How 2 Clients Asked For A Retainer

Two clients recently asked for a video retainer. Let me give you some context:

• I’ve worked with both clients for 3+ years

• Both have done several one-off projects over the years

• Each have spent around $11,000 per year

What Am I Pitching?

Both approached me asking for ongoing video production with a minimum of one deliverable per month.

One client is a church and here’s what I’m pitching them:

• One full day of filming per month (spread out over 2-3 smaller sessions)

• One delivered video: 3-4 mins

• Video consists of interviews and b-roll

• They use the video in worship services and on their website for members

[$3,500/month]

The other client is a small (50 employee) service-based business that does ATM maintenance, security systems, and installs. They are three aways away from me in Nashville. Here’s what I’m pitching them:

• One full day of filming per quarter (helps me since I don’t want to go up there every month and it’s not necessary)

• Each quarter we will deliver: 4x, 1-3 min videos

• Two videos will be client testimonials

• Other videos will be about process, which their sales reps can use in conversations with prospects

[$2,000/month]

(This one is slightly less because we will only shoot during one month and then just be doing post production work. I want to get this client higher, but their budget is fixed. I tried negotiating for more and I couldn’t get it.)

How to Handle Objections

One client objected to my initial price so I asked, “what is the right budget for you monthly?”

They told me $1,500 and shared what they wanted. I told them I couldn’t do it at that price but I could get closer at $2,000/month and had no wiggle room to go down.

Honestly, on that one I’m willing to walk away if they can’t do it. At some point I have to say no, it’s too low and I won’t make much of anything on it (I have more overhead than I used to).

Here are other ways to handle objections:

• Point back to their goals and how particular videos will help them close deals or gain trust

• Help them understand how much goes into production

• Educate them on how much it would cost for them to do it internally, especially if they are trying to hire someone.

• Stand firm on your price. Just because they throw a low number out doesn’t mean you have to drop or even meet in the middle.

Want More?

I cover all of this in greater detail in the upcoming Retainer Clients Course.

If you want to be on the list to know exactly when the course drops on Thursday (12/12) send us an email and we’ll get you locked in for the release: hello@trenterwin.com

It’s going to be amazing, you have my word.

-Trent