hi I’m Evan Carmichael welcome to another edition of ask Evan in today’s
another edition of ask Evan in today’s
another edition of ask Evan in today’s episode I’m going to answer a question
episode I’m going to answer a question
episode I’m going to answer a question from one of my readers Blake who is part
from one of my readers Blake who is part
from one of my readers Blake who is part of a young company they sell marketing
of a young company they sell marketing
of a young company they sell marketing services to home builders and remodelers
services to home builders and remodelers
services to home builders and remodelers they don’t have a lot of experience yet
they don’t have a lot of experience yet
they don’t have a lot of experience yet and they don’t have a lot of client work
and they don’t have a lot of client work
and they don’t have a lot of client work people to show off so he’s wondering how
people to show off so he’s wondering how
people to show off so he’s wondering how he can promote his company and get new
he can promote his company and get new
he can promote his company and get new clients because he’s 22 years old and
clients because he’s 22 years old and
clients because he’s 22 years old and all of the responsibilities for
all of the responsibilities for
all of the responsibilities for marketing the company allowing him so
marketing the company allowing him so
marketing the company allowing him so Blake congrats on the new company I know
Blake congrats on the new company I know
Blake congrats on the new company I know it’s a lot of pressure to be the one guy
it’s a lot of pressure to be the one guy
it’s a lot of pressure to be the one guy in charge of sales in my first company I
in charge of sales in my first company I
in charge of sales in my first company I had two partners and and they were kind
had two partners and and they were kind
had two partners and and they were kind of the product people and it was up to
of the product people and it was up to
of the product people and it was up to me to be able to go out and sell and I
me to be able to go out and sell and I
me to be able to go out and sell and I was 19 years old and I know it’s
was 19 years old and I know it’s
was 19 years old and I know it’s stressful and hard and it can work out
stressful and hard and it can work out
stressful and hard and it can work out following the right strategy so for you
following the right strategy so for you
following the right strategy so for you I think it’s really important they start
I think it’s really important they start
I think it’s really important they start building some momentum so you need to
building some momentum so you need to
building some momentum so you need to get some clients on board and get some
get some clients on board and get some
get some clients on board and get some some work to be able to show off even if
some work to be able to show off even if
some work to be able to show off even if that means working at a slightly
that means working at a slightly
that means working at a slightly discounted rate at the start if it’s
discounted rate at the start if it’s
discounted rate at the start if it’s kind of a branding client that you can
kind of a branding client that you can
kind of a branding client that you can reference or perhaps a charity I don’t
reference or perhaps a charity I don’t
reference or perhaps a charity I don’t know there are charities kind of related
know there are charities kind of related
know there are charities kind of related to the home renovations building model
to the home renovations building model
to the home renovations building model but just to build up some credibility
but just to build up some credibility
but just to build up some credibility you may not be able to charge premium
you may not be able to charge premium
you may not be able to charge premium price at the start because you want to
price at the start because you want to
price at the start because you want to build up something you want to show that
build up something you want to show that
build up something you want to show that what you do works and you let the know
what you do works and you let the know
what you do works and you let the know that you know this is a trial period for
that you know this is a trial period for
that you know this is a trial period for for them as well and they’re getting a
for them as well and they’re getting a
for them as well and they’re getting a discount on it next I try to build up
discount on it next I try to build up
discount on it next I try to build up some recognition with the media so if
some recognition with the media so if
some recognition with the media so if you can get in your local newspaper if
you can get in your local newspaper if
you can get in your local newspaper if you can write white papers and be seen
you can write white papers and be seen
you can write white papers and be seen as an expert and you’re doing
as an expert and you’re doing
as an expert and you’re doing presentations and seminars and speaking
presentations and seminars and speaking
presentations and seminars and speaking and if you can be called as an expert in
and if you can be called as an expert in
and if you can be called as an expert in the media that adds a lot of credibility
the media that adds a lot of credibility
the media that adds a lot of credibility and you can reference those when you’re
and you can reference those when you’re
and you can reference those when you’re going out in pitching clients and you
going out in pitching clients and you
going out in pitching clients and you may get a lot of new clients because
may get a lot of new clients because
may get a lot of new clients because they’ve seen you on you know whatever TV
they’ve seen you on you know whatever TV
they’ve seen you on you know whatever TV station or they read whatever magazine
station or they read whatever magazine
station or they read whatever magazine article a newspaper article doesn’t have
article a newspaper article doesn’t have
article a newspaper article doesn’t have to be national scale right now think
to be national scale right now think
to be national scale right now think about your local community whatever
about your local community whatever
about your local community whatever local paper there is that’s a great way
local paper there is that’s a great way
