An axiom is defined as “a self-evident truth that requires no proof.” Over the years, I’ve heard and read lots of sales advice, both good and bad. But there are a handful of axioms I’ve adhered to that have never let me down.
In a recent SitePoint article, I painted a hypothetical scenario about how to make a living in the web industry. I said if you need to earn $50,000 a year and your average project is $2,000, you must land a minimum of two clients a month … to which one commenter pleaded:
“Really interesting, but please help us find clients!”
That plead reflects a recent study, in which 76 percent of small businesses owners said attracting new customers is their “top concern.” And 69 percent said it’s the #1 challenge they face.
“Good afternoon, Affordable Insurance. May I help you?”
“Hello, this is Joe Schmo from Joe Schmo Consulting Firm. Is this a good time to talk?”
“With whom may I ask I am speaking?”
“I am an expert in the web design field. You might have seen some of my work: xyz.com, 123.com, and blahblahblah.com. I could design a site for your business at the lowest rate around. If you are interested, I could give you a free 1-hour consultation.”
Would you say yes?
Those of us who follow tech companies like others follow sports heard the news that Google darling and employee number 20, Marissa Mayer, exercised her free-agent option and is now playing the CEO position for Team Yahoo. Once an industry leader, Yahoo has lost its way the past decade, and many are saying that Mayer must do a Steve Jobs-like turnaround if she’s to pull Yahoo out of its death spiral.
If you missed the live webinar based on my free guide, 27.5 Must Ask Questions for Consultative Selling, you can watch it here. We had a great time. Check it out!
And don’t forget to check out the other great webinars on FreeWebinarWednesdays, held every Wednesday at 1 pm Eastern.
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Let’s face it—some people are just bullies. Maybe it’s because none of the other kids on the playground were big enough to stand up to them. Or perhaps their mom and dad took Dr. Spock’s permissive parenting advice to heart. Some people never really grow up. Instead, they learn just enough manners to get by in life … until they can’t get what they want, and resort to grade-school style bullying.
It’s easier to be choosy once you have an established clientèle. But when you’re new and desperate for business, the temptation to take on any client with a pulse is difficult to resist. Once you find yourself in an abusive client relationship, however, you have but one option:fire the client.
Unlike many “natural-born salespeople,” I never had the childhood epiphany of, after selling newspaper subscriptions door-to-door, gloriously realizing that I loved to sell things. I never imagined myself in a position that would require selling, much less that I’d be blogging about it and teaching others how to do it.
I learned to sell out of necessity; because if I didn’t, I wouldn’t be able to do what I truly loved—developing websites and helping clients market. Oh, and I wouldn’t make any money … did I mention that?
In my last article, I talked about five reasons why you lose a sale. Each of those can be avoided by asking a few simple questions. But these last three reasons are a bit more complex. For starters, what do you do if the prospect refuses to answer your questions?
They say there are three types of people in this world: those who make things happen, those who watch things happen, and those who wonder what happened. If you’ve ever lost a big sale and wondered, “What happened?” then, in no particular order, here are the top five reasons why.
Once you decided to freelance or start a web business, you gained a new job description: Business Owner. So what’s the purpose of this enterprise you’ve undertaken? Most people think it’s “to make money”—but that’s not a purpose, it’s a result. According to the renowned Peter Drucker, the purpose of business is “to create a customer.”
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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.
I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.
That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.