Because I spend a lot of my time thinking and talking about sales (best) practices, I’ve come across a lot of monikers that are super useful. I also get a lot of questions about them, and sometimes I am amazed when a sales professional doesn’t know them. Today I want to tell you about one […]
One of the most common questions I get emailed from consultants trying to build a sustainable consulting practice is around retainers, and how to sell ongoing projects where you keep working with the client long term. The question is usually something like “How do I sell a retainer? I mean, what will I do after […]
It happens to the best of us – we put time and effort into calls, proposals created and sent, and follow ups to discuss the project and move them towards a close. But then we hear that they’ve gone with someone else. It hurts. You wanted (maybe needed) that business and it didn’t close. So […]
One of the biggest mistakes I see agencies make is hiring the wrong person to do sales, thinking they can do it themselves alongside all of their other duties, or letting a junior person who expresses interest in sales take the reins and do it.
I created a video for all of you (I’m trying to do more video this year) explaining my thinking around why this is a bad idea, and how to go about vetting someone internally to see if they can do the job or if they’re going to need more training.
Congratulations! You’ve been putting in work and figuring out how to get people coming to you looking for your services, as opposed to hitting the streets and knocking on doors to get clients (many have started here to be sure, and kudos to you if you put in the work to do it. Most won’t.). […]