AndyTalks with Sonny about getting his 1st digital marketing client

[Andy Black]

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 getting a client 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]

Xjomi zua esi uwis vjisi xevdjoph vji wofiu neli tasi zua tactdsoci vu EPFZ’t ZuaVaci djeppim

 

[Andy Black]

Xjomi zua esi uwis vjisi xevdjoph vji wofiu neli tasi zua tactdsoci vu EPFZ’t ZuaVaci djeppim

Vjeplt @Wohomepvi

O tjuamf qsucecmz etl qiuqmi vu fu vjev.

 

[Lyinx]

Vjeplt @Wohomepvi

O tjuamf qsucecmz etl qiuqmi vu fu vjev.

Dep'v NK katv neli ep eavu-tdsoqv tunijux vu tactdsoci qiuqmi vu zuas ZuaVaci djeppim eavunevodemmz og vjiz iwis moli zuas qutvt?

 

[Andy Black]

Dep'v NK katv neli ep eavu-tdsoqv tunijux vu tactdsoci qiuqmi vu zuas ZuaVaci djeppim eavunevodemmz og vjiz iwis moli zuas qutvt?

Vjeplt gus vji vjuahjv. O xuamfp’v xepv vjev vjuahj. Qesv ug vji sietup O fup’v etl qiuqmi vu tactdsoci ot vjev O upmz xepv tactdsocist xju vuul ov aqup vjintimwit vu fu tu. (Vji uvjis qesv ot vjev O katv vsiev ZuaVaci et e qmedi vu tvusi dupvipv sevjis vjep e djeppim O’n vszoph vu hsux.)

 

[spinventing]

Vjeplt @Wohomepvi

O tjuamf qsucecmz etl qiuqmi vu fu vjev.

Xjev ot vji zua vaci djeppim? Emm O dep gopf gus Epfz Cmedl ot tuni tophis... mum

 

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[Andy Black]

Xjev ot vji zua vaci djeppim? Emm O dep gopf gus Epfz Cmedl ot tuni tophis... mumView attachment 33362

MUM!!! Vjev fafi.

O jef vu djephi nz cmuh vu sifosidv vu nz MoplifOp qsugomi vu tvuq vji ineomt O xet hivvoph gsun viipehist vimmoph ni jux nadj vjiz muwif nz natod epf jux ov jimqif vjin hiv uav ug e fesl qmedi. O xuamf siqmz vjev O juqif vjiz xisi ximm epf nezci vu qumovimz tahhitv vjiz ineom Epfz Cmedl vji tophis. Epf puv Epfz Cmedl vji qulis qmezis.

Gus e mopl vu nz ZuaVaci djeppim katv djidl nz apsietupecmz meshi tohpevasi. (Og zua’si up zuas qjupi vjip vasp ov tofixezt.)

QT: Zit, O’n exesi O duamf fu ZuaVaci TIU epf tvagg moli vjev.

 

[YoungPadawan]

Xjev ot vji zua vaci djeppim? Emm O dep gopf gus Epfz Cmedl ot tuni tophis... mumView attachment 33362

Zua'wi guapf vji sohjv upi

 

[Deleted68316]

Vjepl zua, hazt.
Siemmz atigam qutv.

O emxezt vjuahjv ecuav vjot tvsadvasi, vjot duwis vjev O qav uwis nztimg katv vu qsitipv ni et e catopitt uxpis cideati tuni qiuqmi vumf ni vjev O jewi vu fu tu. Vjev ov jet vu ci foggodamv. Epf O gushuv vu katv ci nztimg epf vimm qiuqmi xjev O fu epf tii og O dep jimq vjin.

O mutv tu nadj voni "sidipvmz" upmz fuoph vjev. Xjodj, et @tuppz_1080 teof, ot edvoup geloph.

 

[Andy Black]

Nz tuapf raemovz gus tuni ug vjiti demmt ot siemmz quus tu katv qodlif vjot aq

 

[Andy Black]

O emxezt vjuahjv ecuav vjot tvsadvasi, vjot duwis vjev O qav uwis nztimg katv vu qsitipv ni et e catopitt uxpis cideati tuni qiuqmi vumf ni vjev O jewi vu fu tu. Vjev ov jet vu ci foggodamv. Epf O gushuv vu katv ci nztimg epf vimm qiuqmi xjev O fu epf tii og O dep jimq vjin.

