Wed, 6 April 2016
Do you know how to ensure you are guaranteeing leads for your business? If you are struggling with this as well as growing your team or how to prevent time lost to bad clients, this episode of Ask Swenk is the one you need.
In this video, I’ll cover:
Guaranteeing Leads in a Proposal (0:23)
Lawrence asks: "A prospect is asking for us to guarantee the number of sales leads our digital marketing will create -- which is impossible and could change over time. How would you go about putting this into the proposal?"
Don’t shy away from guaranteeing performance! Take pride and back your work.
I have NO issue with guaranteeing leads... DO IT! But, you cannot guarantee sales. Lead generation in your control, converting leads and the sales process is not.
3 steps to guaranteeing leads:
Here’s an interview with an agency owner who runs his business totally on a performance-based pricing model. He has over a 50% margin and a 95% close rate. Talk about qualifying leads!
#1 Struggle of Growing My Team (2:22)
Christina asked: "What were your biggest pain points in growing your agency from a just few people to more and how did you overcome them?"
The biggest struggle I had with growing my team was worrying about being able to afford them. Cash flow and making payroll was my #1 concern.
3 things that helped us overcome cash flow worries:
Firing a Terrible Client (5:18)
Glenn says: "We need to get rid of a terrible client. They're not taking the hint, so I need to formally drop them. A lot of thought went into this decision and they must go. How would you go about it?"
Congratulations! I’m so proud that you’ve realized it time to get rid of this client.
I have a motto: There’s no such thing as a BAD agency client - just a bad prospect or bad process. It’s OK that your process let a bad prospect sneak it and it’s awesome that you’re ready to get rid of them. Here’s what you need to do:
After it’s all said and done, forget it. Good riddance! You’ll notice a huge difference in your team and your culture when you eliminate this baggage.
In fact, take a look at the rest of your client roster. Are there other clients that are causing distractions or making it harder to become the agency you want to be? Quit wasting time on the wrong prospects and concentrate on the right ones.
Do you like this NEW 3 question format?
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Build Your Agency
Now that you know how to improve on guaranteeing leads, growing your team and more, this may be only the tip of the iceberg. But don't worry, I have all you need to get through these obstacles.
I have covered topics from how to handle a recession or expanding your brand awareness with a social media community. Or maybe you want to know the four phases of growth within your agency and want extra help in easing through agency growing pains? I have all the information you need to help you through it.
If videos are more your thing, don’t worry, i’ve got you covered! You can check out more from my Ask Swenk series and more of my videos on my Youtube channel. There you will find advice from myself and other agency experts.
Direct download: Guaranteeing_Leads_Growing_Your_Team__Firing_a_Client__AskSwenk_27.mp3
Category:#AskSwenk Show -- posted at: 7:00am EST