Have you wasted time on a sales prospect who turned out to be a terrible fit? Ask prospects to complete a pre-qualification survey first. See the 7 questions I ask.
Tired of meeting sales prospects at events who disappear on you when you reach out later? Use my cut-and-paste email template to get better results at your agency.
Want to get more agency leads via public speaking? Send better speaker pitches! See tips on how to make yourself stand out, based on my experience reviewing hundreds of speaking pitches.
You’re too busy with client work? Congrats! But never stop selling and marketing; it will come back to bite you later, as a dry sales pipeline. See an alternate take, via prolific comedian Henny Youngman, the “King of One Liners.” Magical thinking won’t keep you meeting payroll and hitting your profit targets.
Does your agency sell marketing advice? Or business advice? Clients pay more for business advice. And they pay even more for business results. It’s all about packaging and positioning, to drive higher value… and thus higher prices. But if your packaging doesn’t reflect the value, you’ll have trouble charging a higher price.