Need a quick content pep talk? In today’s episode, I’m sharing my guest episode from the Scale Your Sales with Jillian Murphy podcast. Jillian and I dive into a chat all about B-roll: how to capture it, why it helps us to connect with our dream clients, plus tips for confidently selling your services. 

This episode originally aired on September 25th, 2024 as Episode 208 on the Scale Your Sales with Jillian Murphy Podcast. 

On Quianna Marie Weekly, we’re chatting about business growing pains, finding genuine connections, and celebrating wins of all sizes through the lens of a photographer at heart. Sprinkled throughout stories and interviews with past clients, photographers and other business owners this podcast is designed to help you step into your purpose and to truly create a life you’re proud of, a life worth photographing and sharing.

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Today’s episode is brought to you by The Green House, my resource garden for photographers! Let me help you AMPLIFY your heart online and in real life to turn bridesmaids into future brides through templates, workshops, and freebies!

Review The Show Notes:

Get To Know Quianna (1:21)

A-Roll Versus B-Roll (2:11)

Why B-Roll Helps Us Connect (3:28)

Easy Tips For Creating B-Roll Content (4:58)

Getting Past The Cringe (8:08)

Proving Your Success (10:21)

Which Type Of Content Works (13:00)

Why Casual Content Does Better (14:34)

Connect With Quianna (15:47)

How Often To Get Your Brand Photos Done (16:54) 

What Makes Quianna Buy From Someone Online? (18:32)

Connect With Jillian:

Instagram: instagram.com/thejillianmurphy

Website: thejillianmurphy.com

Mentioned In This Episode:

The Green House Resource Garden: quiannamarie.com/shopEasy B-Roll Ideas For Business Owners: quiannamarie.com/broll

Review the Transcript:

Quianna: Hey. Hey. Welcome back to Quianna Marie Weekly. I am so excited to bring you something super special today, a replay from my sweet friend and total sales powerhouse, Jillian Murphy from the Scale Your Sales Podcast. If you’ve been hanging out with me for a while, you know how much I love teaching about building relationships, creating magnetic content, and attracting dream clients with ease.

But let’s be real. We also need to know how to confidently sell what we’re sharing. This episode is like sitting in on a girlfriend chat, grabbing coffee, or maybe grabbing some fun margaritas, guac and chips, if you catch my vibe, where we dive into what it really takes to build genuine connections that lead to sales.

How to simplify your offers and how to show up like the expert you already are. If you’ve ever felt weird about sales struggle to raise your pricing or just wanna pep talk on how to build a sustainable business that feels really good. This one’s for you. Let’s press play on this replay with Jillian Murphy.

She’s truly my sales soul sister. Let’s get this party started!!

Jillian: What’s up babe? Welcome back to the podcast. I’m so pumped today. I’m my friend Quianna on the show today. You guys, do you ever think you meet somebody and you’re like, can we please be best friends? That’s literally how I met. When I felt, when I met this human, I was like, I wanna like hang out with you.

I wanna like go have coffee with you and I have you in the podcast. All the things. Quianna, welcome to the show today. Tell my audience who you are and what you do.

Quianna: Hey, Jillian, I am so pumped for this conversation. I felt the same way. The feeling is mutual. When we connected, I just, I heard your voice, I felt your energy, and I thought, yes.

Not only do I wanna be your friend, but I need to learn from you. So I’m just so pumped to be in your world. So what’s up, gorgeous? Gorgeous friends. My name is Kiana. I’m a traveling photographer, obsessed with helping you feel seen. Understood, appreciated, and then truly shine online. So I offer a mix of branding photos, as well as kick butt B-roll.

That helps you be seen by your dream clients and attract them so they fall in love with you before they even meet you.

Jillian: Oh my gosh. This is gonna be one of my favorite podcast episodes. I can already tell you guys. Get out your pens and papers. This is gonna be a straight fire. We’re gonna dive right into B-roll content because I think that people overcomplicate this so much and they make it so much harder, but like B-roll is like the way to go.

So first of all, can you just like give us like the 4 1 1 on B roll.

Quianna: Yes. So I love starting here first. So I want you to think about your favorite reality TV show, and I’m gonna just drop in the Kardashians, for example, right?

Jillian: Girl, YES!

Quianna: Right? So B-Roll is when you see the palm trees, or you see the hyperlapse of the sunset, right?

You see the in-between moments. They’re basically filler moments, right? A roll, for example, to give you a definition is when Kim K is sitting in front and she’s a, like a bobblehead, just like how you and I look today facing on the video. That is a roll. That is the A game that is the shot, like the money shot and the B roll is like a second shooter.

