S03 Episode 3: How Meteoric Growth Impacts Sales with Drew Sanocki and Michael Epstein

Advisors lead by developing a trusted relationship with prospects. This takes out a lot of traditional pitching for business and transitions to paid connections. You become more of a consultant than just a hired gun.

Drew Sanocki and Michael Epstein are partners at Growthengines.io, which has grown from being brand new to generating $1 million in revenue in less than a year through retainer work. How has it gone from nothing to where it is at now in such a short period? What impact does that have on the way that it sells?

Today’s topics include:

  • Agony and pain that comes before success and figuring out a model
  • Insights: Moving from 1-OP projects to ongoing retainers, and going to higher-end retainers
  • To go up market practically and mindset-wise what needs to change is the 80/20 rule: 20% of clients were driving 80% of the revenue; building an agency that targets the 20%
  • Structuring things differently to attract and convert the bigger fish; generating valuable content and marketing, and focusing offering on the highest value adding aspects
  • Typical Lifecycle: Hear about Growth Engines, sparks interest, follows a call to action/lead magnet, and tag leads for initial engagement and email sequence
  • Selling Process: Once prospect is qualified, they are funneled through various offerings, such as courses and roadmap growth audit
  • Sometimes a sales call is not even necessary; convince them without it
  • Focusing on standardization, process improvement, and fulfillment
  • Communication Process for Qualified Prospects: Emails for engagement, but not a lot of selling that has to happen  
  • Follow-up efforts with those who choose not to opt-in
  • Pulling data to generate reports and drive presentation deck to deliver to client; making deliverable more productized and systemized

Resources and links:

Growth Engines

Growth Audit

Nerd Marketing


Jonathan Stark

AutoCrat for Google Sheets

Mastering Drip Email Marketing Automation

“I still can't believe you don't charge for this course.”
Struggling to find and close projects? Need some help in figuring out how to charge what you're worth? Join more than 50,000 freelancers who have transformed the way they sell and pitch clients.
    I can't thank you enough for everything you're doing to share your knowledge and experience with us. I've been reading and listening to a lot of "gurus" out there and often times feel like their approaches are a bit too gimmicky or lack what I appreciate about your content the most: genuinely caring about the client's needs. I read every word of every lesson many times over and I could truly feel my mindset shifting.
    Sam F., joined the course April 18, 2018
    Join 50,000+ freelancers who get early access to new articles, guides, updates, and more.