Going After the Big Fish

It can be very frustrating when you are starting a new Internet Marketing Company.  While it is easy to land small clients of say $500 we all know that you end up putting in the same if not more work into those clients as you would say a $5000 a month client.  We would all prefer the larger clients but how do you get them?  Where do you find them?

First thing is don't be scared to ask for real money for your services.  If you can deliver top notch services then charge top end pricing.  To often start ups under charge for their services because they are intimidated by big numbers.  Don't let that be the case.

The second and most important element is to remember that a $500 decision can be made in a first meeting.  A $5000 a month decision typically takes a little longer.  This is where the frustration can set in.  You have bills to pay and you seem to be getting no where when it comes to the contracts getting signed.  What you need to understand that it takes about 90 days to close a large scale national client.  Now it can happen sooner but 90 days is a good target.

This means you have to plan accordingly.  If you know its going to be 90 days until you land a client then you need to make sure you are continually filling your sales funnel at all levels.  If you stop doing this your company will fail.

Here are some sales levels to keep in mind when creating your funnel
A - $500pm Local
B - $1000pm Local
C - $1500pm Local or Low Comp National
N - $2500pm National Campaign
V - $5000 - $10,000pm Large National Campaigns

I like to make sure I'm adding people into the funnel like this:
A - 10 per week
B - 5 per week
C - 5 per week
N - 2 per week
V - 1 per week
*Note that these are the minimum numbers.  If I'm doing less then that I'm not working hard enough.

So the point of this is to keep in mind that things take time and don't allow yourself to get frustrated when things don't seem to be moving.  Just keep working at it and it'll all come together for you.

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