One common concept taught in the art of selling:
"It's just a numbers game."
"Once you know your conversion rate, you know exactly how many sales call you need to make in order to hit your revenue goal. You'll also know exactly how much each call is worth for your business. This will take away the fear of selling."
This is partially true.
Because you do want to know your numbers. The ultimate goal for your online marketing strategy is to create an asset that can turn $1 into $2 or more.
But this is also partially misleading for a service provider.
You, as an agency, isn't really in a numbers game. You're not selling an ebook on Amazon nor selling a course that can be downloaded by 1,000 customers at one time.
You provide an actual service designed to help your clients get actual results. This means there is a limit to how many clients you can serve at any given time.
When you're looking at your marketing as "I must close one client out of every five calls", you forfeited your right to pick and choose only the perfect fit to serve.
On the other hand...
If you no longer look at your market as a numbers game, you'll set yourself up for greater success because you will never rush into taking on a client unless you're 100% confident you can help him get the best result.
I'll end today's email with the #1 principle my mentor taught me when I first started learning copywriting:
"Never give a quote just because a prospect asks for it."
Remember, it's NOT a numbers game.
P.S. If you want to work together on a project, the first step is a quick, free 30 minutes "Discovery" call: https://wuyenhsu.com/apply
Ever read the fable "The Rivers and The Sea"?
One day, the Rivers joined together to complain to the Sea.
They say that the Sea is making their sweet potable water into salty and unfit to drink.
The Sea, of course, would not take the blame. He claims that all they have to do is cease the flow if they didn't like it.
We see this a lot in the marketplace.
Markets, where used to open blue ocean with lots of opportunities, turned into a vicious red-zone where everyone is undercutting each others' price, pointing fingers, and blaming their competitors for jading up the market.
What if we cease the flow?
We stop undercutting just the price but focus on maximizing the value to justify any premium price.
We stop pointing fingers but invest the resources into providing a better solution.
We stop copying and plagiarising our competitors but re-exam ourselves to find a New Mechanism to make us unique.
It really is a better (& easier) way to make a lot more money.
Here's the fact: The copycats will flow as they will. The competitors will do as they want. But you don't have to follow.
You can be the fresh, potable water you want to be as long as you cease your flow by doing this instead:
When I first offered email copywriting...
I was challenged by a few people:
"Email doesn't work anymore. Nobody uses email and it's full of spams. Email is like Blackberry - old technology that no one wants. You should be doing Facebook Group... or Instagram... or SnapChat. Anything but email will work."
They made it sound like email is some sort of no-men zone of wasted land where everything is abandoned.
But the funny thing is...
They're also the people who send in their feedbacks THROUGH emails and based on researches are opening emails 5, 7, 13 times every day.
They simply can't stand the little red notification on their phone telling them they have unread emails. They even check their inbox every two hours when there is no notification...
No wonder we've had experience in a country where it's "commonly known" to not use email anymore but end up getting 90% open rate for a recent promotion.
That's the hard truth. *epic background music*
While new social media platforms are great opportunities to explore, the money will remain inside the list - for a very long foreseen future.
Now, if you're ready to stop being the "cool kid" and embrace the technology that'll make you some good ol' money, it's time to check this out:
I bet you've never had the experience where you walked into a retail store, and the manager walks up to you saying:
"Welcome! Please look around but DO NOT buy anything. Instead, let's sit down and have a small chat. For the next week or two, I'll demonstrate my 'goodwill' by sending you a lot of articles THEN we'll finally discuss what we can help you with. In the meantime, you're not allowed to make any purchase."
That has literally never happened in the real world...
...because it's just DUMB, right?
Think about it. If someone enters your store, whether that's an online agency, a retail store, or a restaurant, they're looking for something right there, right now.
It might be a problem they want to solve, or a pain they want to rid, or a solution they want to find. It's no good for them (& for you) to delay the solution and take away their opportunity to solve their problem.
So the next time you felt compelled to create a "goodwill" email series or a "goodwill blog post", ask yourself why you're doing it?
