Swenk Today: The Digital Marketing Agency Show

Should you put pricing on your agency website? I used to think it was NOT a good idea, but I've come to change my mind on it and here's why....

What I used to believe was not putting pricing on the agency website. The reason was because we wanted to scare away the people who can't afford us. It was a way to filter out the bad prospects. So, you put pricing on your website and scare away the lower end prospects that can't afford you.

The problem is, this strategy is probably also scaring away the right prospects with the big budgets that can afford you. You don't want them to think maybe you're prices are too low and you aren't equipt to handle their business.

Think about it this way.... if someone was only charging $1,000 for a Lamborghini you'd wonder what was wrong it. Right? It must be missing the engine or something!?! :) That's what high budget prospects think when they don't know your pricing scale. Maybe your agency is too small or too inexperienced to service their needs.

So, if you know your market really well and you're comfortable where your business is at, then sure - go ahead and put your pricing on your website. It will serve as a qualifier to help eliminate the wrong people (which saves you time!) and help identify the right ones.

However, if you're trying to grow to the next level don't do it. You want to keep your pricing adjustable. And if it's published on your site that puts a ceiling on how high you can go.

So depending on the scenario, I do see a case for putting your pricing on your website. It just depends on the reasons behind it and what you hope to gain from it.

Do you have pricing on your agency website? Are you for it or against it? What have you seen working in regards to pricing? Comment below.

Also be sure to check out www.JasonSwenk.com/NBAT for more tips to on qualifying your prospects. (This is not a trick. It's a FREE resource... I'm not even asking for your email address or an opt-in!)

=======================================================
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. 

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

Music by epidemicsound.com

Should you put pricing on your agency website? I used to think it was NOT a good idea, but I've come to change my mind on it and here's why....

What I used to believe was not putting pricing on the agency website. The reason was because we wanted to scare away the people who can't afford us. It was a way to filter out the bad prospects. So, you put pricing on your website and scare away the lower end prospects that can't afford you.

The problem is, this strategy is probably also scaring away the right prospects with the big budgets that can afford you. You don't want them to think maybe you're prices are too low and you aren't equipt to handle their business.

Think about it this way.... if someone was only charging $1,000 for a Lamborghini you'd wonder what was wrong it. Right? It must be missing the engine or something!?! :) That's what high budget prospects think when they don't know your pricing scale. Maybe your agency is too small or too inexperienced to service their needs.

So, if you know your market really well and you're comfortable where your business is at, then sure - go ahead and put your pricing on your website. It will serve as a qualifier to help eliminate the wrong people (which saves you time!) and help identify the right ones.

However, if you're trying to grow to the next level don't do it. You want to keep your pricing adjustable. And if it's published on your site that puts a ceiling on how high you can go.

So depending on the scenario, I do see a case for putting your pricing on your website. It just depends on the reasons behind it and what you hope to gain from it.

Do you have pricing on your agency website? Are you for it or against it? What have you seen working in regards to pricing? Comment below.

Also be sure to check out www.JasonSwenk.com/NBAT for more tips to on qualifying your prospects. (This is not a trick. It's a FREE resource... I'm not even asking for your email address or an opt-in!)

=======================================================
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. 

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

Music by epidemicsound.com

Got big dreams but a little budget for marketing your own agency? In this video, I call agency owner, Heather, on the spot. She posted about having issues marketing her agency on a small budget and I'm giving her some quick easy tips....

Heather runs a content marketing agency with a graphic design background. She says she's overloaded with ideas on how to market her agency but trying to a lot on a shoestring budget.

The key is PRACTICE WHAT YOU PREACH....
Is your agency walking the walk? Content marketing is great but it's got to be promoted. This is a content marketing agency that can create it's own content but really isn't setting aside the time or resources to promote their own content.

You don't need a huge budget to be on social media. Think about your content this way...

What kind of foundation content can you create (video, webinar, podcast, Facebook Live, etc.) ? Then how can you slice up the large piece of foundational content into smaller pieces of content for various platform. Select the shareable and easily consumable parts of your content.

