Swenk Today: The Digital Marketing Agency Show

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.

SUBSCRIBE NOW to follow my entrepreneurial journey. https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others. Your comments are why I do this, so please take a second and say hello. 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

Related Videos:
https://youtu.be/xADZUeqbXAI
https://youtu.be/g0DM8F-DCfM
https://youtu.be/g0DM8F-DCfM

Let's talk about a cool digital agency outbound sales strategy that everyone seems to be ignoring. So many agencies just reply on referrals, which is OK... but referrals are not scalable.

In this video, I'm chatting with one of my agency owner clients about a cool way to capture the attention of his ideal clients. Instead of just make sales calls, we've come up with a more creative and innovative way to showcase his agency's abilities.

Look, everyone is super busy and they don't necessarily want to make time to listen to your spiel about what you're selling and why. They don't know they might need the services you can offer.

My advice is to make a list of the top 50 clients you want and go after them with an outbound sales plan that includes personalized videos. (The tool I recommend is https://www.useloom.com/ -- I am not affiliated with them, nor paid for this endorsement.) Using Loom you can record yourself and your screen so you can show your prospect exactly how you can help them. Remember, the key is to *CUSTOMIZE* these sales

When you have an outbound sales strategy you have more control over your sales process, rather than just waiting for referrals which can put you in a feast or famine situation.

So, let me know what you think of this outbound strategy? How can you morph it into your own? Leave a comment below, also please like this video and subscribe to my channel.

RELATED VIDEOS:
https://youtu.be/8Fw_GseAsiQ
https://youtu.be/gZqQVZheLPk

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey. https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others. Your comments are why I do this, so please take a second and say hello. 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

I'm about to go on vacation with my family and that inspired me to make this video on why EVERY marketing agency owner should go on a vacation.

And hey, I mean a REAL vacation... not a "working vacation"... not work travel.

I get it - it's hard to step away. As entrepreneurs and agency owners it's difficult to take a break because we are so engrained in the daily operations of our business. But listened, one of my proudest moments was having one of my clients able to take an entire month off from his agency, come back and business was even better. That's huge!

It takes hard work and preparation to get your agency to a place where you can take off. But if you've got the right systems in place, it should be absolutely and totally possible.

Your role is not project management or sales. As CEO, your role is more guidance and leadership... and if you're executing that role then it is possible to step away for a week, or two, or even a month.

MY 5 REASONS EVERY MARKETING AGENCY OWNER NEEDS A VACATION:

1. It give helps prevent burnout. You put 150% into your business 24/7. Going on vacation is will help you stay fresh.

2. It helps you with creativity. You want to step back and see your business more objectively.

3. It helps you gain an outsiders perspective. When you're away, you gain sight of the bigger picture.

4. It encourages you to spend time with your loved ones. You may love what you do, but creating experiences and memories with loved ones means even more.

5. It gives you something to look forward to. The anticipation of a vacation can literally be energizing.

Look, I know it's hard to take time off. It can seem impossible with all the balls you have in the air. But, there are major benefits to taking some time for yourself. Your agency, your team and your clients might even thank you for it :)

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others. Your comments are why I do this, so please take a second and say hello. 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

Do you lack confidence as a digital agency owner? It can be hard to manage your own expectations sometimes. And, when you don't produce amazing results for every single client, that can be a real blow to your confidence.

The lesson today is to realize you're not alone on this digital agency owner journey. Celebrate the wins and learn to lean on others in your same boat.

We're all accidental agency owners... so that makes us more reactive than proactive in this business. That approach can make it really difficult to grow and scale your agency. When you become aware of this and take a more proactive approach you can transition from "just" an owner to a CEO.

Think about where you want to go and why. Then start backwards and think about what you're doing to get there. What tasks are you doing that's going to help you get there? What are you doing that isn't going to get you there? What can you delegate or automate?

Ultimately, you want to reduce your position doing just things that fall into these 5 categories:

1. Setting and communicating the company vision.
2. Leading and mentoring the leadership team, which is just 1 level deep.
3. Knowing the financials.
4. Assisting with sales as needed.
5. Being the front face of the agency.

Everything else is not your role... if you're managing client work, doing all the sales, etc. you need to hire and/or delegate those things. Your job is to move your business to the next level.

The real challenge is to get out of your own way. Realize that you will figure it out. Realize that are providing results and value to your clients. Not every single client will be a home run - sometimes you will strike out. But, don't let that be a blow to your confidence. Keep plugging along!

What are you doing to transition from "just" the owner into the CEO role? Comment below and tell me what changes you might need to make moving forward. Your comments and feedback are my WHY.

RELATED VIDEOS:
https://youtu.be/UfZkuHN5qQ4
https://youtu.be/wfG1nJ2I3gs
https://youtu.be/stbKRSmWieU
https://youtu.be/jH5VUXLVQ1c
https://youtu.be/8Fw_GseAsiQ
https://youtu.be/gZqQVZheLPk

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list...
=======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others.

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.