Is it really for the clients' benefit?...
Or is it just to hide the fact you're afraid to sell?
If it's the latter, picture yourself being seated at a restaurant where the server insists on talking with you for 2 hours before bringing you the menu...
If that sounds dumb, don't do it yourself.
Do this instead: https://wuyenhsu.com/apply
I remember reading a fantasy novel which talks about an imaginary story when the Han Dynasty went to war with the Roman Empire...
Long story short, it's a war N-O-B-O-D-Y wins.
During the 1st and 2nd century A.D., the transportation technology was limited to animal power and the road condition.
While both the Han Dynasty and the Roman Empire had technology far beyond any other cultures at the time, and both had powerful armies that could easily conquer any enemy...
The distance between the two is too far apart that they're completely outside each other's maximum controllable territory.
So even if the two mighty empires did went to war...
The end result: Hundreds of miles of wasted land, tens of thousands of lost lives, millions in lost money... but absolutely no gain for either side.
That's a war with no winner.
And you know what else is a war with no winner?
A price war.
The war where every competitor in the market tries to undercut each other with a lower price regardless of their margin.
It'll quickly become a race to the bottom and the worst thing that can happen is to actually win the war.
Find a way to truly understand what your market wants (& needs)...
Hint: 99% of the time it's not a cheaper price.
Discover the real value you can provide and communicate it effectively with your audience, like this: https://wuyenhsu.com/apply.
And you'll never have to get involved with the price war which will only leave you getting paid far less than what you're worth.
"This is a game of focus."
"Now attention is like a spotlight, and our job is to dance in the darkness."
"The human brain is slow, and it cannot multitask... You get their focus, you take whatever you want."
These quotes are pulled straight from the movie Focus. It's the true wisdom of Apollo Robbins, the con artist mastermind consulted for making the movie. He's called by Forbes to be an artful manipulator of awareness.
While we should A-L-W-A-Y-S be operating out of total integrity, we can't deny there are lots of similarities between the art of con and the art of marketing.
After all, they're both a game of focus.
Your prospects are busy. They have a million things happening in their lives and they're bombarded with hundreds of advertising every minute.
Who cares about what sponsored advertising has to say?
To make it worse, the market is jaded with 2nd grade marketers who want to swipe & deploy other people's ad and call it a day.
So attention is in short supply these days...
To capture your audience's attention, you need to understand what's keeping them awake at 2 am in the morning. Find out their fear, desire, and core needs... Discover their market awareness and the market sophistication.
If you can't answer all these questions, you'll never master the game of focus. Needless to say, the game of marketing.
Now, to be brutally honest with you, the art of focus takes intentional practice to master, and it might not be for you.
Perhaps all you want to do is to focus on what you do best - helping your clients get the best result - and you're not interested in the whole marketing thingy.
That's totally fine.
But someone in your business (or in partnership with your business) needs to master it for you. Just like this:
As an agency, you do hard work...
In other words, you provide real services to help your clients get results in return for a good fee.
Apart from info-product guroos, you're in a very different business. There is higher head cost, more investment (i.e. time, money, and hard work), and there is a maximum cap on how many clients you can serve... that is before sabotaging your lifestyle and the quality of your work.
So while it's great to get more clients, it's equally important for you to recognize the red flags on who NOT to take on.
Here's a few to get started:
1. Cost Only Clients: Clients who view your service as merely a cost, not as value-added, are always a red flag. Keep in mind, you're in the business of providing value. This means your clients are actually purchasing money at a discount by investing in your service, not just a cost to be written off.
2. Hourly Rate Clients: When clients are asking for your hourly rate, they've already shifted their mindset from how much value you can provide to how much work they can squeeze out of you... Does it really matter if you're only spending an hour but you're getting them $10 return for every $1 invested?
3. Know-It-All Clients: Sure, we all need to listen carefully to what our clients want. The goals they want to achieve and the challenges they're facing. But the truth is they came to you because whatever they've been doing doesn't work. No matter how great they make it sound like they're doing right now.
