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Are you a hunter or a farmer?

by Michael Nguyen
7 replies
For the past 18 months in this business, I've been both hunter and farmer and I'm going on nowhere financially. I feel I've hit a ceiling and need to make drastic changes right away.

I can account manage but if I'm being honest, its abit boring after awhile. I can do the servicing myself but I don't get enjoyment in it as I used to. I used to love writing seo audits but I know find it a chore. I used to get that "buzz" everytime I found a flaw in a website for which I was happy to report back to demonstrate my knowledge, I no longer get that buzz.

I like opening accounts, I like doing the chasing and "closing" deals, I like talking to new people and making new connections, I like to aim for the bigger accounts, how much can I sell next time.

I love all things digital and I love solving a problem but what I don't love anymore is getting involved with the physical implementation. I'm very happy to guide and tell what is needed but I just can't get myself to do it anymore. With current circumstances, money talks and I need to be closer to the money which means I need to be a hunter and get someone else to do the farming.

I'm potentially partnering up with an SEO agency to do exactly that. I'll hunt while they farm. They have all the resources, skills, to fulfill what I'd sell and more importantly, they've gone through the same troubles I've had. They already have a farmer (and he's happy to be in the background) and all they need is a hunter. It seems win win for me. I get the opportunity to leverage a bigger team and pitch to bigger clients.

Ultimately I'm still my own boss and I don't take orders but I'm putting my pride aside and can see that this might be a good fit.

Last 18 months, I've probably been 70% farmer 30% hunter
2014 I aim to reverse that 70% hunter 30% farmer
2015 onwards 90% hunter 10% farmer - I can see a few accounts where I'd like to grow for other reasons

So what are you? hunter or farmer?
#farmer #hunter
  • Profile picture of the author jimbo13
    Sounds like you are about to become a free sales rep for this company.

    As their overheads rise you will have to increase your sales price to protect your margins or allow them to eat into them.

    I know I am not answering your question but that is what I am seeing in your post.

    Just a heads up to have a plan in place for this inevitable eventuality.

    Happy New Year for tomorrow.

    Dan
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    • Profile picture of the author Michael Nguyen
      Originally Posted by jimbo13 View Post

      Sounds like you are about to become a free sales rep for this company.

      As their overheads rise you will have to increase your sales price to protect your margins or allow them to eat into them.

      I know I am not answering your question but that is what I am seeing in your post.

      Just a heads up to have a plan in place for this inevitable eventuality.

      Happy New Year for tomorrow.

      Dan
      Hi Dan

      Yes I have thought about that and that could happen. I'm trying to weigh up the pros and cons and partnering up with them. I won't be dumping my current clients no way, but will be more selective in gaining clients for my own business aswell and try and it it on a small scale. As for working with this company, its a case of

      save 2-3 years head ache - ie setting up foundations, link suppliers, getting the right account manager etc

      or do it now (on the side) where the foundations is already set.

      I see the above as a short term venture as I'm also setting up lead generation systems which will hopefully one days be the main earner.
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      • Profile picture of the author Claude Whitacre
        I always thought of it as;
        Hunter
        Trapper
        Farmer

        Hunter; Actively prospecting, making calls to new prospects, usually cold calling or cold knocking.

        Trapper; Creating funnels to bring people to you. And selling mostly by referrals.

        Farmer; Selling a small "loss leader" to get the name, and then growing that relationship. I call it Ranching. Dan Kennedy, calls it Building The Herd.

        Interesting discussion.

        I'm nearly all "rancher" now. But I still enjoy occasionally beating the bushes to see what flies out.
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        • Profile picture of the author Jeff Schuman
          Originally Posted by Claude Whitacre View Post

          I always thought of it as;
          Hunter
          Trapper
          Farmer

          Hunter; Actively prospecting, making calls to new prospects, usually cold calling or cold knocking.

          Trapper; Creating funnels to bring people to you. And selling mostly by referrals.

          Farmer; Selling a small "loss leader" to get the name, and then growing that relationship. I call it Ranching. Dan Kennedy, calls it Building The Herd.

          Interesting discussion.

          I'm nearly all "rancher" now. But I still enjoy occasionally beating the bushes to see what flies out.
          I like what Claude says about ranching. I had never thought about that way, but I built a successful offline sales career that way and it certainly has worked for our company online as well over the years.
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  • Profile picture of the author mojo1
    You might glean a little inspiration from this post for your journey.

    http://www.warriorforum.com/offline-...hy-i-quit.html

    A Prosperous New Year To Ya!
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  • Profile picture of the author DaniMc
    Something I have done in the past might work for you.

    I had put together an inventory of providers that I knew I could rely on to deliver.

    I stressed to the business owner that they could trust me because I did not actually provide any of the services, and I got ZERO compensation from the providers.

    My job was strictly an adviser and coordinator. I came in, evaluated different aspects of the business, and made recommendations based on what I found.

    I then set up phone conferences with the different providers and made intros to the owner. The owner paid the provider directly and I got no payment out of that process.

    I charged a flat rate monthly to coordinate with the providers and help the business get everything working properly.

    This was typically a 6 month gig and I charged anywhere from $500 (in the beginning) to $2500 per month.

    I loved doing it this way. I didn't have to know the actual technical aspects of doing the work. I didn't have to actually DO the labor. I didn't have to worry about pricing correctly. I had basically no overhead. I didn't have to manage outsourcers.

    I just found high-quality providers, made the connections, and helped the business get started on the processes.

    Being able to teach and guide someone through installing a marketing program in their business is much less demanding than actually doing the work AND teaching them what to do.

    In fact, now that I am thinking about it, coupled with what I now know about content marketing, I might start doing that again. I wasn't very good at getting the clients then.

    An aggressive content marketing and public speaking campaign could land quite a few clients who have the cash to make it happen.

    Business owners are so confused over what options to chose. If you can help them decide, based on your expertise (which they lack), and become their trusted inside person, it is a very good place to be.
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  • Profile picture of the author Michael Nguyen
    Mojo - I really enjoyed your post as it seems you've done what I currently experiencing. My fear and mainly from a pride point of view, is admitting that I might not be enjoying running the business. Your post has opened my eyes and maybe its because I've been targeting low paying clients, not working with the right outsourcers.

    Dan - I think this approach would work very well with me and has already given me some ideas. In fact I already do abit of it, where someone else has built the site (the client knew this) and I was the middle man making sure it was getting done. Going to give it more thought before I take the plunge based on this approach. Thanks!
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