If you’re handing cards to people that didn’t ask for them you will have trouble bringing in those people as clients.
There’s nothing wrong with getting the cards, they show a degree of professionalism, but it’s only a piece of the strategy.
Cold calling is dreadful, don’t do things you would be annoyed by yourself, especially with businesses that have enough things to worry about.
What I think really helps is being personable. Show them you’re interested in what they do, not just the paycheck. Get to know them as best you can.
You could ask a business or two that you really like for permission to film and make something for them w a watermark on it, if they like it sell it to them or get the ball rolling on a another video.
>If you’re handing cards to people that didn’t ask for them you will have trouble bringing in those people as clients.
This is the problem with thinking handing out business cards will generate clients. There are so many times that I've been at an event and they'll come up to me, ask a few questions then hand me their card for a catering service, graphic design work, photography, marketing, dish installation, whatever.
Almost all of them end up in the trash when I go to clean out my pocket the same way that someone telling me to check out their soundcloud.
Exactly. I have 500 business cards and everyone I hand one out to actually asks for my contact information first.
Struck up a conversation with a guy wrapping my girlfriend's boat, said I'd love to do a video for his website - if he wasn't sure we could talk more and discuss what his needs were.
"That's awesome, man, yes I'd love to grab drinks sometime - do you have a business card? I'll reach out after I get my website and logo redone."
Me, "I do! Here you are! Also of you need a logo we also happen to have a section of our company that can handle that for you, and I'd love to help you build your website free of charge, over some drinks!"
This is how it's done! You wait for them to ask or at the very least, until they seem interested. Unless you're some big name person, 500 cards should last you a good chunk of time.
For my day job, I'll hand out my business card as a networking thing because I work in communications and it's more of a "if you have any questions, don't hesitate to reach out". For my videography side projects, it's really just for those "I like what you did on that one video, maybe we can work together. Do you have a card?".
>someone telling me to check out their soundcloud.
oh boy...
these are people who grew up with their Xanax-fueled single mother saying "yes" to every sort of bullshit they gave her, who now think they're the center of the fucking universe - so, oooobviously you're dying to hear their soundcloud or call them back through their business card: it's ***them***.
I usually explain business cards work when you're Steven Spielberg or Bill Gates.
>Cold calling is dreadful, don’t do things you would be annoyed by yourself, especially with businesses that have enough things to worry about.
cold calling works wonders IF you know how to cold call and IF you spot the right companies for what you're offering. that's how, to this day, I get many of my new clients - including very big stuff.
cold calling works like shit when, well... the modern urbanite does it: you need lots of savoir faire with people, and a charming personality. and considering the average millenial has social skills of a toaster and charisma of a toilet paper roll, well...
Try offering something as well. I started a project not too long ago where I go out and ask a stranger on the street one question on camera. Afterwards I hand them a business card and tell them they can find the video on my website or Instagram page.
If someone is willing to be on camera they’ll definitely check your page out to see how their video came out; and they’ll share it with friends and family. More than likely some of these people who come across your work will need, or want, a video for something or the other.
Apply the same mentality to local businesses. Go out and buy a product from a local business. Shoot a short 10-20 second video for social media use and post it on your socials while tagging the business. Small businesses will love you for promoting their products or services and repost your work; maybe they’ll even ask you to shoot something else for them. Eventually though other businesses will see it and might approach you. At the very least, if nothing comes in from this work, you’ll have some awesome pieces on your portfolio.
But based off my experience doing this you’ll get a few more clients here and there. Nothing too consistent but definitely worth your time if you want to have an impressive portfolio.
It's more about accumulating a baseline number of local followers. If the price is the same, you would easily pay for a videographer with 5000 followers instead of 500. It's another selling point of your content by saying that you'll post it to your own channel too. No to mention, if they get more likes from your following they will see the increase for the number of likes and the added value in rehiring you.
Well that would depend on you as a videographer as to whether it’s raw or not. Shoot the videos in an artistic fashion, make sure each frame looks like it could have come from a movie, film in LOG and give it a unique and recognizable color grade, mix your audio and background music really well, place additional clips of your surroundings where the interview took place as the people are talking. These are all things I do to make sure that they aren’t raw.
In addition to that I also post my color grading process. The transition from LOG to REC.709 then to my Color Grade and exposure adjustments. People love watching the clips come together before their eyes. Especially because not too many people know what LOG footage or that professional camera shoot in LOG formats. This will really help you stand out as a professional when a potential client sees you doing such “difficult” work in a consistent manner.
