Streamlined Sales Process for Agencies

All That Money on the Table? Get it Every Time with a Predictable, Scalable, and Delegated Sales and Follow Up Process

Give me all the sales! Any client with a pulse is the client for me! That’s how we’ll GROW GROW GROW!

Please just stop right there.

Not every client is a good client — quality matters.

Let’s repeat it for the people in the back:

Quality 👏 matters 👏 in 👏 sales.

Poor-quality sales and stressing out about keeping the lights on will kill your business growth. Chaos will ensue, and chaos isn’t scalable.

So how do you get quality sales in the first place?

With a strategic, streamlined sales process, my friends. Having a laser-focused and airtight sales process in place means you can optimize every single lead for maximum sales, growth, and ROI.

Let’s do this with S.C.A.L.E.

What’s S.C.A.L.E.?

S.C.A.L.E. is a proven process we’ve created to help agency owners tame the wild beast that is external and internal processes.

Why should you care? Because S.C.A.L.E. is what’s going to fireproof your agency against behemoth, cumbersome, lumbering sales processes that cost you time, money, and productivity.

How ‘bout we stop all that like, yesterday? Here’s how S.C.A.L.E. works to optimize the sales process for yuuuge growth and revenue, effortlessly.

S. See what’s happening

Agency owners, do these struggles sound all too familiar?

  • Double bookings got you double stressed
  • Proposals keep disappearing into the Bermuda Triangle of Disorganization Desperation
  • Call? What call? Oh sh$t!
  • Sales lead follow ups get lost in the shuffle and are gone forever
  • You’re so freaked out about next month’s budget, you’ll take any client who shows an interest.
  • Your business keeps having feast or famine cycles, and it’s sapping your enthusiasm and stressing out your team.
  • No one knows how to sell as well as you, because well, you’re the owner.
  • You know you can increase conversions along the sales process, but are stuck on how to do it.
  • You’re freaked out that if you turned on the marketing machine, then your sales engine would sputter and die.
  • Every third client you get is a nightmare and a broke as$ bi$ch (that’s harsh, I know I know)

You can’t fix things if you don’t know exactly what’s broken. The first step in the S.C.A.L.E. framework is pinpointing precisely where the problems are and so you can fix them.

Next, we look at where you are currently with your sales process and establish a baseline.

C. Create a Baseline

Do you feel like you’re losing your mind?

We promise, if you fix your sales process, the problems will go away. And your desperation for a client, any old client, will too. Because when you think you can’t turn away clients, your agency goes from livin’ the dream to trapped in a nightmare.

Maybe it’s the opposite. You have all dream clients, but you want more of those and you just haven’t turned on the marketing engine because you’re still the one selling.

So, let’s freshen up your sales process and get rid of that icky feeling for good. Because you know what? You’re the prize, not the other way around.

During this part of S.C.A.L.E., we’re going to take a laser-focused look at what you’re doing right, what needs tweaking, and establish a baseline of how healthy your current sales processes are.

From here, we’ve got nowhere to go but up. So what’s the next step? It’s to pinpoint the good stuff happening in your sales process and optimize and amplify it.

A. Amplify how you do it

Think we’ve gotta stop your processes in order to fix them? Well, stop right there cowboy, cowgirl, cowperson. We know you can’t just stop closing sales.

We’re catching this flight in mid-air. During the A part of S.C.A.L.E., all the good stuff you’re doing will continue and get amplified. You’ll remain profitable and growing while we fix the sales process.

How?

  • Documenting the process so you’re not relying on memory
  • Creating a reliable, consistent pipeline
  • Seeing where and what the stats are

Once we’ve got your sales process on-point, it’s time for the lead and delegate stage of the S.C.A.L.E. framework.

L. Lead and Delegate

You can’t be the closer with all the coffee. Delegating and tracking metrics means you’ll be handing the reins to the capable people on your team. We’ll show you the best ways to do that.

Because bottom line? You need a delegation process for your sales process to work.

As the owner, you’re probably the best sales person on the team. You’re closest to the product and you possess all the granular knowledge of it.

