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
