How To Pitch Brands & Get Clients For Photography

Summary

In this insightful video, Ryan from Signature Edits shares his decade-long journey of pitching brands and landing photography clients. He covers essential strategies and tips on creating impactful pitch decks to approach brands confidently, even without a robust portfolio. The video emphasizes the importance of mindset shifts, understanding client needs, and offering solutions rather than just services. Ryan also demonstrates how to construct effective pitch presentations and offers valuable templates and resources to empower photographers at any stage in their careers.

Highlights

• Ryan's 10 years of trial and error provide unparalleled insights. 🔍
• Learn to pitch without a portfolio using smart strategies. 📚
• Understand the psychology of sales and client needs. 🧠
• Transform your mindset—clients need you more than you know! 🌟
• Access a free pitch deck template to enhance your brand pitches. 🖊️
• Special bonus: Get 50% off an adventure photography workshop! 📸

Key Takeaways

• Clients need you more than you need them—value your unique skills! 🌟
• There's no secret formula for success, but persistence and learning are key. 📚
• Belief in your value can transform your pitches and interactions. 💬
• Big brands can be approached without an existing audience—it's all about vision and execution. 🔍
• Pitch decks should showcase problems, solutions, and the path to success. 📊

Overview

Ryan kicks off the video by sharing his vast experiences in pitching to photography clients, compiling a decade's worth of trials and successes into actionable advice. He emphasizes the importance of learning from failures and continually improving to create effective pitches.

He discusses five crucial mindset shifts needed when pitching to brands, such as understanding that clients need your unique skills more than you need them and that there’s no trick to success—only hard work and a belief in your own value.

The video also includes a comprehensive guide on building a pitch deck, complete with examples and templates. This practical advice, combined with Ryan's engaging storytelling, makes it both an informative and entertaining watch for photographers of all levels.

Chapters

• 00:00 - 01:30: Introduction and Overview The chapter 'Introduction and Overview' sets the stage for learning how to pitch brands and secure photography clients. The author draws from 10 years of experience, discussing the trial and error process of pitching, landing, and closing deals with clients. Key insights include forming effective pitch decks and presenting a compelling vision to brands, applicable to product photography and other types of shoots. The chapter promises to deliver valuable tips, tricks, and hard-earned lessons to succeed in this endeavor.
• 01:30 - 03:00: Presenter Introduction and Experience In this chapter titled 'Presenter Introduction and Experience,' Ryan, the presenter, introduces himself and provides a brief overview of his background. He has accumulated 10 years of experience in photography and marketing. The chapter outlines what the audience can expect from the presentation, including lessons learned from mistakes and improvements, as well as strategies on how to effectively land product photography and brand clients. The presentation aims to share comprehensive insights and methodologies Ryan has developed over his career.
• 03:00 - 04:30: Offering Value to Clients The chapter offers insights into pitching to brands and landing product photography clients, even for beginners without a portfolio. The speaker promises to provide a seven-step pitch deck template for creating pitch presentations. The aim is to empower viewers to confidently create vision boards and client shoots by the end of the chapter.
• 04:30 - 06:00: Understanding Client Needs and Creating Value The chapter emphasizes the value of learning from an average photographer who has gained experience through trial and error. The speaker shares their journey of building a successful photography business by making mistakes, learning from them, and eventually achieving a substantial income by working only part of the year.
• 06:00 - 09:00: Building Trust with Experience and Risk Reversal Chapter 1: Building Trust with Experience and Risk Reversal. This chapter introduces the speaker's journey into the world of photography and business, detailing how they began with no sales experience. The speaker acknowledges their initial struggles but emphasizes growth through real experiences and the importance of sharing lessons learned with others. With 180,000 photographers helped through their venture, Signature Edits, they highlight ongoing challenges and the continual process of improvement in sales, branding, and editing.
• 09:00 - 11:00: The Importance of Belief in Sales This chapter discusses the importance of belief in sales, particularly in the context of marketing services as a photographer. The speaker shares personal experiences and insights on what not to do, highlighting that there is no secret formula for success in marketing. Instead, it emphasizes the need to focus on creating real results for clients and positioning oneself as essential to them. The chapter aims to help others avoid common mistakes and misconceptions in the sales journey.
• 11:00 - 15:30: The Importance of Experience and Learning from Mistakes This chapter emphasizes the value of experience and learning from past mistakes to expedite personal and professional growth. It introduces five crucial mindset shifts that are vital for successfully pitching and closing deals with clients. The speaker assures that these insights will save time and effort by steering clear of ineffective strategies. Key takeaways include believing in the necessity of services offered to clients, acknowledging that there are no shortcuts to success, and the importance of integrity in business dealings.
• 15:30 - 18:00: Big Brand Opportunities and Sample Portfolio The chapter titled 'Big Brand Opportunities and Sample Portfolio' discusses several key lessons. It emphasizes that working with big brands does not necessarily require having a large audience or an extensive portfolio. It also assures that creating a pitch deck is not complicated, and the chapter includes a walkthrough on how to build one. A critical mindset shift highlighted is realizing that clients need photographers more than photographers need clients, even though it's common to view a brand as a big opportunity.