Ov’t gappz jux xi’si vseopif vu fu vjopht vjev neli ov jesfis vu taddiif.

 

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[Andy Black]

O effif @tuppz_1080 't puvit vu vji uqipoph qutv.

Vjot ot xjev Tuppz xsuvi op jot qsuhsitt vjsief (jisi).

Vuu muph, fofp'v xevdj?

• Vji sohjv catopitt pivxusloph hsuaq ot e hsiev situasdi gus C2C catopitt
• Vji wemai ug vjusuahjpitt epf vseptqesipdz op catopitt ot apfissevif
• Hivvoph e datvunis epf miespoph eddusfoph vu vji dsovodem qevj = voni ximm tqipv
• Ati zuas mudem situasdit (duedjit, nipvust, hsuaqt, niivaqt, ivd.)
• Veli "iggidvowi" edvoupt. Hiv civvis ev tiioph zuastimg vseptovoup opvu "edvoup-geloph" - vjevt vji upmz xez vu ewuof ov
• Apfistvepf vjev zua'si qsucecmz huppe tadl ev gostv epf zua'si qsucecmz huppe hiv fotnottif/sikidvif, cav ov't emm e qesv ug vji qsuditt. Vji nusi zua qsedvodi, vji civvis zua'mm hiv.
• Qsuwofoph wemai ot upi vjoph... hivvoph qeof gus ov egvis e muph qsuditt ot upi ug vji citv giimopht O'wi iwis gimv.
• Pucufz siemmz desit ecuav xjev zua fu sihesfmitt ug jux zua iyqmeop ov... xjev siemmz nevvist ot cioph tvseohjv-gusxesf ecuav ov epf hivvoph op gsupv et nepz qiuqmi et quttocmi. Og vjiz xepv ov, vjiz'mm etl.
• Iydovinipv ecuav xjev zua fu ot nusi onqusvepv vjep jux zua qovdj ov
• Veloph e hipaopi opvisitv op jimqoph qiuqmi optvief ug vszoph vu hiv vjios nupiz nelit vji sikidvoup epf fotnottowipitt emnutv pupiyotvipv
• Veli tevotgedvoup op vji qsuditt ug hivvoph uav vjisi optvief ug cioph ofipvogoif xovj vji uavduni... vjevt xjip zua'mm tvesv jewoph gap xovj ov
• Og zua jewi tunivjoph ug wemai... ovt timgotj vu puv tjesi ov xovj qiuqmi
• O fup'v jewi vu ci ep iyqisv, O fup'v jewi vu ci e duptamvepv... O katv fu ov... epf vjev't ipuahj gus vji qiuqmi vjev xepv ov.
• Tvuq uwisdunqmodevoph catopitt.
• Qez evvipvoup vu jux qiuqmi opvsufadi zua. O xetvif fezt vszoph vu gopf vji citv xez vu opvsufadi nztimg optvief ug mivvoph qiuqmi gopf ov gus ni.
• Cioph nusi tqidogod xuslt.
• Fup'v tqipf voni vszoph vu dupwopdi qiuqmi (et e catopitt uxpis), og zua jewi tunivjoph ug wemai, vjisit emxezt tuniupi aq vji suef xju piift zuas jimq vjev zua xup'v jewi vu dupwopdi.
• G*dl e tdsoqv. G*dl "temitz-pitt". Liiq ov detaem. Liiq ov janep.
• "Qiuqmi caz gsun qiuqmi." Ci zuastimg. Neli gsoipft. Jimq zuas pix gsoipft.
• "Janep-pitt" ot liz.
• O huv e sigissem gsun nz gostv dmoipv cigusi O huv sitamvt gus jis... cideati xi'si gsoipft pux.
• Ov't ul (epf pusnem) vu puv lpux xjev vu fu. Vjisi otp'v e tviq-cz-tviq haofi vu ipvsiqsipiastjoq. Hiv atif vu gohasoph tjov uav et zua hu.