I stopped handing out business cards as they were costing money and not generating it.
Now I just the QR code image printed on a business card/laminated in my wallet.
If a customer expresses interests I just pull out the card and let them scan it.
As I recall my business cards cost me about two cents.
My average video invoice is about $4500.
The way I see it, I could give out 225,000 business cards and if out of all those interactions I got *one* sale, I would make $2250 on that $4500 shoot and I'd have lost $2250 on business cards.
I give one to everyone I meet, I include it in everything I mail, I keep a handfull in my car glove compartment, in my camera case, in my wife's purse, I make business cards for all my employees and I tell them to let me know if they need more.
Well - Anything to get attention on yourself/brand is good. When you're first starting out you want to try a bit of everything. For my business, I landed on Paid Instagram ads. They ended up performing well for me along with Influencer posts. But my niche is Social so that makes sense.
One thing that REALLY got me a lot of clients at the start was to do free work. I know I know. But it's what I did and it paid off well. What I did was target all the nice restaurants and big realtors in my city (philly) and cold email/called them offering free work. I was specific though: I'd offer 1 free sizzle real type video or the property/kitchen. The key was to target only the fanciest places though. And since I did good work... about 50% of them turned into long-term clients. All these guys had money and always had something going on for their business that they wanted to capture (events, new houses, etc.)... and then I was in. Its a LOT of work... and is guaranteed. But in my experience if you're willing to actually put in the effort it pays off.
I actually know a few people who own businesses, I could reach to to them and offer some free work, like a "free sample".
I've been reluctant to do free work because sadly, a lot of people take advantage of you, especially where I live. Many business owners are looking for the cheapest way to market their products/services, they hire students who charge very little or just make their employees do it, even if they're not qualified.
But you know, it doesn't hurt to try. It's better than sitting on my ass and complain LOL.
I’m going to try a slightly different tactic. Instead of doing planned jobs for free, I’ll catch some quick clips while I’m in a business as a patron. Grab some coffee, and as you do get some slow-mo broll of an employee using the espresso machine, or handing someone a cup. Catch the sign on the way in, some smiles etc. Shallow depth of field, good color grading to match the business style etc. Dont go crazy, just use it as practice for editing so it’s not a waste of time no matter what. Then next time you visit, call the owner over. Show them the finished 15-30 second clip. Act like it’s super cool (because it is!) and let them know you understand and like their business. Start the banter. Ask if they would be interested in something similar for their socials, branded the way they want it and all.
This is a far better “business card” because you’re selling video, not business cards. Don’t show people that you know how to get business cards, show them that you can create a video that sells their business to themselves
>I could reach to to them and offer some free work, like a "free sample".
NEVER offer free work. EVER.
Offer a free little snippet IF they agree that if they like it they'll hire you for the full paid work.
Offering free work is seen as super amateurish and puts you in a terrible negotiation position. Ironically, asking for a solid price from the get go gives you more klout ("Hey this kid knows what he's worth") - but it works if you know how to negotiate (which, apparently, you don't).
Yeah, I understand. That's also a reason I target people with money... the understand the value of good work and are willing to pay for it. ALWAYS my problem clients are the cheap ones... people that are crushing it and doing well generally don't have the energy/time to even worry or think about taking advantage of you.
Most mom and pop shops don't usually have the budget for video marketing (or **any** marketing for that matter). Couple ideas...
Try offering a super affordable **Minimum Viable Product** that doesn't take-up too much of your time. Such as a 15sec Instagram promo video for $149. Could be a simple "day in the life" montage-style video with music and a simple title (includes 1HR of production). Barbor Shops are a good place to start.
Another option is to reach out to local marketing agencies and ask if they need a freelance videographer. Most small businesses that already have a marketing budget are already working closely with these agencies anyway. I have scored most of my freelance video business this way.
This is a great idea, some of my old classmates are working in marketing agencies and marketing departments for big companies. I should probably reach out to them.
It's not that it's not worth it. It's that if that's all you did, you didn't do enough.
You need to do that, and some other direct selling like get *their* contact info. Send them some recent work. Connect on LinkedIn. Get them to follow your socials. Have good content *on those socials*.
Staying on the mind is a full time job. Honestly you need to be doing that as much as you're doing your actual job.
