Want better profit margins? Stop selling against yourself!
Are you telling sales prospects that your prices are negotiable? Stop selling against yourself! You’re hurting your own profit margins. Here’s how to fix this!
Are you fishing for bigger clients in the wrong spot… or the wrong river?
Struggling to get bigger clients at your agency? If your current prospects are cheapskates, maybe you need to find new prospects. Use my “fishing in the river” analogy.
The agency Sales Selectiveness Continuum: Which prospects get a NO
As your agency grows in reputation (and your sales pipeline improves) you start saying “no” to new things. See where you fall on my agency Sales Selectiveness Continuum.
Separated by a common language
Have you had an unexpected misunderstanding with a client or colleague? Part of the problem is that we’re “separated by a common language.” Let’s take a closer look, including how it happens, examples of risky words, and steps to fix this common communications problem.
How to raise your prices by 50%
In a Slack group for agency leaders, an agency owner asked for advice about how to raise prices at his agency. He wrote: “Hey guys, I’m curious if you’ve gotten yourself into bad deals where you underpriced yourselves. I’m in at least one deal that we...
Pre-qualify prospects with a survey… before you get on the phone
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.