local paper there is that’s a great way to start and build up from there so that
to start and build up from there so that
to start and build up from there so that adds some momentum to your business you
adds some momentum to your business you
adds some momentum to your business you may consider also doing some kind of
may consider also doing some kind of
may consider also doing some kind of risk reversal strategy so if
risk reversal strategy so if
risk reversal strategy so if you have long-term contracts that you’re
you have long-term contracts that you’re
you have long-term contracts that you’re trying to sign people offer some kind of
trying to sign people offer some kind of
trying to sign people offer some kind of opt-out clause if they’re not happy
opt-out clause if they’re not happy
opt-out clause if they’re not happy potentially some kind of money back
potentially some kind of money back
potentially some kind of money back guarantee if they’re not happy with
guarantee if they’re not happy with
guarantee if they’re not happy with what’s going on or way to cut the
what’s going on or way to cut the
what’s going on or way to cut the project at a certain period of time to
project at a certain period of time to
project at a certain period of time to make it easier for people to want to say
make it easier for people to want to say
make it easier for people to want to say yes especially at the beginning to get
yes especially at the beginning to get
yes especially at the beginning to get people kind of on board make them want
people kind of on board make them want
people kind of on board make them want to do business with you get the ball
to do business with you get the ball
to do business with you get the ball rolling now that no means you’re going
rolling now that no means you’re going
rolling now that no means you’re going to have to actually deliver on on what
to have to actually deliver on on what
to have to actually deliver on on what you say you’re going to do right if
you say you’re going to do right if
you say you’re going to do right if people can get some money back or cancel
people can get some money back or cancel
people can get some money back or cancel out of the contract you have to make
out of the contract you have to make
out of the contract you have to make sure you’re actually good at what you’re
sure you’re actually good at what you’re
sure you’re actually good at what you’re selling and then the last part is really
selling and then the last part is really
selling and then the last part is really really really service your customers so
really really service your customers so
really really service your customers so think about other ways I met bill to
think about other ways I met bill to
think about other ways I met bill to really help them out explain the concept
really help them out explain the concept
really help them out explain the concept of them a lot of the home builders and
of them a lot of the home builders and
of them a lot of the home builders and remodelers are not really online savvy
remodelers are not really online savvy
remodelers are not really online savvy tech savvy so explain to them and in
tech savvy so explain to them and in
tech savvy so explain to them and in language they can understand about how
language they can understand about how
language they can understand about how to market themselves what you’re doing
to market themselves what you’re doing
to market themselves what you’re doing for them what are the things you might
for them what are the things you might
for them what are the things you might be thinking about think of yourself as
be thinking about think of yourself as
be thinking about think of yourself as an extension of their business not just
an extension of their business not just
an extension of their business not just a service provider and really really
a service provider and really really
a service provider and really really service your customer as well so that
service your customer as well so that
service your customer as well so that they want to give you good testimonials
they want to give you good testimonials
they want to give you good testimonials they want to give you referrals or other
they want to give you referrals or other
they want to give you referrals or other potential customers as well and it’s a
potential customers as well and it’s a
potential customers as well and it’s a great way to build your business it is a
great way to build your business it is a
great way to build your business it is a little bit longer term strategy but it’s
little bit longer term strategy but it’s
little bit longer term strategy but it’s a fantastic way to grow your business
a fantastic way to grow your business
a fantastic way to grow your business because they’ll they’ll be repeat
because they’ll they’ll be repeat
because they’ll they’ll be repeat clients and referred clients that come
clients and referred clients that come
clients and referred clients that come through them will buy more easier to
through them will buy more easier to
through them will buy more easier to sell well you know spend more money with
sell well you know spend more money with
sell well you know spend more money with you and the the closing period is a lot
you and the the closing period is a lot
you and the the closing period is a lot shorter so Blake I hope that helps if
shorter so Blake I hope that helps if
shorter so Blake I hope that helps if you guys like the video please give it a
you guys like the video please give it a
you guys like the video please give it a thumbs up I’d also love to hear what you
thumbs up I’d also love to hear what you
thumbs up I’d also love to hear what you have to say if you leave a comment under
have to say if you leave a comment under
have to say if you leave a comment under the video the thumbs up in comments
the video the thumbs up in comments
the video the thumbs up in comments really helped motivate me to want to do
really helped motivate me to want to do
really helped motivate me to want to do more of these videos for you guys so
more of these videos for you guys so
more of these videos for you guys so hopefully hear from you soon down below
hopefully hear from you soon down below
hopefully hear from you soon down below and stay tuned for next episode
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