In This Episode You’ll Learn:
- How to serve more clients without working more hours
- How to become an authority in your industry
- The benefit of preparing your clients before the sales call
Let Clients Put In Work
Greg is definitely an authority in his industry. Early in his career, he realized his idea of growth via more hires wasn’t true. He decided, instead, he needed to find a way to grow his business without having to clock more hours.
His team made the decision to pivot from done-for-you, where they were doing all the implementation, to done-with-you service, where the client is more involved in the end result.
By packaging their expertise and leveraging it with automation to save time, this change helped grow his agency from $55,000 to over $100,000 per month — and he is on a mission to help other agencies experience the same growth.
Specialization enhances delivery, and over time you’re going to get better and more efficient at what you do. This efficiency will make you more profitable — as long as you are charging enough money.
That’s when the ability to benefit from automations and systems really starts to come into play. How you and your team operate becomes much easier when you specialize. Your marketing efforts will see the fruits of specialization, too.
“If you serve a wide net of people, it’s difficult for your own clients to explain to other prospects how you could help them.”
Through niching down, your clients will be able to market for you and spread your name by word of mouth. The narrower your focus, the more likely you will be discovered by your ideal client.
Monetize Your Thinking
Greg says you can gain greater profit by streamlining your work process. To do that, you need to build strategies and focus on solving the client’s problem.
“You need to fall in love with the problem that you’re solving for clients, not your own solution.”
Don’t get lost in the tactical deliverables or you will get stuck. Instead, find an opportunity to turn strategy into training and assets that can be delivered without you.
“Get paid for your thinking in addition to your labour.”
Most importantly, you must have a clear idea of what you want and what you need. Less is more, and simple is scalable.
Make Good Clients
Greg explains that to speed up the onboarding process, you need to teach your client how to be a good client. Create a system so that when your prospect is showing up to the sales call, they are ready, not getting ready.
“People are paying you because you’re the expert. You need to choreograph the experience.”
Hit the ground running and make sure you are headed in the direction that you want to be going. And bring your client with you.