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AndyTalks with Sonny about getting his 1st digital marketing client

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Andy Black

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I had a great chat with another forum member this morning.

@sonny_1080 only just started learning digital marketing 2 months ago (due to being in lockdown). He started by doing free work for a friend, then tried to cold call to get his first paying client, before finally got one through BNI networking.

Here's a recording of our chat. Sonny provides Google Ads management as a service but I think our discussion about sales is relevant to anyone who sells a service, especially B2B.

What's your biggest takeaways?

What will you do differently?


View: https://youtu.be/SBim2P_xA6o


EDIT: @sonny_1080 posted this to his progress thread here:

Too long, didn't watch?
  • The right business networking group is a great resource for B2B business
  • The value of thoroughness and transparency in business is underrated
  • Getting a customer and learning according to the critical path = time well spent
  • Use your local resources (coaches, mentors, groups, meetups, etc.)
  • Take "effective" actions. Get better at seeing yourself transition into "action-faking" - thats the only way to avoid it
  • Understand that you're probably gonna suck at first and you're probably gonna get dismissed/rejected, but it's all a part of the process. The more you practice, the better you'll get.
  • Providing value is one thing... getting paid for it after a long process is one of the best feelings I've ever felt.
  • Nobody really cares about what you do regardless of how you explain it... what really matters is being straight-forward about it and getting in front as many people as possible. If they want it, they'll ask.
  • Excitement about what you do is more important than how you pitch it
  • Taking a genuine interest in helping people instead of trying to get their money makes the rejection and dismissiveness almost nonexistent
  • Take satisfaction in the process of getting out there instead of being identified with the outcome... thats when you'll start having fun with it
  • If you have something of value... its selfish to not share it with people
  • I don't have to be an expert, I don't have to be a consultant... I just do it... and that's enough for the people that want it.
  • Stop overcomplicating business.
  • Pay attention to how people introduce you. I wasted days trying to find the best way to introduce myself instead of letting people find it for me.
  • Being more specific works.
  • Don't spend time trying to convince people (as a business owner), if you have something of value, theres always someone up the road who needs your help that you won't have to convince.
  • F*ck a script. F*ck "salesy-ness". Keep it casual. Keep it human.
  • "People buy from people." Be yourself. Make friends. Help your new friends.
  • "Human-ness" is key.
  • I got a referral from my first client before I got results for her... because we're friends now.
  • It's ok (and normal) to not know what to do. There isn't a step-by-step guide to entrepreneurship. Get used to figuring shit out as you go.
Hope that helps somebody!
 

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Vigilante

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While you are over there watching the video make sure you subscribe to ANDY’s YouTube channel
 
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Andy Black

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Andy Black

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Can't MJ just make an auto-script somehow to subscribe people to your YouTube channel automatically if they ever like your posts?
Thanks for the thought. I wouldn’t want that though. Part of the reason I don’t ask people to subscribe is that I only want subscribers who took it upon themselves to do so. (The other part is that I just treat YouTube as a place to store content rather than a channel I’m trying to grow.)
 
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Andy Black

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What is the you tube channel? All I can find for Andy Black is some singer... lolView attachment 33362
LOL!!! That dude.

I had to change my blog to redirect to my LinkedIn profile to stop the emails I was getting from teenagers telling me how much they loved my music and how it helped them get out of a dark place. I would reply that I hoped they were well and maybe to politely suggest they email Andy Black the singer. And not Andy Black the poker player.

For a link to my YouTube channel just check my unreasonably large signature. (If you’re on your phone then turn it sideways.)

PS: Yes, I’m aware I could do YouTube SEO and stuff like that.
 

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claudek

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Thank you, guys.
Really useful post.

I always thought about this structure, this cover that I put over myself just to present me as a business owner because some people told me that I have to do so. That it has to be difficult. And I forgot to just be myself and tell people what I do and see if I can help them.

I lost so much time "recently" only doing that. Which, as @sonny_1080 said, is action faking.
 
