(how I misunderstood the concept) Just got off the call with @Amit Raj We spent quite some time figuring out the WHO and the actual problem they'd be solving as an agency Mind you, Amit runs an agency for a good few years now but it was necessary to rework the PMF because the market has changed It was also tough for them to niche down because "oh we'd lose all the other clients" where... In reality the "niche" they picked is still MASSIVE and they will trim it further after interacting with the market, but... In its own time! Now comes the next step... And that's about putting together a list of, ideally, 100 dream clients. These are the clients they want to work with. However, the idea is not to pitch THEM per se. Far from it actually. The idea is to find these companies. Then find their decision makers. Then see where these decision-makers hang out and then... Intercept them there! Let me give you a real life example. Say, you are an SEO agency and want to work with...Red Bull. You then find all the decision-makers that are related to the service you offer. - Head of growth - Head of SEO - CMO - etc etc You then find all the places they naturally hang out in: - Specific recruiters - Industry news - Conferences - etc etc You then "go" and intercept these guys there! I'm not sure you understand how valuable this stuff is, so let me give you an example. Again, you run a SEO agency and... You have two conferences on the same day and your goal is to get clients. 1. SEO conference 2. Sports goods manufacturing conference Which one do you go to? It seems logical that it's #2 but when it comes to our natural behavior, people always gravitate to their own tribe - the SEO folks in this case. The conclusion? Once you figure out the WHO and the WHAT... Go figure out where these guys hang around and "inject" yourself there. They will notice :) PS need help getting 8-20 inbound qualified leads per month? Hit me up :)

I was recording an interview with an agency founder today ($60,000+ MRR) and she almost never had any issues with leads! She literally said how "spoiled" she felt because it never was an issue for her I asked about her secret and... There was no secret! Essentially it boils down to: 1. Be where your ideal clients hang out 2. Interact with them in a non-pushy way That's it guys! PS who wants to see the interview first? :)

Hi, just had a great session with Artem. Intro: My name is Alex Benkendorf I run a UX/UI and branding agency that helps global tech, SaaS, and service companies become leaders in their niche - with strategy, web, product & pitch deck development. We specialize in interfaces, UX/UI design systems, brand strategy, web design, and marketing collateral for b2b tech companies. Some notes: Our client became the 55th fastest growing company in US/Canada in 2023 (financial times) - after full rebrand, website redesign and several years of hard work together with their sales and marketing teams. • Clients range from startups, factories & development companies to SaaS, startups and even a medtech ecosystem in Africa. • Design director has 20+ years of experience with projects with Fortune 500 companies (among the clients he’s worked with - Intel, Lenovo, Microsoft, Bentley, Renault) Something personal: • Nomad, traveling with my family and worldschooling my 3 kids. (Latvia, Czechia, Spain, Portugal, and more) Feel free to add me on Linkedin: https://www.linkedin.com/in/benkendorf/ Insights: My profile is currently not vertically optimised for conversions and is not too clear messaging-wise, so we had a conversation around "cloning" the types of clients that i've worked with - by "reverse engineering" their parameters through sales navigator (as the primary tool for targeting). There are essentially 3 types. - 10+ employees service business in IT sphere - for strategy, redesign and technological partnership (as most of my income comes from many years of partnerships) - like Microsoft power apps integrator - Startup or a venture company looking for clarity through strategy & rebranding. (Could be a venture fund, or a startup between seed and series A) - Solo SaaS founder for small UX/UI projects and consulting. Current task for me is clarity on the types of companies i'd want to reach out to. :) We did work with a lot of them, so it's not easy to focus - but is a necessary step.

If you want to get leads regularly, you want to follow these steps to figure our the one thing that is the foundation for everything! Product-Market Fit First - WHO: - What niche would you work with? - Where is it based or located? - How big is the company - their headcount? Second - STAGE: - When was it funded - what stage is it at (e.g. established, funded, stagnant etc etc)? - What problem they need to realize they have to start working with you? (e.g. we are better than our competition, but our website is crap whereas theirs are much better - we need that too) - Have they realized that problem? - Are they actively looking for a solution? (i.e. your service) Third - OFFER: - What exactly do you do for them? - How likely is the outcome? - How quickly can you help them achieve it? - Are there any guarantees? You also want to provide as much social proof as possible - quality and quantity! Fourth - POSITIONING: Once you can answer all these questions, you want to crystalize everything you do in a simple statement. Here's how Tesla did it in 2008 with their Roadster (first model): "The only car that goes from 0 to 60 mph in under 4 seconds… without a single drop of oil" What did they do here? They created their own category and, as a result, a monopoly! You want to do the same with your positioning statement. I prefer relying on the problems your potential clients want to resolve and the desired outcomes they want to achieve as a result. We end up pushing them away from the problems they have and pulling them towards the results they want to obtain! Here's an example: "we help established fitness brands reduce CAC and increase organic sales from Google using quick SEO sprints" To break it down... - High CAC is a problem since it affects their profitability - it's a PROBLEM they realize they have, so we push away from it - "Increase organic sales" - their DESIRED outcome - we pull towards it - "quick SEO sprints" - we reveal the method we use while addressing the common perception companies have about SEO (i.e. it takes aaages)