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 always make sure to ask?
You should. And I’d like to make a suggestion for a question to add to your arsenal of information you need:
What resources do you have allocated to implement our recommendations?
I cannot tell you the number of agencies I have worked with who consistently complain that “my clients aren’t getting anything implemented! They’re so lazy!”
The truth is, your client may not have thought about how they get work done. And as the expert, it’s your job to help them get things done because that is how your work improves their metrics and they retain you for longer as their marketing professional(s).
In this week’s view, which I call “the growth conversation”, I walk you through how I talk with potential clients about how they get my recommendations implemented. Even if you run a full service agency that implements a lot of your recommendations for clients, you’ll get a lot of value from this.
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As always, I love hearing your feedback. Shoot me an email at firstname.lastname@example.org and let me know what topics you’d like covered!