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Andy Black

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My sound quality for some of these calls is really poor so just picked this up

4DCB2292-4DDF-4B97-956B-065CED8825A0.jpeg
 
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Andy Black

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I always thought about this structure, this cover that I put over myself just to present me as a business owner because some people told me that I have to do so. That it has to be difficult. And I forgot to just be myself and tell people what I do and see if I can help them.
It’s funny how we’re trained to do things that make it harder to succeed.
 

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Andy Black

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I added @sonny_1080 's notes to the opening post.

This is what Sonny wrote in his progress thread (here).

Too long, didn't watch?
  • The right business networking group is a great resource for B2B business
  • The value of thoroughness and transparency in business is underrated
  • Getting a customer and learning according to the critical path = time well spent
  • Use your local resources (coaches, mentors, groups, meetups, etc.)
  • Take "effective" actions. Get better at seeing yourself transition into "action-faking" - thats the only way to avoid it
  • Understand that you're probably gonna suck at first and you're probably gonna get dismissed/rejected, but it's all a part of the process. The more you practice, the better you'll get.
  • Providing value is one thing... getting paid for it after a long process is one of the best feelings I've ever felt.
  • Nobody really cares about what you do regardless of how you explain it... what really matters is being straight-forward about it and getting in front as many people as possible. If they want it, they'll ask.
  • Excitement about what you do is more important than how you pitch it
  • Taking a genuine interest in helping people instead of trying to get their money makes the rejection and dismissiveness almost nonexistent
  • Take satisfaction in the process of getting out there instead of being identified with the outcome... thats when you'll start having fun with it
  • If you have something of value... its selfish to not share it with people
  • I don't have to be an expert, I don't have to be a consultant... I just do it... and that's enough for the people that want it.
  • Stop overcomplicating business.
  • Pay attention to how people introduce you. I wasted days trying to find the best way to introduce myself instead of letting people find it for me.
  • Being more specific works.
  • Don't spend time trying to convince people (as a business owner), if you have something of value, theres always someone up the road who needs your help that you won't have to convince.
  • F*ck a script. F*ck "salesy-ness". Keep it casual. Keep it human.
  • "People buy from people." Be yourself. Make friends. Help your new friends.
  • "Human-ness" is key.
  • I got a referral from my first client before I got results for her... because we're friends now.
  • It's ok (and normal) to not know what to do. There isn't a step-by-step guide to entrepreneurship. Get used to figuring shit out as you go.
Hope that helps somebody!
 

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Congrats! @sonny_1080 | I will finish watching the video later today.

As I mentioned to @Andy Black through PM, I have shifted my mindset in how I'm going to sell my services. I naturally don't feel comfortable being a "salesman", although it has worked - it's not something that I enjoy doing so after binging on Andy's content, I feel like his style of "selling" is better fitted for me.

I understand that it takes time to transition from your day job to working for yourself, so I have to be patient but man, it gets tough at times.
 

sonny_1080

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Congrats! @sonny_1080 | I will finish watching the video later today.

As I mentioned to @Andy Black through PM, I have shifted my mindset in how I'm going to sell my services. I naturally don't feel comfortable being a "salesman", although it has worked - it's not something that I enjoy doing so after binging on Andy's content, I feel like his style of "selling" is better fitted for me.

I understand that it takes time to transition from your day job to working for yourself, so I have to be patient but man, it gets tough at times.
Thanks man.

My job is a waste of time.Like a huge waste of time.
 
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Andy Black

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Thanks man.

My job is a waste of time.Like a huge waste of time.
Try to think positive.

If you’re in a lecture and think “This is boring” then your body will slump. If you think “How can I make this more interesting?” then your body sits up and your brain tries to answer the challenge.

To win it we just have to stay in it. So if a job keeps you in it long enough then it’s a great thing.

What can you do to make your job interesting? What can to iI learn every day from your job that can be used in your side gig?
 

sonny_1080

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Try to think positive.

If you’re in a lecture and think “This is boring” then your body will slump. If you think “How can I make this more interesting?” then your body sits up and your brain tries to answer the challenge.

To win it we just have to stay in it. So if a job keeps you in it long enough then it’s a great thing.

What can you do to make your job interesting? What can to iI learn every day from your job that can be used in your side gig?
I mean.... making the decision to work only on the weekends was probably the best decision I could’ve made. I feel good about it.
 

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