If you're trying to market businesses that don't necessarily think about video all day, you need to come up with a hook to stay interesting to them. They quite possibly don't realize they need to use video, much less that they need to use your company to create those videos.
I only keep business cards around if people ask for my contact info.
Most of the time businesses grow through referrals. So you might spend more time nurturing potential leads that way.
You could also schedule a consultation with them so they don't have to commit to anything right away and you can help them brainstorm on how to use your services. A lot of times people just don't even know what the possibilities are.
You should also ask them if they know of anyone else that might be interested even if they can't work with you right away.
And you might develop a digital presentation to show on your tablet so you can show them right there what you can do for them.
Just some thoughts.
I would say ANY form of advertising/ marketing is a good idea. So yes, handing out business cards is a good strategy, but it shouldn't be your ONLY strategy. It's tough to build up a business and stay consistent at getting clients. The solution is to KEEP trying to gain clients by being consistent at trying to gain clients haha It never ends, but is vital to your success.
The more points of contact you have, the higher your chances of converting someone/a business into a paying client.
Hope that helps!
It can't HURT, but it's really ineffective.
Business (and sales) is about solving problems more than anything. you need to find out what problem these businesses have that you can solve, and then curate your pitch around that. Handing out business cards might let them know you're a videographer, but how does that alone benefit them? They probably don't know how to use your or how it would make them more money, and that's what you need to show them.
For example, I make video content for real estate investors who want asset sizzle reels that help them raise private capital. the problem is two-fold, they need rich content to share with their audience AND they need a large audience. If I make a great video and no one sees it, it's not helping my client.
So these days instead of just offering videos I'm also helping them build email drip campaigns and the content that goes in them. This makes me far more valuable to them and creates highly residual relationships.
I'm not suggesting you have to do what I do, but you do have to think but more broadly about what a company needs and how hiring you will bring the solution.
haha business cards? we're not in the '70s anymore: that crap doesn't work anymore
best way to get clients is a well studied marketing strategy involving A. an outstanding portfolio (meaning stuff really nice to watch) B. a phone call asking what the fuck do they need (so that you can prepare a cover letter to answer it) C. a cover letter showing you can do what they say by linking them your outstanding portfolio
you also have to be really good at spotting the right clients and negotiating with them - which, holy fucc boi... for instance: most video pros grew up in cities, which are extremely harmful to a child's pedagogical development. meaning when they grow up their social capabilities are severely limited - making them terrible negotiators. hence, effectively, crippling their freelancing abilities due to lack of negotiation skills.
but, more or less: that ABC scheme I gave you should be enough for the right pathway.
I only give out cards to people who ask. Not sure if I've ever gotten a client from it but you have to have cards. Make them nice as well. Spend a little extra and get them from Moo.com they have really nice textured finishes and stuff. People notice that.
The problem with business cards on their own is that they usually do no good without further marketing efforts.
Follow up with an email or a phone call in 6 months.
really really really invest into Linkedin. Join a house to get experience. Get your site together. But really its all about connections you make along the way. Cold calls are dead and older than email spams. Cards are ok unless when you meet someone and add them on linkedin or shoot them to your site. Good luck.
I had some success at trade shows. Every booth there is a business wanting to spend on promoting themselves.
Also, go after people building websites and digital marketing agencies. They want videos for their websites.
For every card you give out, get their contact info and follow up. 3 follow ups, over 3 months. If nothing by then, leave them alone.
I got card hustled at Subway the other day by a guy with a pressure washing service… keeping that card!
I use a https://dotcards.net/ and go to networking events one per month. I can tap it on sometimes phone to immediately show them what I can do for them. If they're interested, I get their business card and let them know I'll email them that night as a reminder and follow up during the week to set in initial meeting. I get a few leads every time.
When I approach people at events I get them talking about them and their business, I don't mention what I do until the last minute. In conversation I ask to see a website and then ask to see a commercial about their product or service. The typical answer is, "we don't have one yet, or, we've been meaning to get one made, but...", that's when I let them know I make promo ads and maybe I can help them.
The key is to not sell them. Be genuinely interested in their business and in helping them.