An assistant on the side is another angle of that, a roll shot. So I just wanna clarify the difference between a roll and B roll. Right.

Jillian: So today I did like a talking head reel giving like an actual like sales tip. That’s the A game content?

Quianna: Yes! Okay. You, you’re forward facing, you’re having a conversation.

It is like the magic shot, and then the B roll is just what’s kind of going on the side. It’s the behind the scenes of what’s actually happening.

Jillian: So I think that B-roll is like, I love watching people’s B-roll because I feel like I’m getting to know like what’s going on in their life. Like what are they drinking, what are they wearing, where are they at?

What are they doing? Why does that help us connect so much to our audience so much quicker?

Quianna: So here’s the thing, when we are seeing things online, there’s so much comparison going on, right? We’re kind of like, we are vetting people and we’re making instant, instant judgements before we meet them. So especially as a business owner, I want us to really prioritize sharing bits and pieces of these lives, of our own lives, because sometimes those ideal clients, they’re not ready to buy yet, right?

Or maybe they’ve already purchased from you and they’re just kind of along for the ride and they love supporting you. So if we’re only posting content that is super sales driven and super offer this, offer this, and here’s how you can work with me. Here’s how you can buy from me. Those are important. In fact, you, Jillian, remind me every day that I should post at least one post that shares that this is what you can work with me or how you can purchase something from me.

But when we have those little teasers of our life, we bring people into just a little bit of our personal life or of our hobbies of the daily things that we do. Oh my gosh, you are going to build mega fans in your business.

Jillian: I think it’s great, and I think that people really over complicated. So if you were to tell somebody today on this podcast, like this is like the easiest way to capture B roll, because they obviously should be working with you first of all, but if they.

Or they’re not here or they’re not traveling like. Mm-hmm. What are some of the easiest tips for creating B-roll content? Yes.

Quianna: Okay. So first and foremost, you need to whip your phone out. And the first thing I would do actually is purchase a tripod. Because I don’t know about you. I know you’ve mentioned before on the podcast, and as I’m getting to know you, you’re not as woo woo as a lot of us, right?

Give me the work, give me the stats, give all and go. I’m

Jillian: like, terrible. I’m like this, this, this episode is literally for me. I’m like, literally your brain on this episode. ’cause I need help with B roll.

Quianna: Yes, I love it. So when you purchase a tripod, and I have great links for you to share, really, you just need a $20 tripod off Amazon.

Order that now, get it in your cart. And the reason why I say this is because a, kind of going back to the woowoo, your tripod is basically like a living spirit near you, right? I know that sounds kind of crazy, but really it is. It’s, it’s something in the room as an easy reminder that you need to capture B roll.

So start with that. Another thing that I love to think about. So once you have your gear, that’s all you need. You can literally get started today just by propping your phone up against your Stanley, right, or against your water bottle. It doesn’t matter. You can get really crafty, so there’s no excuses. If you’re waiting on that Amazon Prime, get it going now.

But another fun thing that I do, I like to think of mindset tips. ’cause it’s easy for me to just give you a checklist and say, okay, do this, do that, do this. And you’re like, uh, okay, I’ve already done that. You feel like it’s repetitive, right? So I want you to look at one given week in your business week.

And I love that all of us are so multi-passionate and we’re all multifaceted in our business and our likes and our hobbies and our interests. I want you to think about the different characters, and I do air quote characters in your life where you are. For example, for today, Jillian, you are the podcasting queen today, right?

You’re cozy, you’re cute, you’ll have a little louy vibe, and you’re just hanging out in your home office. That right there is a character. Another character is a, a forward facing client experience. So what you would wear to go meet up with a client, whether you are hopping into a coffee shop to connect with someone or you are actually going to a business consultation or something.

Like yesterday I

Jillian: was all done up ’cause I met someone in

Quianna: person. Yes. Perfect. So that right there and that

Jillian: did not look like this.

Quianna: Exactly. So that right there would be another, I would just do a little costume, right? Like little cartoon characters of yourself throughout the week. So think about these things, whether it’s you going to the gym, what does that look like?

I know you post a lot of really great B-roll of you working out strengthening yourself, strengthening your body and your mindset for business. All good things. That’s another character, right? What you wear to work out. Let’s say you’re just going out with girlfriends, so you’re not quite hot date status, right?

Yeah. But you’re just, you’re just feeling good. Maybe you are doing a barhop or hanging out with some girlfriends, brunching. What do you look like? What does your outfit look like and how is your personality coming out in those scenarios?

Jillian: Yeah, so I

Quianna: want you to, I would challenge you, everyone who’s listening to think about, think about like four to five different characters that you play every week.

