Better proposals. More control of his business.

02 · Why coaching

Learning from someone who had built the kind of business he wanted.

Michael had watched me develop Dream Engine over several years. What interested him was that the company could operate without everything depending on me being there. In his own business, clients generally expected him to turn up and produce the video.

He wanted help moving towards a business that was better organised and had room to grow. Decisions about premises, employees and eventually stepping back needed a plan. He also wanted the way he presented Inception to reflect the experience and professionalism he brought to the work.

My experience running a production company gave him confidence that I could help with the practical changes involved.

03 · Better proposals

Showing clients what they were really buying.

When an enquiry arrived, Michael would usually reply with an email or a single-page quote confirming availability and price. It gave the client a cost, but did little to show the value of his experience or what he could create for them.

Through the coaching, we worked on a proposal format that explained what Inception could do for the client, supported by links to relevant videos. Michael could show the quality of the finished work and help the client picture what was possible.

He felt the new proposals shifted attention from his rate to the result he could deliver. They represented his business properly, and he felt proud and confident sending them.

“I’ve already seen the success rate in quotes go up.”

Michael Jepson, Inception Video Production

04 · Staying in touch

Making more of the relationships he already had.

Michael had a strong client list and a business that benefited from word of mouth. But people changed jobs, new people took over and busy clients could lose touch.

I helped him develop ways to reconnect with past clients and keep in contact after a project. He began following up more often after shoots, asking about the experience and making clients feel valued. Those exchanges also gave him a way to suggest other work they could do together.

We worked on asking clients what had been happening before they approached Inception, why they chose the company and what they valued about the work. Their answers gave Michael a clearer understanding of their needs, in their own words, to draw on in his marketing.

05 · Making marketing manageable

Building on what was already there.

We reviewed Michael’s website and identified improvements he could make to get more from it. He could see that the changes were manageable. What he needed was help staying focused long enough to put them into practice.

“One of the key things I need from him is to help with that focus.”

Michael Jepson, Inception Video Production

Michael revamped his LinkedIn profile and began posting weekly, with the aim of staying visible to existing contacts and building new relationships.

We also looked at how he could use footage from past projects to demonstrate his experience. He already had a body of work that could support his marketing, without having to organise a new shoot every time he wanted to promote the business.