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The importance of daily actions for business development

Now I know I’m not usually in your inbox on a Wednesday! But yesterday, I talked about the importance of daily action and I had to come back today, so you knew that I was practicing what I preach! You see, it’s a huge mistake to make business development this “thing” that you do. Like…

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Is your business development plan more smoke than fire?

On Saturday, I told you the story about going to 27 new business meetings in a row without closing a single client. That was a painful process, it was a lot of rejection, and the reason those appointments didn’t close was primarily that I wasn’t executing well. It sucked. But during that same time, other…

How do you DELIGHT your agency’s clients?
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How do you DELIGHT your agency’s clients?

Creative service businesses tend to have a small number of clients (8 – 12) that make up the bulk of their revenue each year. So keeping those clients happy is crucial to your success. What does it mean to “delight” clients of a creative services firm? What will separate you from the other agencies competing…

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4 secrets about budget season that your client won’t tell you…

We are in the middle of the most important three months of the year for B2B services companies. It’s budget season, and your clients and prospects are making their plans for 2021 over the next few weeks. Do you have a plan to get money allocated to projects you can complete for them? 1. Budget…

How to bring in more business (even during a pandemic)
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How to bring in more business (even during a pandemic)

We just finished up our Social Selling Cohort that has spent the last 12 weeks working on increasing our lead generation through LinkedIn outreach. (Hit reply if you want to know more about it.) As I listened to people talk about the value they received, one thing came up again and again. Consistent activity creates…

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How to generate leads online, without being slimy

When I started selling professional services the process was simple.  Find where your ideal customers gathered. Go to that place and meet them. Follow up after the meeting to meet 1-2-1 for “coffee” Determine if they had a need and if there was a “fit” Schedule a diagnostic meeting (e.g. actual sales call) Close. That…

Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)
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Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)

We’ve talked previously about how important it is to find more significant, scarier problems. My father used to say it this way; ”No one gets hired to tell a client to take his vitamins. You hire an outside firm when you have an artery spouting blood and they need a tourniquet!” Dad had a way…