In this episode, we are joined by longtime friend of Solo PR Pro, Craig Severinsen, founder of BrightWorksPR. Craig’s specialty is helping Marketing and PR entrepreneurs attract more clients for their business, which is right up our alley here at Solo PR Pro!
Craig Severinsen’s specialty is helping entrepreneurs, especially those of us in the PR and marketing worlds, create systems to grow business, determining where is the best place to position yourself to be impactful and profitable. Within the past year, he pivoted his business to focus on helping people hone their pricing, implement a simple marketing strategy and close sales. His 90 Day Land More Clients Intensive business accelerator helps participants land more clients quickly using organic social media -- primarily Facebook and LinkedIn – with some making $30,000-100,000 within the first three months alone.
A Value-Centered Approach
Base your sales process around a strategic consultation via phone. During that conversation follow these three steps:
- Find out what is their goal.
- Find out why they haven’t reached that goal.
- Present your services as the way to get from where they are to what they want.
It’s an approach that is simple and value centered. It also allows you to determine whether this client is a good fit and, even if they’re not, you’ve still provided value in that moment.
“Having a process like this in place is essential,” adds Severinsen, “because job security as an entrepreneur is a mixture of retention and bringing on new clients.”
Follow Craig Severinsen’s Facebook page for more tips and strategies for growing your agency, and also for updates and deals on his programs. You may also want to check out his Free Facebook Group for more in-depth discussion and training on growing your Marketing Business.