I made a rule 10 years ago that we never send contracts sending contracts is a crappy experience for your buyer think about it they’re at their email they get your email for your contract for your statement of work your MSA SLA whatever you want to call it they get them in their inbox what do they do do you think they go this will be fun and they put their glasses on they print it out they grab a glass of wine their pen and they just go through every line and they fully articulate and understand it no that’s not what they do they just hit your DocuSign your Panda doc or your proposify whatever you’re using or users PDF they scroll to the bottom they look at the price and they go yes or no that’s what they do.
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My Top Rule for Successful Sales at a Marketing Agency
I made a rule 10 years ago that we never send contracts sending contracts is a crappy experience for your buyer think about it
Using Just In Time Labor for Capacity Planning at a Marketing Agency
So the way just-in-time Labor Works is you’re trying to take your sales cycle let’s say it’s 60 days and have it built so
Being Remote Missing Connections
Being remote has a ton of benefit but one of the hardest parts about being remote is you lack that physical interaction that physical
Don’t Make Unprepared Agency Hires
You get bigger that gets really really hard and you’re going to start to need some checks and balances because you get lots of
How to Handle Blue Chip Accounts at your Marketing Agency
Blue Chip for us is essentially you are a household name so just everyone knows who it is you are publicly traded you would
Let People Introduce Themselves
By having people publicly introduce themselves I find that they get much quicker connected to their people their tribe their group within the group
Reward Loyal Employees at your Agency
What I found is the most competitive and driven people are quite often also the most committed loyal caring and loving people they just
Ask for the Agenda BEFORE the Meeting
I always ask for the person I’m doing the one-on-one with to send me their Agenda 24 hours before conversely the night before I
All Meetings Matter
You might hate meetings they do matter though conversely you should cancel any meetings that don’t have agendas and that you’re sitting in that
Leave Emotion to the End
That would put the emotionally charged things in the one-on-one at the end if you do it in the beginning you’re going to accidentally