There is a conversation that I seem to have over and over again with agency owners.
They tell me about their business, and how they are growing.
Every year more revenue and more employees.
Yet their personal income is still low…
They keep “reinvesting in the business” and if they could just make it over this next hump then their profits would go up and they could take home more pay.
This conversation happens time and time again…
In this article, I want to share why an agency owner with a low personal income need to make some serious changes.
There is a trend that I see time and time again in nearly all of the agencies and consultants that I work with.
They often get leads in some form or another.
But, they struggle to nurture and close those leads…
They have no habit built to nurture and close those deals.
In this article, I am going to share with you a super simple weekly nurture habit that takes 30 minutes each week. This habit will help you nurture more customers through to a close.
A few years ago, I heard an interview with Tony Robbins.
While I haven’t read Tony’s books, I thought the interview was at least worth giving a shot.
And in that interview, one piece of advice stuck with me.
And that advice has drastically changed by my business over time.
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.