “You’re not selling video, you’re selling solutions to problems.” [15:12] - Matt Johnston “Your mind will make you way more money than any tactic.” [39:01] - Matt Johnston Guest Links Find Matt Johnston online Follow Guide Social Global on Instagram Follow Matt Johnston on Instagram Links FREE Workshop Available "How to Consistently Earn Over $100k Per Year in Video Production While Working Less Than 40 Hours Per Week" Join the Grow Your Video Business Facebook Group  Follow Ryan Koral on Instagram Follow Grow Your Video Business on Instagram Check out the full show notes