How do you know you want to work on a new project? Here is what I look at when I am considering a new project and a new client, specifically a SaaS project.
Selling Naked
Put that jacket back on, it’s not what it sounds like! Selling naked is getting into the meeting, presenting value, and teaching right off the bat. Here’s how we…
What Are You Selling In A Creative Project?
When it comes to creative endeavors, buyers often look at the transaction as though they’re just buying the painting or the design or the article, the website, or the application. That isn’t explicitly true – what they’re really paying for is your time and your expertise.
How To Avoid 95% of UPSET Clients
Positive option: When you always get approval on every single thing, every single time that request is made, and you have an initial scope of work document, you’ll almost never run into major scope creep issues.
Negative option: If it wasn’t in your contract, now the client’s upset, because they feel like they’re not getting what they’re paying for, and you’re upset because you feel like you’re working too hard for the amount of money that you’re making.
The Value Approach to Closing Sales
I had the opportunity today to meet with an old friend of mine, also an avid BrainLeaf user about his sales process. He wanted to know about my sales process, because he was getting tons of leads coming in, but he was having a hard time closing them. The Needs, The Problem, & The Value […]
The Power Of The Followup
Some of the largest sales I’ve ever closed are due to following up over the course of years.
Sell It While It Hurts
The reason for pitching this again now rather than later is that right now they feel the pain.
Scope vs. Proposal
A Proposal And An SOW Are Not The Same Thing! So many design, marketing, and even web development agencies do not have a clear understanding of a project scope of work vs. a project proposal. Many companies include only one of these in their pitch or never get enough information together to complete both. Others […]
Proposify vs PandaDoc vs BrainLeaf: Choosing the Right Proposal Builder
Winning Bids on Projects Often Means the Difference Between Profit and Failure Because of the sheer importance of project proposals, a huge market has developed, providing many options for proposal management software. PandaDoc is one of the biggest, and it’s a great tool, but it’s not ideal for all businesses. A lot of companies searching […]
How to Run a Profitable Digital Agency
Whether you’re running a web design agency, a development outsourcing company or a digital marketing business, a profitable digital agency is the only kind worth having. So often digital agencies experience an influx of new projects followed by a lull in sales. These ups and downs make it all the more important to build up […]
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