Why Agencies & Freelancers Struggle to Bring in Sales - Here's How to Fix It

Why Do Most People Struggle with Bringing in Sales?

In this section, the speaker discusses why most people struggle to bring in sales.

Selling a Commoditized Service

• Many people sell a commoditized service that doesn't directly translate into business results.

• They're not positioning their offer to directly translate to business results.

• A lot of people are just selling the Gap instead of using the mechanism like "hey do you need video editing" without promising an end state.

Positioning Your Offer

• It's important to position your video offering by promising an end state.

• Selling an end state never gets saturated.

• People may not know about it or they understand it but don't want to guarantee results because they're not confident in their work.

Working on a Performance Basis

• You can run off performance bases and counteract fear by working on a performance basis.

• You can offer services on a performance basis and track it using UTM tracking codes inside videos and Google analytics.

Building Confidence Over Time

• Once you've done this on a performance basis over time, you become better at it and subsequently have evidence of the results that you've produced.

• Higher demand is created because the perceived result of working with you coupled with evidence makes it so that you can charge higher prices and generate more leads.

Understanding What Makes a Good Business

In this section, the speaker discusses how to identify good businesses and why it is important to ask questions during sales conversations.

Identifying Good Businesses

• A good business is one that promises an end state using a gap and has evidence that they've been able to do it.

• Don't sell done-for-you services or freelancing services or agency services to people who make less than thirty thousand dollars per month.

Asking Questions During Sales Conversations

• When selling a client, it is like interviewing for a job. You need to investigate the business you are talking about.

• If you don't ask proper questions, you won't be able to figure out if the client takes clients to an end state with a gap, does specific things that produce specific results, has evidence that they were able to repeatedly deliver those results, and has active customers who stay with them.

Getting in Touch with Potential Clients

In this section, the speaker discusses how to get in touch with potential clients and why many people struggle with this.

Challenges of Getting in Touch with Potential Clients

• Many people struggle with getting in touch with potential clients because they don't know how to find their contact information or reach out to them effectively.

Overall, the speaker emphasizes the importance of identifying good businesses and asking questions during sales conversations. They also acknowledge the challenges of getting in touch with potential clients but do not provide specific strategies for doing so.

The Importance of Relevant Prospecting

In this section, the speaker discusses the importance of relevant prospecting and how it can lead to more successful sales.

The Problem with Sending Tens of Thousands of Irrelevant Emails

• Many people send tens of thousands of emails without producing any money from it.

• People need to understand that prospecting has everything to do with the offer and script.

• People need to get targeted lists and understand what precise end state is that specific market looking for.

How to Prospect Effectively

• Use LinkedIn Sales Navigator to get a bunch of people who've been active in the past 30 days who are founders or owners.

• Do a value proposition such as "you make really good LinkedIn posts" and translate this into video marketing.

• Hit markets want different end states, so you need to angle your service as the gap to that end state in every market segment.

Running Effective Sales Conversations

In this section, the speaker discusses why most people suck at selling and how they can improve their sales conversations.

Why Most People Suck at Selling

• Most people suck at selling because they have no conceptual understanding of what these people actually want.

• A lot of people don't even know how to run the sales conversation effectively.

Tips for Running Effective Sales Conversations

• Set up the exact frame where you can show how your solution can get them from where they are to where they want to be.

• Know how to get a hold of the right people with the right message and know how to run the sales conversation effectively.

The transcript is relatively short, so there are only two sections in this summary.

Understanding the Value Proposition

In this section, the speaker shares a story about a sales call that he had early on in his career and how he struggled to communicate the value proposition of his services. He emphasizes the importance of understanding and communicating the direct value proposition to potential clients.

Communicating Direct Value Proposition

• The speaker struggled to communicate the direct value proposition of his services during a sales call early on in his career.

• Understanding and communicating the direct value proposition is crucial for any business or service provider.

• Evidence is key in translating the direct value proposition to potential clients.

• The speaker realized that understanding and communicating the direct value proposition was similar to what he did as a copywriter.

Selling Services with Direct Benefits

In this section, the speaker talks about how he closed an $8,000 deal by emphasizing the direct benefit of his services. He emphasizes that potential clients want to hear about sales on autopilot and other direct benefits.

Emphasizing Direct Benefits

• The speaker closed an $8,000 deal by emphasizing that his services provided "sales on autopilot."

• Potential clients want to hear about direct benefits such as increased sales or leads.

