This is not a trick question…

Let’s say a client (or prospect) asks you for help with…

… with PPC

… with a website,

… with SEO

… with facebook ads

Should you give them a proposal for that thing?

Absolutely not.

What?!  Let me explain…

When a client asks you for help with [insert service you could offer], you do NOT give them a proposal for that thing.

What do you do instead?

Give them a comprehensive proposal for showing ALL of the things you offer, INCLUDING the thing they said they wanted.

If you are not doing this, one of two things is likely to happen:

1. They will end up buying from someone else

2. They will hire you but you will be competing on price

Here’s what I mean…

When you walk into a restaurant with the desire to order a hamburger, does the wait staff still give you a menu when you sit down?

Yes, of course they do, and you need to do the same thing in your agency.

I love it when someone comes to me to ask if I can help them with something.  This means that I’ve done a good job of branding myself as an expert.

AND, as an expert, it’s your job to evaluate the entire situation.

When you walk into a doctor's office complaining of pain, do they put you on the operating table right away… or do they do an evaluation to narrow down the specific issue you are having?

You need to do the same thing with your clients and prospects.

Just because they walk in the door asking for Pay Per Click (or whatever), your job is to evaluate them and the pain they are having.

Yes, you might sell them PPC.

But you might also enroll them in other services that more specifically address the problem they are trying to solve.

When you give your clients a proposal only for the thing they are asking for…. YOU ARE AN ORDER TAKER.

When you give your clients a complete review of their digital footprint and make a recommendation… YOU ARE AN EXPERT.

Who do you think gets better results for their clients (and as a result earns more?)

Is it the ORDER TAKER, or is it the EXPERT.  (this is not a trick question, either.)

The expert will always earn more and be better respected.

If you want to learn more about how to position yourself as the expert and how to do an evaluation of clients so you can help your clients actually solve their problems, I’ve got training on this.
Send me a DM with the word  “expert”  in it, and I’ll get you the link.