A complete method for a local marketing agency to Sell Services [5 Sales Prospecting Tips]
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What exactly is spam? Here is a helpful article – http://bit.ly/2qoHHKp
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Well, a current subscriber sent in some questions about engaging with clients. I figured I’d answer them. Let’s get to it.

Hey. It’s Alzay Calhoun with Coveted Consultant and we’ve got a community member who sent us some questions and I thought I’d make a video addressing them. They’re all about engaging with prospective clients.

Here’s one of the things that he asked. What do you do when client prospects go dark? This scenario is you’ve been interacting with someone about doing business, about possibly doing work with them, and you were interacting for a little while. Maybe it was two days or two weeks or two months, whatever it was.

Number one is that your prospective client, who probably runs a business, is busy. They have 100 other things that are going on that are different and separate from what you think is important, which is selling more of your services.

Second really important thing about this conversation is that as you’re engaging with this prospective client, do you understand the problem that they’re facing or are you anxious to figure out what kind of service they want to purchase from you?

Third major part of this is keep marketing.

Question number two he wrote was: When do you talk about money in a prospect discussion? You and the client are engaged in conversation and you’re trying to figure out when you bring up money. This YouTube channel has a very specific focus. What I believe in are productized services.

You should pre packaged and offering and that offering should have a set time frame, a set scope and a set price. I do not believe that you should be arm wrestling with clients, trying to figure out what their budget may or may not be. I think that’s the wrong way to go. I think you should come like an expert and say, “Listen. If you want to go from here to here we can get here under this time frame at this price and at this scope of work.” I just think it’s an easier way of communicating.

With that being said, the first thing you should do when you interact with them or in that first set of interactions depending on how you’re doing things, is to understand what they’re faced with. What problem do they have? Then, as they’re talking things through and you’re understanding that, you’re mapping that against how you know you can deliver services, how you know you can deliver at a high level.

Question three is: How do you avoid spam filters or being labeled as spam? I’m assuming that he’s doing email outreach in some way and how do you make sure you don’t find yourself in a spam folder. There’s a very complex answer to this question that frankly is over and above my knowledge base. I’m not a spam expert. I’m not an email expert in that way so I won’t even act like I am. What I will do is I’ll find the link to an article and I’ll put it in the description and then you can click that and you can nerd out about it if you want.

Question number four: New marketing efforts for old school businesses? I told you, he’s an old school kind of guy and that’s kind of his sensibility. What I would say to him and anybody else who feels like they’re from the old school is do not learn anything new. In your old school training and your old school successes, there are some things that you know work. If cold calling works because you know how to do it, then pick up the phone and start calling. If snail mail is how you do it because that’s how you know how to do it, write handwritten letters, well then get writing some letters. That’s what you know how to do.

Question number five is: What is spam anyway? Spam is one of those terms that we use, basically to capture the idea of unwanted email. Any time we get an unwanted email we label it as spam. Actually, there is a very definitive definition of spam. Essentially, that is soliciting business from folks who do not want to be solicited. That’s sending commercial email to people who do not want commercial email. There’s also a more nerdy, longer, legalistic definition of that. I’ll put that in the comment box below.

If you’ve got a question or comment of your own, please post that in the comment box below. We’ll review those and create more of these videos if you like it.

Second thing is, did you like this format? Did it work for you? If you like it, let me know. If you didn’t, say you didn’t and make a suggestion about something else and perhaps we’ll go in that route.

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