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.
It’s no secret I love travelling. That’s what my whole persona built up on this blog is all about.
I use it to inspire and motivate you to keep working on your business and teach you how it is much more possible than you think.
Remember that sales video I shot hundreds of feet in the hair hanging from a parachute? This was the “SEO trip” that I made to shoot that video.
Shot and edited by yours truly. Enjoy!
“So are you ready to order now?”
It was the third time the waitress came around to our table. I could feel my cheeks turning red as I stammered, “Give me just five more minutes, I promise.”
True story, and we’ve all been there. But what about when it’s not a decision between rice or french fries, but rather a yes or no decision on something much more significant? Investing in something for your business. Investing in yourself?
Three years ago I had a tab open on my browser for weeks. It was for a membership program that cost $300/month and had all the necessary SEO training I needed to get my business started. I just couldn’t bring myself to pay for the damn thing. I believed in it, I had the money to pay for it, but something held me back. This was just when I moved away from home, and so out of desperation at 3 AM one night, I clicked purchase. If I didn’t make that decision three years ago, this blog and my business would not exist today, and I would be stuck in the same situation I was in then.
I had the pleasure of spending time with and interviewing Sam Ovens, who was actually my first real business coach and still is. We’re in the same industry, he is where I want to be, and he achieved all his success in under 5 years.
Enjoy the interview and make sure to leave your thoughts and questions for Sam in the comments below!
The best way to get a verbal agreement and close the sale in the live strategy session is to offer an incentive. In the first call, the prospect stated that my prices were affordable, he saw the value, and needed SEO, yet there was no incentive for him to sign up right then and there. Even with a closing statement, it can open up objections as to why they can’t commit right then and there. They often will say “leave it with me and we’ll be in touch.”
What Sam suggested to me was to frame the call from the beginning as a sales call by letting the prospect know that they will have the opportunity at the end of the call to make a decision on whether they want to move forward with my services or not. Then, when it comes time to mention your prices and packages to the prospect, you list it out with your usual setup fees (do it anyways even if you don’t have one). Then offer the incentive by saying the following: “We found that our best clients were fast decision makers. We get them the best results and have the most fun together. Therefore as an incentive to you, the $1000 setup fee is waived if you make a decision on this call.”
I used that on my next call that day and landed one of my biggest clients in 20 minutes flat. It’s simple, to the point, and the people that say they don’t care about the setup fee are people that probably weren’t going to buy anyways. It takes time and money to followup with those people, and you can mention that to them if you want.
That’s about it! Go out and use that framing and incentive in your own strategy sessions!
Long-term travelling can be the most rewarding and also the most frustrating experience of your life… especially if you own a business. I like to differentiate between travelling and taking a vacation. A vacation means you have a home base but you are just taking a couple days off to relax and recharge. Traveling – especially extended traveling – usually means you have no “base”, and you are exploring on the move more than you are relaxing on a beach.