Double Your Freelancing Podcast

S03 Episode 3: How Meteoric Growth Impacts Sales with Drew Sanocki

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Advisors lead by developing a trusted relationship with prospects. This takes out a lot of traditional pitching for business and transitions to paid connections. You become more of a consultant than just a hired gun.

Drew Sanocki and Michael Epstein are partners at Growthengines.io, which has grown from being brand new to generating $1 million in revenue in less than a year through retainer work. How has it gone from nothing to where it is at now in such a short period? What impact does that have on the way that it sells?

Today’s topics include:

  • Agony and pain that comes before success and figuring out a model
  • Insights: Moving from 1-OP projects to ongoing retainers, and going
    • to higher-end retainers
  • To go up market practically and mindset-wise what needs to change is
    • the 80/20 rule: 20% of clients were driving 80% of the revenue;
    building an agency that targets the 20%
  • Structuring things differently to attract and convert the bigger
    • fish; generating valuable content and marketing, and focusing
    offering on the highest value adding aspects
  • Typical Lifecycle: Hear about Growth Engines, sparks interest,
    • follows a call to action/lead magnet, and tag leads for initial
    engagement and email sequence
  • Selling Process: Once prospect is qualified, they are funneled
    • through various offerings, such as courses and roadmap growth audit
  • Sometimes a sales call is not even necessary; convince them without
    • it
  • Focusing on standardization, process improvement, and fulfillment
  • Communication Process for Qualified Prospects: Emails for engagement,
    • but not a lot of selling that has to happen
  • Follow-up efforts with those who choose not to opt-in
  • Pulling data to generate reports and drive presentation deck to
    • deliver to client; making deliverable more productized and systemized

    Resources and links:

    • Growth Engines
    • Growth Audit
    • Nerd Marketing
    • Drip
    • Jonathan Stark
    • AutoCrat for Google Sheets
    • Mastering Drip Email Marketing Automation
      • ...more
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