5 Rules 
to Run A Successful Sales Call

Going to prospective client meetings can be rough. In the past, my mindset going into prospective client meetings was: 1. I have to prove that I’m smart. 2. I’ll avoid uncomfortable confrontation and be polite. 3. I need to educate the client so they know the value of my services. The problem was that all of the pressure was on me. I avoided the dreadful “what is your budget” discussion. And I looked desperate cause I was always needing to validate my skills and prices. Most of the time I didn’t get what I wanted out of these meetings. I…

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Take the Pressure Off of Client Meetings

I’ve been in hundreds of client meetings during my career as a creative director. Pitching ideas, proposing creative solutions, trying to win clients’ business. I thought I had to be the guy with a killer sales pitch, and smart responses to questions that prospects would throw at me. In these meetings, it felt like everything was on the line. Hundreds of thousands of dollars to close. My job, and the jobs of the employees I was responsible for. I felt like I had to prepare and rehearse my presentations. Design every slide right. Develop a script to recite. It was…

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How To Sell Strategy Without Design or Visuals

How do you talk strategy on the first call? How do you get paid for thinking? How do you close the lead? In this episode, Chris gives Melinda advice on how to explain strategy to potential clients and how to close the lead without using visuals to explain what you do. You can demonstrate the value of thinking by talking and listening. Melinda Livsey Marks and Makers https://www.marksandmaker.com — [TRANSCRIPTION] — @0:36
 [Chris Do]: So now, we’re going to set some new benchmarks, and I’m going to give her some new tools. Sharpen those “P-shing!” Alright. Let’s do it! Let’s…

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How She Went From Charging $0 to $5k For Strategy in 6 Months

Where has Melinda LIvsey been? What has happened to her since coming on the show? How did she go from charging $0 to $5,000 for strategy? Find out.   Melinda Livsey Marks and Makers https://www.marksandmaker.com — [TRANSCRIPTION] — [Chris Do] Hey guys, this is a special episode. I’m catching up with—you guessed it—with Melinda, and she’s here. And she’s had some tremendous growth. So I wanna talk to her, and, without further ado: Melinda, what has been going on with your life? Last we spoke, last time we spoke…LAST TIME WE SPOKE! She was like, “Chris! All my work is…

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Ten Business Books All Creatives Need to Read

Have you read article Ten Things You Should Do Now To Get More Clients? TLDR? Just give us the booklist already. Okay. You’ve seen my booklist before, but if I had to pick just 10, here’s my list for the top ten essential business books all creatives need to read. Business philosopher, Jim Rohn, writes in his book, 7 Strategies for Wealth and Happiness, “Income rarely exceeds personal development.” If that’s true, you have a lot of work to do. If you want to charge more, become more valuable, come up with better solutions, then you need to know more.…

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How To Get More Clients

I get tired of fielding questions around how to get more clients, so I’ve decided to write an article on things you need to do right now before going online and asking, “Help. How do I get more clients?” Before you go hire a business coach or sales person, enroll in an online course, follow a get rich quick scheme, do this first. Warning, this is a long list of things to do. No easy answers, no quick fixes, but the bare minimum of what you need to do before looking for more help. Remember, people hire who they know,…

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How to identify the perfect client.

Meeting a Client for the First Time: 4 Profiles to Identify

So, you’re meeting a client for the first time. You pick up the phone or walk through the door for a “face to face”: who do you see? Every client is different, but most of them fall into one of four categories: Fishers, Square Peggers, Cost Conscious Clients, or Perfect Clients. Here are tips to help you identify the type of person you are dealing with in your client meetings and hopefully save you time and money. MEETING A CLIENT FOR THE FIRST TIME:  THE FISHER So you scored a meeting with a potential new client. Great! They must be…

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The Anatomy of a First Meeting – Part Two

So you’ve gotten past the first two steps of a first meeting: connecting with your client and ensuring you’re both in alignment. What next? Today we’ll sum up what happens during the rest of the meeting, and what you need to do to transition into asking for the sale. The Third Step of a First Meeting: Clarify This step is where you show off your listening skills and confirm what your potential client has already revealed. This process should be concise and straight to the point. Read back what they’ve said to you in the form of a short summary.…

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The Anatomy of a First Meeting – Part One

You’ve scheduled a first meeting with a potential new client. Fantastic! What do you do next? How you handle your first meetings has a lot to do with personal preference. However, there is a flow to most meetings that helps improve rapport and communication. Over the next few blogs I’ll be breaking down the anatomy of a first meeting in order to find those points. Today we’ll be digging into the first two points on my First Meeting Checklist: Connect and Align. The First Step of a First Meeting: Connect Small talk: you either love it or you hate it.…

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Why You’re Unwilling to Charge What You’re Worth

Are you charging $50, $100, or even $500 for a logo? If you are, you can charge more. But will you? The difference between charging a price that seems “safe” and “comfortable” versus requiring your clients to pay your full value is confidence. What school you went to, where you live, your previous experience: none of that really matters. What matters is having the confidence to place a high value on what you do. Do you have that confidence? If you’re here, and if you’re like many other designers, you probably don’t. And I’ve thought about that a lot –…

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