Make a mental note to capture yourself either in that outfit or in that environment. Start

Jillian: there. That is literally gold right there because I think so many of us overthink it like, oh, like, I mean, a perfect example was like yesterday I was like done up because I went to a coffee shop and met a per client in real life.

So I create a bunch of content, but like I could still create content today in my loungewear doing a podcast and then later I’m going to the gym. And I also think that I get in my head personally of like, people are watching me. This is so cringe, right? Like even at Felicia’s event, uh, we had like a little break and we had like such a cute little like walkway downstairs and I was like, oh, I kind of wanna go out there and like prop my phone up and like do some B roll.

And I’m just like, such in my head like, are people judging me? What are they doing? Like what’s the mindset hack on that one? So the

Quianna: mindset hack is to bring a friend. So I love planning content parties with girlfriends, whether it’s me, myself, the next one, please. Let’s do it. We’re gonna get the girls, we’re gonna now party too right now.

Yes, let’s do it. And I think what that does is that instantly kind of levels the playing field. So when you’re being goofy and you are being silly, right? When you feel like people are watching you, if you are with another business bestie. It’s like that almost kind of disappears ’cause you’re in your element, you’re capturing that.

So that would be my first guess. And if you’re in a position where you’re like, well, I don’t really have my business bestie, or like you, for example, you just recently moved here and this is new slash you already had best friends in the area, so that’s fine. But if you’re thinking, I don’t bring your mom, bring your mom out for coffee.

Bring your best friend. It doesn’t have to be another business owner. It could be a little brother that you happen to beg him to go get tacos for lunch, and then you are asking him to be your videographer. Make it happen.

Jillian: That is so good. That is literally so good. You guys, go grab your partner and go do some content.

Okay. I love this. So good on B roll. I wanna shift this conversation because you and I recently were just at a launch party that you hosted, which was straight, fabulous. You guys have talked about it several times in the podcast, given you and Felicia. So many shout outs on this, but I think that so many people are launching something.

They’re going into Black Friday, we’re going into the holidays, right? All these things. Why is your content key as you move into your launch?

Quianna: Yes. Well, we’re gonna break down three really easy tips for you. I call these key tips for content creation for your next launch. Let’s start with number one, and number one is proving your success.

So I’m gonna go through these really fast. I love a good list. So number one is proving your success. Number two is sharing the development. Number three is booking a brand session to celebrate. So that’s totally a plug, but I will explain why this is so important. You’re important to book a session. Yes.

So starting with number one, proving your own success. Okay. We have to really put ourselves in the shoes of our buyers and of our potential clients. Right? You know this by the back of your hand, how important this is. And I often think many of us business owners are so focused. We are, we are like laser focused on developing that perfect ideal client, right?

Like that perfect person that we’re trying to work with. But sometimes we need to flip that mirror. We need to flip that attention on us and prove to us, like prove to our audience that we are the perfect business owner. And there’s no easier way to do that than through B roll. So a couple ways that I do that is sharing my own success stories, right?

My own wins, my own struggles, my own, um, fails, and how I overcame those, right? Those are great ways to prove your success. Another way to do that is to share the education that you’ve been doing, right? I feel like we have such great confidence boosters. When we get into the room and we invest in our business, our clients, and our potential clients, they need to see that.

They need to know, Hey, oh, this person actually knows what they’re talking about. Or, Hey, their client’s wins are something that I want in my life, so I’m gonna stay tuned to this. This is the beauty of B-roll is because you can take these lessons, you can share these experiences, whether you are showing up for conferences, investing in masterminds, and just capture little snippets of what’s going on.

And then through the text and through the captions, that’s where you are actually selling them, right? Like that’s where you’re actually proving your own success.

Jillian: That is so good because I think that so many people actually get this wrong or they actually go into their launch with like no strategy at all.

Why do you think that is? Like why do you think so many people just go into their launch and like throw spaghetti against the wall?

Quianna: I think they’re scared. Like all of us, and I’m speaking for myself too. Even as we get into new things, I think we, we are, so I, I’ll speak for myself. I’m often a perfectionist and so I want things to be so good, but then all of a sudden there’s this fire in your butt and people are pressuring you say, just pull the trigger.

Just make it happen. Do it, do it. Do it. What? Why are you waiting? Then that’s when we start to kind of fumble. That’s when we start to just force things. Mm-hmm. Instead of really using this launch strategy, especially from the B-roll content side. Mm-hmm. You can develop something that, I mean, is worth a million bucks, but if people don’t know about it, if you are not trustworthy, if people don’t believe that you are capable of those results, then.

