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.
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.
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
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
There’s a long-running debate in digital marketing on whether or not “niching down” is a smart move to do. Niching down essentially means positioning yourself as an expert in only that one niche, subject, or service, no matter if you are a consultant or selling fruit in the market. Continue reading
I had an awesome time being interviewed by Daryl Rosser from LionZeal.
Check out his website and the full post here.
If you have specific questions about the strategies discussed here, comment here!