1. #movingupthefoodchain #WCLAX www.emagine.com Moving up the Food Chain finding and landing big projects

2. #movingupthefoodchain #WCLAX www.emagine.com purpose of this talk who is this for?

3. #movingupthefoodchain #WCLAX www.emagine.com intro who am i?

4. #movingupthefoodchain #WCLAX www.emagine.com History… broke college dropout started as “2 guys in a garage” took on any project / no focus gradually added industry/company focus added employees slowly built portfolio grew projects from $1,500 to $150,000+ always maintained a sales/marketing mentality

5. #movingupthefoodchain #WCLAX www.emagine.com #mindblocks remove them.

6. #movingupthefoodchain #WCLAX www.emagine.com you can sell to bigger companies you can sell larger projects you can build a bigger company you can make (a lot) more money The minute you disagree with any of these points, you accept that where you are today is the best you’ll ever do.

7. #movingupthefoodchain #WCLAX www.emagine.com #obsess daily over sales & marketing

8. #movingupthefoodchain #WCLAX www.emagine.com force a change to daily routine and habits start every day with a specific goal move outside of your comfort zone your capabilities will not sell themselves

9. #movingupthefoodchain #WCLAX www.emagine.com Identify and decide. don’t be everything to everyone decide who you are determine what you’re good at SWOT analysis determine which efforts make you the most $ choose targets: industries, company size, etc. pursue them daily, relentlessly shift as needed

10. #movingupthefoodchain #WCLAX www.emagine.com BUILD YOUR MOST VALUABLE ASSET AT ALMOST ANY COST: your (relevant) portfolio

11. #movingupthefoodchain #WCLAX www.emagine.com #partner. get a business partner develop strategic partners

12. #movingupthefoodchain #WCLAX www.emagine.com Accept this truth: B2B Sales/Marketing is arduous and requires tremendous patience and perseverance … But it works.

13. #movingupthefoodchain #WCLAX www.emagine.com CRITICAL TAKEAWAY Outbound marketing is alive and well. inbound only will leave you lonely pick and find your targets – build your list of contacts meticulous research is critical create high-value offers: analyses, seminars/workshops coordinated outreach: mail, phone, e-mail, social score/segment your leads

14. #movingupthefoodchain #WCLAX www.emagine.com Inbound is wonderful – when it works. SEO and blogging content marketing PPC/advertising social media P.R./speaking/guest blogging, etc. always put education ahead of promotion (thought leadership)

15. #movingupthefoodchain #WCLAX www.emagine.com Raw leads go into the funnel “A” leads: sales-ready “B” leads: 1-6 months out “C” leads: 6-12 months out “D” leads: not interested (don’t give up on the Ds)

16. #movingupthefoodchain #WCLAX www.emagine.com Lead nurturing is everything. create a curriculum of communications e-mail, webinars, white papers, etc. truly engage on social media pick up the phone relentlessly (but tactfully) pursue your targets until you hear no. anything to maintain top-of-mind awareness

17. #movingupthefoodchain #WCLAX www.emagine.com Once you have a sales-ready prospect: get in front of the prospect face-to-face, wherever they are build rapport, ask many questions, even ones that don’t matter understand their business and their pains spend 70% of time listening, 30% talking/selling design and write killer proposals and presentations details matter: thank-you cards, leave-behinds, etc. follow up until your hear “no”

18. #movingupthefoodchain #WCLAX www.emagine.com Why should they choose you? be great at something define a differentiator … even if it’s not that different add value through additional services convince them that you can support them long-term make them like you don’t just be another option on a freelance board you’re a professional business, not a web developer make it sound easy (for them)

19. #movingupthefoodchain #WCLAX www.emagine.com go # big.

20. #movingupthefoodchain #WCLAX www.emagine.com “Move fast and break things.” - Mark Zuckerberg

21. #movingupthefoodchain #WCLAX www.emagine.com fear is your friend.

22. #movingupthefoodchain #WCLAX www.emagine.com the power of NO

23. #movingupthefoodchain #WCLAX www.emagine.com Pricing charge more for exactly what you’re doing right now prepare a compelling justification for your pricing never win a deal because you’re the cheapest if you’re not losing deals on price, you’re not charging enough sell bigger projects and gradually move up the food chain

24. #movingupthefoodchain #WCLAX www.emagine.com “Death by 1,000 cuts” success and growth are a result of of many, many tactics relentlessly being tried and employed

25. #movingupthefoodchain #WCLAX www.emagine.com review me at: http://wclax.reviews slides available at: movingupthefoodchain.emagine.com