We are all spending time prospecting…cold-calling…researching…presenting…when we really just want one outcome: a close. The crazy part is that purchasing decisions are constantly changing. So, of course, that means we have to change too. And not only are decisions changing. People are changing. Gone are the days of people reacting positively to high-pressure sales techniques. So, our job is to find that balance between being persuasive and annoying. Nobody wants to be “that annoying guy.” You know the one. But, as an agency owner, you want to see your bottom line grow, too. So, what do we do? How do we avoid being a nuisance? What steps can we take to close prospective clients? I’m convinced you’ll find some valuable answers below.

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As the Coronavirus quarantine starts to lift and the world starts to get back to normal, digital agencies need to reflect on what we’ve learned over the past few months.

One of the most common questions I’ve been getting over the past several months is about how to stay calm. As the sky is falling down around you, how do you minimize stress so you can think clearly, make smart decisions, and adapt? 

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It sucks talking about money. 

We’ve all had that moment when we tell our prospect, “My service costs $X” and the number lingers in the air. You start thinking, “Is their jaw going to hit the floor? Are they going to walk out? Or did I actually price it too low and they’re going to think I’m an amateur?” 
I’m not going to say you should never give a discount, but today I’m going to share five ideas that are even more powerful. Try these and you can get the results you’re looking for, while keeping your money. 

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I spend a lot of time at client meetings, mastermind events and in Facebook groups talking to other agency owners about what they can do to reach new clients. To acquire new business. To generate new leads.

Now, of course, I recognize the importance of all of these conversations and what they mean to building the business that we’re all trying to build.

But, humor me for a minute.

Is there a chance that sometimes we’re focusing on the wrong aspect of building our agency? What if we had a shift in mindset? What if, just for today…or this week…or this month…we need to set our sights on our current clients?

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And there are countless more unknowns. So even as things slowly start to recover, many digital agency owners and aspiring entrepreneurs remain fearful about the future. “Is now a good time to launch my business? Will I really be able to grow my business over the months ahead?” 

The good news is that we can look back at depressions and recessions throughout history and learn lessons to apply to our current situation. Countless businesses have been launched and grown during economic downturns, and we can do the same. 

Keep these principles in mind to survive and thrive…

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We get emails every day from business owners scrambling to survive the Coronavirus recession. Everyone is looking for strategies and ideas to weather the storm. 

The vast majority of people completely forget about an incredible asset that is sitting right under their nose… their dead leads. Many of our clients track their outreach with a spreadsheet, or with a CRM like Pipedrive. If you do as well, this is a great resource to start generating new business. 

Here’s how to heat up those dead leads and start making sales… 

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I see so many businesses right now that are saying, “The economy is doing terribly, so we’re going to stop spending money on advertising until things get back to normal.” This is like saying there’s not enough oxygen so you’re going to hold your breath…

The fact is, you need to advertise more during a recession. And in fact, all of the things business normally do become more important:

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It’s true that times are tough. If you’re scared or hurting, you’re 100% justified to feel that way. I totally understand, and I’d be lying if I said I’ve felt uncertainty creep in as well. 

But at the same time, there are massive opportunities being created right now. And if we can take a moment to collect ourselves and focus on taking proactive steps, you just might realize there are ways to actually grow your business bigger and faster than you ever imagined. 

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