S03 Episode 2: Why Roadmapping is a Priority with Matty McLain

When your business is small, you need to carve out a niche and engage clients. Know what you can do for them, and put into words what you can deliver. You need to determine whether you want to work with others or not. How do you roadmap your business?

My guest today is Matty McLain, who works for small companies and startups to help them tighten their sales process and get clients. What keeps business owners up at night and bothers them? Matty looks inside the businesses and determines how to make them better.

Today’s topics include:

• Craft proposals based on what clients say and address their pain
  points
• Purpose of roadmapping to understand and overcome objections
• Hesitations that clients will hire you; frustrations over wasted
  research and time
• Create email list following that generates leads and be active in the
  community
• Pitch roadmapping via a call; create roadmapping summary of sales and
  marketing plan
• Funnel: Lead comes in; consultation; qualify client for roadmapping;
  pitch roadmapping; deliverable report; and sell bigger project
• Silent Killer of Small Business: Giving too many proposals that you
  don’t win
• Conversion rates go up when you offer someone a taste of something
  bigger
• First dollar is the hardest to make; companies initially go with
  lower-priced options
• Time with company leaders to vet them and determine if you want to
  work with them
• Trust that you own abilities can impact a business
• Things to be aware of and consider when thinking about selling paid
  roadmapping
• Find a way to charge for value
• Proposal: Here’s where you’re at, here’s where you want to be; given
  my experience and our discussions, the best way to get from here to
  there is…
• Customer Service Era: People’s expectations are higher; you have to
  deliver an experience
• Lessons Learned: Have a process, and sell roadmapping as the first
  step

Resources and links:

• Matty McLain
• Million Dollar Consulting by Alan Weiss
• Sandler Training
• Dan Pink