• Emphasizing peripheral data such as speed or ease of use can also be effective in selling services.

Understanding the Market and Iterating Your Offer

In this section, the speaker discusses the importance of understanding the market and iterating your offer based on what the market wants. The speaker emphasizes that your offer is never set in stone and should constantly evolve to meet the needs of your audience.

Importance of Understanding the Market

• It's important to understand what people want when they get on calls with you.

• You need to give the market exactly what it wants in exactly the form it wants.

• Giving people what they want is key to making sales.

Iterating Your Offer

• Your offer will iterate once a week for the rest of your life.

• You need to be constantly evolving your offer based on what the market wants.

• If you have crazy good results, some platforms may reject your ad because it works too well.

Struggles with Bringing in Sales

In this section, the speaker discusses common struggles people face when trying to bring in sales. The speaker emphasizes that one common struggle is putting their offer in a box that their audience doesn't want. Another struggle is having multiple offers and selling them to different audiences.

Putting Your Offer in a Box

• People struggle with putting their offer in a box that their audience doesn't want.

• Shiny object syndrome can cause people to struggle with deciding which box or offer to go with.

Having Multiple Offers

• Having multiple offers isn't necessarily a problem, but selling them to different audiences is.

• You can't aggregate multiple different audiences or segments together.

Understanding Client Ascension

In this section, the speaker explains what client ascension is and how it can be used to sell to one audience with different life cycles.

What is Client Ascension?

• Client Ascension teaches marketing agencies, consultants, and freelancers how to build systematized companies with systematized regenerations, sales, and fulfillment.

• The same market has different life cycles of people. For instance, there are those trying to get their first client while others have two to five clients but cannot scale because they do not know how to hire people or operationalize different stuff.

• There are also those who make 100k a month and want to expand out to other products.

• You can sell different forms of your offer that just facilitates that person getting to the next step where you have another offer.

How Can You Sell To One Audience With Different Life Cycles?

• Start around mid-market by doing lead generation for software companies but only SAS companies.

• Offer a done-for-you service for cold email for software companies.

• As your offer starts expanding out, introduce more consulting-esque roles as you solve different problems of the life cycle with which the market will elapse through.

• Take one market and determine its life cycle from start to finish. Then sell multiple offers just not to multiple audiences.

Starting a Business as a Beginner

In this section, the speaker advises beginners to start in the mid-market when launching their business. They should avoid starting with high-priced products or services because they may not understand how to communicate with high-end clients.

Starting in the Mid-Market

• Beginners should start in the mid-market when launching their business.

• It is better to sell to people who make anywhere from 200 Grand to 80 to 100 grand.

• Starting with high-priced products or services may not be suitable for beginners because they may not understand how to communicate with high-end clients.

Why Most People Struggle When Starting a Business

In this section, the speaker explains that most people struggle when starting a business because they do not put in enough effort to become extremely good at what they do. To grow your company, you need to repeatedly take clients from a current state to an end state and get evidence that you can do it continuously over and over again.

Putting in Psychopathic Effort

• Most people struggle when starting a business because they do not put in enough effort.

• To grow your company, you need to repeatedly take clients from a current state to an end state and get evidence that you can do it continuously over and over again.

• You have to be able as you go more; you have to scalp from bigger players, and the only way is just being better than them at delivering results.

The Importance of Case Studies

In this section, the speaker emphasizes the importance of having case studies. Having case studies makes it easier for businesses to acquire new clients. As your company expands, you mathematically arise into a situation where you have to be scalping people from others in the industry.

The Importance of Case Studies

• Having case studies makes it easier for businesses to acquire new clients.

• As your company expands, you mathematically arise into a situation where you have to be scalping people from others in the industry.

• Every subsequent percentage of market share is more difficult to acquire, and the best way for you to understand this is by taking one of our good friends Brian Moncada as an example.

Scalping from Bigger Players

In this section, the speaker explains that if you want to beat bigger players in your industry, you need to be better than them at delivering results. It's impossible to sell the same thing as another business and beat them unless you are better than them.

Be Better Than Your Competitors

• If you want to beat bigger players in your industry, you need to be better than them at delivering results.

• It's impossible to sell the same thing as another business and beat them unless you are better than them.

• You have to scalp from bigger players, and the only way is just being better than them at delivering results.

The Importance of Guaranteeing Results

In this section, the speaker discusses the importance of guaranteeing results and how it can set a business apart from its competitors.

