Digital Marketing Consulting | How to Sell Graphic Design Services

A short video guide for how to sell graphic design services. Full business model training is here – http://covetedconsultant.com/free

One of the major challenges in selling creative design services is that so much of the process is subjective. The end result is subjective and the process to get there can be very subjective. How do you package high level design services when the client can just simply say, “I don’t like it.” Let’s talk about that in today’s video.
                              
Hey, it’s Alzay Calhoun with Coveted Consultant. In this video I’m talking about how to package a premium, creative design services in a way that respects you and the client. Let’s go to the board and look at a few examples.

A common, classic design project is creating a logo, or a mark, for a company to use in a variety of different formats. Let’s start with that one. Again, you know that you’re designing a process that takes the client where they want to be. One of the first things that you can do to help your client feel better and to value the experience is by being clear that it is, in fact, an experience. These milestones are already set in place that will take them where they want to go.

Having a logo all by itself is not really good enough, right? The logo has to be located somewhere. If you just sent them an email with a logo attached to it, then what do they do? You’ve got to put it somewhere probably on their website, for one. That makes sense somewhere in the service that you actually installed a logo somewhere.Going back a step, you’re going to have to draft. Draft a few mock ups, get some feedback, you have to create some examples that they can say yes to. Going back, you’ve got to get down to a core concept. They want a logo that reflects who they are and what they represent. Do you have a process that will nail your client down to a couple of core ideas? Are we talking about shapes, are we talking about animals, are we talking about more eclectic or eccentric ideas?

Once you’re clear here it’s easy to put the new logo where it’s supposed to be because the core concept told you where they’re trying to represent themselves. If you’re clearer on the process, if you’re clearer on the process it’s easier to get to a winning logo that they’re happy about.

Let’s do the same conversation, broader scope, let’s say that you’re not just doing a single logo. Let’s say that you’re doing an entire rebrand. You’re doing an entire suite of images, let’s just assume that it’s across their entire social media spectrum so Twitter, LinkedIn, Facebook, YouTube those are the big ones. Again, we’ve got to make sure that we can quantify, that we have an objective measurement at the end, so everyone can agree that we had a successful experience.

If you don’t have that number, your client can just go, “Uh, we didn’t like it,” and then it’s a flat line for everyone. We know there’s a suite of things that we’re going to create. What’s important about that is when you think about installing it, because clearly if you sent them an email with a bunch of links or a bunch of images for all these different social media properties, good luck with that.

We’re thinking about how that logo would look in the different platforms. How to represent in YouTube, and in Facebook, and LinkedIn, and Twitter. How about the header image? How about the smaller icon? Is there a gravitar that we’re also creating? Etc.

When you draft these things up they aren’t just making a point of view or a yes or a no on one image, they’re making a point of view on how all of those images work together to communicate what they want to communicate. It makes this part of the process even more important. If you can’t nail your client down here, on the core concepts and the core places where they want to put these new marks, then the rest of this becomes complex and not as much fun.

Now, you’ve gotten to that objective place at the end where you can say, “Our suite is installed in a way that represents and reflects our company at the highest level.” Thinking through your services in this way allows you to position yourself as the premium service provider like you actually desire.

What do you do now, what are your next steps? If you want to watch another video you can, if you want to subscribe to the channel you probably should but if you’re over the information and you want help packaging and selling your unique consulting services, there’s a program that I have and you can get information on that program via a free training available right now on this page, somewhere.

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Digital Marketing Agency | Create Services Clients Want to Buy

Get access to the business model training to improve your digital marketing agency here – http://covetedconsultant.com/free

This video is for you if…
– You are a consultant suffering from meeting fatigue. The reality for many digital marketing agencies is that you give a lot of our value away by talking. Coffee conversations, lunch meetings, and free consultations are few examples. Live presentations, webinar trainings, and free workshops are a few more. You talk…a lot. You are watching because you know how much you “talk”, but don’t always get a fair return on your effort.

– You want a strategic, leveraged approach to selling your services. When you package your service appropriately you can share the same information, sometimes even better information, in a more strategic way. The same “pitch” can be used multiple times in multiple formats, allowing you to reach more people with the exact message you intend.

– You want more, qualified leads coming to your digital marketing agency. A more specific service…with a deeper level of intention is the vehicle you need to drive new traffic, leads, and sales through your agency. You know there is a way to do it. You’ve “seen” it happening. You want to apply the strategies to your own business.

Please enjoy this video. I’d be honored to hear your feedback.

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Digital Marketing Consulting | How to Sell Facebook Marketing Services

How do you package and sell the services that revolve around your expertise? Full-training is here – http://covetedconsultant.com/free

There is no doubt that you are an expert in the Facebook platform, but how do you package and sell the services that revolve around your expertise? That’s today’s video. Stay tuned.

Hey, it’s Alzay Calhoun with Coveted Consultant, and this video is about the Facebook platform. Now, you’re an expert. You know that there’s many different ways to use the platform. There are free methods, there are paid methods, and in fact, Facebook is adding or changing its functionality every single day. You’re in that world. You understand all of those nuances, but your challenge is in packaging your expertise in such a way where other clients are excited to buy it, so how do you do that? Let’s use a couple examples, shall we?

