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well a current subscriber scented some questions about engaging with clients I figured I'd answer let's get to it hey is out Lake Calhoun was coveted consultant and we've got a community member who sent in some questions and I thought I'd make a video addressing them they're all about engaging with prospective clients and so while I'm doing this if any question of yours comes to mind please post that in the comment box below and we'll just kind of keep this rhythm moving if we like this I'll make more videos like this so this particular person is a Content writer so that's his area of expertise in the digital marketing space but he calls himself an old-school content writer so you know he didn't grow up on Facebook or Twitter that's not where he cut his teeth in the in this in his business he's got writing skills and he's still trying to figure out how to find his niche and find his space as a legitimate writer in this now digital media dominated marketplace so here's one of the things that he asked what did you do when client prospects go dark so this scenario is you've been interacting with someone about doing business about possibly doing work with them and you were interacting for a little while maybe it's two days or two weeks or two months whatever it was and at some point in the interaction they just go dark like it's up talking to you what happened what's going on how do you rekindle that conversation I think there are a couple of things that that need to be acknowledged on the front end number one is that your prospective client who probably runs the business is busy they have 100 other things going on that are different and separate from what you think is important which is selling more of your services so they may not respond with the same speed that you think they should second really important thing about this conversation is that as you're engaging with this with this prospective client do you understand the problem that they're facing or are you anxious to figure out what kind of service they want to purchase from you so again in the digital marketing space there's so many things you could sell people most of your clients do not understand all these different digital marketing it's overwhelming for them and they don't want to talk about those tools and techniques what they want is is to use digital marketing to take one of those many things off their list so if someone has gone dark it's probably because your conversation is no longer focused on solving their problem or they don't believe that what you're talking about will actually solve a problem of theirs third major part of this is key marketing so there are other prospects out there there are other clients out there that need help perhaps the timing is better with someone else just don't get stuck interacting with this particular person if they happen to have gone dark on you question number two you wrote was when you talk about money in a prospect discussion so you and the client are engaged in conversation and trying to figure out when you bring up money so this YouTube channel has a very specific focus what I believe in our product eyes services so you should prepackaged and offering and that offering should have a set time frame a set scope and a set price I do not believe that you should be arm wrestling with clients trying to figure out what their budget may or may not be I think that's the wrong way to go I think you should come like an expert and say listen if you want to go from here to here we can get you there under this time frame at this price and at this scope of work I just think it's an easier way of communicating so with that being said the first thing you should do when you interact with them or that first set of interactions depending on how you're doing things is to understand what they're faced with what is what problems do they have and then as they're talking things through and you're understanding that you're mapping that against how you know you can deliver services how you know you can deliver at a high level so if what they say matches up against how you work you've got a match they listen for X thousand dollars I can get you from here to here for forty thousand dollars for two and a half million dollars I can get you from here to here what do you say what do you what do you know you want to go ahead and get started that's just an easier conversation to have than trying to figure out when budget is and what is the that's price to tell them how much you cost skip that question three is how do you avoid spam filters or being labeled as spam so I'm assuming that he's doing email outreach in some way and how do you make sure you don't find yourself in a spam folder there's a very complex answer to this question that frankly is over and above my knowledge base I'm not a spam expert I'm not an email expert in that way so I won't even act like I am what I will do is I'll find a link to an article and I'll put in the description and then you can click that and kind of get you can nerd out about it if you want what I'll say impracticality is that you can't control it so you can't literally control if a given email goes into spam or not what you can control is a level of content that's in every email you send and if you focus on sending helpful content if you focus on having real legitimate conversations then a lot fewer of your emails will end up in the spam folder question number four new marketing efforts for old-school businesses so I told these an old school kind of guy that's kind of a Sensibility what I would say to him and anybody else is kind of feels like they're from the old school is do not learn anything new so in your old school training in your old school of successes there are some things that you know work and so if cold-calling works because you know how to do it then pick up the phone and start calling if snail mail is how you do it that's how you know how to do it right handwritten letters well then get writing some letters that that's what you know how to do so there are so many new things you can learn you spend more time learning and less time executing you don't make any money learn you make money executing there are some things that I recommend you know kind of as if you were a client of mine I would recommend to you but before we get into any of my philosophies and theories you should be executing on things that you feel the most comfortable with do them every day do them aggressively and skip this extra learning that's fun but it's not profitable question number five is what is spam anyway so spam is one of those terms that we use basically to to kind of capture the idea of unwanted email anytime we get an unwanted email we label it as spam but actually there is a very definitive definition of spam and essentially that is soliciting business for folks who do not want to be solicited so that's sending commercial email to people who do not want commercial email there's also a more nerdy longer kind of legalistic definition of that and I'll put that in the comment box below well there you have it you sent this some question then he got himself some answers so if you've got a question or comment of your own please post that in the comment box below we'll review those that create more of these videos if you like it second thing is if you like this format did it work for you if you if you liked it let me know if you didn't say you didn't and make a suggestion about something else and perhaps we'll go in that route in any case thanks for the questions thanks for the engagement I'll see you in the next video