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Swenk Today: The Digital Marketing Agency Show

Jul 17, 2018

How do you make sure you’re talking to the right prospect within the first 20 minutes of a sales meeting? Here’s the 4 questions you need to get answered right away in order to know if you should be working with a prospect.

There’s a methodology that I developed for myself and trained by sales team so we could stop wasting time iwht the wrong prospects and only spend time on the right ones. I call it “NBAT” and it stands for Need, Budget, Authority and Timing.

Need: Is the project a service your agency offers and does well? Can you be successful with doing this work? Can the client successfully achieve their desired results?

Budget: Whats the budget your prospect has available to put toward this project? It is reasonable that you can achieve their desired results within this budget? A lot of people wait until the very end to ask this question. Big mistake. Think about it. If you’re waiting until the end of a meeting to find out the budget, and it’s not a good fit, then you’ve just wasted all that time. Ask upfront and save time for both parties. Have trouble getting prospects to share their budget? Check out:

Authority: Can this person actually make the decision to work with you? Don’t just judge this by job title. Instead, ask them how this project matches up with their company vision. Or, ask them how this aligns with the yearly goal, 5 year plan, etc. - only the decision maker can answer these questions.

Timing: What is the time frame they need to work within? You know what it takes to achieve the desired results,. So if the prospect has an unreasonable expectation then you’re being set up for failure. If that’s the case, say goodbye and refer this prospect to your biggest competitor! :)

Think about N.B.A.T. for every sales call. This is the system you need to have in place in order to qualify your prospects. And having systems in place is going to help you grow faster and easier so you can run your agency more efficiently and not have to do everything yourself.

When I look back at my agency’s success and the successes of the agencies I’ve coached, it all goes back to having the right systems in place.

Think, what are the systems you need to create and what are your struggling with that needs improve? My Agency Playbook helps agency owners by guiding them through the 8 systems they need, in the right order, so they can grow and scale.

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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, 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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