Your questions / FAQs answered

Why pay for these videos if I can do them myself?

Great question! I think every business owner will look better online if they start making their own video testimonials. Clients hire me however because they want to:

* Turn the highest possible number of enquiries into actual paid work.

* Grow alot faster.

To do that we need to film the best feedback possible from your clients, and the interviews I would hold with them tend to be alot more in depth, with alot more questions asked, so we can really find out why your help was of value to them. These interviews often last about 30min, sometimes a little longer if needed (only if your client is happy with that).

Its from this longer interview footage that I uncover the golden nuggets of feedback that persuade people to work with you, and whittle them down into a single, sales winning video about 2min length.

But what makes you so qualified?

There's a few things that help me to get even better feedback for myclients:

1) I have Aspergers syndrome, which meant that when growing up I struggled to tell whether people were feeling good or bad, or being fully open with me. I worked on this problem so much that its now my main assett when it comes to holding interviews; I can tell better than most whether people come across as honest, open, genuine or salesy.

2) I spent 6 years as actors photographer, and over time learned how to tell, just from looking at peoples eyes and body language, when they were showing their true selves, and when they were not being genuine. I still use this skill all the time when trying to get people's clients to say what they really feel.

3) I've done countless testimonial interviews and videos already, and having done just this one niche thing for so long, have figured out nearly all the little ways of getting great feedback from people on camera, and how to make the most money from it after.

Would you coach my clients on what to say?

No, never!

People are going to talk in their own way; you can't tell them how to talk or they will find it harder to bothcome up with good feedback, and appear honest on camera.

How long are the final videos?

At most around 2 minites, any longer than that is going to put people off watching it.

What support do you give after delivery?

1) Every person who I work with gets a guide on how to make money from their videos using free methods.

2) I always make time for my clients by phone or zoom, as I want to see them succeed, and get the best outcomes from their investment.

3) If they want to take things a stage further, and use them for some paid advertising, I can suggest some trusted people who do that. And no I don't take a cut.

Are testimonial videos the silver bullet for all my problems?

No, and don't let anyone else tell you they have it either, because there is no such thing.  

What they do though, is make it much more likely that people will buy from you.  

Trust is like fuel, and a sale is like a destination. Some people take longer than others to reach theirs.

The more fuel you put in the trust tank, the faster people will get there.

Testimonials for sure put alot of fuel in that trust tank.

What else can I do to put more fuel in the trust tank?

If you have a website, social media page, linkedin profile, and they don't reflect well on you right now, it won't do any harm to fix that later on.

And if people tell you that's going to cost you a bomb, they're talking nonsense.

It shouldn't cost alot to get the basics right.

Will these videos bring me more leads?

Sometimes yes, but they are more of a lead conversion tool; best used for turning leads into paying clients.  If you’re doing any other marketing right now, don’t stop when you get the final videos.  In fact I’d maybe even increase it; as the videos will multiply the return on that.  for example if you’re doing PPC, use the videos with that, and you’ll get more people getting in touch, more people signing up, and a reduced cost per click from Google.

What’s the difference then between lead generation and lead conversion?

Lead generation is getting people to show a mild to strong interest in your work.  Lead conversion is getting people who have shown an interest, to sign up with you.  

I want to work with clients who own larger businesses, can this help me do that?

Yes, but keep in mind that if you want to work with bigger companies, you should be looking to get testimonial videos made with clients who are not one man bands.  They don’t have to be at the same precise level, but they shouldn’t be more than a few rungs down.  The closer they are, the more confidence your ideal clients will have.

When should I have my client do a testimonial with you?

Not until they've at least seen big changes in their business and life.  Think of it like mining, you only start digging when you know there's gold in the mountain.  If you're a coach / mentor / advisor that wants to put out the message that you help with business growth, then a great result in this area is a must.  Otherwise it's not a good spend of your money.  This could take 3-12 months depending both on the client and the nature of your work with them.  It may be that they've done a 3 month program with you, had great results, and you need to get their feedback before they vanish and forget how much you helped them.  But if they're going to be working with you for 6 months or more, then I'd wait until at least then before we do a testimonial with them.

Once I have these testimonial videos are finished, should I stop my other marketing?

