1. They want to know price up front.

Every time I’ve talked to a prospective client who brings up price as the first talking point, they are without a doubt a tire kicker. They’re price shopping. There’s nothing wrong with that. You’ll have to work that much harder to communicate value to them because whether $5 or $5,000, any amount is too much for them since they

a) don’t know you

b) don’t know your value

c) probably talked to at least one other video production group before you

At this point, it’s your choice - if they disclose a budget up front, then you’ll know right away if the job is a good fit for you or not.

Now, let’s talk about pricing up front. I believe in Grant Cardone’s practice of disclosing price up front. In fact, you should know the minimum amount you’ll work for and tell folks up front. If your minimum is greater than their maximum, it’s an easy way to excuse yourself from talking to them any further:

“Hey, I’m Jake the film guy, and my intention is to bring you the best video production service at the best price, and I am the best value. My services start at $2,500.”

At this point, you have two options in your next breath:

Can take the job: "Let me ask you something - what problem are you trying to solve?"

Can’t take the job (too much for what they need): "My best suggestion would be to call up the local university and see if there are any media/journalism students who can help you out or try Craigslist."

Note: it’s very important you don’t give a specific name - you don’t want to undermine our profession or refer a lemon, you dig?

It’s easy to tell folks a floor price up front. An exact quote is something you have to figure out in the first conversation, both for their sake and your sanity. I made a tool if you struggle with this idea of cranking out fast, exact quotes for prospective clients. Give it a spin for 14 days and if you don’t like it, send it back - no questions asked!

2. They make an absurd request.

This one always cracks me up. The other day I had a tire kicker spam (only the good Lord knows how many) people in Las Vegas and Los Angeles:

Hey Jake

I wish to have 50 videos (90 seconds or less each) produced exactly like the

Attached example:

<YouTube link>

Video ingredients include

- intro logo overlay

- music

- 1 picture overlay

- 1 social media overlay

- 5 word display overlays

Right now I am price shopping between

Las Vegas & Los Angeles

Looking for

rapid delivery over budget.

Please get back to me asap with a quote.

…

Yikes. The best part was his subject read, “Hey Jake, my budget is around $2500.”

I’m no math teacher anymore, but that is an average of $50 per video. The YouTube example he shared was three minutes long and looked like a church announcement video with graphics and slides, etc.

Instead of ignoring him, I took the opportunity to send a response few others would likely do: