Swenk Today: The Digital Marketing Agency Show

I've been thinking a lot about how the Agency Pitch needs to change. When a prospects asks for your agency to pitch your services to them, change the conversation to doing a paid workshop that can develop the initial strategy for the prospects.

If you do this, you will clearly separate your agency from all the me too agencies, and win more deals.

Are you frustrated about not growing your agency as fast as you wanted in gross revenue?

I get it, I used to be the same way, where I compared our success year over year with how much we grew in gross revenue, but it should be all about profit.

Also, just like climbing a mountain, sometimes you need to back track in order to reach the top.

If you would like to talk to me about your software you are developing for your agency or the software idea, click here and fill out the form.
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If you would like help with growing your agency faster, make sure you check out Agency University. http://agency.university

Are you excuse oriented or solution oriented when it comes to growing your business & digital marketing agency?

Just because something has worked for you in the past, doesn't mean it will continue to work for you in the future.

You have to constantly identify the biggest problem and run straight toward it, rather than away.

Does your digital agency look very similar to your competition? Are you having trouble differentiating your agency with your competition?

In this video, I will walk you through the two things you need to do in order to build the right foundation for your agency and position your agency as “The Choice” verses “A Choice”

If you would like to continue to dive into the 2 systems and discover the other 6 systems you need to grow and scale, make sure you check out http://jasonswenk.com/playbook

Are you a me too agency? Do you need to make a change? Do you have the right systems in place to scale and grow you creative agency?

One of the main steps you need to put in place to help develop your digital agency is clarity:
How are you positioning your business?
Are you thinking about how to generate leads?
What is your end destination?
What is your vision?
What is your niche?
What is your specialism?
How do you make the client feel like the star in the story?
Are you listening to your client's needs/requirements?
Are you lead nurturing?

I recently went to Cleveland for Content Marketing World, where I heard an interesting new agency model for community sourcing your projects.

The person I heard this from was from someone I would have never expected :)

Questions to ask yourself - How can I work on my community building? Can I develop team collaboration? How can we work on teamwork and collaboration? Community sourcing is also very important when developing your creative agency, digital agency or digital marketing agency.

Patryk asked… “What sort of content should an agency/agency owner create to generate the right kind of inbound leads?”

Step one - Know who you are creating the content for. What is your content strategy? Do you have lead generation strategies?What is your market? Which industry and brand do you want to target? Can you choose a specific person? Who do you want to reach in the brand? What does the client want or need?

Create content that is useful, relevant and helpful. Give them a cheat sheet, formula or checklist that will make their jobs in digital marketing much easier.

If they then use your tool or checklist and discover that in fact their marketing is not as good as it could be - that is your win! You can follow up - with content and campaigns - you have made them aware of the problem. and can really begin to use your lead generation marketing or online lead generation skills!

When creating content you need to be asking the questions:
Is the information helpful?
How can you help your prospects do their job better?
How can you help your clients become what they want to be?

There are so many biz dev people selling for agencies that are in massive pain. The sales people need the leaders and owners to commit to a certain direction.

I understand that most agency owners are accidental business owners, and think that a sales person is a magic bullet. Bullets without a gun will not do the job.

Agency biz dev turnover is a huge problem. The big thing is the refusal to clarify who their target is. They won't commit to a niche. I have about 8 industries I'm trying to market to. They focus on aesthetics when it comes to the website. They don't give the sales rep the tools they need or the direction.

It's NOT all about relationships, or who you know and networking. Just telling them to go out and knock on doors, attend meetings and bring back an account. Doesn’t work.

They need a plan and a process to follow. Giving them revenue goals, but NO value proposition is killing your opportunities. You also need to know how to assign value to what you do for their clients, demonstrate success stories.

Agency Playbook http://jasonswenk.com/playbook

The agency client keeps asking for more changes, more services, and you keep billing them the same small price you quoted them on.

Here are some strategies that can help you avoid scope creep, make more money, and keep your clients happy.

If you would like an online agency advisor and mentor, make sure you check out http://agency.university

Got a great question from an agency owner today, who is generating good leads, but he has reached a ceiling of the amount of people he can chat with each week. He is debating on which he should spend more time doing…. Agency Sales or Agency Marketing.

John asked… “At the moment our biggest struggle is time on sales versus time on marketing. I have two staff who are managing the delivery, and doing a stonking job. I’m now full time on marketing/ sales for us. We’re running Facebook Ads + cold email to webinar to sales call. It’s driving lots of webinar sign ups, and lots of calls, but we’ve reached a limit, because I've only got enough time for a certain number of calls per week (about 10 at the moment). What should I do?”

It is really important to consider time on sales versus time on marketing as both are extremely important when developing you digital marketing agency. Question you need to ask yourself are:
Am I creating digital agency leads?
Are the leads I am getting suitable for my digital agency?
Do I need an application?
Do the clients match your criteria?
Do I need to introduce a real person refundable deposit?
If you are too busy raise your prices!!

In this podcast I discuss two problems costing SEO agencies money and profit, and help guide you to figure out what are the outcomes your agency clients want, and how to position your SEO agency to not look like a ME TOO AGENCY.

Pricing and Positioning are key in order to grow your SEO agency profit or Digital Agency Profit!

What do you need to be pricing at? Working wth clients one on one will be very different to pricing for big corporate companies. You need to raise price for expectations.

How can you position your SEO agency? Lead with the outcomes - what does you client want? How can you change their business with your services? How can you sell outcomes?