Jul 24, 2018
Do you want to land new agency clients a lot faster? Too many agencies start off by pitching marriage first. It's really difficult decision and can make it hard on your prospects. Here's what you should do in order to land more agency clients faster....
One of my clients is an Australian SEO agency. They are selling $5000 retainers right off the bat. When they implemented the Foot in the Door strategy they increased their close rate by 80%, sped up their sales cycle by double, and took their annual revenue for one client from $30K to $100K. What would these results do for you and your agency?
Here's what you need to do:
1- STOP pitching your core service first and instead sell a solution to your clients problem. Your prospects don't care what you do and how you do it. They care how it affects them and if it solves an issue or pain point of theirs.
2 - Come up with a FOOT IN THE DOOR offer. This is an irresistible offer that is a slice off your core service. A good Foot in the Door offer is less risky for your prospects, because it is an easier decision at a lower price point. People are more likely to do additional business with you if they have a good experience. So, make it easy for them to do a little business with you now, and they're 20X more likely to do even more business with you again.
Check out these video for more on the Foot In the Door:
What you're doing now by pitching your core service first, is giving the strategy for free. Instead, create a Foot in the Door offer that helps them understand the strategy and identifies a roadmap of what they need to do. Then offer to help with the execution of that strategy.
My client, the SEO Agency in Australia, they offered an audit and opportunity analysis as their Foot in the Door. From there, they positioned project work -- and from project work to a retainer. That's how they have been able to grow their sales and revenue.
So, what do you think? Are you going to try the Foot in the Door strategy to get more agency clients faster?
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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
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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