Not at all.  Whilst I show my clients all the free ways they can squeeze more ROI from their videos, this would in fact be the best time to increase their other marketing efforts, paid or otherwise.  Because now all these leads they are chasing are more likely to convert, if shown the videos.

Can you add visuals to the videos?

Yes we can and do suggest this if you want to position yourself in the champagne rather than wine market; it helps show prospects that you deal with real clients, who have real businesses.  It also helps prove what kind of clients they are, so that when they talk about their factory, viewers will find it easier to trust that they have one.  Photos prove the point, video footage does the same and keeps the viewers hooked for longer.  I can either use what you have already or arrange for new visuals to be gathered.  

     

Will everyone want to work with me as a result?

No, and this is a good thing.  As a coach you will have a way of doing things, that will suit some people and not others.  Alot of this we can tell from the seeing the kind of people you have worked with, and what they think of your methods.  Working with the wrong people would not be a good thing, and seeing feedback from your clients will help attract the right kind of people for your business, and put off the wrong ones.

Do my clients work from a script or teleprompter?

No.  When something feels scripted to a viewer, they are less likely to believe it.

Do you lead or coach clients?

No.  I get the true essence of what clients think of you without manipulating them.  People feel most at ease talking in their own way; try to lead them and they will find it harder to both think of good feedback, and appear honest on camera.

How long do these client interviews take?

Around 30-45 minutes, depending on how much story there is to tell, how much the client has to say, and how long they feel able to talk.  On some rare occasions a client will talk quite alot about almost anything other than the answer to a question, and rather than push them into making them say something that sounds forced, I find better feedback comes from being patient and asking about the same thing from another point of view.

But without coaching them or giving them a script, how will you get the feedback I need?

I ask them precise questions about the impact your help has made on their business and lives.  Knowing what you want feedback on makes it far easier for clients to get across the value of your work.

How do you know what questions to ask?

We will have a chat before filming where I can find out the client’s story, which will help frame many of the questions they are asked.

Will you send my client the questions in advance?

No as this will often lead to the client over thinking their answers, which will come across to viewers as less open, heartfelt, and true.

What if my client is nervous about giving a good testimonial?

Before filming even starts, I will make sure the client knows that they are not expected to perform or sell you on camera, and the only thing I hope to get from them is their honest opinion.  I’ll also take the time to build a friendly rapport with them, so that they don’t feel like a witness before the judge.

What if my client is camera shy?

I always tell them that this is great, because viewers will find that easier to believe than someone who oozes charisma on camera.  They’ll also be in the comfort of their own home without a big camera or mic in their face; which is far less scary.

Who are the best clients to ask?

It’s best to focus on client’s that:

A) You have done a decent amount of work with, rather than a tiny one off sale.

B) Are the kind of people you want more business from, (eg high paying and easy to work with)

C) Have seen a big impact from you on their life / business.

D) Are grateful to you for this impact.

E) Have been consisten


Why pay for these videos if I can do them myself?

Great question! I think every business owner will look better online if they start making their own video testimonials. Clients hire me however because they want to:

* Turn the highest possible number of enquiries into actual paid work.

* Grow at a more rapid pace.

To do that we need to mine the best feedback possible from your clients, and the video interviews I would hold with them tend to be more in depth, with more questions asked, so we can really find out why your help was of value to them. These interviews often last about 30-45min.

Its from this longer interview footage that I uncover the golden nuggets of feedback that persuade people to work with you, and whittle them down into a single, sales winning video about 2min length.

Are you sure this is a fair price for videos made by zoom?

I don’t make videos, I make lead conversion machines that look like videos!  If price is an issue, it’s worth thinking about first how much a single new client is worth to you, second, how much your time is worth.

But what makes you so qualified?

‍There's a few things that help me to get even better feedback for my clients:

1) I have Aspergers syndrome, which meant that when growing up I struggled to tell whether people were feeling good or bad, or being fully open with me. I worked on this problem so much that its now my main assett when it comes to holding interviews; I can tell better than most whether people come across as honest, open, genuine or salesy.

2) I spent 6 years as actors photographer, and over time learned how to tell, just from looking at peoples eyes and body language, when they were showing their true selves, and when they were not being genuine. I still use this skill all the time when trying to get people's clients to say what they really feel.

3) I've done countless testimonial interviews and videos already, and having done just this one niche thing for so long, have figured out nearly all the little ways of getting great feedback from people on camera, and how to make the most money from it after.

