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Finding new clients and better clients is the ongoing challenge of almost any agency or consulting practice.
In this post, I outline 20 different tactics that I have seen agencies and freelancers use to win new clients for their business. These tactics are all real-world examples that I have learned from hands-on experience or interviewing agency owners on my podcast.
About six months ago, an agency owner told me about this interesting Linkedin tactic that he used to win one of their best clients.
At first, I was skeptical on if the approach would actually work. So before recommending it to any of my clients or readers, I decided to give it a shot myself.
After 6 months, I can now cite closing more than $10,000 worth of consulting business from this passive tactic. And as I write this, I am in negotiations with one of my biggest clients to date which could take that closed number to $60k or more.
All of that revenue came from a simple lead generation tactic on Linkedin.
“Starting a podcast sounds great, but it just seems like a ton of work.”
That is what nearly all of my clients say to me when I propose the idea of launching their own podcast.
Yet when I bring up the idea of starting a podcast to others, they have a built in belief that creating and running a podcast is going to take at on of time and energy.
The truth is, that is not the case.
In this post I share my entire workflow on streamlining my podcast process.
“We spoke on Friday, but I didn’t want to feel too needy so I am waiting until Wednesday to email them back.”
I have heard some variation of this statement time and time again from my clients.
They get a warm lead and hop on that initial call.
But then after the call, they are afraid to reach out too often.
Out of a fear of “annoying” their client, they wait and wait to follow up, often giving a 2-week gap between communications.
This is a HUGE mistake!
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.