• 18:00 - 20:00: Creating Effective Pitch Decks This chapter focuses on the importance of mindset when creating pitch decks, specifically emphasizing the paradigm shift where creators understand their value and the dependency brands have on them. It argues that when creators view themselves as valuable and believe that they can genuinely assist brands, it positively influences their approach to sales and client interactions. This mindset change can reflect in how they communicate and craft offers, ultimately affecting their success.
• 20:00 - 27:00: Pitch Deck Example and Strategy The chapter emphasizes the abundant opportunities available with numerous brands that individuals can work for. However, it underscores the unique value one brings to the table, highlighting that there is only one ‘you’ with your distinct vision, skill set, mindset, and abilities. It advises on the importance of positioning oneself in a unique way in the market, so that what one offers can only be obtained through them. This chapter suggests that aligning one's marketing strategy to highlight this exclusiveness can significantly increase their value to a brand. The key takeaway is that while brands need the services one provides, it's crucial to effectively demonstrate to them why they need you specifically.
• 27:00 - 35:00: Concluding Remarks and Additional Resources This chapter discusses the importance of team-building and interpersonal relationships within a corporate context. It highlights the work of a company called 'Step Outside,' which organizes day retreats and activities for corporate teams to improve their interaction and managerial skills. The services are valuable but may not be immediately apparent without deeper understanding, underscoring the need for effective communication of their benefits.

How To Pitch Brands & Get Clients For Photography Transcription

• 00:00 - 00:30 if you're looking to learn how to pitch brands and land photography clients this video is for you inside of this i'm going to share everything i've learned in 10 years of kind of trying and failing and learning along the way when it comes to landing pitching and closing photography clients whether you're going for product photography or other kinds of shoots that really involve putting together a pitch deck and actually approaching the brand with your vision so inside of this video we're gonna hit it give you all the tips all the tricks and all of the hard lessons i've learned along the way you ready let's get into it
• 00:30 - 01:00 [Music] alright guys my name is ryan thank you so much for checking out this video how to pitch brands literally everything after 10 years of photography and marketing that i've learned everything that i've done wrong everything that i have figured out how to do a little bit better along the way how to land product photography clients and brand clients so without further ado let's head over into our special presentation how to pitch brands so what you're gonna learn inside of this obviously is everything after the 10 years of photography i've done and
• 01:00 - 01:30 all the marketing stuff i've done here's what i've learned about how to pitch brands how to land product photography clients and how to make that work as a photographer even if you don't have a portfolio you don't have a ton of experience where do you start so we're going to answer that question now as a bonus for actually sitting through this video and watching to the end at the end i'm going to give you my seven step pitch deck template so you can actually take this template and create your own pitch decks and start pitching your own brands today that's my goal is that by the end of this you'll be confident enough that you can start putting together these kind of vision boards and creating these shoots for your clients so without further ado let's talk about who
• 01:30 - 02:00 i am just you know who i am obviously i'm a super average photographer that's the beauty of this whole thing is you're not learning from the very most gifted most prophetic most amazing photographer out there you're learning from me and sadly i i just have to be real i'm super average and i learned everything along the journey the hard way just by screwing it up over and over and over again and trying all sorts of things that didn't work so after a long time i managed to get to the place of creating a business doing about 80 000 a year with photography working about three months a year so i was doing very little work getting a decent income i was making millions but i was doing
• 02:00 - 02:30 pretty well and i started having these really cool experiences and i wanted to share what i learned so i started signature edits and now we've actually helped over 180 000 photographers with their marketing with their branding and with their editing just all the things i wish someone had told me along the journey so that's who i am now a little confession to me okay i had no idea how to sell when i started like i sucked absolutely miserably but i still suck sometimes that doesn't mean like i have it all figured out i'm giving you all the answers today the reality is that i still get nervous i still screw up i still make mistakes but i've just started to suck less as i figure all of
• 02:30 - 03:00 this stuff out right and so what i'm going to do inside of this is share what i have learned what i've learned you shouldn't do that's more what i can give you on this journey than necessarily giving you the perfect recipe for success because the reality is when it comes to actually marketing your services as a photographer or in any area of marketing there's no secret formula that's that's the thing there's no secret recipe of say these words in the right order do these things and you'll get the job it's more about actually creating results for your client we're going to get into that and how you can position yourself as an absolute essential to them okay so what i'm hoping to save you from is all the mistakes that i've made along the way in
• 03:00 - 03:30 that journey so this video is going to help you skip all of that hard work all the lessons all the years of uncomfortable and really just wasted time and effort on stuff that definitely doesn't work so that you can go out and start getting shoes today so without further ado i've said that like five times but we're actually getting into it now the five mindset shifts that have absolutely changed my life when it comes to pitching clients and closing clients and marketing my services okay number one clients need you more than you need them number two you can't trick your way to the top there's no secret formula number
• 03:30 - 04:00 three life repeats the lesson until you finally learn it number four pitching and closing big brands can actually be done without an audience and you don't have to have a massive portfolio and number five pitch decks aren't complicated and i'm gonna actually show you exactly how to build one today and we're gonna go through a pitch check together okay so number one let's hit it clients need you more than you need them now when you start out in photography and this still happens to me today the tendency is to look at the brand as this big beautiful opportunity and you are just like oh man if only they would throw me a crumb like i would absolutely sell my soul if they