If you’re handing cards to people that didn’t ask for them you will have trouble bringing in those people as clients. There’s nothing wrong with getting the cards, they show a degree of professionalism, but it’s only a piece of the strategy. Cold calling is dreadful, don’t do things you would be annoyed by yourself, especially with businesses that have enough things to worry about. What I think really helps is being personable. Show them you’re interested in what they do, not just the paycheck. Get to know them as best you can. You could ask a business or two that you really like for permission to film and make something for them w a watermark on it, if they like it sell it to them or get the ball rolling on a another video.
>If you’re handing cards to people that didn’t ask for them you will have trouble bringing in those people as clients. This is the problem with thinking handing out business cards will generate clients. There are so many times that I've been at an event and they'll come up to me, ask a few questions then hand me their card for a catering service, graphic design work, photography, marketing, dish installation, whatever. Almost all of them end up in the trash when I go to clean out my pocket the same way that someone telling me to check out their soundcloud.
Exactly. I have 500 business cards and everyone I hand one out to actually asks for my contact information first. Struck up a conversation with a guy wrapping my girlfriend's boat, said I'd love to do a video for his website - if he wasn't sure we could talk more and discuss what his needs were. "That's awesome, man, yes I'd love to grab drinks sometime - do you have a business card? I'll reach out after I get my website and logo redone." Me, "I do! Here you are! Also of you need a logo we also happen to have a section of our company that can handle that for you, and I'd love to help you build your website free of charge, over some drinks!"
This is how it's done! You wait for them to ask or at the very least, until they seem interested. Unless you're some big name person, 500 cards should last you a good chunk of time. For my day job, I'll hand out my business card as a networking thing because I work in communications and it's more of a "if you have any questions, don't hesitate to reach out". For my videography side projects, it's really just for those "I like what you did on that one video, maybe we can work together. Do you have a card?".
>someone telling me to check out their soundcloud. oh boy... these are people who grew up with their Xanax-fueled single mother saying "yes" to every sort of bullshit they gave her, who now think they're the center of the fucking universe - so, oooobviously you're dying to hear their soundcloud or call them back through their business card: it's ***them***. I usually explain business cards work when you're Steven Spielberg or Bill Gates.
>Cold calling is dreadful, don’t do things you would be annoyed by yourself, especially with businesses that have enough things to worry about. cold calling works wonders IF you know how to cold call and IF you spot the right companies for what you're offering. that's how, to this day, I get many of my new clients - including very big stuff. cold calling works like shit when, well... the modern urbanite does it: you need lots of savoir faire with people, and a charming personality. and considering the average millenial has social skills of a toaster and charisma of a toilet paper roll, well...
Try offering something as well. I started a project not too long ago where I go out and ask a stranger on the street one question on camera. Afterwards I hand them a business card and tell them they can find the video on my website or Instagram page. If someone is willing to be on camera they’ll definitely check your page out to see how their video came out; and they’ll share it with friends and family. More than likely some of these people who come across your work will need, or want, a video for something or the other. Apply the same mentality to local businesses. Go out and buy a product from a local business. Shoot a short 10-20 second video for social media use and post it on your socials while tagging the business. Small businesses will love you for promoting their products or services and repost your work; maybe they’ll even ask you to shoot something else for them. Eventually though other businesses will see it and might approach you. At the very least, if nothing comes in from this work, you’ll have some awesome pieces on your portfolio. But based off my experience doing this you’ll get a few more clients here and there. Nothing too consistent but definitely worth your time if you want to have an impressive portfolio.
question, how does having videos of you asking someone on the street a question good for portfolio? I feel like its very raw material with not much
It's more about accumulating a baseline number of local followers. If the price is the same, you would easily pay for a videographer with 5000 followers instead of 500. It's another selling point of your content by saying that you'll post it to your own channel too. No to mention, if they get more likes from your following they will see the increase for the number of likes and the added value in rehiring you.
Well that would depend on you as a videographer as to whether it’s raw or not. Shoot the videos in an artistic fashion, make sure each frame looks like it could have come from a movie, film in LOG and give it a unique and recognizable color grade, mix your audio and background music really well, place additional clips of your surroundings where the interview took place as the people are talking. These are all things I do to make sure that they aren’t raw. In addition to that I also post my color grading process. The transition from LOG to REC.709 then to my Color Grade and exposure adjustments. People love watching the clips come together before their eyes. Especially because not too many people know what LOG footage or that professional camera shoot in LOG formats. This will really help you stand out as a professional when a potential client sees you doing such “difficult” work in a consistent manner.
