Streamline your sales workflow for supervision

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okay so got some more general questions and we'll cover those quickly this is a loaded question which probably has a lengthy answer but how do you quantify the work you do from a number standpoint can you go into calculating value a bit more um obviously calculating value is easier if you are working with a sales focused organization and they're like I'm a writer so I'll use writing examples you know and they're you know they're getting such and such leads per month a lead is worth you know ten thousand bucks you know they close X number of leads and so over time um you could say well if I help you improve then my effort would be worth you know a small percentage of that value right most of us are going to quantify value using emotional benefits though right so like with a website like one of my coaching clients is a guy named Ezekiel Roche I actually think he was on the workshop yesterday but um I was telling him that a big part of the value of websites is people want a website that they're proud to share right so it's less like yes it would be great if my website drove leads but an emotional benefit is pride right so that's where I would recommend that you focus first if your work isn't like very intimately tied with sales with dollars in the bank then you can talk more about Clarity confidence Pride there are some other benefits like if you're able to work quickly then speed convenience I call that the Applebee's effect right if you've ever eaten at a restaurant called Applebee's here in the U.S you'd know it's not like the food is award-winning so why do people keep eating at Applebee's why does Applebee's stay in business well there's one in most every or maybe multiple in most every major metropolitan area in the United States so it's convenient so people who like Applebee's are like up Applebee use next exit they pull off they can get dinner it's convenient right so convenience is a huge part of working with Freelancers right they can kind of get what they need when they need it so when you think about all the benefits um that's how you're going to quantify value they're also functional benefits right so like when you if you're a writer and again I'm a writer those are my examples if you're a writer and you're good at editing and proofreading and you're delivering these very clean drafts then well edited and we'll call it clean writing um is a functional benefit right the benefit of that is like okay or the emotional benefit tied to that is your clients aren't going to be like embarrassed by typos or they're going to put out work that builds their reputation and brand uh content that makes them look good right so that's where I would recommend you focus when you're quantifying the work you do really dig into the functional benefits and emotional benefits and obviously if you can get into an Roi tied to like dollars that's great but there's a lot of power in something like peace of mind or relief or even that feeling of momentum you finally have your content marketing humming along and won't that feel great right okay next do you still send out a proposal for productized services or let the landing page do the work great question with productized Services I'll just show you a deck so I have a product I come on don't fight me finder I have a productized service called a one day brand Sprint right and um you get to see The Madness of my file structure here okay one day brand Sprint let me find Okay so this is exactly what it sounds like it's branding in a day right when I have a discovery call and it becomes clear to me that they have a bunch of needs all kind of in under the brand umbrella and I'm pretty sure that we can knock out most of them in a day I don't send them a proposal right I won't even necessarily send them to a landing page I might just attach this deck as a PDF to the email and say Here's the recap email what I would recommend so after that bullet point list then I'm just like straight into what is essentially a mini proposal right in the email body right hey what I would recommend for your needs is a one day brand Sprint I've attached a deck or PDF whatever you choose to call it to give you more information um you know look forward to discussing further during the follow-up call right so you can still do the follow-up call where you ask for a yes or for a no um but this is just where I kind of go into what it is right so if you do have a productized service go ahead and just create a deck or a presentation and then you can often just close the deal in the email thread I've had people be like this is perfect when can we schedule this and then we don't even really need to keep the follow-up call because I've already sent the deposit invoice before we even get there right so um yeah to answer that question um no you don't have to send a proposal for product type services but do have something like a sales deck that explains what that product I service or offer is all right next as a brand manager I see chaos sometimes when people hire a bunch of different people when is it right to bring on additional contract support versus Pat just passing them off to someone else do you ever offer to project manage the Freelancers you bring in so that everything is cohesive um short answer yes I will offer to do this um especially if I can see that my client internally they don't have the right people in place necessarily to manage the project to collaborate effectively they kind of want me to just remain the single point person and then they would love it if I could just sort of deliver the goods to them without them having to kind of add complexity on their end by talking to oh you know web engineer or talking to the WordPress gal or talking to the identity designer or whatever so it just kind of depends um you know I will gauge their preference would they prefer to work directly with each of the Specialists or do they just want one point of contact I'll just ask and I think if you're willing to project manage you can certainly charge for that that would be the one caveat right is if you do provide project management that's incredibly valuable if you are simplifying the experience for your clients by being that air traffic controller or project manager or even I found myself in the position of creative director right if you are providing that creative direction or project management charge for it charge a premium for that right um but it all goes back to what will clients be most interested in buying what will serve them best sell them that assuming you want to and then whatever Value Extra Value beyond your specific skill set you provide charge for that too okay do you have tips on closing Consulting retainers um lots and lots of them but for the sake of brevity here and going back to the you know focus of the workshop which was sales um one tip that comes to mind is that I'll say let's start with like three months or let's start with six months so I don't necessarily sell like open ended stuff right where I'm like I just think that's harder for uh clients to compute but if instead I'm like let's do like an like a 90-day trial that makes a lot of sense right let's see how we work together and then after 90 days we'll reassess or or I should say and I typically have like road maps so if I onboard a new brand Consulting client I have like specific things that I'm going to help them do you know we're going to do certain things in month one certain things a month two certain things a month three so one tip would be definitely sell them on a Consulting engagement tied to a road map it's going to be pretty clear what they're gonna get out of it um you don't have to even call it deliverables but certain outcomes right so a road map of with certain outcomes tied to a Consulting retainer I think is very very powerful and attractive so do that all right finally currently reading a very cheesy book about cold emailing in which it's recommended to get someone on Fiverr upwork to build a list of leads for cheap is this something you recommend uh yes as long I both I do recommend cold emailing especially if you've got a juicy offer for that very specific audience and you're constantly testing the different aspects of each email you know are you tracking opens was the subject line effective at getting people to open was the hook effective for getting people to keep reading was the body effective for getting people to the call to action did they actually respond did they you know answer the call to action so to speak um every sort of element of the effective email needs to be tested until you start to get better and better results and you find that combination and then you're still going to have to follow up with people at least you know anywhere from five to ten times before you know yeah that lead is a dead end right so having that tracking layer on top is very very important if you're cold emailing efforts are going to work as for list building by all means hire somebody else to help you build the list but it's going to be much much more effective if your list is highly targeted so if I'm a writer and brand strategist I want to build a list of like small up and coming outdoor camping Hunting Fishing brands that I think it would be cool to work with because I love being outdoors right so be very very targeted with your list then have that very very targeted offer and then do the tracking thing with cold emailing that's how you're going to see success here right um other you know if you don't give clear oversight to someone on Fiverr upwork as their list building um you may come back with a list that's just way too broad right and you're just not going to see the same results as if you have you know you're very interested in this Niche you have a very targeted offer for decision makers in that niche and then obviously your emails are going to be like your email copy is going to be much more effective if your offer is highly targeted right like because you know there's relevance there hey I'm getting in touch because you're in you're an outdoor brand and I'm and I help outdoor brands do this do you have any interest in a conversation right that's just much more relevant than um the other situation the more generic generalized situation all right that's it you all have a terrific day see you uh