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Agency Sales Book by Jason Kanigan

Fast Shortcut To Agency Sales: The Book Is Here!

Let’s talk about selling agency services, and the struggles agency founders have in doing so. If you’re one of these founders, especially a new agency founder, there’s a bit of information I’m about to share that no one may have let you know yet. The truth is that you have to develop certain competencies to have an agency business…or any kind of business. The first and foremost of those is the competency of reaching out and starting conversations with your ideal customer.

the fast shortcut to selling agency services jason kanigan agency sales book

The First Competency Agency Owners Need

New agency owners have their attention on the wrong thing. Ask yourself: what are you most concerned about at this time? Sales, right? Getting new customers paying you and onboarded for your services.

But this is wrong.

You have a way to go before you can do that. Right now, you need to develop that competency of connecting with and starting conversations well with members of your target market.

Let me be crystal clear: if you can’t do that, you won’t be making any sales.

Now the industry will shove any number of fancy tools at you supposedly for accomplishing this without you having to talk to anybody. I recognize that this idea is appealing. But it’s a lie.

Do you really believe emailing unqualified leads and asking them to sign up for your services is going to work?

Does it seem likely that doing some sort of Loom video auditing their site–an unsolicited criticism they didn’t ask for, remember–is going to result in them crawling on their knees over to you, begging you to help them?

Agency Sales Tactics That Work NOW

As I’ve said before and for many years, just about anything will work. If you give something enough time, and do it with enough repetitions, it’ll give you the result you want just by accident. Me standing in a pink bunny suit at the main intersection of the small town I live in, holding a sign in my paws with an offer on it, will eventually result in a customer. Traffic is light. I might have to wait a couple of years.

Do you want to wait a couple of years?

Or would you rather be on the road to making sales of agency services NOW?

Of course I understand that you’d like to get customers. And I’m telling you that the first step to get a customer is to develop the competency of reaching out to and starting good conversations with your target market.

You don’t need anything fancy to do this. Just a telephone and your voice.

Oh, and the right, proven words that open the door and get you what you want.

You Can Get That Compentency Today, Instead of Probably Never

As I said, no one talks about these competencies you have to develop as a business owner if you want to succeed. Why would they? Instead, they want to keep selling you magic bullets that don’t really work. I’m interested in equipping you with proven scripting to get those customers you want.

Oh, you could figure this wording out on your own. Maybe. It’d take you at least a month of consistent calling at least two hours every weekday, blindly trying different wording, getting hung up on, being treated like a flunky. What’s that? You’d never get past the first day? Correct.

So why not let me save you that time and grief, and actually give you something proven to work today.

Be On the Road to Selling Agency Services Within the Hour

You need to develop the competencies of reaching the person you want to talk to, and then starting a conversation with them effectively enough that there IS a rest of the call. I realize that might sound basic, but consider whether anyone else has ever put it so clearly to you.

Now I’ve distilled the precise wording that is required to accomplish those two things. I’ve put them in a book. But not a long book. This is what Kindle calls a Short Read. No padding. No filler. Just the facts. You’ll be through it in under an hour, and you won’t have to flip through it looking for the page you want to take notes from. It’s a mercifully brief, to-the-point little book. And it will help you today. Discover what I share with you in there, and you’ll be on the road to making sales of agency services like web design, PPC leadgen, SEO, social media and other services within the hour.

Think about how much time, energy, and grief this little book is going to save you.

Now go get it here. Start applying it today.

>> Jason Kanigan is a strategist who works with agency owners to increase the profitabilty and effectiveness of their organizations. Book a consultation with Jason here <<

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The Value of Good Prospecting

Good prospecting is a rarity. If you prospect well, you can stand out in a way your competitors won't. You'll shorten your sales cycle. You'll get to the point faster with more prospective customers than you have before, and faster than your competitors do. Your ideal customers will be saying, "How can we work together?" rather than, "So what's your price?"

Image by Arek Socha from Pixabay

I've covered what's wrong with prospecting before. And I've also provided a FREE solution. But I have to tell you, the records show that you folks don't click over and follow that free course from someone else who's not associated with me, ie. I have nothing in the game in sending you over there. It's simply great stuff.

The Effective Prospecting Course I Share For Free That No One Gets

Yet almost nobody hits that link.

Why?

Is the idea that you're going to have to learn something, do some work, actually go through a course to be able to prospect well too much? Or did you not see the link because it's at the end of the article? Curious.

Anyway, I signed up for a free accountability program from another sales trainer who I respect. It offers to accelerate your results through the rest of 2022, the final three months of this year. I wasn't struggling, but I do always want to be better. It's been about a week and I've already:

1 - made a new series of videos on effective prospecting, as my daily video content creation per the program

2 - hit a personal best in closing six five figure sales in one day.

And my prospecting & qualifying method, as outlined in this video series, is responsible for a lot of that result.

Here is the playlist. Keep coming back to it because I'll be adding more videos, sharing more prospecting tips. As people have pointed out many times over the years, my stuff isn't some idea, some unproven concept: it's based on trial and error and real results in the sales world over the past two decades. (Man, when I think back to the late 1990s, after I got out of college and was in my first bizdev job, just how little I knew about selling...and that nobody trained me on anything beyond technical features of the products!)

Good Prospecting Training Videos Playlist

 

The first video alone will show you the difference between the spam-a-lot outbound leadgen machine, "throw spaghetti against the wall and hope something sticks" method almost everyone has adopted and something that looks, sounds, smells and is treated differently by the prospect.

Why Is Bad LeadGen So Rampant?

Why do you think it is the automated spamming outreach method is used so often? Is it because "that's what everyone else is doing" and so that must be the way you do it? Is it because people are afraid to be human beings, and want to hide behind that automation? Then you have something to blame, right? Must be the email deliverability. Must be that headline. Must be the message content—too long, or too short. Must be anything but YOU, the person ultimately responsible for your performance.

What if, instead of (Option 1) spamming 1000 attempted connections with automated tools over an afternoon...

...using the same bland and personality-less outreach message aimed at all those undifferentiated people you probably know next to nothing about other than "They are in X industry"...

...you (Option 2) focused on 30 leads you personally pre-qualified, who are likely to be receptive to your message because of where they're at and what situation they find themselves in...

...and your intention was to start a genuine dialogue with them as individuals, not immediately whip your offer out and shove it in their face?

I can tell you from personal experience that the second option, applied consistently and not as a one hit wonder, gets you much better results over time. Just like the results I experienced, closing six high ticket offers in a single afternoon.

It is not because I am such a great salesperson. Or that I always know exactly what to say. It is because I chose my prospects and hence where to put my effort carefully.

You Can Have An Effective Outbound Lead Generation Method In Place Today

Get started on that playlist! Apply what you learn, apply it consistently, and watch what happens.

What if your employer uses the automated mass outreach approach to generate leads for you?

No problem! Use the same methods on the leads that you're given. Filter them quickly. Qualify for those indicators I teach you in the videos to look for that show you this is likely to be a good lead. Follow up using the process I demonstrate.

Just about everyone in the online marketing world whines that "If only I had more leads" they would be so much better off.

This is a lie. A falsehood. Generating increasing quantities of poor quality prospects that lead to no engagement will only waste the time and energy of the front line salesperson.

You don't need more leads.

You need good prosecting in place to bring you a manageable number of better leads you can personally engage with.

This isn't something I've made up. I've been talking about it and building my process for many years.

>> If you're ready for the full version of what is explained here, including Challenger Sale instruction, how you should think as a founder beginning to operate your business, what to give your new hires to train them up quickly on effective selling, then get Sales On Fire <<