We’ll show you how to train your sales people so they’re the ones closing with coffee cups full of victory with a capital V. (Because coffee’s for closers 😉)

That’s one of the most enjoyable parts of owning a business. Keep the money tap on while you get some much-needed balance in your work-life harmony.

Because guess what? The next step is where you get to exit stage right.

E. Exit and oversee

Gracefully or with a bombastic bang, you get to exit from being an active part of the sales process. The final step in the S.C.A.L.E. framework will get you over the final hurdles to setting up repeatable sales processes that run on autopilot.

No more putting out forest fires. Take a breather and let your business work like a well-oiled machine without you needing to manage it all.

All you have to do now is put on the mantle of relaxed and content overseer. Keep a watch on your metrics so you can see how you’re growing and scaling in real time.

Agencies, Start to S.C.A.L.E. Your Sales Process

Getting your sales process up and humming along like a well-oiled machine is going to fix so many problems with your business. Mainly, the feast or famine cycle.

With a streamlined and scalable sales process, you won’t be leaving money on the table. You’ll know how much money you’re going to bring in each month. Everyone on your team, even if you’re a solopreneur, is going to know precisely:

  • What the offer is
  • Who is going to want it
  • Who you should sell it to

The result? You get to consistently keep the lights on and work with your dream clients.

ScaleTime’s Sales Process will help you figure out the scalable systems you need to close your ideal customers. Our process will also show you how to delegate parts of the process, freeing up your time.

You’ll learn how to:

  • Set goals and understand your metrics
  • Track the sales process
  • Optimize for growth
  • Delegate to a rep

*** Resources ***

Get started today with our free sales process resources.

Download the Kick As$ Sales Process ToolKit. It’s free.

Gimme!

*** Testimonials ***

Get your weekends back with a sales process that can scale your agency. 

With a streamlined sales process in place, you’ll eliminate the feast or famine cycle and ensure that you’re only working with good clients who can afford your services. Contact us today for a free consultation.

Fix My Sales Process, ScaleTime!

Top KPIs for Optimizing Your Sales Process

The best part of owning an agency? 

It’s all the stuff that happens outside the day to day of your agency – travel, watching your kids play sports, creating cool shit. 

It’s letting go and letting your business run like a lean, mean, well-oiled machine. Ahh, priceless! But priceless or not, we have to get a grip on our numbers — the sales process. 

If you don’t have one in place yet, grab our free Sales Process Toolkit. We’ll walk you through it step-by-step. 

To keep your agency running smoothly and scaling, you must keep track of all your processes, the people, and the performance. Today, we’re going to dive into the agency sales process with the KPIs you need to measure success. 

“But Juliana, don’t I just measure revenue when it comes to sales? My sales are great!”

Well, that’s good to hear, and it’s true — your sales process is measured in revenue. 

But that’s not all. 

Measuring revenue is one thing.

Measuring other top KPIs will help you optimize it, get straight A’s across your sales scorecards, and identify room for growth

And remember, you want to keep your agency running smoothly. These top sales KPIs will help you do just that. Let’s take a look at the metrics that’ll help you develop an excellent agency sales strategy. 

Why you need data to go from good to flat-out great: Sales accountability 

If you haven’t already, you need to start making decisions based on data, not feelings. The more we use data to make decisions, the more objective our choices will be. Ultimately, this will make our business more agile. 

The thing is, inaction costs money. When we don’t have the data we need, we won’t act. So, having data makes it easier for us to act and to make accurate decisions. 

Am I saying eff it to feelings? No. Sometimes it’s good to listen to our gut. 

But looking at the data instead of relying just on feelings will save us time and money in the long run while keeping sales accountable to raw, hard numbers. 

Profitability: The King KPI

All right, there are different types of profitability. But let’s keep it simple so we can get a grip on our actual sales numbers. What’s the simplest profitability KPI?

Sales minus costs. 

That’s where you get your bottom line or your profit margins. When you look at this super simple metric, it gives you the ability to identify and cut the fat. 