• 04:00 - 04:30 would just let me take photos for them and the problem is you position yourself as being totally dependent on them whereas in reality brands are dependent on the creator and especially on you specifically and if you can get that mind shift in your head it's totally going to change the way that you approach sales it's going to change the way that you actually interact with your clients because all of a sudden when you actually view yourself as valuable when that mindset shift occurs and you see the brand as needing you and you genuinely believe it in your heart that they need you and you can help them that totally comes through in the way that you talk the way you communicate and the offers that you create for them and that's going to kind of transfer over
• 04:30 - 05:00 into your sales okay there are lots of brands that you can chew for like there's a million brands for you to do work for so you need to get it into your head that the truth is that you don't need this one brand there's a million out there tons of opportunity but only one you only one you with your vision your skills your mindset your abilities so you have to position yourself and do it in a way that makes it exclusive they can only get this thing through you and if you can do that and position yourself in your marketing that way that's going to make you much more valuable to a brand cool so brands need you you just need to show them why
• 05:00 - 05:30 so i had a friend of mine i was actually chatting with today and it's really interesting he runs this really really cool company called step outside and what he does is he actually works with corporate clients and he helps them kind of get to know each other better he helps the employees interact better he helps the managers train so that basically the relationships on the team are much better off now the problem is his service is actually really valuable but unless you go a little bit deeper you don't necessarily see it at first glance so his website describes what he does he does these day retreats and he'll actually hang out with these people outside and they kind of have some team building and whatever and that sounds kind of cool but it doesn't
• 05:30 - 06:00 necessarily sound super valuable right however what if you were a business owner for a second and i said to you okay here's the facts studies have shown that like 35 of the time your employees actually aren't even engaged with their work on average studies have also shown that if employees feel like the manager is not respectful and they don't get along with them they tend to call in for 400 more sick days and they tend to have 500 higher lawsuits and third and finally studies have shown that closing and sales and marketing actually dramatically drops in terms of results when your clients aren't happy and when
• 06:00 - 06:30 when your employees aren't happy with their work conditions and if i actually gave you some stats to back that up all of a sudden you see okay there's a massive problem here if my employees aren't happy and my managers aren't happy and so if mark my friend actually positioned himself as saying you know what we don't just provide these corporate retreats and hang out and stuff we actually figure out how to take your employees and make them so happy with the work they're doing so happy with their managers that those relationships improve and we've seen our businesses improve their roi and lower their employee costs and decrease their turnover rates by these percentages and basically when businesses sign up with
• 06:30 - 07:00 us they make a lot more money and they save a lot more money all of a sudden mark has now positioned his offer as being way more valuable he's showed them why they need him rather than how he's going to do what he's going to do and i think as photographers we make that mistake a lot of times we say okay i'm going to go and take all these cool pictures for you but you don't necessarily communicate why those pictures are going to be valuable for the business and if you can do that you can actually show them the return they're going to get on that investment because it is an investment then it's a much more attractive proposal than just i'm going to go take some photos and then you hope that they see the value in that you have to communicate and share
• 07:00 - 07:30 and create that value in their mind okay so sales is all about creating that kind of value so here's the thing people actually buy destinations they don't buy the journey so what i mean by that is when you approach a client with a pitch you're not going to sell them the airport you're not going to sell them customs you're not going to sell them the luggage they have to pack you're not going to sell them the fact that they have to wake up at 4 a.m to catch this flight you're going to sell them maui right because when you sell them the airport the customs the luggage all that stuff and you just talk about how you're going to help them that's just stressful they don't need more stress in their
• 07:30 - 08:00 life but if you sell them maui the result you're going to bring to their business the actual tangible return on that money then that's what they actually want they want to get to maui they don't care how they get there they don't care what kind of plane they're using as long as it's safe they don't care about this big long checklist of all the custom stuff you want to sell them the turtles you want to sell them the waterfalls you want to sell them the whales on the beach and just this amazing relaxing time right you want to take that do that for your photography figure out how you can do that and sell maui don't sell the pre-flight checklist okay so number two you can't trick your way
• 08:00 - 08:30 to the top there's no secret formula for sales so here's a little little reality check for you right sales is 100 not about persuasion most photographers most people in marketing think that sales is all about convincing their client that they need to book with you and at first glance that seems to make a lot of sense but the truth is that you don't want to convince anybody with sales you actually want them to just believe that what you're offering them is going to bring the result they're looking for sales is about belief not persuasion because when you persuade somebody to book you when you persuade somebody to come around to giving you
• 08:30 - 09:00 money they're going to feel like they were coerced they were going to feel like they were tricked they're not going to be as happy and they're going to ask for refunds they're just like the worst kind of clients you can have they were persuaded they felt like they were forced or tricked into it whereas if they actually came to the side of belief truly believing that you could provide that result they're looking for provide maui bring them to the turtles and the beach and the ocean and the whales they believe that then they're going to want to give you money big difference between being persuaded to give you money and wanting to give you money okay so you can't trick a brand or a client into hiring you at the end of the day your work and your results are
• 09:00 - 09:30 absolutely everything so if they believe you'll get them the result they'll give you money that's just how it works the result you offer is more valuable than what you're asking to be paid and once they see that and they believe that then they'll buy every time so that's the secret if there is a secret but there's no secret formula for like say these words in this order do the pitch deck with these exact slides follow this exact process this exact facebook marketing ad strategy it's not like that there are principles to how to actually get around that but there is no specific step-by-step way to trick people into sales because if you're doing that you're not making sales you're conning