Great foundational content speaks directly to your audience. What are they interested in? What do they struggle with? What do they want to transform into? What are their goals?

Be patient - be consistent - continue to execute. Take the time to build the audience... they will find you if you're creating the content they desire but it takes time to build that momentum so stick to it!

So, what are you struggling with? What challenges are you facing with growing your agency? Comment below or send in your question at: www.JasonSwenk.com/AskSwenk

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

=======================================================
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. 

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

Music by epidemicsound.com

Are you self-sabotaging sales? Do you lack the confidence that your team can deliver on the promises made in the pitch?

At the end of the day, what you sell is a representative of you and you don’t want people to have a bad impression of you or the company. I get it because I was the same way when I ran my agency. What I didn't realize was that my own issue was actually sabotaging sales and hurting the business... *I* was causing the negative effect myself that I was actually hoping to avoid!

What's important is to make sure you have the right systems in place that can give you the confidence in your people and your processes. Such as:

1. Do you have the right people in the right seats at the agency?
2. Does the team have the resources they need, including an SOP to follow?
3. How can we deliver successful results to the client?
4. How do we measure and communicate results to the client?

Think about it this way.... Everything BIG starts out small. Start with something small... that might be causing a trust issue and then build from there.

If you lack trust in your team, ask yourself what is causing that issue? Where did you lose trust? How can you structure a solution? How can you systemize your agency business so there's no room for failure?

A lot of agency owners are finding my 8 Systems in the Agency Playbook help with these exact issues. You can discover how the powerful Agency Playbook™ framework has helped agencies like yours QUADRUPLE in revenue. Check out: TheAgencyPlaybook.com

And, here's the client benchmarking video mentioned in this episode: https://youtu.be/5o1Cww_0_RM

What kind of challenges are you facing? Comment below or send your questions to JasonSwenk.com/AskSwenk and maybe we'll feature you!

=======================================================
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. 

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

Music by epidemicsound.com

What do you need to know in order to pitch the biggest agency client ever? How do you win a $6 million deal? I asked for your questions and I got a great one from Chris...

His Virtual Reality Agency has a meeting set up where the prospect's entire team is coming in. He needs help with structuring the deliverables in order to land this huge project that could be worth $6 million in revenue.

My advice for Chris is:
1- Slice off part of the service to make an easy decision for them. Pitching a $6 million project is risky for them and makes it a really difficult decision. Try to slice it into smaller chunks that will be easier to decide on.

2- Explain what success will look like. Continue to let the prospect determine the value this project will bring them. Ask questions and provide opportunities for them to assign a monetary worth to your services.

3- Walk them through the plan. They don't know what they don't know. So make sure they understand what the plan is and how your agency is different. They will be talking to other agencies, so spell out what "most agencies" will do and how that might differ from your processes.

Most importantly, you need to know NBAT and their 3 I's. Check out: https://youtu.be/gDQJYVBJ9mY and remember NBAT is:
N - NEED, what do they need?
B - BUDGET, what is their budget?
A - AUTHORITY, who has decision-making authority?
T - TIMING, when do they want this done?

Figure that out, and then transition to the 3 I's - Issue, Impact and Importance. This is especially important with these types of huge projects. Impact and Importance are both relevant. So if you're dealing with a billion dollar company, a few million is just pocket change for them. It's key to understand the 3 I's so you can make sure you're solving the right issue and getting down to what's important and impactful to their business.

Last but not least - present the proposal IN PERSON. And, when you're in the pitch meeting, set up the next meeting. Getting the next meeting means you'll be able to handle any questions, doubts or objections.

Good luck Chris... let us know how it goes!

What kind of challenges are you facing? Comment below or send your questions to JasonSwenk.com/AskSwenk and maybe we'll feature you!

=======================================================
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. 

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

Music by epidemicsound.com

It's hard to recover from a bad client and it can mess with your head. I talked with an agency owner today who is struggling after a mess with a bad client. He's having a hard time now with his mindset and new client acquisition.