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/s...
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com
Podcast: http://smartagencymasterclass.com
Facebook: http://www.facebook.com/jasonswenk
Twitter: https://twitter.com/jswenk
Instagram: https://www.instagram.com/jswenk
Linkedin: https://www.linkedin.com/in/jasonswenk
Medium: https://medium.com/@jswenk/
Soundcloud: https://soundcloud.com/jasonswenk

How can your marketing agency stand out? Here's a strategy that I think we're going to see more and more, and it has nothing to do with showcasing your products or services...

Last weekend was Super Bowl Sunday in the U.S. and like most marketers, I paid close attention to the commercials. One that really stood out for me was a car commercial that had NO cars in it. What kind of marketer would spend money on a Super Bowl ad and NOT feature their product, right?

The commercial is for Hyundai and I've embedded it here in this video. Hyundai's message wasn't to sell more cars, it was to get in touch with it's audience and show them what they stand for and believe in. This wasn't just a PR stunt for them; Hyundai has been donating to childhood cancer research for 20 years.

Research shows millennials connect with brands they trust and believe in. They're looking to align themselves with brands that have similar values so they can feel good about doing business with them.

Does your agency have core values? Are you showcasing those values in order to align yourself with the right clients? Comment below and share. Your comments and questions are my WHY.

RELATED VIDEOS:
https://youtu.be/UfZkuHN5qQ4
https://youtu.be/wfG1nJ2I3gs
https://youtu.be/stbKRSmWieU
https://youtu.be/jH5VUXLVQ1c
https://youtu.be/8Fw_GseAsiQ
https://youtu.be/gZqQVZheLPk

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others.

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

How can you make your digital marketing agency standout against the competition? STOP taking a generalist's approach!

I don't want you to be a "me too" agency. I know it's a big commitment and a little intimidating but you need to specialize in a specific niche and be very clear on who you help. Taking this approach will help identify you as the authority in a specific market, whether that is a vertical or horizontal niche.

In today's market, client's want to know that you understand them and their industry. They want 100% of your focus on them and their business growth. And generalists can't do that because they're trying to juggle being "everything to everyone." As I tell my marketing agency clients, when you are a jack-of-all-trades, you are the master of none.

However, when you are very clear about who you serve you will attract more agency clients. Let your digital marketing agency competition be the generalists and you be focused on just one segment of the market.

When you identify a specific niche and tell them what you can do for them, you'll standout among the crowd.

For example, my positioning statement (AKA tag line) is "Growing Digital Agencies Faster and Easier" -- it specifies: (1.) who I help and (2.) the result of working with me.

What are you doing to make sure your agency stands out among the competition? Do you have a niche or specialization? Tell me more -- your comments are my WHY.

RELATED VIDEOS:
https://youtu.be/UfZkuHN5qQ4
https://youtu.be/wfG1nJ2I3gs
https://youtu.be/stbKRSmWieU
https://youtu.be/jH5VUXLVQ1c

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

Want to know which marketing entrepreneur influencer to watch and model as you grow your business? Here's one of the top people who helped shape and grow my marketing agency coaching business at JasonSwenk.com back in early 2014... and he's still helping people today!

Pay Flynn is an entrepreneur, blogger and podcaster best known for his blog and podcast Smart Passive Income, where he conducts income experiments and shares the results. Back in early 2014 I "discovered" podcasts and eventually found Pat. His information and podcast course was a total game changer to me.

This video is NOT a paid endorsement. It's merely a shout out to a man who made a HUGE difference in trajectory of my career path once I sold my digital marketing agency after 12 years.

To fellow entrepreneurs: Go check out Pat's stuff right now!

To Pat: Thanks, man!

Who are your influencers? Comment below and share some other great entrepreneurs to follow and model. We're all in this entrepreneurial journey together.

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey. https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
======================================================= 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

How can you make sure your digital marketing agency sales person is successful? It's a combination of the right pay structure and the right training.

In this video, I'm advising one of our Agency University members who is trying to hire their first sales person. They are going to pay 100% off the bat. And hey, I understand that... Most marketing agency startups don't have the cashflow to bring in a sales person and pay them a salary right off the bat. But, the problem with that is they have no loyalty and because they don't have any skin in the game. Most times they sell one or two deals and they're onto the next thing.

My advice is to offer a base salary plus commission. BUT - if you must compensate on commission-only, here's 4 key pieces of advice to setup success:

1. Have a great training program.
Make sure expectation are clear, keep providing them ammunition to land great clients, make yourself available to them, assist on sales, and provide all the resources they need to make their commission.

2. Have a high commission structure to keep them hungry.
If you aren't providing a base salary, benefits, etc. then you should expect to pay 10% - 20% in commission off the bat. It has to be worthwhile for them and a big commission check is what'll keep them interested. (And, if they're really good - they might start making more money than your take-home pay.... that's a GOOD problem to have, so get OK with it :)

3. Hire someone who is already employed.
In most cases, the best people already have jobs. (There are some exceptions, I know.) So you don't necessarily want the unemployed person who's just hungry for a paycheck and willing to work for $0 base salary because chances are, they're just killing time with you until they find the next better job offer. If they quit after a month or two, that is tons of time wasted training.