• 09:30 - 10:00 people so sales is all about belief and if they believe that you'll get them that result and the result you offer is more valuable than what you're asking to be paid then they will buy so belief comes from results so you need case studies you need testimonials you need experience you need your portfolio you can't actually skip these steps and most photographers myself included try to skip these steps in the bidding beginning they don't want a second shoe they don't want to shoot for free they want to get paid right away out of the gate they want to do all these things and they have this big list of requirements so they never shoot they never build a portfolio they never get
• 10:00 - 10:30 testimonials because they've got this big list of demands without actually providing value up front the thing you have to realize is that if you don't have those results and people don't believe you they're never going to hire you and you're just holding yourself back by being stingy on what you're willing to give up front at the beginning when you're starting out in your career it's all about actually creating trust and removing the possibility that somebody is going to get screwed basically so you got to think about it from their perspective i'm taking a risk when i give you money when i hire you to produce these photos what happens if you don't deliver and i have no reason to believe you can deliver because you don't have any work so you need to go out and do some free
• 10:30 - 11:00 shoots if that's necessary you need to second shoot if you need some experience and third you need to think of a way of reversing the risk so when you actually offer and pitch to these clients you can say hey i'm going to charge you this much i'm going to give you these photos i'm going to turn it around in this amount of time here's some people you can talk to who will vet for me who will speak up for me and if you're not happy with the photos i'm going to give you your money back like can you imagine if you actually added that statement you were that bold with what you offered to these companies how much more likely they'd be to give you money or give you product if you said listen if you're not happy with these i will literally pay to return the product to you and i'll
• 11:00 - 11:30 refund all your money and that's not going to happen because you're going to do a great job so why not reverse that risk in the start because if people believe that there's nothing to risk and that there's everything to gain then you're going to start making more sales okay that's the secret if there is a secret sales isn't about convincing people when you convince someone they'll always feel like they were ripped off or pressured or tricked so you want to create belief now there's no secret way to actually do this in the pitch like we talked about but the three things you want to think about is the problem the possibility and the path these are the things you want to actually magnify in their mind so
• 11:30 - 12:00 first off they have to believe that there's a problem with whatever it is they're doing right now if they feel like they have all the media and all the content they need and they don't need your content why would they hire you so first you have to create that need in their mind so with my friend mark we're thinking about okay what statistics show that you could actually create more results for this client than what they have right now okay their employees are engaged now if this applies to our photography you could look up some stats surrounding photography like okay what happens if we actually have more product reviews what happens if we have more testimonials what happens if we have more lifestyle photos what happens if we post to instagram three times a day instead of one time a day and you look at these facts and these studies then
• 12:00 - 12:30 you can actually say hey look there's a gap here if you posted three more times to instagram every day we've seen through facts and studies that sales go up by 30 so you're missing out on 30 simply because you don't have enough content to actually shoot out to your campaigns i'm going to do that for you i'm going to create that content so you have an entire year's worth of content for your campaign it's going to be this much right so you're solving a problem after you've established that there is a problem so you want to magnify the problem second is the possibility they have to believe that you could actually create a solution that your solution is going to solve that specific problem so in the case of our instagram example you
• 12:30 - 13:00 need more content i actually expert i'm an expert in creating product photography for makeup brands and i go and i'll actually not just work with one model or two models which you just have to have all of this repetitive content the way i do it i have a group of friends we have 10 different people who go out and get photos of your product and then that way you have a ton of variety for the rest of the year so there's the possibility now the the path is how can you actually do it for them specifically so you've shown how you can do it for other brands but will it work for them how are you going to do it for them and that's your offer right so we're actually going to come together i've got 10 models lined up for your
• 13:00 - 13:30 brand who actually all use your product already and i'm going to get them together on a tuesday we're going to do all of their photos all at once and i'm going to go to all of their houses so we have 10 different locations here's some photos of the locations so that you can see it lines up with your brand and finally i'm going to do it for this much money i'm going to turn around in this much time and if you don't like it then i'm actually going to just refund you all your money and i'll even send you a check for the products you send so if you do it that way you reverse the risk you've shown the path now i believe as a customer that you can do what you're offering and it's going to work for me problem possibility path that's what you
• 13:30 - 14:00 kind of are working on in your pitch all right number three this kind of goes into that as well you can't skip steps people want to skip the step they want to get to the final result you want to be shooting beautiful muddy models on the beaches in bali but you've never actually done a photo shoot in your life for a model period or someone on the beach period you have nothing to show people and yet you expect them to pay you out of the gate you just can't skip the steps so i want to tell you a story back in the day i was i was a skier back when i lived in canada and i was skiing every single winter and one day i actually took my cousins skiing up on the mountain and so
• 14:00 - 14:30 we went up on this mountain we took this chair lift to the very top it was a beautiful beautiful day and i've been skiing all my life and i was like hey guys skiing super easy we don't actually have to worry about like any of this bunny hill stuff or the t-bar i'm going to show you you're going to learn as you go and we're just going to take this black diamond run over here one of these really really nice steep ones and so they're they trusting me foolishly went on this black hill run with me and we were skiing down we got about two seconds in and they started to panic because it was so steep they didn't know how to stop they didn't know how to steer they're flying out of control and crashing and it was just a mess it took
