When a client wants you to fly to meet in-person, how much should your agency charge? It’s not just hard costs for travel, but also the “Opportunity Cost” of going. And it’s different when your culture includes flying constantly, versus when a trip is a hardship for an employee. See how to navigate this during the sales process or when it comes up again later.
Many marketing agencies rely on their personal network and referrals to grow, but what happens when those leads run out? It’s time for marketing. Here are some things you can do in the short-term, medium-term, and long-term to get agency clients.
If your sales prospect wants experience your agency doesn’t have, be honest. You might still close the deal… and if not, it gives you “fast failure.” Save time with cut-and-paste templates you can use during your email and phone conversations.
Want more perfect-fit clients at your agency? Inbound branding is a strategy to attract more of the clients you want—and repel the ones you don’t want. Follow my three steps: choose a specialty, deliver thought leadership marketing, and apply marketing automation.
We know why it’s important for agencies to specialize. Now, let’s look at HOW to choose a client vertical. It’s a mix of qualitative and quantitative: financial potential, industry trends, whether you like clients in the industry, and more.