4. Unreasonably Busy Clients: Are they always showing up late, demanding last-minute deadlines, or pushing the boundary line by requesting even more meetings? People who don't respect your time won't respect your work nor you as a person.
5. Needy Clients: One needy client can throw your whole month's schedule off track. No, you don't need to be 24/7/365 on call for your clients. And no, you don't need to give them your cell phone and answer SMS texts at 2 am in the morning. Common, you're a service provider not a nanny.
6. Money Trouble Clients: While financial difficulty may not be your clients' fault, but it's always a big warning sign. Whether it's a shortage of cash-flow or because they want a last minute revision or because they want the upper hand in future negotiation. You should seriously consider firing the clients once and for all.
7. Full of Excuses Clients: Success is rarely the result of one single factor. It's a combination of the product, the strategy, the delivery, the marketing, and the copy altogether. If you realize your clients are giving lame excuses for not providing you with what you need, they're not serious about getting the result and you can forget about getting that testimonial.
8. Just Give Me Clients: You'll definitely run into prospects who ask you, "All I need is XYZ service, don't ask that many questions and just give me the quote." So keep this in mind: You are NOT required to give a quote just because someone asks for one.
(I learned this from my mentor, Lukas Resheske.)
9. No Clue Clients: You've probably had the experience (& headache) talking to clients who have no clue what they're doing - no product, no audience, no niche, no avatar, no testimonial - and they want you to make them rich, overnight. We do marketing, not magic.
10. No Competitor Clients: This one is counter-intuitive. Isn't it good to have no competition? Actually no, because 99% of the time it's not because there isn't any competition but just because your clients have too big an ego and WANT to believe they're super unique. You can't help an ostrich who's plugging its head into the sand.
Now, I guarantee you'll recognize more red flags for your business but this is a good list to start with.
Of course, firing existing clients and turning down potential prospects is hard. One of the methods to make it a lot easier (which in turn makes your life easier) is to understand this:
"The Diamond is Forever."
It's the commercial slogan Frances Gerety created for De Beers back in 1947 to promote a type of stone which they have too much inventory both in their storage and on Earth - diamond.
The truth is diamond has little value and isn't particularly special in the natural world.
It's not rare and it definitely can't save a broken marriage.
But the campaign was such a massive success it's hard to imagine a proposal or wedding without these shiny stones.
One of the major reason for the campaign success was the association with the word "Forever." Actually, it killed three birds with just one diamond...
Since you're only going to buy one, and it doesn't go bad, it matches the word of forever...
Since you're supposed to keep ONE for a lifetime, the company doesn't have to worry about customers finding out the real value of the stone when trying to resell it...
Since everyone wants their marriage to be happily ever after, they're emotionally sold for what the diamond stands for in their marriage...
So good luck proposing without a diamond ring.
This is the power of capturing the right primal emotion of your target market in your marketing message - ever loyal fans and lots of money.
Here you go...
The secret of great marketing lies not in arguing about what great features you have but in capturing the emotion and incorporating the value BEFORE you even start selling.
Enters the Presell Profit Cycle (https://wuyenhsu.com/apply) the easiest and quickest way to capture your target market's attention and trigger their emotion to buy.
Two weeks ago, I was getting ready for moving...
It came across my mind that I should catch up with a few old classmates one last time before I fly out of the Bay Area.
Surprisingly, I caught them at the right timing.
Turned out, four of my friends were flying in from all over the world and having a small class reunion right here in Napa Valley. That's only 45 minutes away from my place.
Here's the funny part...
They didn't realize that I'm actually the closest one to where they're meeting and didn't think about inviting me in the first place...
...along with half a dozen classmates who weren't far either.
Even though we are close friends, I wasn't initially on the list.
Just like why some of your potential prospects doesn't think of you right away when they need your service... or how you're past clients don't refer you to their friends all the time.
Because you're only a very small part of their life and no way are you top of mind to them - at least not on a daily basis.
