TVMS: How To Differentiate Yourself

Posted by on August 11, 2016 in Premium

I’m back! Last week I was on vacation in Glacier National Park, which if you have not been is absolutely breathtakingly gorgeous (if you’re into…

TVFMS – Let’s Talk About Social Proof

Posted by on July 21, 2016 in Premium

Today I received an email that said this: “Trying to sift through the rift raft. Any personal referrals?” This person was looking for help and when I…

TVFMS: How do you get your productivity mojo back?

Posted by on July 14, 2016 in Premium

Running a business is hard. I’ve been working really hard lately, doing things like: the real estate guide a lot of outreach and guest posts…

TVFMS: Working With vs Working For Your Clients

Posted by on July 7, 2016 in Premium

When you are working with your clients, do they view you as an outsourced vendor and “solution” to their problems, or do they view you…

Lessons Learned Watching Digital Agencies Sell Consulting Contracts

Posted by on July 5, 2016 in Consulting Strategies/Sales

One of the most interesting things about running my business Credo has been watching the pros on the platform sell their services to businesses interested in…

What if your client takes your work inhouse?

Posted by on June 30, 2016 in Premium

As a consultant myself and former agency marketer, I have had clients want to take their digital marketing inhouse after working with me for a…

How Much Research Should You Do For Proposals?

Posted by on June 23, 2016 in Pro Blog

In my time running Credo and working both inhouse and agencies, I’ve seen a lot of companies pitch work. Some are super effective, others not…

The View From My Seat: Do You Have A HiPPO Problem?

Posted by on June 16, 2016 in Premium

When you’re pitching new business, do you really understand who holds the budget purse strings and ultimately decides if your project starts, continues, and ultimately…

The View From My Seat: Feedback Loops

Posted by on June 9, 2016 in Premium

As a freelancer, consultant, or agency owner how do you know that your client is happy with the results they are getting? One area that…

The View From My Seat: Talking With Clients About Growth

Posted by on June 2, 2016 in Premium

When you get in a new lead and have your first sales call with them, do you have a process and set of questions you…

The View From My Seat: Preselling Upsells

Posted by on May 26, 2016 in Premium

In your work with clients, do you ever try to upsell them to more work after the initial engagement? Selling ongoing work is hard as…

The View From My Seat: Involving Consultants in Sales

Posted by on May 19, 2016 in Premium

I’ve worked inside of and with quite a number of agencies. One of the common gripes I hear from consultants is: “Our freaking sales team…

How To Communicate With Your Agency

Posted by on May 18, 2016 in Business/Consulting Strategies

One of the hardest parts for both sides about a consulting arrangement between a business and an agency is communication. Communication is hard because it…

The View From My Seat: How To Get Rid Of Account Managers

Posted by on May 12, 2016 in Premium

As an agency owner, consultant, or freelancer you’ve likely worked with account managers at some point in your career. Maybe you even started as one….

TVFMS – How To Retain Clients

Posted by on May 5, 2016 in Premium

If you’re an agency owner or consultant, you probably have challenges with client retention. Retaining clients is the holy grail of consulting, but it’s hard….

Proposals: Pitch Deck or Email?

Posted by on April 29, 2016 in Pro Blog

I hate wasting time. I do everything in my power to optimize my time so that I can maximize it, which means that I can…

Are you following up with dropped leads?

Posted by on April 29, 2016 in Pro Blog

I’m not going to bury the lede. Your greatest lead source of qualified business is already in your possession. No, I’m not talking about raising…

Never Negotiate Price, Only Scope

Posted by on April 29, 2016 in Pro Blog

When I do the occasional consulting project, I often get asked if I’ll do work for cheaper than what I quote. I’m not cheap to…

Don’t Anchor Yourself Too Low

Posted by on April 29, 2016 in Pro Blog

Do you ever have prospective clients telling you that you are too expensive for them? If this happens super early in the sales cycle, that’s…

3 Sales Techniques To Close More Business

Posted by on April 29, 2016 in Pro Blog

I get asked often by consultants and agencies for feedback about how they sell business. I see a lot of the sales discussions happening via…

How One Agency’s Consultative Sales Process Closes Better Business

Posted by on April 26, 2016 in Consulting Strategies/Sales

A note from John: this post comes to you from Everett Sizemore at Inflow, who also wrote the monster Prioritizing Your Marketing Channels post. I…

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