![]() ![]() You should be working to fully understand the problem and assess whether or not you can help them… I’m a HUGE fan of the consultative, “feel-it-out and see if it actually makes sense” kind of sales approach. The really good clients want to work with the best, and they want to be led. You immediately sound like someone who knows what they’re great at. I’m reaching out because we do X, and we’re the VERY best in the world at it. Prospect, I know you’re very busy and you may already be working with a couple different agencies or firms. Now imagine the power of being able to say: “We offer all of these services… Are you interested?” Imagine a sales call where the sales person rattles off 100 different possible services like this: Instead, you’re hindering their ability to sell. ![]() You’re not providing your sales team a beautiful clean slate either. How can you possibly be the best at all those things? You may think you’re doing yourself (or your sales team) a favor by being so diverse and broad – but it’s actually a massive disservice. If this is you, you’re probably struggling to scale and ending up with shitty clients. WordPress and website management? We can do that too. Need branding work? Yeah, we can do that. They’re like the Walmart of agencies – if you need it, they’ve got it. I often hear agency owners tell me their growth is inconsistent or isn’t predictable. This is why research shows that most specialists make more money than their generalist counterparts. The specialist ALWAYS beats the generalist. If you’ve read any of my posts before, you know I often talk about the old marketing adage: Niche down and focus on one area of expertise that you provide. So, how can we cut through the noise and attract the really good clients? It doesn’t matter what industry you’re currently in… If you have an agency or a consulting firm, there is a good chance there are 100s of others out there in the same space. There is a lot of competition and noise out there. Good clients want an expert in their corner …And ultimately how to avoid the clients you don’t want. This will, in turn, help with how you position your firm, what to look, for and how to acquire these clients. No, this is to help you better understand what the best clients seeking an agency or consulting firm are looking for in a partner. There are plenty of other resources out there for that (DM me if you need some recommendations). Maybe you only work in the accounting space… Or perhaps you solely work with dentists and lawyers. I don’t know if you work with enterprise clients or SMBs with 3 employees. ![]() ![]() What I’m not defining here is what your ideal client profile looks like. I’ve put together a quick list of what the best clients want (and what they look like). So, if we all know what bad clients look like… What constitutes a good client?įurthermore, how do we find these “good” clients, acquire them, and keep them coming back for more? They’re rude, short, and leave you feeling like you’re a waiter at their dinner table. The client that calls you on Easter Sunday while you’re eating dinner with your family because they need something inconsequential pushed out on Monday. …And the difference between your best clients and bottom-of-the-barrel clients that are a pain in the neck. One topic that inevitably comes up is positioning the business to land more ideal clients. The topics of our conversations often range from marketing to scaling operations, and how to build the necessary systems to get out from under the business. Every day, I speak to entrepreneurs who are experts in their space – all looking to scale their agency, consulting firm, or dev shop. ![]()
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