I made a decent sized sale yesterday and here’s how it went down.
This old client and I met up for coffee.
This guy has been a client of mine for years.
We’ve done a little web work, a little marketing.
Yesterday we talked mostly marketing.
I said, “Okay, I’ll do some marketing for you.”
He said, “How much?”
I said, “Hmmmm, no bloody idea really…..how about we make it [insert large number here] each month.”
He said, “Okay.”
I’m not writing up big plans or detailed reports. There’ll be no intricate market segmentation analysis, nor any timelines.
I’ll just do what I think will work, when I think it will work.
What I Didn’t Sell
I didn’t sell my marketing ideas or web expertise or different thinking ability.
What I Did Sell
All I sold was my reputation.
We’ve worked together before and he trusts me.
So he doesn’t see any risk in buying from me.
And that is pretty much every sale every made.
Pretty much every bit of your marketing should get your prospect to trust you just that little bit more so he feels no risk in buying from you.
Are you doing that?