Sales

Get High-Value Leads For Your Agency

You’re sick of dealing with tire kickers and low-value clients. You need a way to attract prospects who can drive revenue…

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Recurring revenue: how to get started

When you don’t have recurring revenue, your agency is constantly in crisis. You’re always searching for the next client, and your…

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How to improve sales using your intellectual property

Are you sitting on a goldmine? Are you relying on your “years of work”? Get intellectual property out of your head…

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Get More Clients for Your Digital Agency with Customer Development

When you understand what your customers want and need, you can build the right offer. Have you ever wondered if you’re…

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The Strategy Call Advantage – The Five Hot Principles

Your sales call isn’t working. You’re running into roadblocks and clients aren’t taking your offer. These are the principles behind creating…

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The Qualified Call Workshop – Five Hot Principles That Perfect the First Interaction

Your qualification call is the first interaction you’ll have with a potential client. You’ve got to figure out if they’re a…

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Creating Your “Cut to the Chase” Sentence – How to Tell Your Prospects Who You Serve and What You Do

Do potential prospects have to go digging through your website to find out what you do and who you do it…

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Show, Not Just Tell – How to Make Your Proposals Come to Life

What’s the fastest way to overcome a ton of competition? A great proposal presentation is the key. But it’s not enough…

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Finding $100,000 Problems – The Importance of Your Discovery Process

Selling a $10,000 project is easy once you’ve found a $100,000 problem. Your discovery process plays an important role in this…

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Examples of $10K+ Projects

Are you worried your potential client might ask, “can you show me examples of a $10K site you’ve done before?” Here’s…

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Do you have a marketing or sales problem?

Today I’m going to show you how you can double, triple, or even quadruple your project fees…with your current clients

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Hiring a Salesperson for Your Web Design Business

For web design businesses looking to grow, hiring a salesperson is a natural first step. Unfortunately, many businesses make hiring decisions…

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The New Elevator Pitch (+ A Template for Writing Yours)

We’ve all been there. You meet someone new, maybe at a party or networking event, ask them what they do, and…

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Why Paid Discovery Leads to Better Projects

Looking for Better Projects? Ask Clients to Pay for Discovery. Discovery is a process of using your expertise through a series…

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Breaking Down 5 Common Pricing Strategies

Over the years, we’ve helped hundreds of web professionals build amazing businesses by teaching them to focus on three key components:…

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How to Make Sales and Nail Negotiations

Before I started my agency I spent some time as a professional sales trainer. One of the questions I would ask…

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How to Avoid the Kiss of Death and Land $10,000+ Web Projects

“My nephew can do this for $800.” I call this The Kiss of Death. It’s not your fault that people say…

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How to Drive Your Business Like a Racecar

In my last post, I mentioned that if you don’t figure out your process and set an hourly rate that reflects…

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How To Define Your Website Pricing Strategy

When I got my first project, I mocked up some docs and said to myself, “I’m going to do this for…

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How to compete with DIY web companies like Wix.com

There you are… Sitting with a potential website customer, you’re connecting, getting on the same page, and then out comes: “You…

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The Hierarchy of Web Needs

Clients believe they need websites. And you probably believe you need to build them. But I have a dirty little secret:…

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How Orkin Kills Mice Using the Internet

I had a problem. I opened the door to my chicken coop. I caught a glimpse of a tiny dark object…

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A Journey Into Higher Value Website Projects, $10,000 at a Time

About six weeks ago I started facilitating a group coaching program called $10K Bootcamp. The program is designed to help web…

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Learn to Sell Websites the Wolf of Wall Street Way

Jordan Belfort (played by Leonardo diCaprio), at one of his sales training conferences, looks an audience member right in the eye,…

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George Morris of Imulus on Growing a Better Business and Finding Sales Talent

President and Co-Founder of Imulus, George Morris sits down with me to discuss his agency’s growth, goals, sales, and talent, and…

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Troy Lerner of Booyah Online Advertising on Starting as a One-Man-Band and the End of Media Agencies

President of Booyah Online Advertising, Troy Lerner sits down with me to discuss the one-man band, direct response, and his advice…

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Kevin Cohen Consulting on Finding New Clients and Growing a Virtual Agency

Founder of Colorado-based Kevin Cohen Consulting, Kevin Cohen sits down with me to discuss sales, customers, and growing his virtual agency.…

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Pricing for Profit: Why Hourly Rates Don’t Bring Profits

Over the past twenty years I’ve made an incredible number of mistakes when it comes to business, especially as it relates…

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Keith Roberts of Zenman and the Buddhist Principles of Sustainable Growth

President and Founder of Zenman, Keith Roberts sits down with me to discuss his agency, growth, and recruiting talent. Keith Roberts…

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How to Get Clients When You Have a Weak Portfolio

This is one of my favorite topics, and I get asked questions like this all the time. How do you get…

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