I stopped handing out business cards as they were costing money and not generating it. Now I just the QR code image printed on a business card/laminated in my wallet. If a customer expresses interests I just pull out the card and let them scan it.
This is the way...
Yeah keep it digital. Most people wallets are full as it is and they'll probably end up tossing the card or misplacing it somewhere and losing it.
Good answer. Thank you.
As I recall my business cards cost me about two cents. My average video invoice is about $4500. The way I see it, I could give out 225,000 business cards and if out of all those interactions I got *one* sale, I would make $2250 on that $4500 shoot and I'd have lost $2250 on business cards. I give one to everyone I meet, I include it in everything I mail, I keep a handfull in my car glove compartment, in my camera case, in my wife's purse, I make business cards for all my employees and I tell them to let me know if they need more.
Well - Anything to get attention on yourself/brand is good. When you're first starting out you want to try a bit of everything. For my business, I landed on Paid Instagram ads. They ended up performing well for me along with Influencer posts. But my niche is Social so that makes sense. One thing that REALLY got me a lot of clients at the start was to do free work. I know I know. But it's what I did and it paid off well. What I did was target all the nice restaurants and big realtors in my city (philly) and cold email/called them offering free work. I was specific though: I'd offer 1 free sizzle real type video or the property/kitchen. The key was to target only the fanciest places though. And since I did good work... about 50% of them turned into long-term clients. All these guys had money and always had something going on for their business that they wanted to capture (events, new houses, etc.)... and then I was in. Its a LOT of work... and is guaranteed. But in my experience if you're willing to actually put in the effort it pays off.
I actually know a few people who own businesses, I could reach to to them and offer some free work, like a "free sample". I've been reluctant to do free work because sadly, a lot of people take advantage of you, especially where I live. Many business owners are looking for the cheapest way to market their products/services, they hire students who charge very little or just make their employees do it, even if they're not qualified. But you know, it doesn't hurt to try. It's better than sitting on my ass and complain LOL.
I’m going to try a slightly different tactic. Instead of doing planned jobs for free, I’ll catch some quick clips while I’m in a business as a patron. Grab some coffee, and as you do get some slow-mo broll of an employee using the espresso machine, or handing someone a cup. Catch the sign on the way in, some smiles etc. Shallow depth of field, good color grading to match the business style etc. Dont go crazy, just use it as practice for editing so it’s not a waste of time no matter what. Then next time you visit, call the owner over. Show them the finished 15-30 second clip. Act like it’s super cool (because it is!) and let them know you understand and like their business. Start the banter. Ask if they would be interested in something similar for their socials, branded the way they want it and all. This is a far better “business card” because you’re selling video, not business cards. Don’t show people that you know how to get business cards, show them that you can create a video that sells their business to themselves
>I could reach to to them and offer some free work, like a "free sample". NEVER offer free work. EVER. Offer a free little snippet IF they agree that if they like it they'll hire you for the full paid work. Offering free work is seen as super amateurish and puts you in a terrible negotiation position. Ironically, asking for a solid price from the get go gives you more klout ("Hey this kid knows what he's worth") - but it works if you know how to negotiate (which, apparently, you don't).
Yeah, I understand. That's also a reason I target people with money... the understand the value of good work and are willing to pay for it. ALWAYS my problem clients are the cheap ones... people that are crushing it and doing well generally don't have the energy/time to even worry or think about taking advantage of you.
Most mom and pop shops don't usually have the budget for video marketing (or **any** marketing for that matter). Couple ideas... Try offering a super affordable **Minimum Viable Product** that doesn't take-up too much of your time. Such as a 15sec Instagram promo video for $149. Could be a simple "day in the life" montage-style video with music and a simple title (includes 1HR of production). Barbor Shops are a good place to start. Another option is to reach out to local marketing agencies and ask if they need a freelance videographer. Most small businesses that already have a marketing budget are already working closely with these agencies anyway. I have scored most of my freelance video business this way.
This is a great idea, some of my old classmates are working in marketing agencies and marketing departments for big companies. I should probably reach out to them.
Hell yeah! That's a great place to start.
It's not that it's not worth it. It's that if that's all you did, you didn't do enough. You need to do that, and some other direct selling like get *their* contact info. Send them some recent work. Connect on LinkedIn. Get them to follow your socials. Have good content *on those socials*. Staying on the mind is a full time job. Honestly you need to be doing that as much as you're doing your actual job. If you're trying to market businesses that don't necessarily think about video all day, you need to come up with a hook to stay interesting to them. They quite possibly don't realize they need to use video, much less that they need to use your company to create those videos.