Guaranteeing Results

• When choosing a service provider, it is important to consider if they guarantee results.

• Client Ascension guarantees results and has more proof than their competitors.

• Without a guarantee, it is difficult for businesses to attract clients.

Overcoming Skepticism

In this section, the speaker addresses skepticism that potential clients may have and provides reasons why they should trust his advice.

Reasons to Trust His Advice

• The speaker has made five million dollars by 25 years old and employs 26 people.

• He has created a system that repeatedly takes clients through results and creates a cohesive system around it.

• Following his instructions can allow someone to step away from their business while still making money and getting results.

Fear of Scaling

In this section, the speaker discusses how fear can hold businesses back from scaling and how Client Ascension can help overcome that fear.

Overcoming Fear of Scaling

• Businesses are often scared to scale because of uncertainty around necessary tasks.

• Client Ascension provides clear instructions on how to complete necessary tasks, making scaling simple.

• The speaker has done this process 26 times before and knows what works.

Hiring and Scaling

In this section, the speaker talks about the importance of hiring people to handle tasks that are taking up too much mental bandwidth and time. They discuss how having a system in place can help with scaling and make operations more efficient.

Hiring for Loom Audits

• If you're not getting to all the Loom audits, it's important to hire someone to do them.

• The speaker explains how they hired someone for Loom audits and created an SOP for the process.

• They discuss how having a system in place can produce results without requiring as much mental bandwidth or time.

Systematizing Sales Calls

• The speaker talks about Scott Miller, who was handling sales calls and client fulfillment simultaneously.

• They explain how they hired a closure to integrate into their system and take over sales calls.

• The speaker discusses how having cold emails running can lead to bookings without requiring any effort on their part.

Systematizing Fulfillment

• The speaker talks about how fulfilling orders autonomously is like a reality shift.

• They discuss how clients get results without requiring any effort on their part once fulfillment is systematized.

• The speaker emphasizes that scaling requires guidance and functional workings that are difficult when working alone.

Two Paths to Success

• There are two paths to success - figuring it out on your own or following a step-by-step guide.

• The speaker explains how having a system in place allows you to operate the business and steer the ship while others handle different parts of the operation.

Final Thoughts

• The speaker emphasizes that it's important to have guidance when scaling and that Daniel provides everything needed for success.

• They discuss how collecting information on your own can lead to poor results, and it's better to follow a proven system.

Due Diligence When Joining a Program

In this section, the speaker talks about the importance of doing due diligence when joining a program. He advises people to join programs that resonate with them and to take note of the results they are getting. The speaker also emphasizes the importance of finding out how much access you will have to the person who owns the program.

Importance of Direct Access

• The speaker explains that direct access is what sets Client Ascension apart from other programs.

• He warns against programs where coaching calls are operated by VA's using flow charts, as it can be difficult to get results.

• The speaker stresses that direct facilitated access is what people should be looking for when considering a program.

• He encourages people to look up coaches in a program and see if they run successful companies and are capable of explaining nuances in anecdotal situations.

Pre-recorded Videos vs Access

• The speaker advises against buying pre-recorded videos and instead recommends buying access.

• He highlights that every person in Client Ascension is a competent business owner who has paid a lot of money, which guarantees results.

Personal Experience with Client Ascension

In this section, the speaker shares his personal experience with Client Ascension. He talks about how he initially resisted coaching but eventually changed his mind after seeing results. The speaker also praises the community aspect of Client Ascension.

Resisting Coaching

• The speaker shares how he was initially resistant towards coaching because he wanted to do things his way.

• After executing coaching, he brought in $45k worth of revenue within 30 days and completely changed the way he viewed business.

Community Aspect

• The speaker praises the community aspect of Client Ascension, highlighting its active channels and amazing culture.

Benefits of a Business Program

In this section, the speaker talks about the benefits of being part of a business program.

Access to Experts

• The program provides access to people who have fundamentally changed the speaker's business forever.

• The program is organized and takes notes on every call so that participants know whether they need to get on the call or not and can watch the recording later.

Personal Experience

• The speaker recommends the program because it is simple and effective.

• The speaker concludes by saying that he highly recommends the program.

Conclusion

In this section, the speaker wraps up the interview and mentions that results are guaranteed.

Final Thoughts

• The speaker thanks Daniel for his time and concludes by saying that they guarantee results.