As agency owners, we often find ourselves yearning for clients to say “yes” to our proposals. We invest significant effort into crafting compelling pitches, hoping to secure new projects. 

However, there’s a peculiar phenomenon that frequently occurs: the more desperately we desire a positive response, the more likely it is that the client will reject our offer. This phenomenon is commonly known as “Commission Breath,” and it’s something clients can sniff out from a mile away. Needless to say, it doesn’t smell good for business. 

So, how can we overcome this challenge and improve our chances of closing client projects, even when they’re crucial? 

The answer lies in disconnecting from the outcome and following a proven sales process.

1. Understanding the Power of Disconnecting from the Outcome

Closing client projects successfully often requires a shift in mindset. Instead of being overly invested in the outcome, it’s crucial to adopt an attitude of detachment. 

This doesn’t mean you should be apathetic or indifferent; rather, it’s about freeing yourself from the anxiety and pressure associated with wanting a positive response. By disconnecting from the outcome, you can approach client interactions with greater clarity, confidence, and authenticity.

2. The Recipe for Success: Implementing a Proven Sales Process

Just as a skilled cook follows a recipe to ensure a delicious outcome, you can apply a similar approach to your agency’s sales process. A well-defined and proven sales process provides a structured framework for navigating client interactions. 

It empowers you to engage with prospects effectively, build relationships, address their concerns, and ultimately increase the likelihood of securing their business. By relying on a tested methodology, you can alleviate the stress of uncertainty and focus on delivering value to your clients.

3. Embracing the Attitude: “If I get hired, GREAT! If not, NO PROBLEM!”

Adopting a carefree attitude might sound challenging, but it becomes much more achievable when backed by a robust sales process. When you trust in the effectiveness of your approach and have confidence in your abilities, you naturally exude a sense of ease.

Clients can sense this confidence and are more likely to respond positively to your proposals. Remember, your goal is to serve your clients’ needs genuinely, and whether they choose to hire you or not, you remain committed to delivering exceptional value.

Mastering the art of closing client projects requires a strategic combination of mindset and process. By disconnecting from the outcome and embracing a proven sales process, you can navigate client interactions with greater ease and increase your chances of success. 

If you want the same thing in your agency, you just need a proven sales process. 💰I have a training explaining it. Do you want a copy? Send me a DM saying “sales process” to get access! 📩