Liz Montgomery, Create the Movement: Welcome back to the Create the Movement podcast – our next edition here. I am with Mr. Brad Post.

Brad Post, Create the Movement: What’s going on Liz? How are you?

L: And I’m Liz Montgomery.

B: Yeah.

L: I’m good. How are you?

B: I’m doing well. Doing well.

L: So, last week we talked about …

B: Kind of the process of what we look at when we’re approaching a new potential client.

L: And the strategy we put together for them.

B: Absolutely.

L: So, now we have laid out all of our tools that we can use. And we think, “Okay, these are the things that are going to work best for this particular client.” And then, the next step is presenting that to them.

B: Absolutely. It’s kind of neat because also, on the Create the Movement podcast, Josh and I, Josh Rich and I just had a conversation on how to develop a marketing budget. That was our

L: Oh! Good.

B: So, it kind of ties into this. So, you know, hopefully the client would know what their marketing budget is, or have kind of a number. And we would do the pre-work. Right? And, so, now we’re at the point of where we’re proposing the potential new client. So, how do we do that Liz?

L: Well, we would schedule an appointment with them. Or, we probably already have that in place. Letting them know, “Okay, we’re going to put this together, and then in our appointment discuss all the options that we would have for you.”

So, we’ll go over that with the client, and answer any questions that they may have. The idea is that we’ve already done a lot of the work to make sure we are solving any problems that they were having. Or, you know

B: Any “pain points.”

L: Any “pain points” that they have had. Or, things that they wanted to make sure happened in their marketing campaign and their online presence.  So, we’ve already done the work to make sure our solution – that we’re really presenting a solution for those things.

B: Right.

L: So, we present that to them. Answer any questions that they may have. Even there, if they’re happy with the solutions that we’ve offered, they could choose to sign on with us there. And say, “Okay. Great. This sounds good.” Or, if we haven’t written up a full proposal or agreement yet, for them, then we would say, “Okay. We want to make sure we’ve gone over this. We know what you really need. And you’re happy with these solutions. We’ll put that together in an agreement for you.” Send it over. And then they get to be our client.

B: Yeah, and just kind of setting the expectations of what they can expect. You know? And then, I think a huge thing about us personally, and our company, and our culture here, is that customer service. So, if you say you’re going to send them a proposal, send it. You know?

L: Right. Right.

B: Or tell them, “Hey, if you look at your calendar, and it’s four-o’clock in the afternoon. Hey, if it’s okay, I’ll get this proposal over to you in the morning.”

L: Right.

B: So, just doing what we say we’re going to do. And then. You know me Liz, I’m a stickler on time. You know? So, if we have a three-o-clock appointment with a client, then we call them at three-o’clock.

L: Right.

B: Or, we show up at 2:50. You know?

L: Well, you’re proving your responsibility to them too. You know?

B: Yes.

L: And building that trust, because we are looking to develop a relationship with them.

B: Absolutely. Yeah. And that’s good. And that’s why our sales team here is not “sales”, “sales manager”, or “sales associate”. What are they?

L: They’re relationship specialists.

B: That’s right. Yes. You’re establishing that relationship. Right? So, it’s a relationship specialist.

L: And the idea’s that before, the way we do it, is even before you’re our client. You know? We might be presenting the product to you. Or, presenting these solutions to you. Then, once you become our client, it’s not like now you’re in someone else’s hands and you don’t deal with us anymore.

B: Right.

L: Because we are looking t...