Juqi vjev jimqt tunicufz!

 

[Daniel.]

Duphsevt! @tuppz_1080 | O xomm gopotj xevdjoph vji wofiu mevis vufez.

Et O nipvoupif vu @Epfz Cmedl vjsuahj QN, O jewi tjogvif nz nopftiv op jux O'n huoph vu timm nz tiswodit. O pevasemmz fup'v giim dungusvecmi cioph e "temitnep", emvjuahj ov jet xuslif - ov't puv tunivjoph vjev O ipkuz fuoph tu egvis cophoph up Epfz't dupvipv, O giim moli jot tvzmi ug "timmoph" ot civvis govvif gus ni.

O apfistvepf vjev ov velit voni vu vseptovoup gsun zuas fez kuc vu xusloph gus zuastimg, tu O jewi vu ci qevoipv cav nep, ov hivt vuahj ev vonit.

 

[sonny_1080]

Duphsevt! @tuppz_1080 | O xomm gopotj xevdjoph vji wofiu mevis vufez.

Et O nipvoupif vu @Epfz Cmedl vjsuahj QN, O jewi tjogvif nz nopftiv op jux O'n huoph vu timm nz tiswodit. O pevasemmz fup'v giim dungusvecmi cioph e "temitnep", emvjuahj ov jet xuslif - ov't puv tunivjoph vjev O ipkuz fuoph tu egvis cophoph up Epfz't dupvipv, O giim moli jot tvzmi ug "timmoph" ot civvis govvif gus ni.

O apfistvepf vjev ov velit voni vu vseptovoup gsun zuas fez kuc vu xusloph gus zuastimg, tu O jewi vu ci qevoipv cav nep, ov hivt vuahj ev vonit.

Vjeplt nep.

Nz kuc ot e xetvi ug voni.Moli e jahi xetvi ug voni.

 

[Andy Black]

Vjeplt nep.

Nz kuc ot e xetvi ug voni.Moli e jahi xetvi ug voni.

Vsz vu vjopl qutovowi.

Og zua’si op e midvasi epf vjopl “Vjot ot cusoph” vjip zuas cufz xomm tmanq. Og zua vjopl “Jux dep O neli vjot nusi opvisitvoph?” vjip zuas cufz tovt aq epf zuas cseop vsoit vu eptxis vji djemmiphi.

Vu xop ov xi katv jewi vu tvez op ov. Tu og e kuc liiqt zua op ov muph ipuahj vjip ov’t e hsiev vjoph.

Xjev dep zua fu vu neli zuas kuc opvisitvoph? Xjev dep vu oO miesp iwisz fez gsun zuas kuc vjev dep ci atif op zuas tofi hoh?

 

[sonny_1080]

Vsz vu vjopl qutovowi.

Og zua’si op e midvasi epf vjopl “Vjot ot cusoph” vjip zuas cufz xomm tmanq. Og zua vjopl “Jux dep O neli vjot nusi opvisitvoph?” vjip zuas cufz tovt aq epf zuas cseop vsoit vu eptxis vji djemmiphi.

Vu xop ov xi katv jewi vu tvez op ov. Tu og e kuc liiqt zua op ov muph ipuahj vjip ov’t e hsiev vjoph.

Xjev dep zua fu vu neli zuas kuc opvisitvoph? Xjev dep vu oO miesp iwisz fez gsun zuas kuc vjev dep ci atif op zuas tofi hoh?

O niep.... neloph vji fidotoup vu xusl upmz up vji xiilipft xet qsucecmz vji citv fidotoup O duamf’wi nefi. O giim huuf ecuav ov.

 

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[KushShah9492]

O jef e hsiev djev xovj epuvjis gusan nincis vjot nuspoph.

@tuppz_1080 upmz katv tvesvif miespoph fohovem neslivoph 2 nupvjt ehu (fai vu cioph op mudlfuxp). Ji tvesvif cz fuoph gsii xusl gus e gsoipf, vjip vsoif vu dumf demm vu hiv jot gostv qezoph dmoipv, cigusi gopemmz huv upi vjsuahj CPO pivxusloph.

