How we’re winning big budget clients

Join me in the car as I talk through how we won a $14500 a month funnel customer!

We didn’t invent a lot of technologies and processes that we use. We’re also in a very competitive market. So how have we managed to talk our way into some big clients with big budgets?

1. We’re extremely specific about who we target

We know who we serve better than anyone else. Par of that is because we’ve been in the online learning and education area ourselves.

Also, we knew we wanted to target the online learning and e-courses community because we know that we can help them. We want to make that market better for everyone.

Businesses are served by the communities or markets they serve, not the products they sell.

We have a list of 10 people that we WANT to work with all the time. All our content is designed to help that market.

2. We buy our customers products

We start with prospecting and reaching out to people who know our prospects. The easiest and fastest route to that, is by buying their products and services.

Nothing gives us a better insight into how they work, when we’re going through their process.

It’s also important that we buy our competitors products too. I want to learn what they’re doing and how they work.

3. Focus on being helpful over everything

This doesn’t mean giving away anything for free. It means that we’ll find content, create content and help them understand their problems.

Workshops, webinars, blog posts, worksheets, emails. We’ll do what we can to help those targeted customers see that we can help them.

I hope you can see that our process is still very funnel based. We target who we want to work with, spend a little to get to know them and produce content that helps them.

Over time, this will probably become more and more automated. But it relies on a human touch and relationship in order to work properly.

“Aren’t you always busy doing free things for people?” It’s a good question, but the truth is that we work hard at being helpful to a few select companies at a time. Maybe even one at a time.

Rather than spread ourselves thin, we’ll work with one company and demonstrate as hard as we can, how good we are. Like I said, we’re not talking about full funnels or anything.

But a demonstration, workshop, consultation, blog post. They’re relatively low investments for a chance to pitch a bigger game. Also, we document and share everything we create. So anything that does go to one person, will be seen by the many. It’s a chance to see exactly what they need and therefor, what our larger audience needs.

Finally, it’s already becoming apparent that we won’t have to do this forever. Our referral network is spreading fast and people are recommending us to their colleagues.


Mike Killen

Mike is the world's #1 sales coach for marketing funnel builders. He helps funnel builders sell marketing funnels to their customers. He is the author of From Single To Scale; How single-person, small and micro-businesses can scale their business to profit. You can find him on Twitter @mike_killen.