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That is the sound of my palm hitting my forehead as I listen in on one of my client’s sales calls.
They just got the opportunity to hop on the call with the VP of Marketing at a rapidly-growing company.
It’s a perfect client and a perfect fit for their service.
Yet I sit here in horror as they are botching the call.
The worst part is that they don’t even know they are botching it…
Most agency owners and consultants don’t have any sort of structure or format for their sales calls.
They just show up, have a conversation and hope it turns into a sale.
In this post, I am going to share with you a framework that you can use for your sales conversations.
This will help increase your close rate and improve the dynamic you have with your customers.
You do not sell code.
You do not sell design.
You do not sell services.
Yet, this is how most people approach sales for their agency.
They treat what they do like a commodity.
And as a result, clients buy like a commodity.
They buy based on price.
They compare based on “features”.
And they treat you like an order taker.
Many agency owners just think that this is how it is…
But there is a better way.
Testimonials are powerful. Simply put, social proof is an essential component of any quality marketing materials or website.
As Robert Cialdini pointed out in his famous book Influence, Social Proof is one of the single most powerful forms of influence you can have.
But the problem is that most companies fail to ever ask their clients for a testimonial, or they simply don’t know how to approach it.
The truth is, it is extremely simple.
When most people go to a conference or networking event, they tend to just show up and hope for the best.
Maybe they will bump into someone worthwhile at the bar.
Or perhaps one of the random people they approach to network with will be a potential customer.
Due to the nature of live events and the connections that can arise of meeting someone in person, these events still can often yield results when those lucky connections do arise.
But, relying on luck to bump into a worthwhile connection is not really the best approach.
Instead, you can 10x the results you get from your next conference or live event by planning ahead and doing outreach before the event.
In this post, I am going to share with you a simple 5 step process for maximizing the results you get from your next event.
Chances are the idea of creating your own podcast has crept into your mind at some point. But, you may have gotten stopped by the following thoughts:
- How will I get an audience?
- It’s become too competitive
- There are already podcasts out there like what I want to create
- It is going to take too much time
Those are all common objections people have to creating a podcast for their business.
In this post, I want to break those down and share why you should start a podcast for your agency or consultancy, even if you have the fears listed above.
At this time of year, it is inevitable that you will come across a handful of posts from various bloggers and publications about setting goals for 2017.
As you read through many of those, you may find yourself inspired, jacked up, and ready to dive head first into an epic new year!
And as a result, you may set a handful of big goals that would be difficult, if not entirely impossible to achieve.
Yet in this post, I want to present a different view on goal setting.
When you are doing outbound marketing, emails are essential.
Regardless of if you are running a cold email campaign, or following up on a direct mail piece, email addresses are essential to outreach.
In the course of my outbound marketing efforts, I have researched thousands of email addresses and tried out various tools for finding them.
In this post I have outlined the tools and methods I use to find email addresses.
If there is one growth tactic that I recommend all agencies and consultants use, it is strategic partnerships.
Throughout the many podcast interviews and conversations I have had with agencies and consultants, I have seen partnerships arise time and time again as one of the strongest channels for growth.
Many agency owners even attributed partnerships to generating 20-70% of their overall revenue, hence the headline of “double your agency’s revenue”.
One of my sales mentors once shared a very simple piece of advice with me.
It’s so simple, it seems almost stupid when you first look at it.
But yet, I can relate almost every gap of work in my history of consulting down to this simple concept.
And time and time again, I find myself sharing this information with clients who seem to be struggling to keep their sales pipelines full.
For years, I operated without an entry level offer. Both when I had my agency, and as a solo consultant.
But eventually I decided to make a shift and try out selling an entry level offer. The first few months were rocky, but eventually, I saw the light and decided never to look back.
Utilizing an entry level offer has drastically changed my business and my income.
This article outlines the journey I made with selling an entry level offer, mistakes I made along the way, and it gives you a roadmap for creating your own offer.