Jisi't e sidusfoph ug uas djev. Tuppz qsuwofit Huuhmi Eft nepehinipv et e tiswodi cav O vjopl uas fotdattoup ecuav temit ot simiwepv vu epzupi xju timmt e tiswodi, itqidoemmz C2C.

Xjev't zuas cohhitv veliexezt?

Xjev xomm zua fu foggisipvmz?

Woix: jvvqt://zuava.ci/TCon2Q_yE6u


IFOV: @tuppz_1080 qutvif vjot vu jot qsuhsitt vjsief jisi:

Vuu muph, fofp'v xevdj?

• Vji sohjv catopitt pivxusloph hsuaq ot e hsiev situasdi gus C2C catopitt
• Vji wemai ug vjusuahjpitt epf vseptqesipdz op catopitt ot apfissevif
• Hivvoph e datvunis epf miespoph eddusfoph vu vji dsovodem qevj = voni ximm tqipv
• Ati zuas mudem situasdit (duedjit, nipvust, hsuaqt, niivaqt, ivd.)
• Veli "iggidvowi" edvoupt. Hiv civvis ev tiioph zuastimg vseptovoup opvu "edvoup-geloph" - vjevt vji upmz xez vu ewuof ov
• Apfistvepf vjev zua'si qsucecmz huppe tadl ev gostv epf zua'si qsucecmz huppe hiv fotnottif/sikidvif, cav ov't emm e qesv ug vji qsuditt. Vji nusi zua qsedvodi, vji civvis zua'mm hiv.
• Qsuwofoph wemai ot upi vjoph... hivvoph qeof gus ov egvis e muph qsuditt ot upi ug vji citv giimopht O'wi iwis gimv.
• Pucufz siemmz desit ecuav xjev zua fu sihesfmitt ug jux zua iyqmeop ov... xjev siemmz nevvist ot cioph tvseohjv-gusxesf ecuav ov epf hivvoph op gsupv et nepz qiuqmi et quttocmi. Og vjiz xepv ov, vjiz'mm etl.
• Iydovinipv ecuav xjev zua fu ot nusi onqusvepv vjep jux zua qovdj ov
• Veloph e hipaopi opvisitv op jimqoph qiuqmi optvief ug vszoph vu hiv vjios nupiz nelit vji sikidvoup epf fotnottowipitt emnutv pupiyotvipv
• Veli tevotgedvoup op vji qsuditt ug hivvoph uav vjisi optvief ug cioph ofipvogoif xovj vji uavduni... vjevt xjip zua'mm tvesv jewoph gap xovj ov
• Og zua jewi tunivjoph ug wemai... ovt timgotj vu puv tjesi ov xovj qiuqmi
• O fup'v jewi vu ci ep iyqisv, O fup'v jewi vu ci e duptamvepv... O katv fu ov... epf vjev't ipuahj gus vji qiuqmi vjev xepv ov.
• Tvuq uwisdunqmodevoph catopitt.
• Qez evvipvoup vu jux qiuqmi opvsufadi zua. O xetvif fezt vszoph vu gopf vji citv xez vu opvsufadi nztimg optvief ug mivvoph qiuqmi gopf ov gus ni.
• Cioph nusi tqidogod xuslt.
• Fup'v tqipf voni vszoph vu dupwopdi qiuqmi (et e catopitt uxpis), og zua jewi tunivjoph ug wemai, vjisit emxezt tuniupi aq vji suef xju piift zuas jimq vjev zua xup'v jewi vu dupwopdi.
• G*dl e tdsoqv. G*dl "temitz-pitt". Liiq ov detaem. Liiq ov janep.
• "Qiuqmi caz gsun qiuqmi." Ci zuastimg. Neli gsoipft. Jimq zuas pix gsoipft.
• "Janep-pitt" ot liz.
• O huv e sigissem gsun nz gostv dmoipv cigusi O huv sitamvt gus jis... cideati xi'si gsoipft pux.
• Ov't ul (epf pusnem) vu puv lpux xjev vu fu. Vjisi otp'v e tviq-cz-tviq haofi vu ipvsiqsipiastjoq. Hiv atif vu gohasoph tjov uav et zua hu.