How long are the final videos?

At most around 2 minutes, any longer than that is going to put people off watching it.

Won’t it make me look like a cheap amatuer using zoom video rather than professional cameras?

Le me answer this with a story.  I worried about this myself before filming the first testimonial by zoom, for a mortgage broker, a year before Covid even arrived.  Despite filming many others for him on more expensive equipment, it was the zoom testimonial, filmed using a mobile phone, that he liked most of all.

Morale of the story?  So long as a video is filmed in a competent manner, with sharp, clear video and sound, then what viewers will care more about is what the client is saying about you.  In fact people are often turned off by video that seems too staged, too polished to be trusted.  Unless you’re seeking to work with FTSE 100 companies, or people expect you to be a flashy spender, then as a coach it doesn’t make enough of a difference to be paying for in person filming on expensive equipment.  

I used to also worry that viewers would not accept business videos being filmed over zoom.  I was wrong about that then, and doubly wrong now given how socially acceptable zoom has become these days.  People want to know what you've done for others, and what kind of people you've done it for, not how much polish you're thrown at trying to make yourself look big buget.  The world is finding that more suspect these days.

Do you guarantee results?

No and any marketer who tells you this should not be trusted, ever, unless they're willing to refund you the entire budget.  I will guarantee that you’ll get the best lead conversion video possible from the client you send me, and that I will make sure you know how to get max return from the video using easy methods that don’t cost money.  How much success comes next depends in part on whether you put these methods into action, and I'll follow up with you up after to check which ones you have done.

Do you make testimonial videos for online courses?

I only make such videos for coaches who work with their clients in person, be that 1-2-1 or in a group format.  An online course can’t prove that you as a coach can help people find bespoke solutions for their unique problems, and what’s more, I can never be too sure who even built the course.  This is an area that has been abused hugely by snake oil salesmen and get rich quick merchants, and whilst your course might provide value, it’s not a risk I’m willing to take.  See this video for more on my concerns: https://www.youtube.com/watch?v=vC5cmW8O3L8

Though If you provide ongoing, in person support for your clients during this course then we can talk about that because then you’re offering people a service rather than a tool (though you must be deeply involved with 1-2-1 or group support).  

Can you make testimonial videos for my short term (eg 12 week) program?

Yes.  Whilst I tend to suggest filming clients who have worked with coaches for 6-12 months at least, I also know that these programs involve intense support, and promise a big impact by the end (so long as your client has done the work).  Again they will need you to be deeply involved at a 1-2-1 or group level.

What support do you give after delivery?

1) Every person who I work with gets a guide on how to make money from their videos using free methods, and a 30min call so I can go through it in detail with them.

2) I always make time after that for my clients by phone or zoom, as I want to see them succeed, and get the best outcomes from their investment.

3) If they want to take things a stage further, and use them for some paid advertising, I can suggest some trusted people who do that (I do not take a cut for this).

Do you do rates for packages?

Yes! Check the prices section for more details.

Do you do all this yourself?

Yes I do.  It would be hard to train someone to the level of client filming and editing that I do, because it involves a mix of skill sets that came from a strange career path and making a success of having aspergers.

Are testimonial videos the silver bullet?

No, and don't let anyone else tell you they have it either, because there is no such thing.  But they do make it much more likely that your idea clients will hire you.  

Trust is like fuel, and a sale is like a destination. Some people take longer than others to reach theirs.  The more fuel you put in the trust tank, the faster people will get there.  And strong video testimonials are worth plenty of fuel.

Filming by zoom doesn't sound very blue chip does it?

Have you watched make a big statement over video over this last year, and believed them?  Some coaches will worry that feedback videos over zoom will signal that they're not in the top bracket.  Even I worried about this at first, until over time it became clear that so long as the subject was filmed in a manner that didn't distract from their words, then that's all viewers cared about; their words, rather than how expensive the video looks.  In fact if a video looks too costly then prospects can doubt how real it is.  Above all else prospects want to know if you can help them or not, and it's the words of your clients that will carry the day.

To make sure you're positioned (if needs be) as someone who works with high end clients, We can use visual proof of their your client's staff, building and awards to make your prospects aware of that.  We can also work with local videographers in your area (Thanks to BNI I've a good network of those), to get that visual proof whilst I interview your client.    