Now, if it's already hard to stay top of mind for a close friend... imagine how much harder it is for strangers to remember to do business with you?
So here's a tip:
Treat every prospect like a friend you really want to cultivate a close relationship with. Follow up often, keep in touch, and offer your service on a regular base.
That's the true secret to being invited to all their events... and getting more repeating clients plus referrals.
More details on HOW to keep in touch here:
In 2014, my neighbor bought their home in Pinole, CA.
It was at the rise of the real estate market so they got the house for $625k. The price wasn't cheap but had great potential for the increasing market value.
But what made the deal extra sweet was what came with the house - a HUGE yard. And I'm not talking about a couple square feet of a garden but 2.2 acres of land.
(If you're wondering, that's 95,832 sq-ft in total.)
The yard is so big it literally takes 5-10 minutes just to fetch the mail. The land spread across a small creek, hundreds of wild trees, a fox, few skunks, a family of deer, and all the way up a small hill...
It was a steal! (At least that's what they thought...)
The only problem is they never took into consideration the real cost of all the free land.
The cost of time - because it takes you 10 minutes to check your mailbox and 15 minutes just to bring the trash bins out...
The cost of labor - because to keep all the plants alive they need to haul a trailer, with six 2-gallon milk bottles of water, up and down the driveway multiple times just for irrigation. And this is only enough the keep the plants at the entrance alive while the rest die...
The cost of money - because they have to hire a team of four to cut down and haul away the dry grass on a monthly base just to prevent fire hazard... which is a real risk in the drought season of sunny California.
The truth is there are hidden costs in each and every decision you make. If it's not cash, it's time, effort, or opportunity cost.
So the next time you come across a freelancer who's willing to provide free (or dirt cheap) service, be wary.
Because nothing is free and it comes with a cost of its own.
It might be the quality of service...
Or the unexpected delay in deadlines...
Or even the damage of reputation due to poor quality.
Perhaps everything above PLUS some more.
Maybe you can save a couple hundred dollars up front but it's likely it'll cost you tens of thousands in the long-run... AND you still need to invest again to fix the problem.
So next time you're gunning for a discount, or a free favor, don't say you're not warned.
In the meantime, you can check out this:
Ever watched the movie: The Curious Case of Benjamin Button?
If not, it's three hours worth spending. Not only because it's a fresh breeze of air comparing to all the hero-action movies these days but also because the marketing lesson you can learn.
Just in case you haven't watched it, spoiler alert:
The plot is weaved between two storylines:
1) Benjamin who was born looking old and grew younger with time. 2) Daisy who was born young and grew older like us.
The two of them cross paths several times during the course of their lifetime. During which they learned more about each other and fell in love.
It's a fascinating story.
What's more fascinating is how similar it is to the relationship you have with your clients.
You and your prospects are on the same customer journey: desire >> problem >> solution. The only difference is that while you are approaching them from the solution end, your prospects are coming from the desire.
Throughout the journey, you will cross path with your prospects several times, and often only one would be ready to take action.
...But there will also be a few small windows where it's the perfect match to engage with a new partnership.
As a business owner (& marketer), it's your responsibility to understand where your prospects are on their journey and be ready to meet them at the perfect timing.
And here enters the Presell Marketing System.
The system is designed to plant triggers along the journey to identify where your prospects are right now and discover whether or not it's the right time for you to reach out.
(Or for them to reach out to you...)
Be careful because there is only a handful of opportunities to attract your prospects at the right timing with the right offer, just as this one:
From time to time, you'll face enemies that are unbeatable...
It could be industry Goliath who has an unlimited resource, or physical limitation to what your product can do, or personal weakness in what you can't do yourself, or rules set by a platform you have no control over...
It's tough (& despairing) when you know you're challenging an enemy that seems impossible to overcome.
So what's next?
Solution: Time to change your point of view.
Last week I was playing catch up for the TV show Elementary. During one episode in Season 5, Sherlock and Watson were threatened at gunpoint to solve an assault case that happened five years ago.