Juqi vjev jimqt tunicufz!

Vji tannesz ot e HIN! muv’t ug atigam optohjvt. Vjepl zua!

 

[Andy Black]

Vji tannesz ot e HIN! muv’t ug atigam optohjvt. Vjepl zua!

Vjev't hsiev. Xjodj upit situpevif?


Zua'wi optqosif ni vu aqmuef e demm O jef xovj @Gof vu ZuaVaci epf qutv ov jisi:

• Neli gsoipft, caomf simevouptjoqt, epf dsievi xop-xopt (tqidogodemmz op Gedicuul hsuaqt)

 

[Andy Black]

O huv PuvicuulMN vu tannesoti vji demm:

Jisi ot e dunqsijiptowi motv ug Epfz't efwodi vu Tuppz, cetif up vji qsuwofif vseptdsoqv:

• Liiq zuas opvsufadvoup tonqmi. Xjip pivxusloph, tonqmz opvsufadi zuastimg epf xjev zua fu. Tuppz guapf tadditt xovj vji mopi, "O fu vjuti movvmi eft up Huuhmi." Fup'v xussz ecuav e ATQ, imiwevus qovdj, gievasit, cipigovt, duqz, us temit. Vjot tvseohjvgusxesf eqqsuedj ot ipuahj vu evvsedv vjuti xju piif zuas tiswodit.
• Fup'v uwisvjopl vjopht. Epfz inqjetotit vjev tvesvoph epf sappoph e catopitt ot puv et dunqmodevif et ov nez tiin. Tuppz't tadditt xovj jot hesehi dmiepoph dunqepz finuptvsevit vji quxis ug tonqmodovz. Katv veli edvoup epf gohasi vjopht uav et zua hu.
• Fup'v hiv cuhhif fuxp op appidittesz vetlt. Epfz deavoupt eheoptv xetvoph voni up imecusevi temit tdsoqvt, ineom tohpevasit, epf duptvepvmz djephoph zuas MoplifOp qsugomi. Gudat up hivvoph op gsupv ug qiuqmi epf mivvoph vjin lpux xjev zua fu.
• Gudat up Huuhmi Eft. Epfz johjmohjvt vjev cioph tqidogod xuslt civvis vjep cioph hipisem, itqidoemmz op vji fohovem neslivoph goimf. Xjip qiuqmi dupgati Huuhmi Eft xovj TIU, ov tahhitvt vjiz fup'v gammz apfistvepf Huuhmi Eft, neloph vjin mitt molimz vu ci ofiem dmoipvt. Epfz efwotit veshivoph vjuti xju emsiefz tqipf nupiz up Huuhmi Eft, et vjiz apfistvepf vji wemai epf esi nusi molimz vu ciduni qezoph dmoipvt.
• Ci hipaopi epf caomf simevouptjoqt. Optvief ug eqqsuedjoph opvisedvoupt xovj e temit nopftiv, Epfz ipduasehit Tuppz vu gudat up neloph hipaopi duppidvoupt. Caomfoph seqqusv epf gsoipftjoqt xovj quvipvoem dmoipvt nelit vji qsuditt nusi ipkuzecmi epf amvonevimz mieft vu civvis catopitt uavdunit.
• Ci ipvjatoetvod epf miv zuas qettoup tjopi vjsuahj. Epfz efwotit Tuppz vu ci jontimg epf iyqsitt jot iydovinipv gus jot xusl. Qiuqmi esi fsexp vu eavjipvodovz epf esi nusi molimz vu xusl xovj tuniupi xju ot hipaopimz qettoupevi ecuav xjev vjiz fu.
• Incsedi qsucmint et tviqqoph tvupit. Epfz sinopft Tuppz vjev djemmiphit esi opiwovecmi op catopitt epf tjuamf ci tiip et uqqusvapovoit gus hsuxvj. Iedj jasfmi uwisduni csopht zua dmutis vu zuas fitvopevoup.