Feb 27, 2018
Let's talk for a minute about sales and why most digital agencies need a better sales strategy to close more new business. It's all about relating to the prospect and asking the right questions in order to get a favorable outcome.
If you can actually help out your prospects then I want you to win those deal. It starts with asking questions to help determine if you can achieve the desired results. Some of the most important things you can do to position your agency as "the choice" rather than "a choice" begins with the questions you're asking up front.
Your prospects have a pain point and they're coming to you as a trusted advisor to help guide them to a solution. So the best thing you can do is show them a plan to ease their pain and achieve success.
The easiest way to determine the right plan to win sales is by asking them questions like these:
"A year from now, where do you want to be?"
"What's the biggest ISSUE holding you back from getting there?"
"What's the IMPACT this is causing on your business?"
"If we could get a million customers to you in a day, what would that do for your business?"
"How IMPORTANT is it for you to solve this issue?"
Once you understand the 3I's (ISSUE, IMPACT and IMPORTANCE) of their problem, then start building a plan during the conversation. Get their buy-in on the plan all along the way to make it an easier "yes" for them in the end.
In this video I give a sample of how to address these questions and how to talk a prospect about your digital marketing plan for their business.
At the end of the day, it doesn't matter what you're charging. What matters is the urgency of the situation (those 3 I's) and the value you can deliver. If they balk at the cost, you might not be talking to the right person ~or~ you haven't fully explained the value of the service you'll deliver. (It goes back to pre-qualifying them using NBAT -- https://youtu.be/azIe8vtFV8E)
When you apply this sales strategy you will convert more prospects into clients. And that's awesome, because who doesn't love new agency business? :)
Let me know what you think about this sales video by commenting below. Your feedback and comments are my why.
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JASON SWENK IS AN AGENCY ADVISOR THAT GUIDES MARKETING AGENCIES THROUGH A PROVEN FRAMEWORK FOR GROWING THEIR AGENCY FASTER & EASIER.
Fresh out of college Jason was off to work for Arthur Anderson,
one of the big 5 consulting firms. He quickly realized that he
could never work for anyone other than himself. He decided to
change direction, launch a digital agency that quickly grew to a
multi-million dollar operation working with brands such as
AT&T, Hitachi and Lotus Cars. After 12 years of steady growth,
the agency caught the attention of bigger agencies and Jason sold
it in 2012.
Now, Jason leads http://JasonSwenk.com, a unique media company & consultancy helping marketing agencies grow & scale their agencies faster by applying the framework that he used to grow, scale and eventually sell his agency. Jason has helped over 10,000 agencies in 23 countries meet or exceed their business goals.
Jason currently hosts two shows that are available for download…
The Smart Agency Master Class Podcast, dedicated to providing tactics and strategies to agency owners and decision makers that cut through the BS, focus on exactly what works and what doesn’t; and
SwenkToday a daily VLOG that documents the entrepreneur journey of building another multimillion dollar business, where he share the latest strategies, and answers the most burning questions entrepreneurs have.
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