I am going to make your Marketing Firm Unstoppable
by Ian Garlic
1. Problem Solved
2. Adding additional services
2.1. Everyone else is doing that
2.2. It destroys other lines of business
2.3. It takes too long
2.4. It costs too much
2.5. I have to vet and hire another expert
2.6. you need to develop a new sales system
2.7. Softwares become outdated and have no personal services
2.8. I have no support
2.9. Services have a short life and provide no recurring revenue
2.10. They provide no value to your other services
3. Upselling Old Customers
3.1. You have nothing else to sell them
3.2. It's too expensive
3.3. They have not budget
3.4. They need fresh emails
3.5. "I want social media results I can track"
4. Landing New Business
4.1. Whats the number one objection you get?
4.1.1. "It's too expensive"
4.1.2. "How will I know it's working?"
4.1.3. "I get all of my business from referrals"