Who cares.

Jillian: Right. Literally. Do you think, because now we’re in a new age of Instagram where, you know, some people are doing carousel, some people are doing graphics, you know, you’re obviously a photographer. Some people are doing still shots, some people are doing B roll. Like, what is your take on? Like, what works Or do you think it all works?

Quianna: I think it all works. I think the best type of content is the one that makes you feel alive, and that doesn’t make you feel cringe. Now the, the thing that I have to say about that though, as a caveat, is. Typically content does make you feel cringe, right? Yeah. It does make you feel awkward. Just like you mentioned before where you were like, I really wanna get a video of me walking on this hallway, but I feel like people are watching me.

Like there’s this weird thing, right? Mm-hmm. So I want you to take that mindset and think, what if they don’t see you? What if your dream clients don’t even know you exist? Right. That right there is actually scarier to know that you have the answers for people, you are in the business to make someone’s life better, more richer.

Whether that’s actually financial gain or just better connections and friendships. And if you are not doing that, what is the cost of not showing up online?

Jillian: I mean, that really is like pure gold right there. And I think for so many of us, like you said, like. The cringe content is actually the content that does so well.

Yes. Like it really is. We talked about this at the launch party the other day, and you know, I spent what felt like a million dollars and was close to a million dollars. You guys on a beautiful brand shoot and videos that look commercial like and. Beautiful, beautiful, beautiful content, and my audience still loves the cringe videos.

Mm-hmm. Me dancing in my living room right in front of this mirror behind me, or walking my dog and tripping, or like me at my computer with my baseball hat on backwards, like from a content creation standpoint and someone who is an expert in this space, why is it that those videos do so much better? I think they feel real.

Quianna: I think they feel authentic. I think, uh, you know what’s funny too? Um, remember like in the days of Snapchat, I’ve deleted my Snapchat for, I haven’t had it in so long, but I remember you could post something on Facebook, but if you didn’t Snapchat it right, and this is, I’m kind of dating myself, but you didn’t Snapchat it like it didn’t happen, right?

Like it didn’t feel real like you could post. The ticket to the Coachella concert that you took. But if people don’t see the iPhone raunchy footage of you actually at Coachella, like Yeah. Like all drunk. Like your shirt half

Jillian: off.

Quianna: Yeah. Oh yeah. We have that. Yeah. Like, yeah, just like people watching and stuff, right?

Like if you don’t have that content that proves it. Mm-hmm. And I think that’s where we are kind of wired that way, right? Like we are kind of wired, and especially in our generation as we’ve grown up. Watching tv, watching Hollywood movies, those are all beautifully curated. Mm-hmm. But it doesn’t feel like it was taken in our living room.

It doesn’t feel like it was taken outside or like during our client experience moments. Yeah. And so I think what you’re doing with those kind of cringe videos is you’re creating legitimacy.

Jillian: Yeah. Oh, I love that. That’s so good. Where can people find you? What do you have going on right now? I know you’re in the Arizona area, but like, tell us all the things.

Quianna: Yes.

Jillian: So

Quianna: I am located here in Scottsdale, Phoenix area, Arizona. Hello. It’s finally cooling down a little bit. I know. I, I was, I wish it wore jeans last night. I was like, what the hell? Yes. Oh my gosh. And I am your, literally your biggest fan. So as your photographer, it’s truly my joy to help you with content generation.

To map out your services and really just a look at what you’re offering and then aligning that with a content calendar that feels so aligned with you. And that comes from professional photos to all the behind the scenes clips, the fun reels and tiktoks. It really is just short form video and, and this is what I’m so passionate about too, is understanding the mindset of capturing B-roll and the content for your business.

Because any given day, these platforms are changing, right? They’re changing and we need to be on the pulse of it. So having these videos, they, they never go outta style, right? Like they’re, they’re, they’re always available at your fingertips to share no matter what platform

Jillian: you’re using. Yeah. I actually gonna ask you a question on this.

How often do you recommend someone get brand photos redone? Amazing. I love this

Quianna: question. I would suggest at least once a year. That’s kind of like my, my go-to. However, I love booking quarterly content shoots. They’re so fun. They’re just a quick little splash and just kind of like life injection into your, into your business and into

Jillian: your feed.

It’s interesting, I did a huge brand redo like probably like three months ago, a totally new vibe, which elevated all the things and I’m already like bored with the photos. I’m like, oh, like I’ve used these photos like so many times. They’re on every graphic and it’s like, I would like just like a little, like still the same vibe, but like a little like something fresh.

