Can you sharpen your positioning + messaging?
Can you sharpen your positioning and messaging?
Start by identifying the clients you want more of.
You know...those clients uniquely suited for your agency, and you are uniquely suited for them. They're a subset of the clients you already have. They get outstanding results with you, and they generate great revenue for you. They stay with you the longest and will happily sign long-term contracts. They have short sales cycles and the highest levels of satisfaction. They evangelize your agency to their friends and colleagues without being asked to.
Once you know who they are, interview them.
Get inside their heads and understand how and why they bought from you (and why they are so loyal).
Then, use what you learned to refine your positioning.
Next up: I'll share five key buying criteria you need to uncover in the client interviews.