• 14:30 - 15:00 about two hours to get down that run that normally would have taken 10 minutes and after that they never came skiing with me again that's what happens when you skip a step when you decide to do something before you're ready when you try and bypass that foundation that you're building on as a photographer building that portfolio the testimonials doing the work getting the experience you can't skip the step because if you do you're gonna mess up or you're never gonna get to the opportunity you want like that's the irony of the whole situation that i've learned is that the lesson in life will repeat until you actually learn it okay you can't bypass
• 15:00 - 15:30 this stuff eventually it's going to come back and bite you or you're just never going to get where you want to go you're going to feel like you're spinning your wheels it's because there's a step there's a lesson that life is trying to teach you in your photography and your business in your relationships whatever it is you're not learning it so that lesson just keeps repeating and if you find yourself running into the same issues with clients every time or the same issue with your sales every time or the same issue with your marketing every time and you just can't figure it out it's because you haven't learned a lesson and so you're stuck at a spot it's going to keep repeating oh man number four if you're finding value in this content so far give me a
• 15:30 - 16:00 big favor can you hit the like button and also just let me know what has resonated with you what's the step that you need to take today because that's what this is all about is actually taking action and learning from this not just watching a whole bunch of stuff for the sake of me making a cool video it's pretty cool i admit but it's not that cool so pitching and closing big brands you can do it without an audience you can do it without a massive portfolio but you can't skip steps so let's head back over into a beautiful example here probably if you live on the planet earth you've seen this photo in the past this is a photo taken right after world war
• 16:00 - 16:30 ii finished and a sailor grabbed a girl on the street they're celebrating she he gives her a big kiss random stranger and this photo i think was on the new york times it's been published all over the world for years and years and years and it's really iconic of this amazing moment right after world war ii where the world was celebrating now what's cool about this moment it was taken by an amazing photographer no doubt but do you really care who took it do you really care what gear they shot on do you really care what brands they've shot for if someone went to a newspaper after world war ii with this photo and they weren't a super popular
• 16:30 - 17:00 photographer would it matter if that newspaper knew they were amazing or not probably not so much i mean maybe it would back then i don't know the reality is though now as a photographer your work and the content you create and the vision you cast is so much more important that's what really matters to the brand they care about maui they don't care about what brand of plane you're using to get them there so your street cred who you've worked for in the past who you've shot for what kind of experience you have your portfolio yeah that's going to get you into the door it's going to build trust with the brand but it's in no way
• 17:00 - 17:30 absolutely necessary to actually closing those deals okay so you can close big brands but you can't skip the steps so you're going to have to create a sample portfolio if there's a big brand you want to shoot for nike let's say you're going to have to start off by actually doing some shoots that align with nike's vision with their ethos with their type of work and once you've got that portfolio you go out you shoot it for free you grab some nike products from the store you spend 100 bucks and you actually go out and shoot it then you have something to talk about you can say hey this is the kind of stuff i'm thinking of doing for you and then you have to create a vision and a pitch deck how are you going to bring value to them like what problem do
• 17:30 - 18:00 they have that you can solve and if it's content what creative avenue are you taking that's gonna be something that not everybody else is already offering to do for them okay next if you can get an intro or use your contacts so if you know somebody who knows somebody who knows somebody that is one thousand 000 of the time going to be more effective than just trying to cold call all of these companies you can do it you can outreach them and just send them an email or send them a dm particularly if they're not massively massive like nike um you can do it and it can happen however if you can get an intro that's always going to be faster think who not how not how am i going to
• 18:00 - 18:30 do this but who do i know who can help me do this and you'll be surprised once you start actually asking people how many connections there are to the brands that you actually want to get in touch with okay and once you do that then you can start landing these big brands okay fifth and finally the time of the day you've been waiting for pitch decks aren't actually that complicated so now that we've talked about what goes into a pitch deck just the concepts behind the fact that it's your work that actually sets you up you can't trick your way to the top life repeats the lessons until you learn them you can't skip steps and pitching
• 18:30 - 19:00 and closing big brands without an audience is totally possible but you can't skip the steps once you figure that stuff out we can take that applied to a pitch deck so i'm going to show you a pitch deck right now and we're going to get into it so let's head over here now this is a pitch deck that i created for a company called perfectly snug now they actually have these really really cool mattress toppers it's a mattress that actually has holes in it and there's a fan connected to the mattress so if you're a hot sleeper or it's the middle of the summer and the ac just isn't cold enough these things you turn on the fan and it takes cold air in from underneath the bed or around the room and it cycles it underneath your covers
• 19:00 - 19:30 so most of the time the issue you get so hot is because the air underneath the cover it gets too humid it gets too hot this brings fresh air underneath those covers keeps you cool and there's a thermostat so it keeps at the same temperature all night long and in the winter it even heats the bed so you can keep your toes nice and cozy that's a really cool product right however they're just starting out they don't have a ton of media they don't have a ton of video reviews or testimonials so i reached out to them and said hey guys what do you think about getting some more media doing a review and doing a content shoot now this isn't the exact pitch that i sent them but it's a pitch deck template that then you can take that i think will be more applicable for
