I left so much money on the table when I was scaling my creative agency. Oh man, it is so embarrassing to even confess it here. We would land a great project, then execute like prime Michael Jordan in the NBA finals. The client would be thrilled with the results….
You tried every tactic in the book to extract your client’s budget. “How much do you want to spend on this?” “Are you wanting a high-end solution or a low-end solution?” “An Audi R8 and a Chevy Malibu will both get you from point A to point B. Which of…
“Too many cooks in the kitchen” can lead to traumatic projects. You’ve probably been there. The client greenlights the project. Everyone is thrilled to get started. In fact, they are so thrilled it seems the entire company wants to have input on the direction and deliverables. You might have seen…
Get More Sales With This New Year’s Resolution During my 15-year agency run, I was mostly a passive salesperson, far too passive. I built great relationships, and the work would come, but in fear of ever coming across as “a salesy scumbag,” I made the error of being far less…
How to Make Your Price Seem Small – Price Anchoring Scripts Price anchoring refers to the tendency people have to use the first price presented to make subsequent judgments about the size of other prices. In the example below you see three cars advertised. The Audi is $48,99, the Buick…
As entrepreneurs we wear a lot of hats. You have to be a business strategists, a CFO, an operations manager, a customer service guru, a sales wizard and, lest we not forget, you also have to know how to produce the thing your business creates. It can be a lot…
Social media marketing is THE BEST way for freelancers and agency owners to reach potential clients anywhere in the world. Seriously! Think about it! How amazing is this? Let’s say you live in Bangalore, India and you want to do design and marketing work for pizza restaurants based in New…
“Everyone Has a Book Inside Them” – Have You Started Writing Yours? I decided I was going to write a book in 2000. The idea struck me in 2008. The book was published in 2013. Here is the story… 2000: The Decision Early in my career, I heard the phrase, “Everyone…
Your very first interaction with a potential client should be a general conversation to qualify the opportunity. Is the project a good fit for you? Are you a good fit for the project? If you deem the opportunity as viable, the next step in your sales process should be a…
You’ve already pestered all the people you know and you still don’t have enough work. It is time to dig deep and start prospecting for a clients with people you don’t have a relationship with. A “cold sales lead” is someone who is not be familiar with you or your…
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