Swenk Today: The Digital Marketing Agency Show

This video is all about digital agency pricing. What should your agency be charging for its services? What is the 10X rule I always talk about?

Proper pricing plays a major role in your agency's profitability. So let's get into it and get your questions answered!

Harsh asked:
"I watched your video about the 10X rule and just wanted to verify something. I have a client who does $1 million in sales, does that mean I should be charging them $100,000 for marketing service? That seems like a lot. Can you explain further?"

The key point here is to look at the results you're delivering to your clients, not the revenue. So no, if they're a $1 million business that does not mean you charge them $100,000. You have to qualify the value of the results you're delivering. The only way you would charge $100,000 is if your marketing services/efforts were directly related to $1 million worth of their business - and even then, you'd want to slowly escalate the client by walking them up a service offering ladder.

Try watching this video to get even more clear on the 10X Rule: https://youtu.be/8M2W8btowHg

Grant asked:
"I'm having difficulty imagining a scenario where I can afford to hire even one additional employee during my first year of business, due to costs and pricing. I'm trying to start a small agency targeted to smaller businesses who may be willing to pay less for a recent college graduate (I do already have one client). How can I be sure to price correctly so I can afford to hire help, or should I just outsource occasionally?"

First, don't undercut your worth just because you're right out of college. Don't charge less than anyone else. And furthermore, I want you to stop looking at what others are charging because it's irrelevant. Instead, figure out how much you want to make in the next year. Then, figure out how much does the business need to make in order for you to pull that salary out. Also, what resources do you think you need so you don't have to do everything yourself. From there do some backwards math to determine how many clients you need and how much you need to charge.

If your current clients can't absorb the pricing you need to charge then you need to go after the ones who can. And always make sure you're building trust so prospects and clients understand why you're charging what you are.

This pricing plan is a long term one -- be patient and you'll see results in 3 months or 6 months down the road. So raise your pricing and be consistent.

So, what questions do you have? Comment below and tell me how I can help you and your agency.

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

=======================================================

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

How do you make sure you’re talking to the right prospect within the first 20 minutes of a sales meeting? Here’s the 4 questions you need to get answered right away in order to know if you should be working with a prospect.

There’s a methodology that I developed for myself and trained by sales team so we could stop wasting time iwht the wrong prospects and only spend time on the right ones. I call it “NBAT” and it stands for Need, Budget, Authority and Timing.

Need: Is the project a service your agency offers and does well? Can you be successful with doing this work? Can the client successfully achieve their desired results?

Budget: Whats the budget your prospect has available to put toward this project? It is reasonable that you can achieve their desired results within this budget? A lot of people wait until the very end to ask this question. Big mistake. Think about it. If you’re waiting until the end of a meeting to find out the budget, and it’s not a good fit, then you’ve just wasted all that time. Ask upfront and save time for both parties. Have trouble getting prospects to share their budget? Check out: JasonSwenk.com/budgetbuster

Authority: Can this person actually make the decision to work with you? Don’t just judge this by job title. Instead, ask them how this project matches up with their company vision. Or, ask them how this aligns with the yearly goal, 5 year plan, etc. - only the decision maker can answer these questions.

Timing: What is the time frame they need to work within? You know what it takes to achieve the desired results,. So if the prospect has an unreasonable expectation then you’re being set up for failure. If that’s the case, say goodbye and refer this prospect to your biggest competitor! :)

Think about N.B.A.T. for every sales call. This is the system you need to have in place in order to qualify your prospects. And having systems in place is going to help you grow faster and easier so you can run your agency more efficiently and not have to do everything yourself.

When I look back at my agency’s success and the successes of the agencies I’ve coached, it all goes back to having the right systems in place.

Think, what are the systems you need to create and what are your struggling with that needs improve? My Agency Playbook helps agency owners by guiding them through the 8 systems they need, in the right order, so they can grow and scale.

Leave your questions below!

=======================================================
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  
Soundcloud: https://soundcloud.com/jasonswenk

Music by epidemicsound.com

Why aren't your outbound sales working? Do you know what you can do to build your outbound sales efforts and fill your agency's pipeline? In this video, I'll what you're probably doing wrong and how you can fix it quickly.

