The 7 Key Topics To Cover With Every Client BEFORE The Sale | The Client Acquisition Series

Brian Hood (0:00)

This is the 6 Figure Creative Podcast, episode 200

Welcome to the 6 Figure Creative Podcast, where our mission is to help you turn your creative passions into a stable, reliable income. If you're in audio, video, design, photography, or really any other creative field, and you just want to learn from other successful creatives, you're in the right place. Welcome back to another episode of the 6 Figure Creative Podcast. I'm your host, Brian Hood. I am here with my substitute co-host, Mark Eckert. Good to have you here again, my dude.

Mark Eckert (0:30)

I'm here. I'm perfect. I can pronounce things. This was Brian's second intro, because he couldn't say my name.

What's good, fam?

Brian Hood (0:39)

If you heard last week's episode, I just butchered the intro and left it in, because you know what? I'm trying to be... What do they call it? More vulnerable or something?

Mark Eckert (0:45)

Authentic, vulnerable.

Brian Hood (0:47)

Yeah. Or just keeping in all my **** up.

Mark Eckert (0:49)

We're doing these intros, so Brian can stop calling me at 3 a.m. crying about just everything.

So just kidding. Brian keeps it all in. I can't get a damn feeling out of this guy. I got to call him twice before he picks up.

Brian Hood (1:01)

It's true. I mean, it's because, okay, this is just one of those wonderful life hacks for anyone listening or watching right now.

And that is if you want to get a damn thing done in your life, put your phone in your computer, and do not disturb 24 hours a day, 7 days a week, because if they're not on your favorites list, they're not getting through. Mark, you're actually not on my favorites list.

Mark Eckert (1:19)

What the ****, dude?

Brian Hood (1:22)

I only have my family. I only have my family on there. That's why. You're not family.

Mark Eckert (1:26)

I'm like genuinely upset. I'm genuinely upset. No, I'm kidding. It's fine.

Brian Hood (1:31)

I was gonna say, if it makes you feel any better, I just haven't even considered to add you yet. This is the first time I'm like, maybe I should add Mark to it.

Mark Eckert (1:36)

No, it's actually fine because nobody's in my favorites. Even Shira, my wife, has to call me twice.

It's like not even an opt-in thing. Oh, my neon sign just went out again.

Brian Hood (1:45)

Yeah, this is Mark's struggle. If you're watching the YouTube version right now, he has a cheaper version of my neon light behind him, and it just went out because it's cheap and crappy.

Mark Eckert (1:53)

It's a neon sign that says, please don't do coke in the bathroom. Anyways, people aren't even on my favorites. I actually just have to let them know that they can call me, so that way it's an opt-in, not an opt-out. You see that?

Brian Hood (2:04)

Yeah, sure.

For anyone who's not following along, if you call somebody twice in a row when their phone is on Do Not Disturb, it'll bypass the Do Not Disturb and still go through. That's more than enough. Let's move on. We're not gonna talk about iPhones or Do Not Disturb anymore. Let's bring up the topic for today, Mark, before we lose any more listeners right now. Last week, we talked about client acquisition for freelancers. We talked a lot about the mindset behind it. I want to make a series of this, Mark. If you're cool with this, maybe we do a multi-part series here. I have some interviews lined up, so it'll have to be between the interviews. But client acquisition is kind of like, there's a few ways to look at it, and there's a few different parts.

But at the core of it, there's two parts. There's the part of lead generation, and then there's the part of actual sales. How do you get leads, meaning someone who's expressed interest in working with you, and then how do you turn those leads into clients or customers, depending on what your context is.

And today, we want to talk about that second part. We'll probably follow this in no sequential order. It'll be just a weird hodgepodge of different client acquisition things over this next series. But today's focus is on sales, and Mark has some cool stuff to share with us today, because you actually, you have a big sales call in less than 50 minutes from now that you have to go to. So literally the stuff we're talking about now, you'll be implementing in this call.

Mark Eckert (3:12)

Yeah, so basically, for those of you just chiming in, or if you don't know what I do, I started out only producing. That's what I did, just producing tracks.