SlideShare a Scribd company logo
Conjure Up
Good Clients And
Elude Evil Ones
@TinyFrogTech tinyfrog.com
How To…
Identifying your
sweet spot
@TinyFrogTech tinyfrog.com
Conjuring Toad-ally Awesome Clients
@TinyFrogTech tinyfrog.com
● Geographic
● Types/sizes of organization
● Types of personalities
● Services
● RFP’s
Identifying Your Sweet Spot
@TinyFrogTech tinyfrog.com
Establish effective
lead channels
Opening Lead Portals
@TinyFrogTech tinyfrog.com
● Content Marketing: PR, Blog, Videos, Social Media
● Directory and review sites
● Organic and Paid Search
● Networking and Power Partners
● Client Referrals
● Live Chat
● Email Marketing
Effective Lead Channels
@TinyFrogTech tinyfrog.com
Tracking Leads
Casting the trace Spell
@TinyFrogTech tinyfrog.com
● Focus on conversions
● Using analytics
● Eliminate ineffective channels
● Put more resource towards effective channels
● Give each channel an opportunity to mature
Tracking Leads
@TinyFrogTech tinyfrog.com
Divination: Divining Clients’ Needs
Needs Analysis
@TinyFrogTech tinyfrog.com
● Qualifying
● Get client buy in
● Bring right team members in
● Focus on pain points
● Specifications of project –Ask clarifying questions
● Get all DM’s to agree to be in presentation – next step
Needs Analysis
@TinyFrogTech tinyfrog.com
Once upon a time…
Presentation Deck
@TinyFrogTech tinyfrog.com
● Never send without a review
● Try to get face-to-face
● Review client’s needs
● Review Your Process on a High Level
● Hot Buttons
● Emphasize differentiators
● Close
Presentation Deck
@TinyFrogTech tinyfrog.com
Compelling Proposal
Sales Proposal
@TinyFrogTech tinyfrog.com
● Case studies
● Reviews
● Portfolio samples
● Installment plans
Sales Proposal
@TinyFrogTech tinyfrog.com
Scrolls & Quills
Follow Up Strategy
@TinyFrogTech tinyfrog.com
● Speed in response
● CRM
● Timed follow up
● Incremental value-adds based on needs
● Email marketing
● Existing client follow up
Follow Up
@TinyFrogTech tinyfrog.com
Start the Inquisition
Questions

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How to Conjure Up Good Clients & Elude Evil Ones