Because of these struggles, this agency owner has also taken a back slide in agency growth. WE'VE ALL BEEN THERE! It's sort of like climbing a mountain... sometimes you backslide in order to gain climb higher. There will be times when the climb is easier than others. Push through!

I believe there really is no such thing as a bad agency client. There's only a bad prospect or a bad process. If a bad client got through then it's probably an issue with your agency's prospecting process.

It boils down to a lack of clarity.

So, think of it this way... If you were going to paid on performance alone, who would you want to work with? Which types of clients would you experience success? What criteria do those clients meet?

It can be tough to change your mindset but don't just take on work from anyone. There are BAD prospects out there that are not the right fit for your agency. So, don't just settle for work because it's work. Make a conscious effort to only work with the right prospects who meet the criteria of your ideal client. When you work with the ones that are right in your sweet spot, you'll have so much more success!

So, list out your criteria and make a list of your top 100 clients that meet the criteria. Then reach out to them on phone, Twitter, LinkedIn, etc. and see how your can help them. (Remember, HELP first and the sale will follow.)

Don't let one bad client mess with your head. It happens to all of us, so don't let it shake you and permanently effect your business.

What challenges or struggles are you facing now? Comment below and tell me how I can help.

=======================================================
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. 

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

Music by epidemicsound.com

What do you need to do before you hire a salesperson for your agency? How can you find the right salesperson? How can you tell if your new salesperson is making excuses or full of sh*t?

Listen in as I go over advice with one of my Facebook followers randomly selected for a quick advising session...

Jeff asked... how can I find the right salesperson for my agency? I've talked to lead generation appointment setters but they don't seem like the right fit.

DO NOT use appointment setters. You need someone who is dedicated to achieving results for your agency. You want to find and hire someone who is a "Hunter" and have their main job be selling the Foot in the Door offer. Then, this salesperson should come in to close the bigger deals. As the Agency CEO, your job is to assist sales ~ not do all the sales. Your salesperson needs to be doing the research and bring the opportunities in to you.

When you're in the interview process, ask them if they can hit specific results. Look for the candidates who can come up with a plan to achieve success. When you have someone who would be a good fit with your agency, ask them to come up with a plan for their first 90-days on the job. Give them some time to come up with their plan and have them come back to present it to you.

You'll know you have found the right person to work with your agency when they come up with the right plan to attack the right prospects and get your ideal clients working with your agency in their first 90-days.

What questions do you have about starting, running, growing or selling a digital agency? Comment below and maybe we'll feature you on a future episode.

Related:
https://www.youtube.com/watch?v=4ZZ17wqNfCY
https://www.youtube.com/watch?v=SSFMlAvI17A
https://www.youtube.com/watch?v=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. 

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

Music by epidemicsound.com

Do you want to convert more of your digital agency proposals? Do you want to win more clients, easier and faster.

I'm going to walk you through my proposal formula that we used to convert 80% of our prospects and win business with big brands like AT&T, Hitachi, Lotus Cars and more.

First, make sure you're talking to the right prospect. Never create proposal until you know: NBAT (Need, Budget, Timing, Authority). This helps qualify your prospects to you don't waste time with the wrong ones. Check out for more info: https://JasonSwenk.com/nbat/

1. Master template - save time with a template instead of preparing every proposal from scratch. Make it as long as you need to list all the services you offer. Then when you create a new proposal, remove or replace anything irrelevant. This is a HUGE time saver! Or, make it even easier on yourself and check out my Proposal Template: https://jasonswenk.com/proposaltemplate/

2. Executive Summary - most people get this part wrong, because it is not a summary of the proposal itself. The Executive Summary is a summary of what the client has expressed in your upfront conversations. Include things like: what they need and want, goals and challenges that stand in their way. I also like using neurolinguistic programming (NLP) by stating a few obvious facts in order to establish trust.

