EVOLVE… OR DIE TRYING
Sales has changed. A lot.
For example…this is a Medium post. My first Medium post in fact.
Now, I don’t plan to sell you anything in it, but for me to sell something, somehow, somewhere…online…
…means I have to write and publish this post.
This Medium post in itself is evidence that landing a sale these days is a constantly changing and evolving science.
I was working late one night for one of the largest technology resellers in the world when my manager popped his head over my cubicle wall.
“Hey Mike. Got a second?” He asked.
Four months into a mandatory sales training stint, my manager had some questions about my sales stats.
According to him, I was leading the academy in several metrics…
The two figures that caught his eye? A towering spike in sales leads and appointments compared to the rest of the sales staff in the program.
He was surprised, but wary. “Are you purchasing leads? What are your sources? What’s your process?”
I waved my manager over to my workstation and opened my hand-scribbled playbook — with the tactics I was using to grow a constant stream of appointments.
I directed his eyes to my laptop screen and pulled up a technology blog I had launched to help me target my ideal customer.
I then pointed the browser at the industry leading tech magazines I was guest posting on… and how it allowed me to siphon highly qualified inbound traffic for FREE.
I also briefly teased my strategy for finding and converting prospects into appointments on LinkedIn (a guy has to keep some secrets, right?)
He was shocked to see that none of these tactics involved traditional sales tasks, like cold calls or email blasts.
My value-first system was producing pre-sold warm leads, allowing me to focus on selling only to people who were ready to buy.
He was speechless.
Old vs New
At the end of the day, the sales process is very much the same. The biggest difference is where you find prospects and how you qualify them for a warm call…checkout and compare Figure 1 and Figure 2 below.
The Traditional Sales Process
The Online Sales Process
As you can see, the old-school method of finding prospects and cold-calling to qualify them for the sale has been replaced by better tools that allow you to identify and qualify leads before getting on the phone.
Don’t let the simplicity of this method fool you. It took me years of trial and error to fully implement and optimize the advanced version I’m about to share with you. Once you put it to work for yourself, you’ll watch your leads, appointments and sales skyrocket.
Cracking the Code
I didn’t know it at the time, but I was the first employee in over thirty years to “crack the code” and leverage online and direct response marketing strategies to land new business.
It didn’t take long before other players in the industry took notice of what I was doing…
Two months and one very flattering offer later, I became the new Chief Marketing Officer at a competitor’s firm.
The CEO of that firm personally tasked me with installing the same system for his entire organization for over thirty sales reps. It was a daunting challenge, to say the least. But I jumped at the opportunity.
Over the next six months, the processes I implemented pumped out three million dollars in online sales and transformed that CEO’s two dimensional company into a three dimensional sales machine.
So what does that mean to you? Businesses who fail to adapt and evolve with the changes in today’s market are at risk of dying a slow, painful death. Those that embrace change have the chance to live and win…BIG.
Why I Started Agency Hackers
I started Agency Hackers because I want you to enjoy the same freedom and security it gave me. Not because I think I’m better at sales or digital marketing, but because I think there are a lot of digital marketing agency owners out there who are in the same position I used to be.
So if you’re struggling to consistently generate new business, land wealthy clients and scale your digital marketing agency…
…and if you feel locked in a spiral of frustration with clients who continue to low-ball and undervalue you…
Then the techniques you’re about to learn Agency Hackers will transform your business into the dream agency you richly deserve.
P.S. Since you’re into selling, you may be interested to know why LinkedIn is (still) the best platform for landing new agency clients.