The assault victim died to leave behind a desperate father.
So the victim's father took control of 21 hostages, including Watson, to force Sherlock to work on this cold case (and solving it) before the prosecution deadline 5 years later today.
When Sherlock finally identified the villain, it's 5 minutes past midnight which means the villain walks free.
Later that night, Sherlock re-exam the case and said he's simply admiring the force of time. The one enemy even he could not beat...
Until the next day.
Sherlock discovered that the villain had traveled out of the country to Canada for a hockey game for a period of 27 hours! And according to US law, that 27 hours need to be extended for the 5 years of prosecution deadline.
Justice was served.
Here's a powerful lesson: When in face of a powerful enemy, as unbeatable as time itself, there could still be ways around the challenge to achieve the result you want.
Just like how almost A-L-L challenges in your business could be solved by a marketing approach that might not seem obvious in the first sight.
Anyhoo, enough said and I'll let you watch for yourself:
Over time, some marketers (& guroos) will see a significant drop in their email marketing. From open rate to CTR, and yes, even the total sales...
Most people think it's a traffic problem.
Need more advertising budget...
Need bigger JV partners...
Need bigger, better claims...
They believe that it's time to outspend their competitors in order to keep the money rolling in. But I happen to think, most of the time, it's a different reason.
I remember watching an old episode of Last Week Tonight where John Oliver called out the bad example some abstinence advocates use to educate teenage girls on their sex education...
They say your genital is like a piece of tape...
If you use it too much you'll lose your adherence.
Obviously, this is total bull. But on the other hand, it is true in the marketing world.
Once your audience seen your promise, heard your guarantees, and read your emails, the attraction wears off quickly.
In other words, they get bored easily and quickly.
If you're always using "Last Minute!!!", "Final Chance", "4 Hours Left", "You're Missing Out" as your email focus, people won't be interested for long.
(Which is the only strategy most guroos use...)
No wonder their email marketing doesn't work anymore.
So what's the alternative?
It's a strategy I call "Profit Cycle."
Long story short, it involves the practice of daily emails and monthly offer stacking. You can learn more about it here:
We live in a great age for business.
The Internet makes information readily accessible for anyone who wants to start their own business.
Courses, books, trainings, coaches, and mentors...
Softwares, tools, platforms...
The opportunity is remarkable and endless but it also makes the market more crowded and competitive than ever. So what can you do if your market is full of me-too competitors who just swipe (& copy) your stuff to call it their own?
1. Narrow Down: When most of your competitors are appealing to everyone (plus their dog), find a sub-niche within a general market where you can become the Inspiring Leader.
2. Understand The Psychographic: In the old days, direct response marketers focus heavily on demographic information. That's why old-school marketers teach you to create avatar focusing on name, image, age, gender, and location. While it's still important, it's not enough in today's market. You need to dig deeper into the why, when, beliefs, values, and identification of your target market.
3. Easy Target: There are potential customers with various levels of market awareness in your target market. As an agency who provide actual services, you're not in the numbers game. You're in the result-driven premium service game. So instead of targeting people who don't know what they need, aim for the low hanging fruits who know their problem... better yet... know the solution but need help.
4. New Mechanism: The New Mechanism is a concept I learned from my mentor Lukas Resheske. It's the process of creating a new strategy (or approach) to differentiate yourself from your competitors. A different approach equals a different opportunity for a new result. You then have no competitors anymore.
5. Speak Out: A really good way to break through the noise of a jaded market is by becoming the Inspiring Leader. In other words, become the authority people listen to carefully. As an authority, start speaking out - loudly and frequently. (hint, hint)
Doing these will change the dynamic of your marketing strategy.
In fact, this is the first step every marketer must do during the research phase BEFORE creating a single advertising campaign or writing a single email.
Now the good news and bad news...
The bad news is that it's not as easy as it sounds.
The good news is there's a way to make it a lot easier (and faster) for you:
When I was studying at the University of California, Berkeley, we had a special annual event call the Big Game.