3. Service Solutions - list out the services you'll provide in order to achieve the results they desire. This is not a menu of services and you do NOT list pricing in this section! This area is just walking them through the plan in detail to help them understand the process. This is the most detailed section of the proposal, but if you're using a master template it will be the easiest! :) You also want to include what you're NOT doing, which will help you avoid scope creep. Define what is include and what is not to save time and headaches later.

4. Project Summary - this is the section where you you can list out pricing; and I suggest doing it in 2 categories: one-time fees and residual or ongoing monthly fees.

5. About Us - most agencies are doing this wrong, because they put their "about" section right in the beginning after their cover letter. They list out honors, awards, certifications, team, etc. No one cares who you are that early in the process! First, show them what you can do for THEM, and put your agency's credentials deeper in the proposal.

6. Contract - include the contract with the proposal! Now, mega brands are going to have their own contract or MSA. But most clients will use whatever contract you provide so include it with the proposal. You can even be more proactive and send it in advance of the meeting so they can have their legal department review it first. Doing this helps determine whether they're serious about working with you, but it helps them see you're serious about working with them.

7. DON'T SEND THE PROPOSAL. It took me years to figure this out! You're going to have a lot of prospects ask you to send them the proposal. Don't send it!! Explain to them that it's your process to review the proposal with them in person. This can mean a physical meeting or video/web conference. That way you can walk them through the proposal, answer their questions, and make sure they're comparing apples to apples when you're up against other agencies.

What challenges are you facing with your agency proposals? Comment below!

Related:
https://youtu.be/m9vLU83qjJc
https://youtu.be/Csqa6HyF4cQ

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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 goals.
Jason currently hosts two shows that are available for download:

The Smart Agency Master Class, weekly podcast and SwenkToday a daily vlog that answers viewers questions.

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  
Soundcloud: https://soundcloud.com/jasonswenk

Music by epidemicsound.com

Here's a some quick advice for starting a digital agency. No flush, no BS. Just down and dirty advice. I reached out to some of my tribe and offered to answer their questions live on the phone. Listen in as I answer Michael's questions about starting his digital agency.

Michael's launching his agency in a couple months and he wants to set himself up for success. Here's what I told Michael:

1. Figure out your niche. What are you really good at and what do you enjoy doing? Having that clarity will help you create the positioning that will differentiate your agency from the competition.

2. Have a vision and direction for your agency. Be purposeful in who you serve. A lot of people start an agency by being reactive to the market that's coming at them. But they don't have direction on what to "yes" to and what to say "no" to.

3. Figure out your offering and what you should be charging. Don't look at what other agencies are offering and how they're pricing. That's a huge waste of time. Instead be really specific about what you do and determine the pricing which the market can bear.

After you do these things, THEN you can work on prospecting and sales, operations and delivery processes. But without doing these initial steps and forming a solid foundation it's just an uphill struggle.

I started my agency without any idea that I was even starting one. Michael is in a different position because he's planning ahead, creating a brand. He's not going to be an accidental agency owner like so many of us. He's already ahead of the game!

Another great resource for starting and/or growing an agency is the Agency Playbook: jasonswenk.com/playbook This is an online, video training with the 8 Systems necessary for starting, growing, scaling and eventually selling a successful agency.

You can also check out these videos on starting an agency:
https://youtu.be/mTEwSJA1Nhk
https://youtu.be/pHGOrcfetns
https://www.youtube.com/watch?v=8ZXchnM4_Wg&t=2s

ALL AGENCY OWNERS need to check out http://JasonSwenk.com/playbook

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Make sure you SUBSCRIBE NOW to follow my entrepreneurial journey. https://www.youtube.com/playlist?list=PLDvZHFVeqEMoTaWWBB_6-gy0nrW3Q7RpA
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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 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 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. 

SCHEDULE

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

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

WEDNESDAY: The Smart Agency Master Class
Interviews with agency owners on how to grow and scale your digital agency: 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  
Soundcloud: https://soundcloud.com/jasonswenk

Music by epidemicsound.com

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

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

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

Music by epidemicsound.com