What else can I do to put more fuel in the trust tank?

If you have a website, social media page, linkedin profile, and they don't reflect well on you right now, it won't do any harm to fix them.  And if people tell you that's going to cost you a bomb, they're talking nonsense.  This is basic entry level stuff, and whilst you should expect to pay something, it doesn’t need to be your life savings.  If you’re struggling to find a good expert in these areas, feel free to ask me.

How long do you take to edit the footage?

I aim to have the final video over to you a fortnight after filming.  I’ve found it’s healthy to step away from the first draft for a week, as it helps us to spot any final tweaks that need to be made in the edit.

Could we do anything with the footage that was left out of the final edit?

Great question!  If you only use around two minutes of footage from a 30-45min interview, there's alot of great feedback that didn't make the final cut.  Often because people took longer than a minute to make a certain point, and we can't fit that into the edit.  But all that stuff is worth keeping!  

We can reuse it in a number of ways:

1) Make a number of mini video clips for your social media / linkedin audience.

2) Have Rev.com transcribe all the footage, and then get someone to turn it into a strong client case study.

3) Turn the audio into a podcast for your website.

4) Turn the best client quotes into countless graphics for your social media.

Could you train me to do this myself?

Yes I do a monthly basic training on making your own testimonial videos.  They're mostly great for getting video feedback from clients who have either come to your webinars / training events, or have a short term result worth boasting about such as power hour sessions.  I tend to come in where the client has had great outcomes over a long term period, but if the money is not there to hire us, then this is a great second option.  Check my training page for more details.

Isn't it a problem doing videos with clients in other time zones?

In a word, no.  The only time its a challenge is when the subject would be 10-12 hours ahead or behind, such as in New Zealand or Australia, when I'm less likely to be awake.  That said the conversation is always worth having as I often can collaborate with local video companies.  

What internet speeds are needed for my client to have decent zoom video?

I always ask the camera subjects to visit www.fast.com, and if that website reports a speed of 15mbps or less, then I can't guarentee 100% that the video footage will be perfect.  In most cases your prospects won't care much and just want to know what clients think of you, but I know some firms find this to be an issue for their brand.  So I'll at least inform you before we start.

Do you work with Microsoft Teams?

Yes.  I'm not a big fan though because it's more fidgety, and more fussy for camera subjects to use.

I want to grow fast, do you know anyone who can help me use these videos for paid ads?

Yes these videos work very well with "Pay Per Click" and "Facebook Ads", first because they help convert more leads, and second because this better conversion rate brings the cost of advertising down, so it becomes doubly good value for money.  I often advise clients to put a "Facebook Pixel" on their website, which allows any visitors to be targeted for laser precise campaigns on facebook.  So a testimonial video can win alot of work when used in a combined "Pay Per Click" and "Facebook Ads".  Though having said that it will get a bit harder now that Apple has stopped facebook from tracking it's users.

I want to grow fast, do you know anyone who can help me use these videos for paid ads?

Yes I've built a great network over a few years and have a number of people in each skillset that I can match with the right coach.

Can you spread out my payments?

Right now, I can do this for the UK and Ireland only, but plan to expand this option to other countries in the future.

Shouldn't your videos look a bit more, well, expensive?

Whilst some videos might be very structured and polished, in order to make coaches look like they're in the "big league", I've learned that people often trust a video less if appears to be too staged or pre-prepared.  That doesn't mean you can't show off photo or video proof of your clients (which helps if needs be to prove that you work with people who run or are part of larger firms), but what prospects want to know more than anything else, is as much about what they will get from working with you, in the shortest amount of time as possible.  Get in late get out early is a term I heard for video making and I try to make it apply here.

Prospects respond better more to getting a flavour of what it's like to work with you, rather than a more detailed breakdown.  The video is there to get you a warm phone call from the prospect rather close than a sale, first because the latter depends so much on things that are unique to them, and also because its not heavy detail that makes people want to work with you, but results, emotion and gratitude.

So the videos are edited more like a movie trailer (showing the best of what other people received, in a punchy, emotional way), rather than something more linear, like a scene from the film itself. Like how they show trailers rather than film scenes in the movie theatres (or on Netflix these days!), this is the kind of video that most often makes people press the "hire" button.

Whew! Anything else feel free to message me via live chat.