Caleb Guilliams stresses the importance of client feedback
The killer hack to get more clients and referrals is to ask your clients to describe what it’s like working with you.
Especially when you hold a live event like Caleb Guilliams in Denver this February.
At the end of each day, we went around the room, giving clients an opportunity to share their “aha moment”.
Invariably, this was powerful public praise for Caleb and his team.
Try getting this sort of energy in a post-event survey or mass email asking for feedback.
Caleb had the cameras rolling.
The energy was high, and you could feel the “family” vibe of people who initially met as strangers but left the workshop feeling like they’d been friends for years.
Imagine if you systematically collected footage like this to supercharge your professional service firm.
It will work for you if it works in a “boring” industry like financial services.
And it helps to have a strong framework to teach from, killer public speaking skills, and a killer team to run the events.
The training and stories can be repurposed into webinars, articles, social media posts, and ads.
Are you building your marketing materials this way?
But if you do too much of this (read the reviews on the company and see how many clients got destroyed, then left hanging) by untrained people, it will eventually catch up to you.
Even if you raise $143 million (yes, I agree that’s impressive), you can’t outrun these sorts of problems, like what happened to me.
I promise Justworks that we’re seeing this through until they finally acknowledge what they did to me and fix it.
It’s not personal. It’s aggressive young dudes making as many calls as they can; business, boiler room style.
If I had to imagine why their system failed it would probably be something in the request to schedule a time.
The call disposition doesn’t record as removed from the list so the automation keeps pushing for a call. Maybe this person isn’t empowered to deviate from the pre-determined paths.
I’m leaning toward this being an unfortunate edge case that maybe affects a smaller percentage of their prospects.
Even with the best automation, you still need competent humans to use the tools.
Otherwise, you get Robo dialers who mindlessly read scripted responses.
companies should have a process that works independently of whether one person screws up big time.
An owner can never condone that type of intrusive outreach. Every company has a persona and it is relatively obvious what Justwork’s persona is.
If you want to create urgency, instead of discounting, bundle your stuff with industry colleagues and promote events.
I see a lot of smart, good humans who are held back from raising prices because of a “mindset” limitation.
But never discount your price unless you are willing to suffer agony.
Double your prices and watch your client satisfaction soar!
Discounting is fear-based selling.
There is a smart way to a position as a “special” instead of a “discount”.
For example;
Your dentist has offered you lower rates because you do not have insurance, he did not offer you a coupon, so there is something presented in a way that does not feel like desperate or fear-based selling.
Similarly, if you have offered charities a non-profit rate, you didn’t use the word discount but made it clear that it is a special rate for their situation.
There’s a saying when booking bands and live entertainment. The longer they want us to play, the less they want to pay.
It could be that you make way more for 90 minutes at a theater than a 4-hour lounge gig.
It is totally fine for a launch with tiered pricing going up, like the super early bird, early bird, and then regular pricing, since it is an event.
There can be some percentage of the audience saying; they cannot afford your services sometimes. It has nothing to do with money; it is a white lie to avoid a potentially uncomfortable situation.
Most business owners don't even know that there is a Q&A section on Google. 95% of the businesses that I audited, no one from the business responded to those questions that were left for their business. Similar to monitoring your online reviews, this Q&A section needs to be monitored on a daily basis. The hack here is to turn this into a FAQ section so you can make your phone ring even more!
