Episode 229:

I have long preached the concept of being a specialist versus a generalist to my audience, so it should come as no surprise to you that along with my co-author Stephen Woessner, CEO of Predictive ROI, I have just written a book on the subject.

Sell With Authority is a playbook for agency new business efforts that will allow you to shorten your sales cycle, increase your pricing and profitability and actually attract your ideal customers to knock on YOUR door, rather than the other way around. In this week’s episode, Stephen and I talk about some of the core principles of the book and why we’re both so passionate about the approach.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here: https://www.whitelabeliq.com/ami/

What You Will Learn in this Episode:

  • The inspiration and core concepts behind our new book, Sell With Authority
  • How to be seen as an authority in your industry
  • The biz dev decisions that will help you achieve rapid growth
  • Why you should narrow your agency’s focus
  • How to differentiate your agency by having a unique point of view
  • How to use cornerstone content to build authority across multiple channels

The Golden Nugget:

“Agencies can get prospects more effectively, efficiently, and profitably if they sell from a position of authority.” @DrewMcLellan Click To Tweet “62% of the time, business-to-business buyers are making purchasing decisions solely based on whether or not the seller has a thought leadership position.” @stephenwoessner Click To Tweet “Narrowing down gives you the opportunity to present yourself as something different; something other than the general agency.” @stephenwoessner Click To Tweet “You want to differentiate yourself from agencies that have chosen the same niche by having a unique point of view.” @DrewMcLellan Click To Tweet “If an agency is positioned as a thought leader in its market, selling is not about ‘selling’ at all.” @stephenwoessner Click To Tweet

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