Today I want to talk to you about why I believe you should always be selling.
The key reason for that is if you are running an agency, you often need a constant flow of new leads to speak to, to convert into clients.
Now unless you are doing prospecting on a regular basis in a systemised manner, you are going to run out of leads to speak to.
This is a common mistake I see a lot of freelancers making. If they speak to a couple of people, one person may become a client and they start doing the work immediately and not working on their pipeline of what should be the next project.
Once they finish working on this project they have no more people to speak to because they have not been doing any prospecting and they go back to the drawing board.
It might be another month before they sign their next client, so they are always living above the bread line, hypothetically speaking.
I have been there, and I have done the same. I have made that mistake when I initially started off as a freelancer.
I naively assumed that if I deliver to the best of my abilities, then they would buy other services from me or they would refer me to their network.
However, often that was not the case they did not enquire about other services and they did not refer me to others, so I was back to square one.
So how can you always be selling? This is what I do now…
Every time you are in a social situation people will usually ask about your line of work.
Now, I hope you are not stuck at home all day playing World of Warcraft or Fortnite or whatever is popular these days!
I hope you are meeting people in some sort of a social situation [even online, factoring in the current global pandemic!] and the moment you start talking to people, you ask them about what they do.
Naturally, they will ask you to tell them about what you do.
When you tell people that you use digital marketing to grow revenues for your clients that will pique their interest.
They would usually want to know more and that is a perfect opportunity to set up a free audit for them or something like that.
Another tactic I would use once I have the attention of a decision-maker [even if marketing isn’t their thing] is make a note of where they work.
I would check what their website looks like, what their social media profiles look like, what their ads look like and then I would reach out to this person again a couple of days later.
I would remind them of when we met before mentioning that I had done a bit of research into their company because I was quite curious about what they do.
However, I have also found that their digital marketing and digital assets could be working more effectively. Could they refer me to the person who is the best person to speak to about this?
Now you have got an internal champion within the organisation who will give you that warm referral!
So the next time you’re in a social situation, ask the person about what they do – even if they don’t work in the marketing department.