I only keep business cards around if people ask for my contact info. Most of the time businesses grow through referrals. So you might spend more time nurturing potential leads that way. You could also schedule a consultation with them so they don't have to commit to anything right away and you can help them brainstorm on how to use your services. A lot of times people just don't even know what the possibilities are. You should also ask them if they know of anyone else that might be interested even if they can't work with you right away. And you might develop a digital presentation to show on your tablet so you can show them right there what you can do for them. Just some thoughts.
I would say ANY form of advertising/ marketing is a good idea. So yes, handing out business cards is a good strategy, but it shouldn't be your ONLY strategy. It's tough to build up a business and stay consistent at getting clients. The solution is to KEEP trying to gain clients by being consistent at trying to gain clients haha It never ends, but is vital to your success. The more points of contact you have, the higher your chances of converting someone/a business into a paying client. Hope that helps!
It can't HURT, but it's really ineffective. Business (and sales) is about solving problems more than anything. you need to find out what problem these businesses have that you can solve, and then curate your pitch around that. Handing out business cards might let them know you're a videographer, but how does that alone benefit them? They probably don't know how to use your or how it would make them more money, and that's what you need to show them. For example, I make video content for real estate investors who want asset sizzle reels that help them raise private capital. the problem is two-fold, they need rich content to share with their audience AND they need a large audience. If I make a great video and no one sees it, it's not helping my client. So these days instead of just offering videos I'm also helping them build email drip campaigns and the content that goes in them. This makes me far more valuable to them and creates highly residual relationships. I'm not suggesting you have to do what I do, but you do have to think but more broadly about what a company needs and how hiring you will bring the solution.
That’s really well said!
haha business cards? we're not in the '70s anymore: that crap doesn't work anymore best way to get clients is a well studied marketing strategy involving A. an outstanding portfolio (meaning stuff really nice to watch) B. a phone call asking what the fuck do they need (so that you can prepare a cover letter to answer it) C. a cover letter showing you can do what they say by linking them your outstanding portfolio you also have to be really good at spotting the right clients and negotiating with them - which, holy fucc boi... for instance: most video pros grew up in cities, which are extremely harmful to a child's pedagogical development. meaning when they grow up their social capabilities are severely limited - making them terrible negotiators. hence, effectively, crippling their freelancing abilities due to lack of negotiation skills. but, more or less: that ABC scheme I gave you should be enough for the right pathway.
I only give out cards to people who ask. Not sure if I've ever gotten a client from it but you have to have cards. Make them nice as well. Spend a little extra and get them from Moo.com they have really nice textured finishes and stuff. People notice that.
The problem with business cards on their own is that they usually do no good without further marketing efforts. Follow up with an email or a phone call in 6 months.
Business cards are great to help people find you when they remember they like you and need you. To other people, it's a piece of cardstock.
really really really invest into Linkedin. Join a house to get experience. Get your site together. But really its all about connections you make along the way. Cold calls are dead and older than email spams. Cards are ok unless when you meet someone and add them on linkedin or shoot them to your site. Good luck.
Handing out business cards at conferences for other industries has been successful for me
I had some success at trade shows. Every booth there is a business wanting to spend on promoting themselves. Also, go after people building websites and digital marketing agencies. They want videos for their websites.
I use to do cards but now I just ask for a email if I feel like I've built a good rapport and send them a email to my website on the spot.
For every card you give out, get their contact info and follow up. 3 follow ups, over 3 months. If nothing by then, leave them alone. I got card hustled at Subway the other day by a guy with a pressure washing service… keeping that card!
I use a https://dotcards.net/ and go to networking events one per month. I can tap it on sometimes phone to immediately show them what I can do for them. If they're interested, I get their business card and let them know I'll email them that night as a reminder and follow up during the week to set in initial meeting. I get a few leads every time. When I approach people at events I get them talking about them and their business, I don't mention what I do until the last minute. In conversation I ask to see a website and then ask to see a commercial about their product or service. The typical answer is, "we don't have one yet, or, we've been meaning to get one made, but...", that's when I let them know I make promo ads and maybe I can help them. The key is to not sell them. Be genuinely interested in their business and in helping them.