• 19:30 - 20:00 you because obviously you don't have signature edits and a big large youtube brand so this is slightly tweaked for that so the first thing you want to do obviously big beautiful title page you want to be nice you want to be impressive you want to look like you're a professional next up we're going to head over into the contents of the pitch deck so obviously we've got an intro which is going to talk about me the skills i bring the skills you bring and who you are and why you want to work with them you're going to present the problem that they are having that they may or may not be wearing aware of you're going to magnify that pain right next we're going to talk about the solution we're going to show them the path we're going to
• 20:00 - 20:30 show them the possibility that is there and then we're going to talk about the shoot concept which is the actual path itself we're going to talk about the roi and traction why they should do it with you and what they're actually going to get out of it removing that risk and showing them the reward and then we're going to talk about target audience and finally funding where we present our offer and our pricing okay so let's take a look here number one you want to have a section on who you are why you want to work with them so in this case i've made this pitch deck for a girl named olivia she's 24 years old she's a photographer content creator who's passionate about health and wellness and she loves what perfectly snug is all about now here's the thing
• 20:30 - 21:00 you got to realize brands want beautiful content but they also prefer to work with people who actually understand their brand who understand their ethos who are like them they're people too right the marketing director who looks at this or whoever does is just a person they're a normal awesome human being who wants to connect with other normal awesome human beings who actually get what they're about and align well with their brand because if you align well they have a better sense of just shared values and the fact that you're going to be trustworthy okay so that's why we're talking about the fact that she's actually passionate about health and wellness don't reach out to brands you don't believe in don't try and get work
• 21:00 - 21:30 with brands whose products you don't actually love because you're not going to enjoy it as much it's not going to be as credible and it's just going to burn you because the relationship isn't going to be authentic and honestly integral right full of integrity so sleep is the cornerstone of good health so we're doing a little bit of flattery here we're reaching out to them talking about how we align with their brand next my specialty is in taking candid and truly authentic photos for healthcare brands so you've established the fact that you actually have an expertise and this is what you narrow in on like this is my niche my niche whatever country you're from and however you say that word that's what it is this is what you focus on um and i want to work with brands who
• 21:30 - 22:00 are actually trying to make a difference and help people live more healthy lives and so i think perfectly snug would be really great to work with and would really benefit from some dreamy and heartfelt content so you want to be simple to the point tell them why you align with your brand why you'd like to work with them and how right away you think you can actually help them i'm going to provide some dreamy heartfelt content and i actually do this as a specialty i work with healthcare brands okay so this pitch deck shows you how and a nice picture of yourself if you don't have great pictures of yourself you need one you really really do because people buy a person they don't buy a product when it comes to photography they're buying into you and
• 22:00 - 22:30 they have to believe in you all right step two the problem so here we're going to talk about what problem this particular brand has so as a new company the problem i think they have is that perfectly snug lacks high quality video reviews and lifestyle images now this is done by just researching the company a little bit so in the case of perfectly snug i came across them because i was sleeping and waking up hot all night and it was driving me not so i found this solution i was like hey these guys are pretty new they don't really have much media on their website i wonder if they could use some that's literally all it was so you could look and see what they're lacking so maybe you're trying to shoot for i don't know let's go with nike's too
• 22:30 - 23:00 big we'll target somebody smaller but let's say it's a brand like nike and you look and you see that they've got lots of basketball photos and they've got lots of tennis photos but they don't really have any photos of people who are actually playing i don't know what's that other thing that's like tennis but not tennis the little one whatever ping-pong i don't know so you choose an avenue that maybe they don't have a lot of content around you find a gap you find an area that you could improve and provide some content in okay or you just pitch for the next season that's coming up i've got this concept i know winter's coming for you nike and so coming for you winter is coming and so i'm actually heading up into the swiss alps and we're
• 23:00 - 23:30 going with some friends we want to just take some cool lifestyle photos of our friends playing basketball on this court in the middle of the mountains it's gonna be pretty cool are you interested right so we're gonna identify the opportunity and the problem and just magnify that problem so as a new company perfectly snug lacks high quality video reviews and lifestyle images the scrambling for content makes it hard to grow on social media lack of great imagery and videos makes online ads less effective that's true no video reviews means competition reviews win more business and that's like a real pain point right your competitors are winning because you don't have video reviews right now so
• 23:30 - 24:00 hopefully i've got their attention i've magnified the pain and then i kind of add some authority to it and i magnified even more with a couple of stats so 93 of customers want outside research assurance before committing to a purchase and 91 of online shoppers trust online reviews as much as a personal recommendation now the problem obviously is that they don't have these reviews they don't have these personal testimonials they don't have video stuff happening right now and so we're going to actually solve that problem for you lifestyle shoot and video review of the perfectly snug topper this is exactly what they i pitched them with getting some photos doing a video review and
• 24:00 - 24:30 then publishing it to my channel so eye-catching authentic photos of your product in action number two we're going to create a high quality video highlighting all features and number three we're going to do a video review sharing it online and emailing to my audience and for this case we went with olivia has 5 500 subscribers or followers or whatever you don't have to do this if you don't have a followership you can still do this without a massive audience that's okay you could even say i'm just going to post it to youtube where it can have the chance to have tens of thousands of views on a really organic channel that isn't an obvious ad that would be another way of pitching it right you turn your weakness into a strength by
