📈 B2B · Module 7 · Lesson 28 of 34
Closing your own clients
Run the sales call for your agency, handle objections, and sign retainers.
Your outreach books you sales calls with potential clients. Closing turns those calls into signed retainers. Keep it consultative — you're proposing a partnership that makes them money, not pressuring a sale.
Run the call
- Diagnose first. "How are you generating pipeline today? What's working, what isn't? How many meetings could your team handle?" Their answers hand you the pitch.
- Confirm the economics. Customer value and close rate — this sets up your ROI framing.
- Present the offer. Qualified meetings with their ICP, via targeted outreach, on a retainer (or pilot). Tie it to their numbers.
- Define "qualified" clearly so expectations are aligned from day one.
The #1 advantage: you're the proof
You found and booked this client with the exact system you're selling. Say so — it's the most powerful close in the business: "The reason we're talking is that this system works — I just used it on you."
Handle the common objections
- "How do I know it'll work?" → Start with a pilot; share your case study; point out you booked them.
- "We've tried agencies before." → Acknowledge it; differentiate on targeting quality (your Scrupp lists) and a clear qualified-meeting definition.
- "It's expensive." → Re-anchor on pipeline value vs. fee.
- "Send me a proposal." → Agree the key terms live first, then send a short, simple proposal same-day.
Agree the terms
- Price & model (retainer / pilot / + bonus), billed monthly up front.
- The monthly meeting target and the qualified-meeting definition.
- A fair replacement policy for unqualified/no-show meetings.
- What you need from them (ICP, assets, rep availability).
Close and start fast
On a yes, send a short agreement and the first invoice same-day, and kick off onboarding immediately. Momentum after a "yes" is what turns a pilot into a long-term retainer.
The real win isn't the first month — it's the renewal. Close clean, over-deliver early, and a single client becomes a year of recurring revenue.
Next: the systems and team that let this scale beyond you.