Improve your Sales Process
REDUCING UNCERTAINTY, SOLVING PROBLEMS
Selling creative services is not like selling widgets.
When you’re selling creative services, you’re never really sure what your client is buying, and they’re never really sure what you’re selling. In short, there’s a lot of uncertainty.
Your sales process should be focused on reducing uncertainty and aligning a problem with a set of solutions. It should never be about convincing someone to buy or pushing a prospect into a solution.
Many agency owners feel a sense of dread when they think about “sales.” Once you stop picturing your stereotype of a smarmy salesperson and start thinking about sales conversations as opportunities to showcase your expertise and solve problems for real live people, your performance will improve substantially. And you’ll be happier, too.