Joshua Nelson breaks down three steps to land more clients: fill your prospect funnel, build authority so prospects want to buy, and nail your sales process to convert them into retainer clients.
To land clients, you've got to do 3 things. Number 1 is you have to fill your funnel. You have to have a process to get new prospects coming into your world. We've got to fill the funnel with prospects. Number 2 is we've got to build authority, right? We have to make sure that we're positioning ourselves as the expert with proven results in the industry so that when those clients do come into our funnel, they're coming to us pre-positioned to buy. And then number 3, we've got to have a dialed-in sales process. I call it Sales Process Mastery, where we We can show the clients, "Hey, here's where you're at today. Here's what you told me you want to accomplish over the next 12 to 24 months. Here's where I'm seeing issues with your current marketing strategy, and here's what we can do, and here's what we've done for others." We need to have a nice tight sales process so that prospects say yes and give us that credit card or give us that ACH form so that we can have them as retainer-based clients.
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