So, why is this important? It all goes back to sales accountability. When you’re able to see where things are dragging, you can cut that out and make your business more agile and profitable. 

Customer Acquisition Costs KPI (CAC)

Everyone and their uncle claims to be a marketer nowadays. No matter what, though, marketing is getting super competitive. Measuring how much it costs to get a new customer will help you keep these costs reasonable. 

Here’s how you measure it:

CAC = costs related to getting new customers divided by the number of customers.

And here’s an example:

Let’s say a SaaS company spends 20K on a marketing campaign and customer acquisition expenses. They get 3500 new customers from this campaign. 

So, 20,000 divided by 3,500 is 5.71. It costs the company $5.71 (CAC) to acquire each customer through this campaign. 

Average Sales Cycle Length KPI

“How long is this lead going to take to close? Oh crap. I don’t know if I can keep the lights on next month. Good thing I like Ramen. ”

Measuring the average sales cycle length will make your sales forecasts more predictable. Get a certain number of leads, and you’ll know what your numbers will look like down the line. 

This KPI can help reduce the whole feast or famine thing. If you measure this KPI and decide to reduce it, you can boost your revenue growth. 

Keep in mind that if you sell to small business owners, your sales cycle will be shorter than if you sell primarily to enterprises. Also, customized products and services will have a longer sales cycle than something pre-made. 

Where you get your leads is also going to impact this KPI. Outbound lead generation where there’s low purchase intent will equal a longer sales cycle. To make sure you get an accurate picture, segment the equation down to:

  • Lead source
  • Prospect size
  • Product sold

First step:

Add the (X#) of days from the first contact to customer conversion for all deals = Total (X#) of days for sales combined. 

Next step:

Total (X#) of days for all sales combined divided by (X#) of deals = (X#) of days to the average sales cycle. 

It’s essential to measure average sales cycle KPI before diving into the next — SQL, or Sales Qualified Leads, to win conversion rate. 

SQL to Win Conversion Rate 

Sales and marketing need to be aligned to keep the entire sales process running smoothly. 

Sales Qualified Leads (SQLs) represent those prospects that have expressed enough interest in your business to officially enter the sales process.

Measuring SQL to win helps your teams stay on the same page regarding the volume and lead quality that marketing passes off to the sales team for sales proposals. 

With this KPI, you’ll know conversion rates and gain the insight needed to pinpoint opportunities to improve your agency sales cycle. This KPI will improve sales accountability. 

How so?

It helps uncover efficiency deal closers and if there are any problems with the quality of sales opportunities. Conversion rates can indicate whether or not there’s something wrong with lead generation efforts. So, here’s how to measure it:

(X#) of deals won divided by (X#) of sales qualified leads equals the (X#) win conversion rate.

Measuring Sales Process KPIs: Key Takeaways and Action Steps

All right, it’s execution time. The first step, grab a copy of your P&Ls going back the last six months. 

“Uhhh, what are P&Ls? Don’t think I have those . . . “

Then that’s your first step. You need the data from your profits and losses (P&L’s) for the last six months to even begin measuring your sales KPIs. It won’t take too long, and you should be doing P&Ls once per month. 

Okay, got your P&Ls? Calculate your profitability and find your profit margin. 

Do it per client or per service if you’re a full-stack agency. This will help you identify the clients or services that are costing too much. 

“I’ve got some loss leaders, but I upsell!”

Well, okay then. Include upsells in your total revenue. 

The key takeaway? Be ruthlessly honest with yourself, especially when reviewing profitability per client. Remember, it’s basing decisions on data and not emotions that are going to make you scale. 

Use your sales process KPIs to get hyper-intentional about how you design your business, make decisions, and overall, run your agency. 

Now, go out there and kick some as$, Gladiator!

Client Interview Questions & Insights

Bill Gates once said, “Your most unhappy customers are your greatest source of learning.”

Wait, what?

Did he just say the most unhappy

What – wait, what about the others?

Well, they add to your learning curve too. 

Provided you know what they are actually thinking!

