When your clients hire you, they usually want to improve a few key things.
Things like revenue, client growth, lead volume, acquisition costs, conversion rates, or any number of other things.
During the sales process, your goal is to get clear on what specifically they’re hoping to accomplish. You’re pricing against the value of those outcomes, after all.
Then, to track progress, you begin by taking benchmark measurements on those key areas and others you plan to improve.
At the end of the engagement—and along the way—you can compare and contrast the results against their starting point.
You’ll be surprised how much you help people when you actually track the before and after. It also makes for super crunchy testimonials.
And if you’re not moving the needle, it might be a sign you’re either working with the wrong clients or you need to sharpen your methodology.
Worth noting either way.