The Big Game originated as a college football rivalry between Berkeley's Golden Bears football team and Standford's Cardinal football team. The rivalry history dated back to 1892.
Since then, the Big Game has become much more than just a football rivalry. It spread across all fields of sport including basketball, tennis, swimming, etc...
It's one of the biggest events each year.
More interesting is that it's one of the few things all Berkeley students agree to. (Keep in mind that we have close to 42k students across all departments so hardly do we agree on any single thing.)
So what is it that units all 42k students?
A common enemy!
Yes, students at UC Berkeley "hate" those at Stanford and treat them as our life-long enemies. This common enemy brings together student from all departments.
And this goes the same for your business.
Your audience is a group of people, all with their own problems and goals. The easiest way to unite them all and cultivate a tribe of raving fans is to give them a common enemy.
Now, a common enemy doesn't have to be a "person." It could be a myth, a common mistake, an industry titan, or even a long-kept secret.
But it's a common obstacle stopping your audience to achieve what they want and get the result they desire... Or at least that's what your audience believe as the biggest challenge.
This is the quickest and most effective way to build a loyal customer base who stand with you...
...And pay for your products over and over again.
P.S. To cultivate a tribe of raving fans, you have to communicate with them on a regular basis so that they learn the habit of listening to what you have to say. And here's the best channel for communication that exists today :
Owning a business is challenging.
There are infinite problems you'll run into on a daily basis. For example, how to find the right target market, how to create a voice (& brand) that'll resonate with your selected market, how to turn strangers into paying clients, how to avoid bad clients, how to increase your price, how to not suck at your service, etc...
The sky's the limit for new challenges.
While every business is different, there actually does exist a Keymaster to all these problems - including both the ones you're facing right now and the ones you'll run into in the future.
Yeah, the kind of Keymaster you've seen in The Matrix movie who can open literally any door at any time.
So who's the Keymaster?
His name is Mr. Marketing.
Now before you roll your eyes, let me explain. I'm not talking about the old cliche of "get good at your marketing, not your product."
That is total bull and you absolutely need to get good... no, get GREAT... at your product.
But marketing helps with that, too.
With good marketing, you'll get paid well to optimize your product. You'll get actual feedback from ideal clients who care about what you have to offer. You'll have the resource to improve and outspend your competitors so that you can snowball into even more resource...
Marketing done right is like a powerful cheat-code (that's exactly what Keymaster is in the Matrix) that can fix or improve any challenges you're facing.
The only problem is...
Every business needs their own Keymaster. Luckily, you'll find some idea about where you can discover your own here:
Most email guroos will tell you:
"Email marketing is the best marketing strategy. You don't need to fuss over all the latest social media platforms and all you need is one medium. Also, it's effective and FREE!"
But this statement is only partially true because there are a few red flags worth mentioning:
Red Flag #1: While email is without a doubt a much more direct communication channel with your prospects, it's by no mean a "replacement" for all social media platforms. Social media provides the traffic while email marketing maximizes the return.
Red Flag #2: It's true that email marketing is the most effective way to establish authority and engagement with your prospects, but email alone isn't always enough. The purpose of the email is to capture attention and invite your prospects into the customer journey, not the best way to close a sale.
Red Flag #3: Sure, you normally don't need to pay any hard-earned cash just for sending out an email, but email is certainly NOT FREE. Writing emails cost you time, sending bad emails cost you reputation (and sales), fixing the bad reputation cost you time, money, and effort.
So no, sending email is not free.
Now, the best way to make sure your email is effective and making you money is by getting someone who knows the skills of the trade to help you with it.
If you agree, here's something to think about:
Could days ago, I went to watch the Mission Impossible: Fallout.
Good movie worth watching...
So spoiler alert!
Solomon Lane, a cold-blooded psychopath, is probably the most vicious villain in the Mission Impossible history...
At least he was in the previous Mission Impossible: Rogue Nation.
