Jason Squires’ Post

Does your sales team practice discounting ⚔️ quid pro quo? No 🤨? Well they should. Here’s why: Most sales people overlook the less obvious gains 🤑 offered by this practice. Let’s check off the obvious financial gains first: ✔️ Asking for referral introductions (2-3) in exchange for a discount (heart eyes = warm leads). ✔️ Asking for a marketing engagement in exchange for a discount (build your brand). 😎 Yes, you can ask for both in exchange for a discount. 💡A less obvious gain is your sales team is setting boundaries in this new relationship with their client. By practicing quid pro quo discounting, you’re demonstrating to your clients not to ask you for anything that comes to mind unless the asks are necessary. You just have to explain your reasoning. That sounds 🗣️ something like this: “I’d love to help you with that discount as an investment in our 💪🏼 relationship. What would help me 🤝🏼 do that is if you could help me offset the financial impact of that discount 💰by introducing me to 2-3 other businesses you know that I could potentially help. Is that something you can help me with?” OR “I’d love to help and invest in our 💪🏼 relationship by offering you that discount. What would help me 🤝🏼 do that is if you would be willing to help us with a marketing activity to offset 💰 the financial impact of that discount. Something like a case study or testimonial, but we could work out those details later. Is that something you can help me with?” ❌ Don’t just give margin away. Don’t just give your commission away. Get something in exchange 🎯 and set up your relationships for the long haul. If practicing quid pro quo discounting seems hard to you, ask yourself: Why? ✌🏼 💜 🥳 Capo Sales Consulting #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting #sales #salesstrategies #salescoaching #salescycles #dealurgency

Anybody starting an agency / wanting more leads. Use this offer and thank me later. Firstly, Create an ICP if you don’t already have one. Then, picture yourself as your ICP and pitch your service to yourself. If you’re actually convinced it would benefit you and you would buy it then proceed to the next step. (if you wouldn’t then rethink your whole service) Now, Position your offer with at least 1 of these: 1) Guarantee clause (risk reversal to ensure that the benefits actually hold up) 2) Free trial (allows ICP to see if it works - no risk) 3) Commission (now who’s going to say no to free leads/sales) Lastly, Position that offer where all your ICP hangs out, eg FB groups, events, etc. Switch it up, not everything needs to be through cold DM / email. I know this seems obvious but some people struggle with the client acquisition and think too much about their service. #clientacquisition

To increase your win rate, you need to anticipate needs the client hasn't even recognised yet... So, how do you do that? Here are my top 3 actionable steps: 1. Deep Dive Into Industry Trends Stay abreast of emerging trends and innovations within your client’s industry. Attend webinars, read industry reports, and analyse competitors to understand potential challenges and opportunities that your clients might not be aware of. 2. Client Business Model Understanding Gain a comprehensive understanding of the client's business model. This includes their revenue streams, cost centres, and competitive landscape. Understanding how they make money and spend it will reveal areas where your bid can add unexpected value. 3. Customised Value Propositions: Customise your value propositions to address the unique circumstances of the client. Generic value propositions fail to resonate - personalised ones that show a deep understanding of your client's specific situation will stand out.

I’ll be honest, this is a cold call, so do you want to hang up now or give me 30 seconds? Stop giving the prospect an opportunity to give you a negative response by asking do you want to hang up. Take control. Step 1, bring out their competitive nature Is that John? Hi John, my name is Nick and I’m calling from X Reason for the call today John is, we actually work with a couple of your competitors in “location / industry” and we are generating excess “leads / apps” within “location / industry” The problem we’re currently facing is, our clients in your area prefer to remain steady, which is great but, we want ambitions businesses to partner up with. Step 2, boost their ego So I’ve just had a little google and found that you guys have a great reputation and seem to be one of, if not the most ambitious in your area Step 3, upfront transparent pricing Like I said before John, we are currently producing excess amount of X in your area, and because of this we are looking to just cover our losses and break even to get our relationship off the ground to show our value to your business. So initially you’ll get a Huge discount for you to trial us for a few weeks. We typically charge X but can get you onboarded at X for this reason. Step 4, give them something Now Can I just ask you John, have you ever worked with a company like us before or would this be something new to you? New? Let them know you’ll provide them with best practices doc Worked with others? Ok great, so what we also do John, is provide a document of best practices once the lead / app is with your team This is based on research with our highest converting clients Step 5, compliment and close the deal I’m sure you already have a great process in place, but we will send it over anyway and hopefully you can gain some insights from it. So what would be the process to get this trial set up from your side John?

Advice for SMBs and Young SDRs As a Revenue Driven Marketer, I know the challenge of adopting new skills to grow your business, and yourself. What is your top personal challenge? Myself, I’ve always disliked asking the question “Why?”. It never felt right and I’m sure people have good reasons for their choices. I certainly don’t want to have to explain myself all the time. We need a frictionless solution for a world where it’s legitimately difficult to get someone's attention. However, that’s where valuable information lies that will help us make an honest assessment and recommendation to the customer in front of us. The solution may lie in different sales methodologies like Solution Selling, Consultative Selling, SPIN, and Challenger, which all provide better ways to uncover “the why behind the why” without rudely asking, “Why?”. I spend a lot of time and effort helping teams and young SDRs to find what works best for them. All of these methods offer better ways of asking probing questions, while being respectful of someone’s intellect, than bluntly asking, “Why?”. But don’t knock it before you try it. Sometimes, a simple “Why?” is the only question needing to be asked. Need help? Hit me up!

