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Resources:

20+ Proven Marketing Ideas (Notion Doc)

The Referral Engine (Book)

Just Ask! (Book)

The best (and easiest) way to get clients is when they come to you with a need.

What Are they looking for?

• Competence - someone who can do the job right
• Trustworthy - Someone they can trust
• Reassurance - Someone who has proven they can build it
• Worth It - Value exceeds the cost
• Easy To Engage - Something that won’t cause pain
• Excitement - Someone that gets them excited about the project

How to handle an inbound interaction:

Pro tip: Know where they came from

Pro tip: Do it face-to-face on ZOOM

Inbound Call Framework:

1. Pleasantries
2. Spend just 30 seconds trying to make a connection
3. Lower the temperature of the call
4. Comment on their business, area, or industry
5. How can I help?
6. You are here to diagnose and prescribe, NOT SELL
7. Allow them to do the talking first (It’s much easier when they talk first and give you the ammo you need.)
8. Problem/need
9. Listen to what they say and try to identify the main pain point or need that triggered them to reach out
10. Do some digging and ask great questions
11. Scope/expectations
12. ASK QUESTIONS
13. How many pages do you need?
14. What do you want it to look like?
15. What unique features or integrations are needed?
16. What is your timeline?
17. Anything else you hope to accomplish with this project?
18. Price Transition
19. Confidently lead into price, don’t avoid it.
20. Price anchoring
21. Price
22. Give them a price bid
23. Proposal/contract
24. The proposal process was basically done during this call
25. Move right to the agreement
26. Don’t give them too much space
27. Explain how it all works and set expectations
28. ALWAYS schedule the next call (Kickoff call)

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