When he's empathyless murdering his way toward the ultimate goal, he's almost unstoppable. But when he failed for the first time, to Ethan Hunt, and got obsessed over getting revenge on one man, he felt more like a whining punk in this movie and failed miserably in disgrace.
That's what happens when you forget about the bigger mission and get bog down with one setback.
When you get obsessed over one prospect, one client, one project, or one bad review, you lose focus to proceed toward the greater mission. You'll end up delegating time, money, and attention toward this one minor setback when it's rarely significant to the final goal.
If Solomon Lane didn't get obsessed over trapping and getting revenge over Ethan, the IMF team would never have enough time to find the two bombs and acquire the designator.
So next time you notice you're stopping short just to rant out on a single prospect or client, you know you too are getting overly obsessed over your Ethan Hunt.
And it's time to stop!
Also, you know who else never get bogged down with minor interference and move persistently toward their goal?
Those who have a system that keeps them focus on their greater mission: http://wuyenhsu.com/apply
2015 was a life-changing year in my life...
I went through 3 surgeries, multiple family members diagnosed with lung cancer, my aunt passed away... All happened during the same year. It's not hard to imagine, I visited the doctor quite a few times that year.
If you ever had the experience of visiting a doctor (if not, lucky you), you'd notice that the doctor is never "fun."
They don't like to joke around and they don't keep you around for chit chat. In fact, they want you in and out asap.
No, this has nothing to do with personality.
There are lots of doctors who can be funny, interesting, and humorous when they're at the bar with a couple beer down... when they're not a "doctor."
But when duty calls, they are the doctor.
You expect them to stand their ground and give you the most professional advice you need to hear. If you have the flu, you wouldn't want your doctor to joke about cancer just to spice things up...nor vice versa.
However, we rarely question their "professionalism" when they're not funny or interesting. We do as we're told.
For example, you don't knock on their door and complain about the office hour. You don't expect them to visit you and you come to them. You don't pretend to be a know-it-all and interfere with their practice when they're diagnosing your condition.
Now this is the same kind of authority you should hold for your own service, regardless of what type of agency you are.
Facebook advertiser, LinkedIn connector, email marketer...
You represent an authority figure with a specific knowledge your prospects don't have. Therefore, you're entrusted with the responsibility to tell the truth...
If it's not the best option, tell them. If it's not a reasonable expectation, speak out. If it's not a manageable deadline, don't appeal.
It's not your responsibility to be "fun" but IT IS your responsibility to guarantee the best service with the best result.
So toughen up and don't be afraid to stand your ground.
P.S. If you want to work together on a project, the first step is a quick, free 30 minutes "Discovery" call: https://wuyenhsu.com/apply
What happens when you step into a quicksand?
The more you struggle, the deeper you sink.
As a human being, we're programmed to struggle, to fight, and to push back under stressful events. When we face challenges or pressure, we resist.
Now look at this through your marketer lenses and you'll notice the same effect taking place on a daily base because this is what most businesses do to stay alive.
When they need more clients, they struggle, fight, and beg for prospects to "give it a try"...
Their prospects can smell the neediness from miles away and they hold up their shield of suspicion.
Result: Even lesser sales, and therefore, harder the struggle.
The secret to getting out of a quicksand alive?
You stay calm, be confident, and elegantly approach your prospects as a figure of authority. You take time to carefully listen to their goals, fears, and challenges... You determine whether or not you're the best, perfect fit to help them achieve their goals.
...And you do all of these EXACTLY THE SAME as you would when you have a waiting list in your pocket. Interesting how the anti-neediness will act in your favor and you'll end up attracting more clients when you're expecting less.
Now it could be hard.
Especially when bills are due, food needs to be put on the table, and your kid's tuition needs to be paid... but you have no clue when the next client will come around.
Enters the Presell Marketing System.
It's a system designed to carry the weight of "finding the next client" so you never have to be needy again. You'll be able to sit back, relax, and be confident that a steady stream of prospects will be lining up for your service.
Too good to be true?
Then you'll have to check it out for yourself: