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.
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
As Gary Vaynerchuk puts it, marketers ruin everything. And I can tell you for certain that after speaking to hundreds of business owners over the years, some digital marketers have ruined the industry for one another.
Even though I often see businesses that have never let a marketer touch their website, the majority of sales calls I used to do included these objections:
I spent $20,000 on SEO with this other agency and we got no significant results. What are you doing differently?
The last guy we worked with penalized our site. How do I know this isn’t going to happen again?
Do you have any guarantees? I mean, I see your results and testimonials, but I have to pay you upfront for something I don’t even know is guaranteed to work…
My response: “Erm, well, we can’t guarantee something that is out of our control. Google changes everyday, but… we’ll try our hardest?”
The truth is, they though of those objections for one of three reasons: Continue reading