• 24:30 - 25:00 saying i don't have a massive channel which means that it doesn't look like i'm just this big promoted person it's a real authentic review okay then we hit our shoot concept where we give them some details we've talked about the problem we've talked about the solution now we're gonna show them how we do it so here's the concept we're gonna do a lifestyle shoot we're gonna give you 30 plus images and unlimited media licensing number two we're gonna do a video review so we're gonna do a four week vlog review of the perfectly snug topper where we track the sleep before and after and then we share the results and number three we're gonna do online sharing after the reviews finished i'm gonna publish it and upload it to the channel and share it with all of my
• 25:00 - 25:30 subscribers now this is exactly the kind of process that i pitched to them and they went for it now after the review is finished it will be sent to you for approval that was my way of just reversing the risk making sure they're not scared like okay but what if you don't like it what will happen then i'm still going to send you the photos and i'm going to make sure that you actually approve the review before i post it i'm obviously going to be integra integrity filled i'm not going to say anything i don't believe but i'm going to give them the chance to address any issues or help me solve problems along the way so that i can forward that information onto the customer as i share that review so that's the component and then i've
• 25:30 - 26:00 created a mood board so as a photographer obviously you're probably going to want to give them something visual to see what you've got in mind and you'll get this template where you can just drag and drop these images in so we've got bright fresh fun organic and authentic tones and earth tones and tranquil blues so i just went through i said okay based on the fact that they're asleep brand they're really about comfort they're about falling asleep obviously comfort and safety and just really nice relaxing tones that's what we're going for so i want to show them that i understand their brand i understand the vibes they're going for and this is the kind of strategy behind the shoe so you can do better with these images i just sort of put them together for the sake of this video but i hope you get the point
• 26:00 - 26:30 okay then we talk about roi and traction so we've talked about the problem we've talked about the solution now let's actually talk about the results and paint this picture of where you could get if you choose to go for the shoot so the results photo and video content to reach a wider audience these are the results i'm selling wider audience increase sales and improve roi for your online ads so i'm going to hit these with three bullets so i'm going to give you 50 plus high quality images and the other sliders 30. so my bad gives an abundance of content for social variations um on added campaigns now this is really important if your brand because you're always needing more
• 26:30 - 27:00 photos to test on your different ads whether it's for facebook or instagram or whatever and having it just on your social you're always running out of content right number two online reviews expand your target reach and will be immediately shown to five thousand plus subscribers so i'm selling the benefit the fact that online reviews actually increase your reach and increase your conversions i'm not selling the photos anymore right i'm selling the benefit of the photos and then three the video content increases your conversions and improves ad cost efficiency now you could come up with three completely different results these are just examples specific to this campaign and based on their specific problem
• 27:00 - 27:30 finally i follow up with another stat so 6.5 x on average influencer marketing which is hiring me produces 6.50 for every 1 spent so i want to show them you're actually getting an roi on this campaign it's not just paying money for a bunch of photos you're paying money to make money because as a business they're very interested in that fact okay and 80 of studies find that including a video on your landing page can increase conversions by more than 80 now this is a massive statistic that makes having a video testimonial very very appealing to a brand so again i'm finding stats that are going to support and show them the value of what i'm bringing if they don't understand how
• 27:30 - 28:00 valuable it is there's not going to be any reason to pay me for it or they're going to want it for way cheaper than it is once i tell them hey this might actually increase your conversions by 80 you know how valuable that value video now becomes compared to what it was before before they might have thought oh i could pay someone a couple hundred bucks to do that now they're gonna think oh i can make a couple thousand bucks from doing that very big difference right they're looking at it previously as a cost of a couple hundred bucks now they're looking at it as a return of several thousand dollars all right and three unlimited licensing means you can use all the photos and video created however you like without expiry so your investment continues to
• 28:00 - 28:30 pay for itself forever and this is very strategic the way i'm saying this it's not just yeah so you've got unlimited licensing so you don't have to pay me any more money i've painted it in their mind i'm not saying you're going to make a ton of money off of this i hope you will but i am saying that your investment will continue to pay for itself forever because it's not expiring so again figure out a way to cast the benefit and magnify the value of what you're doing for them by making the result much more clear in their mind finally we're going to talk about our target audience to show them that i understand who this campaign is actually for so for perfectly snug i talked with them and they said their target audience is actually married women whose age is
• 28:30 - 29:00 around 35 to 65 who have trouble sleeping at night they're waking up too hot they have menopause or whatever it is now models featured in the lifestyle content will align with this target demographic this is really important you have to show them that you actually get them and that the shoot you're planning is going to line up with their brand because if it doesn't they're not going to be interested the video review and here's the other thing olivia in this example is 23 years old so she doesn't fall in this category so think of a way to create your take your disadvantage turn it into an advantage so in this review i'm going to do it myself and broadcast to my audience which is in this case an
• 29:00 - 29:30 example audience of 25 to 35 year old women giving explosion exposure to perfectly snug for an additional demographic so i'm actually painting that disadvantage as an advantage so the target audience is going to be built around these people but i'm also going to give you exposure to these people right instead of saying yeah but i don't fit your demographic which doesn't really help my cost who will in years to come be joining that target audience cool and finally funding now i'm saying funding instead of pricing you could say pricing but i like funding better because it's kind of like okay so what do i have to do to actually make this come alive so i can get that roi and that attractive future how can i get
