This is part 3 in a 5-part series called Stop The Cycle where I ask you a question and you’ll get an actionable item to take away with you at the end of the show to help your sales and marketing so that you are on the way to stop having the feast and famine killing your business.
Easiest way to position yourself as an expert
What if you could give your leads an experience that positions you as an expert?
I ran a highly scientific and analytical poll on Twitter and the results can back with an overwhelming 79% of people do not have a follow-up process in their sales.
Do you have a formal follow-up process in your #freelance business sales process?
— Jason Resnick 🤘🚀 (@rezzz) November 5, 2018
This is a shame, because it’s so simple, and powerful when done right.
I’m going to paint a picture for you and tell me if this is you?
When you get a new lead, you have a call, and then send a proposal. A few days go by and they you send another email saying “Just wanted to check in and see if you had any questions about the proposal?”
Is this you? If so, you did exactly what everyone else does. Proven simply by the stats.
You want to be respected as an expert, right? By writing this email, you’ve completely put yourself right in the bucket of all the flakey, desperate, and laborer freelancers.
Instead, I want you to replace your lame email with one that shares a link to a useful article and send it to your lead.
I have no doubt that you are reading industry articles, watching videos, listening to podcasts and then using that information as a part of your conversations to talk with leads during your sales process to sign with you.
Send them those links!
It positions you as a someone who is an expert, keeps up-to-date on your expertise, and someone who isn’t desperate for work.
It shows your prospect that you are providing value even when you aren’t getting paid.
It sparks interest in you to want to work with you even more.
No one wants to work with someone who’s desperate. They can smell it a mile away.
If you want to stand out from among the crowd, from among the 80% of other freelancers out there, provide value in your follow up. It will define you as an expert leads will want to work with.
Stop the Cycle
Over the years I’ve built a proven follow up sequence for various stages of the sales process, that continuously adds value and growing education for the leads. Join Curtis McHale and myself in a workshop called Stop The Cycle and I’ll walk you through it completely.
During the workshop, Curtis and I pull back what we’ve done in our sales processes that have let us build 6 figure businesses without 60 hour work weeks.
If you haven’t already done so, head to Stop the Cycle to learn about the details of the workshop and all the resources for you and how you will stop the feast and famine from killing your freelance business.
Here are some further resources that you'll want to check out that directly relate to the show.
You rock! 🤘
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