Quianna: Yes, and I love that you mentioned that because that’s another kind of like trigger or like a little, I don’t know, like little green light that I would share to book your next session is when you have an energy shift or an up level. So this typically comes after a event, after you’ve launched a new offer, maybe you’ve moved out of state and you just need some fresh, and I’m like shaking my hands over here like, you need some fresh, yeah.

She’s like moving all around you guys. You can’t. She’s moving all around. You need some fresh energy and some fresh graphics and some fresh photos. Anytime you feel that shift, you’re like, okay, it’s time to book with a local photographer.

Jillian: Oh my God, I love that. Well, we have a lot of Amazonians here in Arizona, so you guys head over to her page, slide into her dms, throw your credit cards at her.

She’s absolutely incredible. Um, maybe she’ll have some cool content days coming up. Who knows? Um, I know she does love a good popup. So you guys go over, follow her, obviously. We’ll tag her. We’ll put all of our information in the show notes, and as you guys are doing your B rolls, go ahead and tag us in your B rolls.

Uh, this is the last question that I ask everybody on the podcast. What makes you buy from somebody online? I.

Quianna: I love that authenticity. I love that reel. And I know that sounds kind of cheesy because it’s totally in alignment with B roll, so I’m literally cheering you on to show up. Capture your magic.

People need to know who you are. And so that’s what I love. I love when I am ready to purchase from somebody. I love seeing that they are in action, that they’re busy in the community, they are supportive of other businesses. They’re living the lifestyle that I admire. ’cause there are people, there are people that make a buttload of money, but they’re on sales calls.

They may be kind of cringe in the dms, and that’s not the type of life I want. So I want someone that is magnetic, that is attracting me to them, and B roll is the easiest

Jillian: way to prove your value with that. Yeah. You guys, I’ll give you guys a little hack. If you’ve never heard me talk about this on the podcast, anytime there is somebody that I desire to work with, I actually go through their entire sales process.

I see if that’s a way that I would like to sell or a way that I would like to be sale sold to. And there’s someone in this space right now who’s a huge name, and I actually went through his sales process to the point that I had to block him because it was so aggressive and it was so bro. And no matter how bad I actually wanted to work with this human, I could not pull the trigger because his sales process was so unaligned from how I did it.

So I encourage you to ask yourself. Did I get sold to the way that I wanna sell? And one thing that I will take credit for is people say this to me all the time. The way that you sold to me is the way that I want to sell. It was super easy, laid back. It was like fucking chill. I didn’t even really realize that you were selling to me.

Next thing I knew, I was like pulling out my credit card. Like ask yourself those questions and go through somebody’s sales process and see if it feels aligned to you. Yes, it’s time to do some funnel hacking. Let’s do it. Yeah, let’s do it. Quianna, thank you so much for being on the show, my friend. I can’t wait to see you again in real life very soon.

Thank you. Of course.

Quianna: Oh my gosh, how fun was that? I love chatting with Jillian because she always finds a way to make sales feel approachable, fun, and totally doable without all the ick. Hope you’re feeling inspired to take up space to confidently share your offers. I. And to remember that sales are simply about building relationships just like the ones you are already creating behind the scenes.

If you’re ready to uplevel your content, build authority, and attract, align clients, without spending all of your time on social media, I’d love to invite you to my free class, create your Own Content Day. We’ll walk through how to make content creation simple, impactful, and fun. Oh my gosh, it’s going to be so much fun.

Right now it’s free. Um, it begins June 25th, and if you happen to miss that, no worries. I’ll have a quick replay for you, but then it’ll be available for purchase in the shop. You can check all of those resources and more@kianamarie.com slash shop for all the fun stuff. I have an entire greenhouse. I call it the resource garden for photographers and entrepreneurs.

That’s where all the fun is. So if you miss it for free, no worries baby. I have a very affordable classes for you. Make sure to check that out. And of course, if you wanna dive deeper into building your own B-roll bank and capturing behind the scenes that sells for you, you can always check out my mini course, bloom With B-Roll.

You can find all the details for that@keanamarie.com slash b roll. Thank you so much for hanging out with me today. Don’t forget to leave a review and share this episode with the biz Bestie who needs to hear it. Follow along with Jillian. She is a firecracker. I love her so much, and she’s just a wealth of knowledge too.

All right, baby. Catch you next week. Keep on dancing. Love you. Bye!

That’s a wrap on another episode of Quianna Marie Weekly. Thank you so much for your listenership and support. You can find the resources and show notes for this episode and more at QuiannaMarie.com/podcast

I’d be honored if you’d show your support by leaving a REVIEW and rating on your favorite podcast app.

Until next time, keep on dancing.

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