How To Get Your First £20,000 Client
I've just been going through the forum... And seeing that tons of people are still thinking in terms of the commodities that they're selling. This kinda thinking is only gonna limit you.
So whether you sell websites... SMS marketing... Social Media Marketing... SEO... Or ANY other marketing service... You NEED to be truly competent, and confident...
If you don't currently have any/enough highly paying clients, you can be sure of this:
* It's NOT because your portfolio isn't big enough
* It's NOT because of the economy
* It's NOT because there's too much competition
It's because you're unsure of your ability to generate massive results...
I'm certain of it. The thing is: When you're an offline marketing consultant, it means that you KNOW how to make money. If you don't, then I'm sorry, but you don't deserve the title.
As a marketing consultant, you should be able to look at a business, and see the PILES of money, sitting there, waiting to be harvested. And if you stop selling the "thing" itself, and start selling your knowledge of how to APPLY these things to businesses to generate real results, the client will be much more likely to see your value.
You are a facilitator. An intermediary between the commodity (e.g. SMS marketing), and your client. And what you are paid is essentially a facilitator's fee. If you start thinking about what YOU can do for your client, before you think about yourself... This is how it works:
1. You come in, and identify the fastest and most sustainable ways that your client can make money, or ways that you can save them money.
* E.g. Your prospect is a hairdresser earning £100,000 per year. You identify a problem: You realise that on average, their customers only visit twice each year.
2. You estimate: As accurately as you can - Just how much their problem is worth - How much money is sitting there, waiting to be collected?
* E.g. If you can get the average customer visits up from twice a year to 4 times per year, then you'll double the business, earning them an extra £100,000.
3. You negotiate with the client, to work out how much they're going to pay to, to solve their £100,000 problem.
* E.g. If you are only paid 20% of the EXTRA money that you earn them, they are still £80,000 better off.
4. You do the work, get the results, and get paid.
* E.g. You work on a year-long email and direct mail campaign, which doubles the average visit frequency of customers, doubling the business, and pocketing you £20,000.
The trick here is that you re-framed the whole proposition. You're no longer a sales person, trying to get the client to GIVE you money. You are now a problem solver. You worked WITH the client, and GAVE them £100,000 worth of services. How do they know it's worth £100,000?
Because that's what it ACTUALLY earned them. So now that you've GIVEN them £100,000 worth of value, they're happy to pay you £20,000.
Sound simple?
It is!
And it's way better than charging £500, or £1000 for a website, that never earns the client their money back.
On top of that... It puts you in a position where you are able to CHOOSE your clients, rather than having clients choose you. No longer are you looking for whoever's gonna pay you. You're now thinking "Who can I help the most?"
Because undoubtedly, these are the people who can help you the most too.
So take some time to learn your trade. Study business. Learn how to generate RESULTS. Because you're only ever gonna earn the value that you can actually generate.
So whether you sell websites... SMS marketing... Social Media Marketing... SEO... Or ANY other marketing service... You NEED to be truly competent, and confident...
If you don't currently have any/enough highly paying clients, you can be sure of this:
* It's NOT because your portfolio isn't big enough
* It's NOT because of the economy
* It's NOT because there's too much competition
It's because you're unsure of your ability to generate massive results...
I'm certain of it. The thing is: When you're an offline marketing consultant, it means that you KNOW how to make money. If you don't, then I'm sorry, but you don't deserve the title.
As a marketing consultant, you should be able to look at a business, and see the PILES of money, sitting there, waiting to be harvested. And if you stop selling the "thing" itself, and start selling your knowledge of how to APPLY these things to businesses to generate real results, the client will be much more likely to see your value.
You are a facilitator. An intermediary between the commodity (e.g. SMS marketing), and your client. And what you are paid is essentially a facilitator's fee. If you start thinking about what YOU can do for your client, before you think about yourself... This is how it works:
1. You come in, and identify the fastest and most sustainable ways that your client can make money, or ways that you can save them money.
* E.g. Your prospect is a hairdresser earning £100,000 per year. You identify a problem: You realise that on average, their customers only visit twice each year.
2. You estimate: As accurately as you can - Just how much their problem is worth - How much money is sitting there, waiting to be collected?
* E.g. If you can get the average customer visits up from twice a year to 4 times per year, then you'll double the business, earning them an extra £100,000.
3. You negotiate with the client, to work out how much they're going to pay to, to solve their £100,000 problem.
* E.g. If you are only paid 20% of the EXTRA money that you earn them, they are still £80,000 better off.
4. You do the work, get the results, and get paid.
* E.g. You work on a year-long email and direct mail campaign, which doubles the average visit frequency of customers, doubling the business, and pocketing you £20,000.
The trick here is that you re-framed the whole proposition. You're no longer a sales person, trying to get the client to GIVE you money. You are now a problem solver. You worked WITH the client, and GAVE them £100,000 worth of services. How do they know it's worth £100,000?
Because that's what it ACTUALLY earned them. So now that you've GIVEN them £100,000 worth of value, they're happy to pay you £20,000.
Sound simple?
It is!
And it's way better than charging £500, or £1000 for a website, that never earns the client their money back.
On top of that... It puts you in a position where you are able to CHOOSE your clients, rather than having clients choose you. No longer are you looking for whoever's gonna pay you. You're now thinking "Who can I help the most?"
Because undoubtedly, these are the people who can help you the most too.
So take some time to learn your trade. Study business. Learn how to generate RESULTS. Because you're only ever gonna earn the value that you can actually generate.
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Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!
Mike
Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!
Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!
Mike
Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!