If you’ve been wracking your brain to find new ways to reach and connect with your target audience, interviewing your clients during the offboarding process can give you great ideas and insight.

A recent colleague asked, “But Juliana, how do you manage to do a great client interview in a candid way, that they spill the beans?”

Well, this is how. 

Scheduling an Exit Interview

I reach out to interviewees a week or two in advance, with a simple email asking their availability for a 25-minute interview.

Once I get a go-ahead, I ask them the following questions during the interview. Let me Disclose these are not my questions. These have been passed down from generation to generation of marketers like a fable and the source has been washed by the sands of time. 

They are still my favorite though. 

Before we jump to the questions, here are a couple of tips for you from a pro:

Pro Tip: These are time-tested questions that have helped me receive some of the best responses ever. Altering them isn’t recommended. At all.

Super Pro Tip: Keep asking “why” to get to the heart of the matter.

Potential Client Interview Questions to Ask

  • Before we started working together, what were you trying to do? What were the challenges you had? What were you trying to accomplish? Why?
  • What were you frustrated by? What problems did we help you solve in your business? Why?
  • What did you want? How do we improve your business? Why? They need your help and are here because they would like to work with you. Try to understand their business ideas and vision so that you can help them better.
  • What are your expectations? Keep track of client’s expectations. As scope and expectations change, so should the contract
  •  What was your fear? What were you concerned about? What was your fear if you didn’t get what you wanted?
  •  How did the other people involved in the decision all feel about this? What did they want? What were they frustrated by? What did they fear?
  • What are your overall budget and projected starting date of the project? Knowing both pieces of information allows you to come up with an accurate estimate that matches not just on price but also helps you to accurately prioritize projects
  • What are your expectations on having good customer service?

If you are not sure if you can actually help improve their business. We would suggest asking your potential clients these critical questions to understand their goals, expectations, plans, and objectives. Don’t over-commit just to win client’s business.

Questions to Understand the Pre-Buying Process

While email marketing doesn’t really focus on these questions, you can use them for future reference, especially while conducting a sales call. Ask these questions to your prospective client,

  •  What was most important to you when you were making a decision?
  •  What factors didn’t matter as much?
  •  Who was involved in the decision-making process? Who made the final decision or signed the contract? What was their title? It’s critical to figure out if you’re speaking to and dealing with the right decision-makers, as well as to understand the entire process for a business or project.
  •  Who else did you look at? What other companies did you talk to? What other ways did you look at solving this problem?
  •  Why did you decide to go with us versus other companies or alternatives?

Questions to Understand the After-Sale Process

  • What do you like about us?
  • How could we improve? Any feedback?
  • If you were to describe what we do to another company, what would you say?
  • Is there anything else you want to add or how we can be helpful?
  • Based on what you know about us, can you think of anyone else whom it might make sense for me to talk to?

To make the process simpler, I open a google doc on my screen before I start the interview and copy and paste the questions listed above.

I take as much notes as I can o catch the feeling that the customer carries for my brand.

Sup Up Client Insights

As it turns out, scheduling an exit interview with your clients helps in getting the much-needed brand clarity to drive more customers to your offerings. 

Conducting an offboarding client exit interview also enables you to figure out what your target audience genuinely wants — not what the industry says they do.

So, if you’re keen on capitalizing on consumer decisions and behavioral studies, begin the charity at home by interviewing your clients during the offboarding process. 

  1. Schedule your exit interview. Use the question “why” to dig for those nuggets of insight.
  2. Ask questions that uncover your client’s pre-buying processes, like why they chose your company over a competitor, and who was the ultimate decision maker.
  3. Uncover your client’s after-sale thoughts. Find out what they enjoyed about working with your company, and what they didn’t. 
  4. Use the end of the interview as an opportunity to ask for referrals. 

Oh, and always remember to thank them before starting the client interviews and again while wrapping up. 

After all, they’re doing you a favor. 

So, be sure to treat it like one.

