304. Video Retainer Client Tips with Tony Gnau

Description

This week is a blast as we explore some very creative business strategies with Tony Gnau. Content marketing is a tool that Tony relies on heavily to add value to his customers while also building his credibility and drawing in new clients. We look into taking the time to audition your clients to find ones that align with your core values and then working those clients into a retainer system that creates consistent income and a mutually beneficial relationship between you and your client!

Key Takeaways

Use quality content marketing to set yourself up as an expert in your field and draw in quality clients.
Be proactive to think about both the short term AND the long term strategy or your life and business.
Use the retainer business model to create consistent income with clients you want to work with.
Make sure you are clear on your core values and audition clients to find ones who mesh with those values.

About Tony Gnau

Tony Gnau is the Founder and Chief Storytelling Officer at T60 Productions. He's a three-time Emmy Award-winning journalist, has led T60 Productions to winning 17 Telly Awards for its corporate videos, and is the author of the book Lights, Camera, Impact: storytelling, branding, and production tips for engaging corporate videos.

He has created videos for the likes of CommonSpirit Health, Walgreen's, Catholic Health Initiatives, United Airlines, US Bank, Goose Island Beer Company, as well as NBA legend Dwyane Wade.

Tony has written over 700 blog posts on video marketing and also speaks on the subject to communications professionals at conferences such as Content Marketing World.

Finally, Tony is a former USC Trojan football player, Star Wars geek, and a devoted husband and father.

In This Episode

[0:00] Welcome to the show
[5:14] Meet Tony
[7:32] Finding fulfillment in visual storytelling
[9:34] The immense value of Content Marketing
[19:27] Video production client retainer model
[25:06] Auditioning for clients that align with your core values
[31:26] Details of Tony's retainer system
[35:17] How to bring out your client's story
[39:59] Best practices for interviewing
[44:23] Tony's book
[49:48] Outro

Quotes

"Do both. Don't just think short term, play the long game. In all of the things that you are doing. In investing with your money, investing in relationships, investing in your business." [17:07]

"When you have this retainer thing setup and someone signs up for it, it's like holy cow, we just get a check every single month!" [21:44]

"We want to tell stories and we want to do the job that we enjoy doing but at the end of the day we are doing it for money so let's set ourselves up for as much success in that area that we can." [24:43]

"Instead of just out of desperation taking on any client, it's like hey let's just dig in a little bit here and let's make sure that we both are going to benefit from this relationship. If we do, then we're both winning." [26:24]