One way of leveraging the Facebook platform is through paid advertisements. If you have expertise in utilizing Facebook to do paid advertising, how might that service work? Let’s think about it going backwards. We know what the client wants. At the end of the day what they want is they want paid advertisements running on their behalf and they want someone else to do it and someone else to figure it out. You need to get them here as quickly as possible in a way that’s comfortable for them. We’re here, we’re doing paid ads.

You’re clear on what metrics to measure. What ads, what copy, what landing page? That’s all got to be set up first. You’ve got to understand the client’s core sales process, so if they’re using the paid ads to get new clients, if they actually want money to be at the end of this process, then you got to be clear on what their existing sales process is, especially if it combines online and offline.

Now let’s look at it from a organic perspective. If we’re not doing paid ads, how would you help a client manage their Facebook presence? Well, typically you’re managing their Facebook page. What does your client want? They want someone else to manage their Facebook page without them having to worry about it or fumble with it. Your job is to create a service that gets them to that desired end goal. Now, what you got to do and make sure that at the end of the day you are measuring something.

Take a step back. Who’s creating the content? Someone’s got to create the content, so if we’re creating messages to go out every 20 minutes, that’s a lot of content. Who’s creating those links, and the copy, and the images, etc that’s got to get done? One step prior to that, in order to create relevant content you got to make sure that you understand the client’s voice and tone. How do they want to communicate? How are they currently communicating on the platform?

Again, there’s more than one way to measure all this out, to do this. You may have incremental steps in between. All of that’s fine. The real important point here is that that services that you have lead the client to exactly where they want to be before they start work. They can step back and say, “Oh, I see. That’s how we get to where I want to be. I’m in.” Then you know on your end that you are organized to deliver on this step, you are organized to deliver on this step, you are organized to deliver on this step, and you and the client can sit down together and look at these numbers and make sure that they’re flowing the way that you want them to.

But if the client says yes because you laid it out cute on some webpage, and then you are disorganized in how you deliver this, nobody wins. You become overwhelmed, they become disappointed, and you lose your momentum as a company. This idea of producing your services and building them out in this path works on two ends. One, so you can clearly describe it to your clients so they know what they’re buying, and on the other end, your company knows how to deliver it and that excellent you can repeat over and over again. I know you’re an expert, so package your services so you can charge more for them.

Hey it’s Alzay again and I really hope you enjoyed that video. I realize that things can look really simple and clean and neat and easy when they’re laid out on a whiteboard, but trying to apply these things inside your business can have their own level of frustration. What do you do now? What are your next steps? Well, if you want to watch another video you can. If you want to subscribe to the channel you probably should. But if you’re over the information and you want help packaging and selling your unique consulting services, there’s a program that I have and you can get information on that program via a free training available right now on this page somewhere. Again, thank you for your time for watching this video, and I look forward to seeing you in the next one.

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Digital Marketing Consulting | How to Sell Linkedin Marketing Services

How to package a Linkedin Platform.
Full-training is here – http://covetedconsultant.com/free

If you have a firm grasp on the LinkedIn platform, there are some clients who would love to receive your services, but you’ve got to package them in a way where it’s easy to say yes. Let’s talk about that in today’s video.
Hey, it’s Alzay Calhoun with Coveted Consulting. If you’re in the B2B niche and you understand the LinkedIn platform, there are some clients who could really appreciate your expertise and what you have to say, offer, and sell in this space. If you don’t package your services well, then you just become another digital marketing expert with lots of theories and tools and toys. How do we make that shift? Let’s do that right now. You know that you got to plot out your services better. Your clients begins at a certain place and they want to be at this end place. Your services must take them there as fast as you possibly can. How might that play out? Let’s look at a few examples. A common place where clients need help is with their actual profile.

What might that service look like so you can get them to their desired result quickly? They want an improved profile. Now, what I want to remind you about that improved profile is that you need to be measuring something at the end. It can’t just be do you like it?

Make sure that whatever you create at the end can be measured so that you and your client both know if you have a win. Going backwards, there’s no way you can create the improved profile unless you have edited the actual copy.

You may have had this conversation where you try to figure out what are you really trying to say because maybe you have multiple backgrounds, things you could highlight, where are you trying to go, who are you trying to be aware to, how do you want to be aware of you, etc., etc. Now, let’s look at LinkedIn in terms of lead generation. If what your client wants are a certain number of leads at the end of the day, then how might your service work to get them there as fast as you possibly can?

If they want two leads, then we got to call that out. At the end of the day, make sure that whatever you create can be measured. You must make sure that you and your client can agree on an objective win. Now, let’s move backwards.

How does all that work? You’ve got to be clear about that and you can’t create or curate anything unless we’re clear on who we’re targeting. Are we trying to reach 10 clients or 10 prospects or trying to reach 10,000? Because if your client sells $100,000 software services, there may only be 10 clients that they need to reach out to. The point here is that you have a step by step process that gets them to an agreed upon goal. Your job is to make sure that not only are you clear about this when you describe your services when you market it to people, but that you can execute it with this same level of clarity.