How to make sales hiring less confusing

No one can sell as well as I can,” says just about every badass agency owner that crushes sales

Small business owners spend up to 30% of first year’s salary, on average, and waste up to 4 months searching for the right candidate (Source: ADP)

Sales can get even more confusing: salaries, commission structure etc. and wtf is a draw?

Sound insane?

Think … how much time have you spent trying to hire a “salesperson” that “works”?
An SDR (sales development rep)?
A BDR (business development rep)?
A closer? Screw the acronyms… a list builder?

LEVELING OUT THE PLAYING FIELD


Meet Meg:

Meg has an amazing 7 figure agency
Working 5 days a week, 6 hours a day, big clients
Pretty sweet, right?

Has a great foothold in the SF and NY markets

It gets sweeter…
Most of her sales were from referrals and although her clients were corporate, she was able to bank on an amazing reputation and her 1 call sales cycle was a pretty outlier … pretty indeed

And then…
she decided she wanted to go after
a different market,
a different vertical, and
at a different price point
For funsies 🙈

She decided to hire a salesperson
She never really had to hire one before
And few failed attempts in the past never resulted in any kind of ROI

Hence, she had so many questions:
What type of salesperson do I get?What do I pay these people?How do I train them?

Why did this weigh so much in my (scaling) heart?

Myth:
If you hire an experienced salesperson, they start selling on Day1

Fact:
The best organizations have sales training that lasts between 3-8 weeks

SCALETIME TIP
Set up a training schedule for your sales people, whether they are junior, senior or trainers, so they are entrenched and sold on your product/services everyday – have them drink the literal “Kool-Aid” that they will be selling.

I asked Meg to solidify a few things before she took someone on:

  • How long is it going to take your salesperson to ramp up (learn the products, the sales strategy, tactics, process and competitive landscape)?
  • How long is it going to take your person to start seeing sales (= ramp up + average sales cycle)?
  • Do you have all the sales materials, processes, and resources ready for a salesperson?
  • At what point, do you profit from the salesperson? For instance, they work for you for 6 months and make 20k in revenue and you have paid them 15k base plus a $1,400 commission on a total profit of $3,600 – Is that 18% ROI in half-a-year really worth to you? ehhhh not so much.

I gave an example of a recent client and her sales structure who owns a niche Ad Agency and has a fully functional lead generation system that feeds to her 3 current sales reps:

  • New hires are paid $2500/month for the first three months (what she considers the ramp-up)
  • After the first 3 months, she pays $3500/ month with 10% commission for new customers and 5% on past customers (note – she has an incredibly large portfolio of clients)

CRITICAL DECISIONS


She also had to make decisions on how she was going to pay this new person and I gave her a few rules of thumb:

Compensation:
A good rule of thumb is to compensate depending on how much they are going to do of the user acquisition (basically how much of the funnel are they in charge of).

Just Commission (Not recommended):
If it’s just commission, you can think of it as a referral or marketing fee.

She also had to make decisions on how she was going to pay this new person and I gave her a few rules of thumb:

  • 10% for all leads
  • 15% for qualified leads that you close
  • 20% of all leads that they acquire and close

Now, this is assuming that they hunt, gather and bring the bacon to the company so you are not spending additional resources on marketing.

Most great sales reps will not agree to commission only because

1. They need to ramp up

2. They consider it equity and they are not looking to be a partner in your firm unless they are – then that’s different

Just Salary/ Wage: (if they are closing, no bueno)
This is good for people who are helping you set up sales systems or sales coordinators who are doing all the administrative piece of the sale. This is about average 15 -20/hour, 30-35k a year.

Salary + Commission: the best practice for closers
In this case, you want the base to be a livable wage with a credo of: “May I never go hungry again”

It’s an average salary of 35-45K a year for sales reps in NY (for comparison)

And any commission is the gravy for shiny new toys and fancy foodie dinners

Some companies do a split i.e. if your sales rep wants to be making 150k a year and your formula is 50/50 then you would provide 75k and they would target 75k in commission for sales. Or you can do 40/60 and so on depending on how much hunting they will do.

The actual commission in this piece is on average 5-10%, most businesses consider 7% or above to be generous.

