Your firm’s sales–an outcome–are directly tied to the habits you develop.
Read that line again and let it sink in.
Remember, a habit is a consistent practice. Something you do over and over again on a consistent timeline (daily; weekly; monthly). Something you control.
Combine that with the old “quality in, quality out” adage and we now understand that well-considered and executed habits lead to high-quality outcomes.
Here’s an example. If you have healthy habits – e.g. you get enough sleep every night; you eat a balanced, healthy diet and not too much of it 80% of the time; you are active 3x-5x a week; you meditate or journal daily, or talk to a therapist monthly, etc. – the most likely outcome is that you will be a healthy person.
In the above example, your healthy habits lead to your good health.
In digital agency sales land, the same framework applies: good sales habits lead to good sales outcomes.
So, what do good sales habits look like?
- Sharing insights to social 3x a week that provide value to your ideal customer.
- Reaching out to existing clients once a quarter to ensure they’re satisfied, and to see how else you can help.
- Hitting RFP sites weekly to see what opportunities you could win.
- Prospecting and emailing daily to develop new leads.
- Getting on a panel twice a year to build your brand as an expert.
- Sending a weekly newsletter with what your clients need to know.
- Referring leads to related firms that are a better fit once a month.
- Sponsoring events that support your positioning 4x a year.
- Holding quarterly webinars that help educate your prospects, and solve their pain points.
30 Sales Habits for Successful Creative Agencies
This list of 30 sales habits is broken up into daily, weekly, monthly, quarterly, and ongoing habits you can put into place at your firm. They work – I used most of them to grow my firm from $1M to a reliable $4M annual revenue.
At a certain point, you can’t just hope referrals keep coming in at a rate that supports your firm’s growth. Hope is not a strategy.
Instead, you need to be positioned effectively, have a strong value proposition, do incredible work, and then stick to consistent sales habits. Not just when the pipeline looks low, or when the work slows down.
Habits are only habits when you do them all the time – and that’s when we begin to reap their benefits.