If we’re talking about the improved profile, you’ve got to have a method to get clients clear on their own goals because they might not be clear on their own goals. Whatever method you apply has to get them clear on their goals. Whatever method that you have must get them clear on whatever best projects that they want to market or make people aware of.

Same thing down here. You’ve got to be able to quickly get your client to a target list. You go to quickly get your client to creating new content or curating content. Your method, your internal method of delivery has to get them clear and distribute the content for them then you can talk about these lead generation numbers. There are a number of ways to organize your services. You could do more of these steps or fewer these steps. You’ve got to be not only clear in how you explain it, but clear in how you deliver it. The more organized you are in that process, the easier it is for better and better clients to say yes, and that’s what I want for you. You’re the LinkedIn expert. You know what to do. Take a stab at it. I’ll see you in the next video.

Hey, it’s Alzay again and I really hope you enjoyed that video. I realize that things can look really simple and clean and neat and easy when they’re laid out on a whiteboard, but trying to apply these things inside your business can have their own level of frustration. What do you do now? What are your next steps? Well, if you want to watch another video, you can. If you want to subscribe to the channel, you probably should. If you’re over the information and you want help packaging and selling your unique consulting services, there’s a program that I have and you can get information on that program via a free training available right now on this page somewhere.

Subscribe for more videos here: http://www.youtube.com/subscription_center?Vadd_user=covetedconsultant
Visit the full Website here: http://www.CovetedConsultant.com

Digital Marketing Consulting | How to Sell Digital Marketing Services

How to describe and deliver your digital marketing services. Get access to the training here – http://covetedconsultant.com/free

Congratulations. Today is the day that you forever change how you describe and deliver your digital marketing services. Stay tuned.

Today, I want to talk about how you package your services so you can describe them better and deliver them better. Here’s what most digital marketing agencies do. They ask the client, “Client, what do you want us to make? Do you want a new website?” The client says, “Sure. We want a new website.” You dig into your batch of digital marketing services, and you pull out the big, long list of possibilities: SEO, SEM, logo creation, digital marketing this, digital marketing that, PPC, CPM, YouTube, Twitter, Facebook, LinkedIn. Right?

You describe all these different opportunities that your client could use in better setting up their digital marketing presence. Your client’s eyes rolls to the back of their head. You totally lose them. Even if they decide to buy and become a client, they’re not quite sure what they purchased and then they ask you 100 more questions, 40 more followup meetings and the project gets bigger and bigger and bigger and less and less interesting for you.

t’s a broken model. I have no idea how we got into functioning that way, but I know that’s how it works for most people like you, so let’s shift that for forever and let’s think about it a totally different way. Here’s an analogy. Your client is trying to get from point A to point B. Your client is trying to travel from point A to point B. When they consider traveling, there’s three ways to travel. You can drive. You can walk or you can fly. Now, when you walk, that’s the slowest option. Right? That’s a matter of months to get over a long distance. If you drive, that’s a matter of days or a matter of weeks to travel a long distance.

When you fly, you can get there faster. That’s a matter of hours. Now, you and I both know that flying is the premium option. You know it costs more for that. If want it done and you want it done right now, flying is the only option. What I’m saying to you is that you should present your services like you are the flight option, and you should show your clients the flight path to get to where they want to go.

Now, there is some communication that happens while we’re on the plane. I bet you’ve experienced that happen while we’re on the plane. The vast majority of the plane is already built. The promise that the airline makes you is that if you’ll do your job and get on the plane, we’ll take you exactly where you want to be. Your services should be designed the exact same way. Let’s think about how that might be applied.

If you’re doing digital marketing services, there are certain things that your best client needs to already have in place. Right? They need to have an existing web presence if that’s important. They need to already have a target client. They need to already have metrics that matter to them. These are things that should already be in place. You got to be clear with your client what should already be in place. If they’ll get those things in order, then you can invite them onto the plane where things are already setup. There’s already a captain to fly the plane. There are already flight attendants. There’s already a seat waiting for them. They can jump on that plane. They can experience the process. You go through that process with them. When they get to step number five, they are exactly where they wanted to be. Right? Whether that’s more views, more likes, more shares, more revenue, more clients, whatever that number is for them that’s important to them, that’s exactly where they wanted to be.

The [role 00:05:08] for you is are your services designed this way? Do you challenge your clients to get their act together before you start working? Do you make it clear to your clients that there is a prebuilt process designed to get them where they want to go that is already staffed and waiting for them? Do your clients already understand that there’s a elegant way that you take them through the process that is easy and enjoyable for them to receive? Have you made it clear that by the time they get to step number five they are exactly where they wanted to be? Your services should not only be described this way, they should be designed this way so that when you make this promise, your team and yourself are already prepared to facilitate this for them. If you’re not here, that’s why you’re having trouble selling your services. I’ll see you in the next video.

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