Now you may have heard about commission structures — if you wanna get faaancy. What that looks like is a tiered system that incentivizes the salesperson to sell more. For instance: you get 5% for the first 100k you close and 7% after that for the rest of the year.

Thanks, Juliana! “now I’m officially confused — what did Meg decide?”

She was ramping up marketing and she really needed someone to help her with lead coordination and setting appointments. Last time she tried hiring a closer, it didn’t work out because enough leads were not trickling to feed them and keep them happy.

This time, we made sure she:
1. Gathered all the sales assets she needed
2. Put together a training schedule for her junior sales coordinator
3. Hired them at $12/hour for sales and marketing admin work and $40/booked call
4. Trained them in setting calls and product knowledge
5. Promoted them to a junior closer 5 months later

DOWNLOAD YOUR BRAIN


Don’t you just hate leads and opportunities with all their pesky questions? 
What’s your price?
What are your offers?
Who have you worked with?
Meh meh meh LOL

Instead of being irritated by the range of innocuous to almost offensive questions that the sales cycle consists of, be ready to lay down all the answers like BOOM!

As opposed to blurting out (in your head)
“STFU, pay me and help me help you”
Take a look at this list and make sure you have all your stuff ready to email back within 2.5 seconds flat.
Before the little voice starts chattering and kills your deal
>>> Check out the Sales Process Toolkit

IMPROVE YOUR TECH STACK


Thinking about recording calls…
For sales training?
For marketing content?
For improving conversions?

  • Tape a Call is a little app you can download to make calls from your mobile
  • Uberconference  is a free web-based call recorder that lets you take calls from anywhere in the world
  • Jive is a VOIP that allows people to have a “physical” phone line too
  • Toky is amazing for call recording and message centralization, great integrations with Pipedrive and WhatsApp for business
  • Zoom for when you are ready to level up and do video calls. It might be a little scary, but it’s worth the conversions!

CLIENT WINS: CRUSHING IT & ENJOYING LIFE


>>> Before firing his biggest client which was 65% of his 7 figure agency (ouch), I told Jeff that he needed to fill his sales pipeline. He did. After much resistance to putting in a real sales process, he started crushing his lead gen on LinkedIn and repeatedly got ideal clients that made his team really, really, really happy 😊

With zero additional sales training, and just sales process he and his number 2 increased their sales closing rate up to 85%, consistently … not bad indeedy

Is your CRM System Leaving Money on the table?

I just want to sell, I don’t want to spend time doing admin,” said one of my dear friends and a serial entrepreneur.

According to SalesForce, using a CRM can increase your revenue by 41%!!!

Are they simply using a fuzzy stat to sell more software?

I thought that too.

But think about it … how much money are you leaving on the table by relying on memory and forgetting to follow-up?

I am especially guilty of doing this at conferences… Traffic & Conversions or Inbound, anyone?

LEVELING OUT THE PLAYING FIELD


Meet Nate:

Who decided to upgrade from his spreadsheets (thank the universe) and move his pipeline over to Asana.

He was already using Asana for project management, so naturally, why not?

It was going well until he turned the gas on his marketing. He realized Asana (or spreadsheets for that matter) doesn’t send you reminders or give you sales reporting or sync up to call scheduling.

$hit, he needed help with the massive follow-ups he was faced with now.
And he needed to hire sales peeps.
And he needed a real CRM.

Reluctantly, he looks for a CRM that makes sense for his business and team. He had sales trauma from the agency he used to work at and he didn’t want to get bogged down in sales admin or a clunky system.

Nate starts to wonder…

  • Should I uplevel my CRM?
  • Should I hire a “closer” to just delegate the whole thing?
  • Should I shut off my marketing because I don’t want to hire people?

In defeat, Nate takes out his notebook and pen and writes out which proposals are out with due dates and triumphantly decides:

“If they are not one-call close, they don’t deserve to be followed up with!” he was done with it all!

Why does this kill me a little inside?

Myth:
Sales is about closing. That’s it!

Fact:
80% of sales are won in the followup.