4. Hire 2 sales people at the same time.
Find two, hire two, train two agency sales people at once. This is not only more efficient for you but chances are better that at least one of them will work out. In other words, don't put all your eggs in one basket!

Are you ready to hire for digital marketing agency sales? Whether you're doing 100% commission or base + commission you can apply these tactics to help grow your agency.

What challenges do you have in agency sales? Comment below and tell me. Helping YOU is my WHY.

Foot in the Door:
https://youtu.be/8Fw_GseAsiQ
https://youtu.be/gZqQVZheLPk

Sales Commission:
https://youtu.be/Wx5IxpV4EXg

=======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
=======================================================. 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

Struggling with digital marketing agency pricing? The key is to price your agency based on the VALUE you are providing for your clients.

First, you need to know what type of problem are your solving for them. Specifically, have them identify the 3 I's... ISSUE, IMPORTANCE and IMPACT. Then you can place value on your marketing agency services

** What is the ISSUE you they are having?
** What is the IMPORTANCE of solving it?
** How does this IMPACT their business?

So for example, if you are solving a $1Million problem for them (in other words, they will bring in $1M in business after working with you), then you need to be charging $100,000. That is a 10X on their investment.

So, while other agencies might be charging hourly (and losing money that way), you should be charging on value. And then the real key is to DELIVER the value as promised.

This pricing model is the best way to grow and scale your agency. Don't just base your pricing on what the competition is doing, or what you feel "the market" will allow. Value based pricing is the way to go, and honestly it's much easier to sell to your prospects.

When you have your prospects identify the 3 I's, they can't argue with pricing. Money or budget is not the issue. If they want to solve the problem bad enough, and you can deliver their desired results then price will not be a problem.

Don't be afraid of pricing your marketing agency services too high! Think of it this way.... if you walked into the hospital because you're having a heart attack, would you care what it costs to fix you? No you would not. Same goes for clients! If their problem needs fixed, they aren't going to put much emphasis on cost. And if they do -- they weren't the right client for you anyway... because you can only grow and scale by working with the ideal clients who can pay you what you're worth.

What pricing challenges are you facing? Comment below and let me know. Your comments are my fuel and my why.

RELATED VIDEOS:
https://youtu.be/3RQ1iGtqhEU
https://youtu.be/29hx-bdMqcM
https://youtu.be/pXFIco98kRo

======================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
======================================================
Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share this episode with others!

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday
Q&A from my digital agency audience

Ask me A Question
http://jasonswenk.com/askswenk

Podcast Wednesday:
(Digital Agency Interviews)
https://itunes.apple.com/us/podcast/smart-agency-masterclass-marketing/id870206013?mt=2&ls=1
or
http://smartagencymasterclass.com

Follow me here:
Website: http://jasonswenk.com 
Podcast: http://smartagencymasterclass.com 
Facebook: http://www.facebook.com/jasonswenk   
Twitter: https://twitter.com/jswenk  
Instagram: https://www.instagram.com/jswenk  
Linkedin: https://www.linkedin.com/in/jasonswenk  
Medium: https://medium.com/@jswenk/ 
Soundcloud: https://soundcloud.com/jasonswenk

Here's what you can do to land more digital marketing agency sales...

1. Get your salesperson talking to you. Find out what they need from you and how you can support them.

2. Make sure they are firmly aware of your niche/specialization. Then give them the tools to fish where the fish are biting.

3. Have them start with selling an irresistible Foot in the Door offer first. Don't have them concerned with landing the big deals off the bat. You need to develop trust and authority with every new client.

4. Pay a low(er) salary and a tiered commission structure. Compensate your sales person as they meet certain levels or tiers.
For example:
$1 - $250K ---- pay out 5%
$250K - $500K ---- pay out 7%
$500K - $1M ---- pay out 9%

See, if the compensation plan only pays your sales person for the first engagement they're going to try to sell the big ticket items first, because it doesn't benefit them to sell a smaller Foot in the Door offer. But if you're paying them on-going, then they will sell the smaller deals and the rest of your team can deliver spectacular results.

In the end, selling the smaller Foot in the Door offer will net your digital marketing agency MORE sales. You just have to offer your team the right incentive!

How is your sales team handling sales? What commission structure are you using or what can you do to make it better? Comment below!

-----------------------------------------------------------------------------------------------------------
WANT MORE? CHECK OUT THESE RELATED VIDEOS:

Foot in the Door Offer:
https://youtu.be/8Fw_GseAsiQ
https://youtu.be/gZqQVZheLPk

Sales Commission:
https://youtu.be/Wx5IxpV4EXg

=====================================================
SUBSCRIBE NOW to follow my entrepreneurial journey.https://www.youtube.com/playlist?list=PLDvZHFVeqEMq58q6tMoyMK-ufpp0ysoVP
======================================================

Thanks for watching. I hope you keep up with the daily videos I post on my channel. Make sure you subscribe and share your learnings with others. Your comments are why I do this, so please take a second and say hello. 

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. 

DONATE to help us continue to provide you amazing content. https://jasonswenk.com/donate/

SCHEDULE

MON-THUR VLOG #SwenkToday