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Selling Creative Services – Michael Janda
Course 02: Selling Creative Services
This course is a deep dive into sales, a challenge for so many creatives. If you can’t sell, you will not succeed as a creative entrepreneur. Through more than 10+ hours of comprehensive video lessons, I will share with you the techniques I used to grow my agency, yielding $30,000,000+ in revenue over 15 years and effectively closing more than 2,000 projects for high profile clients including Disney, Google, ABC, NBC, Fox, Warner Bros., Pepsi, YouTube and many others.
Included in this course…
- More than 10+ hours of video lessons
- Comprehensive strategies to help you choose a niche
- Downloadable worksheets to you define your market position
- Worksheets and formulas that will help you write your marketing messages
- Fundamental sales principles explained in detail
- Scripts and example conversations you can start using with your potential clients
- Worksheets and strategies to help you vet clients
- Downloadable capabilities deck templates that you can edit to effectively pitch your services to potential clients
- Downloadable spreadsheets and strategies that will help you track your sales efforts, identify problems, and rectify them
- Downloadable discovery meeting questionnaires for many different types of projects
- This course will change the way you view sales and give you strategies to sell in a “non-sleazy” way
Course Curriculum
Module 01: Positioning Your Business
- M01L01: Developing a Vision (24:17)
- M01L02: Market Positioning (9:34)
- M01L03: Finding Your Niche (11:53)
- M01L04: Niche Funnels (12:27)
- M01L05: Validating a Niche (7:48)
- M01L06: Unique Value Proposition (12:25)
- M01L07: Understanding Your Sales Position (15:18)
- M01L08: Freelancer or Agency Brand? (21:54)
- M01L09: Referring to Your Business (3:58)
- M01L10: Creating an Elevator Pitch (9:50)
- M01L11: Three Marketing Summaries (14:27)
Module 02: Finding Clients
- M02L01: Sales Principles (15:21)
- M02L02: Building Trust (5:58)
- M02L03: Hot, Warm, & Cold Sales Strategies (10:49)
- M02L04: Client Geneaology (5:27)
- M02L05: Relationship Levels (10:21)
- M02L06: Staying Top of Mind (15:19)
- M02L07: The Rule of Seven (6:00)
- M02L08: Finding Hot Leads (10:18)
- M02L09: Finding Warm Leads (12:18)
- M02L10: Finding Cold Leads (26:00)
- M02L11: Selling to Pain Points (16:14)
- M02L12: Finding Your First Client (5:33)
- M02L13: Finding Better Clients (15:05)
- M02L14: Using Freelancer Sites (11:37)
- M02L15: Understanding Buyer Roles (11:54)
- M02L16: Body Language and Sales (8:32)
- M02L17: People Skills 101 (17:56)
- M02L18: Overcoming Sales Introversion (14:38)
- M02L19: Tracking Sales Efforts (15:16)
Module 03: Capabilities Decks
- M03L01: Capabilities Decks Overview (16:53)
- M03L02: Capabilities Deck – How to Edit (14:27)
- M03L03: Capabilities Deck – Agency Overview (8:56)
- M03L04: Capabilities Deck – Identity Design (14:00)
- M03L05: Capabilities Deck – Print Design (9:13)
- M03L06: Capabilities Deck – Website Design (11:37)
- M03L07: Capabilities Deck – Generic Template (2:39)
- M03L08: Case Study Deck – Example (10:32)
- M03L09: Case Study Deck – Generic Template (4:20)
Module 04: Deal Flow
- M04L01: Lead to Sale Flow (8:36)
- M04L02: Qualifying Opportunities (21:08)
- M04L03: How to Analyze a New Project Opportunity (23:42)
- M04L04: Client Red Flags (28:49)
- M04L05: Discovery Meeting – Unknown Project (13:40)
- M04L06: Discovery Meeting – Identity Design (8:33)
- M04L07: Discovery Meeting – Print Design (8:09)
- M04L08: Discovery Meeting – Website Design (12:34)
- M04L09: Closing the Sale (Documents) (8:14)
- M04L10: Closing the Sale & Resolving Sales Concerns (13:57)
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