SCALETIME TIP
If you are “the” salesperson, a sales system will make you more money. If you are hiring a jr. salesperson, a sales system will help train them. If you are hiring a sr. salesperson, a sales system is expected. Sales System = More Money

So back to Nate…

We had to break Nate free from his past sales trauma (of red tape and big agency overloards) and show him we could create a simple agile system that would grow with him and his team.

Here are some of the things we did with Nate…

  • We picked a CRM that integrated with his email (he had Gmail, we picked Copper)
  • Created a lead pipeline that was easy for his sales coordinator to prioritize,
  • Set up a visual pipeline so he would know where the bottlenecks are,
  • Developed a dashboard with activity types that made followup EASY
  • Made sure his current opportunities were in the right place and kicked out the tire kickers from his pipeline so he didn’t waste any time.

DOWNLOAD YOUR BRAIN


Reinventing the wheel when it comes to Sales sucks. Being asked a million questions by legit opportunities for case studies, decks, or the random objection handling that needs to be done can be super triggering if you can’t email it back in 2 min.

Check out our checklist to see what info you may need so your future team can followup like champs! Sales Process Checklist  << Check it out!

IMPROVE YOUR TECH STACK


Looking for a CRM or thinking about upleveling current one?

  • Streak – the starter CRM that feels like a spreadsheet layover on your Gmail, great for solo agency owners that are doing their own sales,
  • Copper – great for small sales teams that integrate with gmail and want sexy AF dashboards on data studio
  • Pipedrive – great for small sales teams that integrate with outlook and want super easy integrations with other sales apps
  • Hubspot – great for small to large sales teams that have hubspot marketing suite integrations

CLIENT WINS: CRUSHING IT & ENJOYING LIFE


>>> He booked more sales calls in 1 week than he had all year.

I am so proud of Nic of Vanguard Media who 300Xed his business last year and sent me this wonderful villa property that he is procuring in Thailand to host retreats.

He is onboarding 30 clients this month… not bad

How to Price Your Services: 4 Service Pricing Strategies

Juliana, how do I price myself?

Let’s not talk about breakeven points and operating models (you can call me for that). It’s truly hard to price a new service or an offering, but, we need to get over the emotions that come with it and start putting it out there.

I hate to say it to the ladies, but we are the worst. It’s the whole socialization of humbling values that have been instilled in you since you were a wee one. Guys, you don’t fall too far behind. You are an entrepreneur now, get over it. Own it. Don’t apologize for being “expensive.”

There’s all this emotional clutter that comes with monetizing your services. It’s like you are putting a price on yourself and for service providers, you are. It’s your discipline, your years of study and or practice. The amount of experience and crap you have to put up with to go out into the world and say, “This is how much MY TIME costs.”

A colleague of mine, Lisa Velazques who is a Love doctor, (I love saying that because it’s true) says that individuals either have a good relationship with money or they don’t. It encapsulates every dollar conversation I have. You have to start having a good relationship with your money, with yourself, and start owning your price point.

Juliana, But seriously how do you price your services?

The same you would a product – test the market.

It is the best way to start and in your field there will be a wide range. Your job is to figure out what components make that range, and then, where you fit in it.

For example: lawyers can get paid between 100 – 1200 an hour, and sometimes more.

Gasp. I know, mine charges me by the tenth of an hour. He is absolutely amazing: so, I pay.

ScaleTime’s Pricing Tactics:

  1. Figure out the market you want to cater to ranging from accessible to affluent.
  2. See what your competitors are charging in that market. There will most likely not be too keen to give out pricing to you, but you can always have a friend or associate ask for pricing on competitive services.
  3. Insert yourself in the market and start putting your price point in the hands of potential clients. If there is no pushback, you are probably pricing too low. If there are no buyers, chances are your price is too high for your offering or market.
  4. If you are not comfortable saying your prices, your leads will know, they will smell blood and they will pounce.

Pick a comfortable price point and stick to it.

You are the one that gets to go out into the world and say, “This is how much MY TIME costs.”