• 29:30 - 30:00 maui how much is going to cost me so deliverables i'm leading with this what they're going to get again i'm recapping the offer i'm recapping the value i'm making that value clear in their mind so they can see this is what they get for this money it's not just money it's a result they're paying for so lifestyle shoot with two target audience models 50 edited lifestyle images three week product tile and trial and video vlog 15 second video highlight unlimited licensing and review upload and share to my youtube channel and email list for whatever i put a random price in this so i'll handle all the logistics model fees and additional costs perfectly snug
• 30:00 - 30:30 we'll only need to supply the product so i made it very clear what the ask is what they're going to get and the fact that i'm going to handle absolutely everything is just an additional bonus that i've put underneath here i'm gonna take care of the logistics i'm gonna take care of the model fees i'm gonna take care of all the additional costs now you figure this out ahead of time and build that into your price but it just takes a headache off the brand because trust me when it comes to actually working with these shoots i've had some conversations with creative directors who are like yeah it's a headache going back and forth with influencers is a nightmare sometimes and so the fact that i'm showing that i understand their problem that i'm going to take care of these logistics and i've got a plan that's going to be a huge
• 30:30 - 31:00 bonus in creating trust and belief that i can pull this off right so this price could be 997 maybe it could be 99.97 i don't know it depends how big that problem is for this brand so finally availability this is the last component of a pitch deck which you don't necessarily have to do but you always want to create some kind of scarcity scarcity some kind of urgency some kind of reason to buy now so in this case i currently have two spaces open for my calendar in march 2022. so i'm saying okay you want this result i have availability this month but i only have two slots available now availability is determined on first come first serve basis and if you're ready to
• 31:00 - 31:30 book please get in touch as soon as you're able to secure your spot so i'm saying listen i'm the prize here not you guys i'm not coming to you and saying yeah i'll drop everything and i'll do it and i have nothing better to do i'm saying i'm in demand i have these slots open let me know if you're interested because people are going to take them whether it's you or not i hope it's you get in touch as soon as possible that is going to make a massive difference in the positioning of my work as being valuable as my time being valuable as me considering myself to be valuable so you want to create some kind of an opportunity there that they need to act now if they want to secure it whether that's your availability whether that's a discounted rate whether that's a
• 31:30 - 32:00 special bonus that you have that's only going for a certain amount of time so you could say my availability is such and such however in the next two weeks i'm actually going to paris where i'm gonna have access to this really beautiful mansion and the light is gonna be amazing here's a photo so this location is only available if you actually have to do this shoot next week or on friday march the 14th whatever it is so you create a bonus that is tied to booking for this specific date and not putting the decision off because the brand might be like hey yeah maybe in the future but we don't really need you right now you want to give them a reason and a bonus and an incentive attack now and that's basically the whole thing go through have that pitch deck send a
• 32:00 - 32:30 thank you and some contact details so they can move forward with the proposal and then you can follow up a couple days later that's all there is to a pitch deck now another thing that you can do that is really really cool just as an extra resource for you is you can actually head over to loom or canva this was created in canva and the beauty is they actually have a present window you can hit go over here to present and record and it will let you record your camera while you go through this presentation and kind of give them the rundown kind of like i just did for you so you can talk about some more additional stats and elaborate
• 32:30 - 33:00 on this pitch that you're giving to them and that can be a kind of cool way and a bonus that most people don't receive the brand isn't used to getting a video from the actual perspective photographer so that allows you to portray your personality a little bit better communicate your value and just separate yourself a little bit more so that's really all there is to doing a pitch deck let's head back over here into our beautiful presentation if i can somehow find it [Music] special here's how to build one so to recap let's head all the way back here somewhere somewhere
• 33:00 - 33:30 back in here five mindset shifts that have changed my life that i hope you can take out of this presentation number one your clients need you more than you need them and if you can position yourself and show them how that's going to make a massive difference in your sales number two you can't trick your way to the top it's not about tricking clients to make sales it's about creating belief and showing them the value in what you do number three the lessons in life are going to repeat until you finally learn them you can't skip steps you have to go through it number four pitching and closing big brands can be done without an audience and without needing a
• 33:30 - 34:00 massive portfolio you can do it you just have to take those simple steps and finally five pitch decks aren't complicated i've shown you how to build one and now as a thank you for listening to this entire video you can access my pitch tech template i'm gonna have the link below right here in this video so head over to that link and you can grab that template for free i want to give you one last little bonus number two i'm gonna give you 50 off our adventure photography workshop with mr daniel han so if that's something you're interested in actually working with brands and learning more about these kind of conversations how to pitch how to actually build relationship how to capture these kind of photos edit these
• 34:00 - 34:30 kind of photos dan is absolutely amazing at this stuff i sat down for a really cool interview with him and then he went through and actually showed how to edit some of his amazing images and talked about what gear he's using and how he captures it and how he works with brands he's far better at this than i am and so i'll let you have that if you want and you're interested use that code adventure for a limited time you can get 50 off and learn how to create photos like these and just take that adventure photography journey take that next step and learn how to do it all right i hope this video was helpful for you if it was do me a massive favor what was the most revelatory part of this entire video what are you taking out of it what is the one thing that you really needed
• 34:30 - 35:00 your eyes open to that now you're going to take into your business and apply moving forward okay i want to hear it hit that like button make sure to subscribe if you want more content like this and let me know if you have other topics you'd like to talk about in future videos in the meantime create something awesome i'll see you in the next video peace [Music] you