"Your Pricing Is Too High" – How Do You Reply to This? Hearing "Your pricing is too high" from a prospect can be challenging. Here’s how to handle it effectively: 🗣️ Acknowledge Their Concern: Start by acknowledging the prospect’s concern. “I understand that pricing is an important factor for you.” 🎯 Ask Questions: Probe deeper to understand the specific reasons behind their objection. “Can you share more about your budget constraints and what you’re looking to achieve?” 💡 Highlight Value: Focus on the unique value and benefits your product or service offers. “Our solution may have a higher upfront cost, but it provides [specific benefits] that lead to long-term savings and efficiency.” 📊 Provide Comparisons: Share case studies or testimonials from other clients who have seen significant ROI. “Clients like [Client Name] have experienced [specific results] that justify the investment.” 🤝 Offer Alternatives: If possible, offer different pricing plans or packages that might better fit their budget. “We also have other options that can provide value within your budget range.” Handling pricing objections with empathy and clear value propositions can turn a challenging conversation into a successful one. How do you handle pricing objections? Share your strategies! #SalesTips #CustomerEngagement #SalesSuccess #ValueProposition #NegotiationSkills

Struggling to Seal the Deal with Clients? 😥 Find Secrets to Closing Clients and Securing Business Success in the Competitive Marketing Landscape with These Proven Steps: ✅ Offer a trial or pilot: To alleviate risk and build trust, offer a trial period or pilot project where the client can test your services before committing to a long-term contract. This allows them to experience the value firsthand and makes it easier for them to make a decision. ✅ Create a sense of urgency: Encourage the client to take action by creating a sense of urgency or scarcity around your offer. Highlight limited-time promotions, special discounts, or exclusive bonuses to motivate them to act quickly. ✅ Close with confidence: Once you've addressed their concerns and presented your offer, confidently ask for the sale. Clearly outline the next steps and guide them through the process of finalizing the agreement or contract. ✅ Follow up: If the client doesn't immediately commit, follow up with them regularly to nurture the relationship and address any lingering questions or concerns. Persistence and consistency can often lead to successful closures over time. ✅ Provide exceptional service: Once you've closed the client, deliver on your promises and provide exceptional service to exceed their expectations. A satisfied client is more likely to renew their contract, refer others, or engage in future projects. #client #marketing #clientacqusition #digitalmarketing #organicgrowth #businessgrowth

"Your Pricing Is Too High" – How Do You Reply to This? Hearing "Your pricing is too high" from a prospect can be challenging. Here’s how to handle it effectively: 🗣️ Acknowledge Their Concern: Start by acknowledging the prospect’s concern. “I understand that pricing is an important factor for you.” 🎯 Ask Questions: Probe deeper to understand the specific reasons behind their objection. “Can you share more about your budget constraints and what you’re looking to achieve?” 💡 Highlight Value: Focus on the unique value and benefits your product or service offers. “Our solution may have a higher upfront cost, but it provides [specific benefits] that lead to long-term savings and efficiency.” 📊 Provide Comparisons: Share case studies or testimonials from other clients who have seen significant ROI. “Clients like [Client Name] have experienced [specific results] that justify the investment.” 🤝 Offer Alternatives: If possible, offer different pricing plans or packages that might better fit their budget. “We also have other options that can provide value within your budget range.” Handling pricing objections with empathy and clear value propositions can turn a challenging conversation into a successful one. How do you handle pricing objections? Share your strategies! #SalesTips #CustomerEngagement #SalesSuccess #ValueProposition #NegotiationSkills

Climb the ladder from hitting $5K to $25K in just few months. (Part Two). 🚀 Are you struggling to achieve your targets? 🎯 Action 1: Grab Customer’s Attention (Check Part One on my Feed) 👀 Tip & Tricks to Pitch/Upsell Your Service: 💡 ⭐️Know Your Service Well: Unless you are well aware of what you are selling, you can’t sell it further. ⭐️Believe in Your Service: If you aren’t confident about the service and how it can be helpful, clients will identify this in a jiffy. ⭐️Value for Money: People only pay for services/products that bring them value for money. Is your service adding value to their lifestyle or vision? ⭐️Sell in Batches: If your service/product comes with a complimentary commodity, educate your client so they are aware immediately advance about an upsell. ⭐️Reference/Example: Clients need to see if someone else has also purchased the similar service/product. ⭐️Demonstration/Statistics: Adding value to your service is satisfactory but is this service leading to ROI? If not, explain your client. ⭐️Purpose Before Upselling: Before pitching an additional service to a client, understand their purpose and intention behind purchasing the previous one. This will eventually help you with adding more value. 🆘Clients are humans only, unless they know their problem is being solved, they will not be satisfied. Selling services that don’t add value is technically ripping them off. You need your client to trust you, not resent you. 💰My services are priced at a minimum of $20K+ per client because I focus on delivering long-term value that genuinely benefits their business. The price reflects the quality and impact of the solutions I provide, ensuring that clients receive sustainable results that justify the investment.💰💰💰 —————————————————————————————— 👇🏼Leave a comment below if you have more insights. ♻️Repost it to share with the community.