If you're closing less than 20% of your sales calls, procrastinating on getting out those proposals to those new prospects in your pipeline and just slow to get new clients started...
You're likely self-sabotaging your sales.
Most people don't even recognize they are guilty of this when selling their agency services...
So if you're not getting new clients and increasing your revenue, watch now to see if this is the reason you're holding yourself back.
Transcript / MP3
What's going on guys, in this video, I want to break down the number. One reason that I actually see agency owners and freelancers struggling with sales conversations. Let's get it going. Welcome back guys. Greg Hickman here with alt firstname.lastname@example.org and I just wanted to share a simple concept that I think is actually often overlooked when it comes to why agency owners, service providers like yourself might actually be struggling inside of the sales process. So let's look at kind of the sales process at a very high level. ... So you kind of have sales and marketing and then you have delivery on the right side. Okay? So this is where the prospect will give you the money and go from a prospect to a client. And often inside the sales process, you manage the sales process, right? So the prospects are coming in. You're talking to all the prospects that are coming to you and you're having a conversation about if you can help them. Now, the interesting thing is in the back of your mind, you know that the second you close someone, but then you end up having to come over here and you see all of the work stacking up on top of each other. You are going to subconsciously sabotage the sale. And when you are the only person or you're the key person inside of sales and fulfillment, you will have an invisible ceiling.
You want to get up here to growth, which means getting more clients. And so there's this growth line. Like you're trying to move to this goal, but there's this invisible line. There's an invisible barrier that you can't see that is preventing you from growth because you know, every time you add a new client, it means more work for you. And it's really difficult because in those early stages, you're already working long hours or nights and weekends because you're, you're trying to get this business off the ground. And so when that next ideal client comes across your plate and you're like, man, I'd love to work with you. But in the back of your mind, you're just envisioning adding more hours to your plate and not having any help. You'll actually look for reasons to not close that deal. And really self-sabotage. This is why it kind of the early stages of your agency are really important to getting help and why the first person that you should be looking to hire can go inside of delivery, because then you know that you can sell someone and there's going to be bandwidth on the other side for them to actually get the result.
And I will tell you from my own experience and having now coached over 350 agency owners, freelancers is sales become a lot easier when you're not tied to fulfillment because there's that disconnect of you knowing that this work is coming onto your plate. And this is why scaling out fulfillment and delivery and getting support in and around client, client delivery and client deliverables is one of the first things you should be hiring inside of your agency to unlock sales potential. So I just wanted to hop in and share this quick lesson, because if you're sitting there and you're thinking, Hey, like I have prospects that are in my pipeline, that probably would say yes, but I'm not sending the proposal or I'm delaying on sending the proposal or I'm forgetting to get back to you about how we can help.
All of those are likely symptoms that you're just not able to take on that bandwidth to bring those clients on. So if that's you and you're sabotaging sales, now, you know who you should be hiring next. If you would like help growing and systematizing your agency, I'd love to invite you to join our free Facebook group, altagency.com/group and each and every week, we do free training where we break down different strategies, tactics, and tools you could be using in order to really systematize your business and create more profit and freedom. So if that sounds good, check out the link in the description and we will, I'll see you there.