As agency owners, one of the things we fundamentally get wrong in sales is how heavily trust plays a role in the process. We’re selling intangible services and solutions to people with a high price tag, and we expect prospects to trust that we’ll deliver on our promises. It’s a risky proposition, especially for the ones putting their trust (and wallets) in our hands. This week, I’m sharing how agency owners can earn and leverage their trust with client referrals to increase sales. When you sit back and watch the sales come in simply because someone knows, likes, and trusts you enough to recommend you to others, it’s a beautiful thing. I’ll share the four things we need in any sales process: the etiquette of social proof and earning client referrals, and how to ethically become part of a community without becoming a billboard for your agency. When you earn people’s trust by being genuinely helpful, knowledgeable, and a pleasure to do business with, you won’t have to lift a finger to make a sale. For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more. A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. In This Episode: Putting ourselves in the shoes of the buyers The role of psychological discomfort and decision fatigue in the buying process 4 things we need in any sales process to be successful The pros and cons of waiting on referrals The etiquette behind social proof and referrals What does it mean to belong? What it takes to earn someone’s trust enough to earn a referral from them