Have you ever spent an hour writing and editing a post, only to lose it because you forgot to hit the save button? I did! This is actually version 2 of this very post – took me twice as long so I hope you’ll find it twice as useful 🙂
Now that you’ve created your product and took it to market, its time for the part where you’re going to get paid.
Step 3 – Start getting paid by selling.
Do you remember the simple formula I put together to show you how to make a million dollars per year with your agency? Here’s a reminder:
Client’s monthly investment * 12 = annual income per client (p/c) * number of clients = $1,000,000
- 50 clients at $1666/m (20K/y p/c) = 1 million dollars.
- 40 clients at $2083/m (25K/y p/c) = 1 million dollars.
- 30 clients at $2777/m (33K/y p/c) = 1 million dollars.
- 20 clients at $4166/m (50K/y p/c) = 1 million dollars.
- 10 clients at $8333/m (83K/y p/c) = 1 million dollars.
After your marketing efforts you should have prospects in your CRM and it’s time to convert some of those into paying customers. Make sure you make the barrier of entry as low as possible. Keep it stupid simple.
Have all your paperwork sorted out so they only have to give you a single signature. For payments I would recommend getting them on a Direct Debit system because it will save you a lot of headaches down the line where clients might drop the ball on paying you on time.
Selling does not mean you going out and trying to push your services onto your prospects and leads. Selling means you make those people aware of your services and educate them on the benefits of working with you. Have testimonials at the ready, show them the reviews you got on Google and Facebook (click most recent tab), select a few people you’ve worked for who are willing to endorse you over the phone incase the prospect wants that. They will make all the difference.
If your marketing went the way it should have, based on the previous post, selling should be a walk in the park. It’s not a dirty word – you are going to exchange value with the new client. You do the work, they pay you for it.
Pro-tip: do not, under any circumstance try to sell them the world because you’re unlikely to be able to deliver. You’ll soon realise that it is a lot easier to retain a client than it is to attract new ones. Make sure you set their expectations right and try to live on the extra mile for them.
Don’t try to sell, try to get bought.
PS I think that quote originally came from Ted Rubin.