Episode 147: Serve Your Clients: Selling Without Selling with Michelle Weinstein

By |July 30th, 2018|

Business development does not just happen. For most of us as agency owners, sales is one of those things we wish we didn’t have to do.

In this episode of Build A Better Agency, we’re going to really dive into sales. I think the reluctance comes down to a fear of rejection. Because of those fears and insecurities, we don’t prioritize biz dev. We don’t put it on the calendar. We don’t make it a must do.

I think the biggest change we can make, and this is my challenge to you, is to just carve out time to connect with your ideal clients. Maybe it’s one morning a week. But as my guest says, if it’s not on the calendar, you’re not going to do it.

My guest for episode #147 is Michelle Weinstein. Michelle has done it all. She’s been on Shark Tank. She has raised over a million dollars for her last company, and she now teaches entrepreneurs how to sell.

At the end of the day, Michelle is a sales strategist. She teaches mission-driven entrepreneurs how to sell without being sleazy.

I think we make sales harder than it needs to be. That’s why I wanted to bring Michelle on to have this conversation. She generously shared some incredible ideas and strategies that you can implement right now.

What if you could make a list of your ideal top-tier clients and actually have the confidence and the plan to demonstrate to them that they’re be losing out by not working with you.

That’s just the tip of the iceberg of our discussion. This is a must hear episode if you are looking to enjoy biz dev and ultimately the fruits of that labor in increased profits.

 

 

What you’ll learn about in this episode:

  • Why saving those email and text “thank you’s” and testimonials from clients is so important
  • Why service-based businesses like ours are easier to sell than products
  • How to block out time for business development
  • The most useful tasks to tackle during your biz dev time
  • Why “bumping into” your ideal clients at a trade show can be a truly winning strategy-and how to prep for it
  • How to research and strategize for your pitch
  • Creating and managing a list of your top 20 ideal new clients
  • How to offer a gift that is something of value, without giving away the store or your trade secrets

The Golden Nuggets:

“You need to do your research. What if you told prospects that by helping these companies, they made an impact on 1 million people altogether? That’s a powerful impact.” - @thepitchqueen Click To Tweet “You can’t take your focus off sales. That’s the lifeblood of your business.” - @thepitchqueen Click To Tweet “There are so many things you can do with a six-hour period per week that will totally skyrocket your top line revenues.” - @thepitchqueen Click To Tweet “If you're trying to get a new, really important client, you have to deliver something of value complimentary.” - @thepitchqueen Click To Tweet “’I think we should meet’ is not a good reason for someone to meet with you.” - @thepitchqueen Click To Tweet “Get away from the mindset that you are bothering people. Approach ideal clients with the mindset that you're actually doing them a disservice if you don't put yourself out there to help them. - @thepitchqueen Click To Tweet “Follow-up is not bothering people. People get distracted just like you do. A follow-up, because they are going to pick someone, and it might as well be you.” - @thepitchqueen Click To Tweet “What we do in sales, we're actually just helping people guide to make a decision.” - @thepitchqueen Click To Tweet

 

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Ways to contact Michelle Weinstein:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

About the Author:

CEO of Agency Management Institute, serving 250+ agencies to help the owners build profitable agencies that evolve and scale.

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