Your message is the client’s first impression of you. Make it a good one! Be sure to address any issues the client raised and respond to their specific needs. Set a chemistry meeting with the client and plan actions for clear next steps. Finally, pay attention to the small things: address the client by his name, make sure not to make spelling mistakes, and ask the client relevant questions.
“You never get a second chance to make a first impression!” In the agency world, being human is key. Your salespersons are the first touch points with clients. Clients are looking for great professionals who are able to enhance their communication. Because they expect your team to be top players in the market, don’t underestimate your sales training and sales process. Ask the right questions to your future clients, and keep asking if you don’t understand what their challenges are. Assess their needs and make sure you have solutions that adapt to their budgets and fit their expectations as much as possible. Top salespersons spend 90% of their time listening to clients and 10% of their time responding to them.
Agencies with 1 review get hired 66% more than agencies with no reviews. Agencies with 3 or more reviews get hired 75% more than agencies with no review. Clients have told us that reviews are a major factor in their decision of who to hire. Take the time to ask your clients to write reviews. Nobody is perfect 100% of the time. In fact, research has shown that reviews that are not 100% positive are more credible.
Clients look for experienced agencies. Your profile is where you show them that your agency is the one for the job. Make an emotional connection with the client by adding a photo of your team on your agency profile – and be sure to show your smiling faces. Exhibit your track record with projects and cases that match, as much as possible, the client’s needs. Make sure to include completed projects on your profile.
Many agencies have doubled or even tripled the size of their businesses by simply responding consistently to client requests. For a majority of agencies on Sortlist, it usually takes around five tries to get their first hire. You can succeed, too – by being persistent and experimenting to see what works. Write different types of messages when you apply for a project opportunity; review your sales process; ignore requests that don’t seem like a good fit – learn what works for you.
The first positive experience we had with Sortlist was with Softscale. I accepted the project and wrote up a short text to convince them. Apparently it convince...Read more
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