Terry Rice

Yeah, I think the most important thing is to use the wedge strategy. And this was made popular by McKinsey. So just if you've never chopped down a tree before, the easiest way to chop it down is not by just hacking at it for hours. You want to drive a wedge into one side, just a small wedge, and then from the other side, pull it down. So what McKinsey does is they offer audits as a wedge.

So instead of saying, hey, give us millions of dollars for this huge project, they say, hey, give us a smaller amount for this audit that we'll do. And then afterwards, they'll say, hey, look, if you want help implementing this stuff, then you have to give us a bunch of money. On my end, I accidentally discovered that strategy.

So instead of saying, hey, give us millions of dollars for this huge project, they say, hey, give us a smaller amount for this audit that we'll do. And then afterwards, they'll say, hey, look, if you want help implementing this stuff, then you have to give us a bunch of money. On my end, I accidentally discovered that strategy.

So instead of saying, hey, give us millions of dollars for this huge project, they say, hey, give us a smaller amount for this audit that we'll do. And then afterwards, they'll say, hey, look, if you want help implementing this stuff, then you have to give us a bunch of money. On my end, I accidentally discovered that strategy.

Years ago, this private equity company reached out to me and they said, look, we're about to buy this e-commerce company for like $40 million. We know you're a digital marketing expert. Can you just audit it to make sure we're not buying a lemon? And I'm like, yeah, sure. So I went through that process, give them the audit, and they're like, it seems like you've never done this before.

Years ago, this private equity company reached out to me and they said, look, we're about to buy this e-commerce company for like $40 million. We know you're a digital marketing expert. Can you just audit it to make sure we're not buying a lemon? And I'm like, yeah, sure. So I went through that process, give them the audit, and they're like, it seems like you've never done this before.

Years ago, this private equity company reached out to me and they said, look, we're about to buy this e-commerce company for like $40 million. We know you're a digital marketing expert. Can you just audit it to make sure we're not buying a lemon? And I'm like, yeah, sure. So I went through that process, give them the audit, and they're like, it seems like you've never done this before.

And I was like, yeah, you're actually kind of right. They're like, can you give us a format that you can use over and over again? Because we want to use you to pre-qualify all our deals going forward. I was like, okay, cool. I got to create a system around this. So I did that. And that's why I'm encouraging everyone else to do this too.

And I was like, yeah, you're actually kind of right. They're like, can you give us a format that you can use over and over again? Because we want to use you to pre-qualify all our deals going forward. I was like, okay, cool. I got to create a system around this. So I did that. And that's why I'm encouraging everyone else to do this too.

And I was like, yeah, you're actually kind of right. They're like, can you give us a format that you can use over and over again? Because we want to use you to pre-qualify all our deals going forward. I was like, okay, cool. I got to create a system around this. So I did that. And that's why I'm encouraging everyone else to do this too.

Because once I did that, they're like, can you give us quarterly audits to let us know how we're doing based on your previous recommendations? Okay. So the cool thing about audits is you land one that can easily turn into four. And then on the back end, you could say, hey, look, if you want help implementing this stuff, I can consult you as well.

Because once I did that, they're like, can you give us quarterly audits to let us know how we're doing based on your previous recommendations? Okay. So the cool thing about audits is you land one that can easily turn into four. And then on the back end, you could say, hey, look, if you want help implementing this stuff, I can consult you as well.

Because once I did that, they're like, can you give us quarterly audits to let us know how we're doing based on your previous recommendations? Okay. So the cool thing about audits is you land one that can easily turn into four. And then on the back end, you could say, hey, look, if you want help implementing this stuff, I can consult you as well.

So for anyone listening, that's the easiest way to get involved with big companies. Just offer them an audit, you know, smaller dollar value, prove your value. And then from there, you can ramp up to bigger deals.

So for anyone listening, that's the easiest way to get involved with big companies. Just offer them an audit, you know, smaller dollar value, prove your value. And then from there, you can ramp up to bigger deals.

So for anyone listening, that's the easiest way to get involved with big companies. Just offer them an audit, you know, smaller dollar value, prove your value. And then from there, you can ramp up to bigger deals.

Yeah, and that initial interaction builds that trust, making it so much easier to get big deals. And another wedge that I discovered on accident was working with marketing agencies. So I would do workshops on Facebook ads, digital marketing, so on and so forth for the new hires. But the thing is, agencies sometimes have a high turnover.

Yeah, and that initial interaction builds that trust, making it so much easier to get big deals. And another wedge that I discovered on accident was working with marketing agencies. So I would do workshops on Facebook ads, digital marketing, so on and so forth for the new hires. But the thing is, agencies sometimes have a high turnover.

Yeah, and that initial interaction builds that trust, making it so much easier to get big deals. And another wedge that I discovered on accident was working with marketing agencies. So I would do workshops on Facebook ads, digital marketing, so on and so forth for the new hires. But the thing is, agencies sometimes have a high turnover.

So they're calling me back like the next month, the next month, the next month, train more people. And people tend to leave agencies as well. So when people go to a different agency, they would say, oh, yeah, bring that guy, Terry, in to go ahead and train us. So, again, I would do these workshops, but then I'd also stand with a retainer to consult them going forward.