By Marisha Lakihani (July 2023)
Over the course of my career, I've had the privilege of advising and consulting some of the biggest names in the wellness and e-learning space. As a speaker, I've had the opportunity to share my insights with audiences of up to 90,000 attendees at events like AdWorld and Global Marketing Day. Additionally, I've developed a course with SemRush that focuses on scaling businesses from zero to a hundred million. Through my weekly newsletter, I audit strategies of leading brands, aiming to help marketers and businesses worldwide learn what works best to scale efficiently and acquire customers.
Scaling businesses goes beyond mere rapid expansion; it involves establishing a sustainable growth trajectory that fosters long-term success. My expertise lies in guiding businesses to focus on the levers that matter most to deliver impactful results swiftly. Whether it's optimizing business models, pricing, product launches, go-to-market plans, social media growth, retention strategies, or content marketing, I help businesses achieve revenue growth, which ultimately drives scalability.
One specific area where I've found immense success is in closing clients during sales calls. I've identified three effective tips that consistently yield positive outcomes. First, I advocate for the "show, don't tell" approach, where I demonstrate to clients what working together will look like, painting a vivid picture of the project's management and the expected progress over the next few months. Second, I emphasize the importance of aligning our services to clients' business goals. Being accountable to measurable objectives ensures that we are seamlessly integrated into their larger vision. Lastly, I recommend pitching an anchor price, typically a higher figure, and then revealing our actual price, which creates a perceived value and makes our offering appear even more enticing.
Impact and Learnings:
Implementing these three tips has yielded remarkable results. Not only have I been able to close clients more effectively, but the relationships formed have been stronger and more fruitful. By visually guiding clients through our processes, aligning to their business objectives, and employing strategic pricing tactics, we've built trust and credibility while delivering exceptional value.
Final Learnings and Recommendations: As you, my fellow consultants, navigate the world of scaling businesses and closing clients, remember the significance of these three tips. Show your clients the future you can create together, align your services with their aspirations, and tactfully present your pricing to maximize perceived value. By doing so, you'll not only elevate your sales game but also forge lasting partnerships that propel businesses to new heights. Scaling isn't just about growth; it's about creating lasting impact and fostering business success that stands the test of time. Embrace these learnings, and together, let's continue empowering businesses to achieve remarkable growth and flourish in the competitive landscape.
“As a marketing visionary, I have a proven track record of success in driving the strategic vision and tactical execution, with unique expertise in combining the art, science, and technology of marketing to deliver cutting-edge solutions that drive growth and scalability on autopilot. I specialize in growth hacking to get more leads and customers and also how to retain them after.”