Short advice from Daniel Fazio urging marketers/agency owners to stop pitching small businesses (e.g., firms with <10 employees) for high-priced services. He argues that charging amounts like $5,000/month to small firms consumes a large share of their profit and recommends targeting larger companies with monthly revenues/profits in the hundreds of thousands to millions.
You got to stop working with poor people. And what I mean by that is you might be pitching clients, and you're probably pitching people who have less than 10 employees, and you're trying to sell them some $5,000 per month marketing service. But the problem with that is you're talking to small companies and $5,000 is a lot of money to them. Right. If the company makes $20,000 per month profit and you're trying to get 5 of it, you're taking 25% of everything they make. You need to start talking to companies that do 100, 200, 300, 500, a million dollars a month in revenue or profit and only work with people who actually have money. And this is the real trick.
