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An Honest Guide to Keeping (or Firing) Your Consulting Clients

We’ve all been there before. You’re excited to get on the phone with a new prospect and when they send over their URL, you have a mini heart attack.

How am I supposed to work on this garbage website?!

If you’re selling PPC, hopefully you’re also including landing page creation and management so this isn’t so much of an issue. But for most of you that sell SEO, this can be a major roadblock to getting your client results.

The site isn’t responsive, it looks like it was built in the 90’s, and it has one paragraph of content on it.

The real question I am going to address in this post is: How far should you go for clients?

This can be further broken down into 4 stages of dealing with a client and questions you should be asking yourself:

  1.  Should you even take the client in the first place?
  2.  How much “extra” work is needed for you to be successful?
  3.  How far above and beyond to go for them?
  4.  When should you fire your client?

These questions mesh together so closely that I won’t separate them into different sections. Continue reading

  • last month
3

2 Unique Ways to Get Your Foot in the Door With New Prospects

Selling is hard, right?

Screaming about your services from the rooftop usually has people running the other way (or gets people staring at you like a lunatic).

Especially if you’re new to selling, the process of getting people to even listen to your pitch can be extremely difficult, let alone getting the opportunity to show the quality of your work and prove yourself.

To combat this, you have to come up with a way to grab the attention and show the prove yourself to the prospect before anything else.

This is known as getting your “foot in the door”. Once you have your foot in the door, the prospect is much more likely to allow you fully in.

Continue reading

  • 6 months ago
8

Should You Go for a Few Big Clients or Many Small Ones? These Agency Owners Answer The Question

It’s an age-old debate as old as consulting itself.

On the one hand, you have less work with fewer, bigger clients and make the same amount of money. But with smaller-ticket clients, you can onboard more and play the volume game since they are more likely to convert (and be retained) at lower monthly price points.

At least that’s what conventional wisdom tells us.

Yet I still see people everyday being both successful and also scarily unsuccessful using both models.

So I went to real, successful agency owners to interview them about which model they prefer, and why. Their answers, as well as my take, are below.

Continue reading

  • 8 months ago
10

These 3 Closing Tips Will Help You Make The Sale Every Time (Even After a No)

This is by no means going to be an “ultimate guide” to running a sales consultation. In fact, we’re only going to be talking about one small part of the consultation: the end.

You see, there’s a lot that can go wrong when speaking to a potential client, but by the end of it you got the basics down. You spoke about their business, their problems, needs, wants, goals, and you present your solution. But the end- the part where you ask for the sale- that CANNOT go wrong.

If you do these, they will save you a ton of time and money you would have spent on followups, and will result in business you otherwise would not have gotten. Let’s jump right in. Continue reading

  • 8 months ago
7

How to Build The Perfect Prospecting List and Smash Your Goals This Year

Do you ever get that uncertainty feeling when you hear about a new opportunity but don’t fully understand how it will equate in terms of dollar signs?

This must be how some salesmen feel when they’re given their quotas and goals for the quarter. I’ve never been one to jump into something without fully understanding it, so I thought I would make this post to help you hit your goals this year, seeing it’s the new year and all. Continue reading

  • 9 months ago
22

A Guide to Starting Your Agency From Scratch (My #1 Tip)

It’s a question I get asked all the time: “Lior, if you were to start over, what would you do differently?” Or, “I’m just starting out, what should I focus on?”

I get this asked by veteran digital marketers, newbies, or even friends that see my stuff on Facebook and think SEO is just a money tree that anyone can plant.

The truth is there’s not much of a difference between getting your 5th client or your 34th client. You’ll have more experience, sure, but the real question being asked here isn’t one of experience.

It’s how to get money flowing through the door faster.

How do I get 4 clients per month instead of 2? How do I get my first client? How do I get higher ticket clients? Continue reading

  • last year
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