Results:
5-Day Proposals Part 2
The overwhelming response from yesterday’s email Your proposal should be taken, not read” has me thinking I should to respond to the group at large. Instead of putting all the pressure on your initial call with your prospect, you might consider giving both you and your potential client the week…
When your client’s own words
Are better than a signed contract. Imagine that you have gotten your client And their team Together Collectively To agree on what they want Collaboratively With you So that everyone’s on the same page about: Who they want helping them What that help looks like The outcome of said help And…
You think about your clients 24/7
But do they know that? Think about the old days When consultants spent half their time with their clients. Sure, it looked glamorous The cocktail parties The fancy dinners The major sporting events They were invited to weddings! My dad was one of those guys He was very successful, now…
Please read 8,000 pages
before our next meeting The conventional wisdom and prevailing thought Is to take up as little of your client’s time as possible But that’s only because traditionally Client kickoffs hosted by their expertise-based providers Were a colossal time suck For everyone involved Why? Big. Ginormous. Unwieldy. Firehose-level brain dumps Where…
Website-ish
Rather than put a logo at the top of your Google doc, consider adding links at the top and bottom of the page that look an awful lot like navigation. And here’s why: If you’re anything like me And prefer a more collaborative sales call Having your website navigation Unobtrusive…
Symptoms of future unhappy clients
Know the signs ahead of time so you can put in the work to avoid them. When a client asks you to produce any kind of creative that has any expectation of ROI Is there any other kind? Often the most important part of the relationship is the one that’s…
The collaborative sales call
You can get stuff done for your prospect and sell at the same time in the same call. In fact, you and your prospect should be getting stuff done in every call regardless of whether or not you make a sale. See if this helps: Here’s the thing: The alternative…
You are the one you’ve been waiting for.
It’s not your website that generates leads, it’s YOU writing your website that gets leads. If you are a solo firm, please do not hire an outside source that promises you leads And $XX,XXX amount of income per week 🤣 When you write your website…
In rare form
Having your prospect fill out a form before or during your call can be a really good thing. My kids absolutely HATE going to the doctor, especially if there’s a shot involved. My response, at least in my head, is always At least you don’t have to fill out any…
Pair programming
Pair programming: A technique used by software developers working in pairs to solve problems faster. Working on a software developer’s website yesterday During a sales call, of course. Side by side Each of us taking notes in a collaborative google doc To solve the riddle of his homepage And the…