What's up brand builders! Stephen Houraghan here of BrandMasterAcademy.com and in
this video you're gonna learn how to sell your first brand strategy so you
can get some brand strategy experience under your belt develop some case
studies and use that to attract new customers and grow your business.
now if you're new to the channel and you want actionable brand strategy tips and
techniques to grow your business well then click on the subscribe button and
the notification bell and you will be well on your way
now overtime selling brand strategy becomes a lot easier when you gather
case studies and testimonials and happy clients that are happy to go out and
tell the world that you've developed the strategy for them and it's helped their
business but when you're starting off it can be very difficult because you don't
have that experience and you don't have those testimonials that you can use to
leverage in your conversations with your prospect so I want to give you a 10-step
technique that you can take into your own business so you can go out and start
to get your first clients and then use those clients to go out and get more
step number one warm up your past clients now when most designers finish
on a project they don't tend to keep in touch with their clients certainly not
on a regular basis so chances are you have a lot of past clients lying about
that you've done jobs for here and there so what you need to do is you need to
start warming them up so you don't want to just go to them straightaway and put
an offer in front of them you want to reach out to them via email or via phone
and just ask them how they're doing and if there's anything that you can help
them with and do this over a period of time don't just send them one email or
give them one call and then hit them with an offer
really warm them back up so over a period of weeks or months send them a
few messages send them a few emails and really land yourself back on their radar
step number two introduce your new service at an exclusive discount so
this is where you send them an email or give them a call and introduce the idea
that you are offering this new brand strategy service and because it is new
you are offering an exclusive discount to existing clients so it's really
important that you get across that idea that it is exclusive it's not an offer
that you're putting in front of everybody and it is happening for a short period of time only
step number three highlight the value of your new service to their business so in
that call or in that email that you send them that exclusive offer of that
discount you want to highlight the value of your service to their business so
here you're gonna tell them that the service that you're offering is gonna
help them to clarify their message it's gonna help them to develop a personality
and to refine their tone of voice so that they connect with their audience on
a much more intimate and human level so you want to really focus on the value of
your new service to their business and don't don't just tell them that you're
offering brand strategy services step number four offer your entry level
audit now even with your discount chances are your strategy is going to
cost thousands of dollars and that's not something that just anybody is going to
commit to just straight away so you need to give them a way to get closer to that
offer and a very good way to do that is through an audit now you can offer this
audit for free or you can offer it at a low commitment price but really this
audit is the key to getting them closer to that offer of a strategy step number
five provide your audit report so this is where you provide a two to five page
standardized audit report and this will really give them an insight as to what
they would get from a brand strategy and how a brand strategy can help their
business now as I said this can be standardized so that you send the same
audit report to pretty much all of your prospects or you can personalize this
you can give them some very specific insights into what they will get it
really depends on whether or not you're giving this away for free or whether
you're charging for it and you can actually take some time to personalize
that but here you want to give them a report that's gonna highlight the value
of the strategy that you will provide for them step number six provide your
discounted quote now along with the report you're gonna provide your
discounted quote now it's really important here that this genuinely is
discounted you don't just mark up a huge initial price and then discount it down
to a normal price you really want to give value here you really want to give
your clients a genuine discount here because remember these are your clients
and you're building a brand and building a brand is about nurturing your clients
so that they come back for more and they become brand advocates so that
they tell other people about your business so really you want to focus on
giving genuine value here and really providing a quote that is truly
discounted step number seven deliver the strategy now throughout this process
you really want to take the time with your client to talk to them about the
value of brand strategy and indoctrinate them into your philosophy of brand
strategy and when you hand that brand strategy over to them you want to
emphasize the characteristics that their brand now has that they can go out
into the marketplace and use to better resonate with their clients step
number eight offer a brand strategy refresh now if you have taken that time
with your clients and you've really indoctrinated them into your philosophy
and you've really highlighted those characteristics that they're now gonna
be able to go out and use to resonate with who their audience is this is an
opportunity to talk to them about their brand identity and look at the
opportunity that now exists to further emphasize those characteristics within
the brand identity so really take the time to indoctrinate them as I said into
that philosophy of brand strategy and the importance of those characteristics
and if you do that well enough they'll be able to see from their brand strategy
that there is an opportunity there to refresh that and really inject those
characteristics into the visuals step number nine gather testimonials now
hopefully by the end of your process you're gonna have a client that's really
happy with the outcome that they can see how much better their brand is from this
strategy and how they can better communicate with their audience and if
that's the case then you want to reach out to them early on and gather those
testimonials so that they can advocate for your services that you can use later
on and step number 10 leverage your case studies and your testimonials to get new
clients so when you jump on the phone with prospects now and you start to talk
to them about brand strategy you don't have to just use theory you can call on
those testimonials you can call on those happy clients on those case studies to
demonstrate look I know what I'm doing here I've done this before and this is
what my clients have to say about me so it's a really really invaluable tool
that really improve those conversations that you have with your prospects now as
I mentioned before over time selling strategy becomes a lot easier
because you have those happy clients and those testimonials and those case
studies but getting the ball rolling can be difficult so that's why you need to
use this technique to get that ball rolling and get those initial case
studies under your belt but once you do watch momentum take over and watch the
snowball effect grow your business but I'd love to hand it back over to you now
are you transitioning from a brand design role or a copywriting role into a
brand strategy role and if so have you developed any brand strategies yet do
you have any processes in place and are you coming up to the point where you're
going to be selling your first strategy or have you sold your first strategy at
all I would love to hear your experiences in the comments box below or
any questions that you might have I'll do my best to answer all of those
questions but if you like this video please give it a thumbs up and hit that
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we've got new videos coming out if you want more actionable brand strategy tips
and techniques like this then head on over to BrandMasterAcademy.com and
get yourself signed up for the list it's free and I'll drop those tips and
techniques right into your inbox but as I said let me know what your experiences
are if you've got any challenges or questions at all when it comes to
selling your first brand strategies let me know in that box I'll do my best to
answer all of those until next time brand like a master and I will see you
in the next video!