{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F80846475-eee6-4f8e-ae61-b3259259dfae","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"085 Raman Sehgal | How A B2B Company Quadrupled In Growth By Turning Down 80 Percent Of New Business","description":"Do ever feel like you\u2019re putting in double the effort for less than half the results in your business? Or maybe you\u2019re scared of turning down potential clients because you\u2019re afraid your sales pipeline might dry up, so you wind up working with clients that drain your energy and resources?\n\nMy guest today is going to explain why saying \u2018yes\u2019 to every client that walks through your door is the wrong approach to building and sustaining a successful business \u2013 one that feels invigorating rather than draining. He\u2019s going to share with you his secrets to quadrupling his business in just 18 months while turning down 80 percent of the leads that inquire about his services.\n\nOn today\u2019s episode, I talk to Raman Sehgal, the founder and CEO of ramarketing, a digital marketing and PR agency, about how he was able to grow his business fourfold by weeding out less-than-ideal prospects. Raman shares his biggest mistakes, the lessons learned from his early days in business, and how you can avoid making the same mistakes.\n\nToday we\u2019re going to talk specifically about Raman\u2019s \u201cred flag\u201d system of client selection, and how his company stopped spending time on bad leads. They now focus on taking care of existing clients \u2013 which, in turn, has led to more business. Raman believes that if companies learned how to identify and pinpoint the types of clients they don\u2019t want to work with \u2013 as opposed to the ones they do \u2013 they would see better results in their bottom line.\n\n\u201cRestraint gets respect,\u201d Raman says. \u201cWhen you say no to someone, it makes them want you more. It\u2019s like some kind of cruel dating game.\u201d\n\nI know you\u2019re going to love this discussion, and you\u2019re going to learn a ton from Raman Sehgal on this edition of Grow My Revenue!\n\nListen to this episode and discover:\n\u00b7 How a small B2B marketing and PR agency quadrupled its revenue in less than two years.\n\u00b7 The biggest mistakes companies make when choosing to work with clients and how to avoid them.\n\u00b7 Weeding out bad customers: why it\u2019s important and how to do it.\n\u00b7 The criteria Raman uses in his \u201cred flag\u201d system to identify worthy prospects.\n\u00b7 And so much more\u2026\n\nEpisode Overview\nAs a longtime professional in the pharmaceutical industry, Raman Sehgal started his business with an eye toward helping pharmaceutical companies with their marketing and PR. What started off as a very clear focus, though, became blurry over time.\n\nLike most new business owners, Raman started chasing every new potential client. Afraid he was passing up money and opportunity, he said \u2018yes\u2019 to every prospect \u2013 even the ones he knew were not a good fit. And that was a costly mistake, he says.\n\n\u201cIt can have a bad effect on morale and motivation, and it can distract you from other clients and suck all your energy,\u201d Raman says.\n\nAfter losing a client that accounted for roughly 30 percent of his business, Raman started to get serious about prospecting. Rather than do what he\u2019d been doing, he decided to get more discerning. He created a system to weed out less-than-ideal clients using specific demographic (and behavioral) criteria. In this episode, he talks about:\n\u00b7 The kinds of clients he refuses to work with today.\n\u00b7 How getting clear about who you work with can streamline your marketing efforts.\n\u00b7 The kinds of client behaviors that are instant warning signs for Raman and his team.\n\u00b7 And the one thing he wishes he would have done more of in his 30s.\n\n\u201cYou can always make more money, and there\u2019s always other opportunities, but a bad client can absolutely drain your business,\u201d he says. \u201cHonestly, it\u2019s really not worth it.\u201d\n\nTune in for all of these nuggets of wisdom, and more, on today\u2019s Grow My Revenue with Raman Sehgal.\n\nFor full show notes and other resources, please visit: http://www.ianaltman.com/podcast/raman-sehgal/","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/82ecffc1-661e-42fd-a238-f19feb44cc5b/artworks-000215919201-f3v8sk-t3000x3000.jpg"}