Usually, agencies approach their outbound strategy with 2 problems:
they are not facing the right way and/or their vision is blurry and it's unclear who they're targeting.

Right now, the way you approach outbound is like spinning around blindfolded shooting at everything without aim. You don't know what you're facing and you don't know what your target is.

Instead, should be completely focused on exactly who your ideal client is and what criteria they meet. Focus on who they are and physically list it out. You can even list out specific brands or business and create your list of the top 100 clients you want.

I talk to a lot of agency owners who are hiring outbound sales reps or working with outbound companies and wondering why sales aren't improving. It's because they lack clarity and aren't able to give specific direction on who to target and what to focus on.

One strategy that is working for agencies is to host a podcast. (I know it seems like a lot of work but it's a lot easier than you would imagine. Check out Pat Flynn's course and you'll see.) Then, you can use your podcast as a lead generation tool. It's a pretty genius strategy:

- make your top 100 list of ideal clients
- invite these ideal clients to be a guest on your podcast
- create a relationship with them and build rapport

So, get rid of the blindfold, face the right way and aim at your target. Get really clear and focused and you'll see your outbound sales improve and pipeline fill.

Your call to action today is to make your top 100 list of perfect clients. Then, take some initiative to go after them and see where it takes you. Once you start having conversations with the right clients, the rest will fall into place - I guarantee it!

Comment below and tell me what struggles your having, either with outbound sales or anything else affecting your agency - 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

Are you selling retainers the wrong way? A lot of agencies are doing wrong and it's hurting their positioning, growth and future. In this video we'll go over what you should be doing and how to do it well so you can grow your agency faster and easier.

Think for a minute about the way you have your retainers structured. Most agencies have it structured in hours for execution and, meaning that you get something done in "X" number of hours and get paid for it at the same rate every month.
What you need to do is position yourself as the trusted advisor who guides their client to a solution for their problem and helps the client transform into what they want to be.

When you sell retainers based on hours you are positioning your agency as a commodity. And as you get more efficient, you make less money because you still need to fill those hours.

Charge for experience and position your retainers based on strategy. You can still execute but, bill execution based on value not hours. Your clients will be willing to pay for the value as long as your explain the plan and ROI.

Don't let your clients treat you like a commodity. You want your client to view you as Obi Wan Kanobe while they're Luke Skywalker fighting Darth Vader. You're there to provide the guidance and a plan on how to defeat the enemy.

Charging a retainer is good business, as long as you're being smart how you're charging and working them.

How does your agency handle retainers? Comment below and tell me about your strategy for becoming the Obi Wan to your clients :)
=======================================================
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

Music by epidemicsound.com

What is the right thing to sell, at the right time in order to win the right clients for your agency? We all want the right clients - not just any client but the ideal ones that are bigger and better. Right?

I like to think of agency services like pain medication vs. vitamins... bear with me here :)

We usually position agency services and solutions like a vitamin. It's preventative and makes people feel better in the long run. But a lot of times clients want a quick fix, or pain medication, for a temporary ailment.

So, when you think about that way then you need to consider what kind of quick fix you can offer to get your foot in the door with the right clients? What "temporary ailment" do they have and what kind of "pain medication" can you offer them to solve that pain and make them feel better? Once you cure that pain, clients will trust you with their bigger problems and you can position your "vitamin" services to help them feel good and benefit them in the long run.

What you're doing with pain medication is building trust. And then, you can talk about preventative measures to feel better in the future.

This can make all the difference in the kind of clients you attract and work with in the future. It's not about the quantity of clients, but rather the quality of clients right? You want to work with the right ones that are going to be in your agency's sweet spot.

So, is your agency selling pain medication first or just the vitamins right off the bat? Comment below and tell me about how you're getting your foot in the door with the right clients.

Related:

=======================================================
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

I see a mistake digital agencies make when creating content, and I wanted to share it with you so you can avoid it. This is a strategy that can help you work smarter, not harder and get more reach for the content you're creating.

A lot of people creating content are thinking small and create with just one platform in mind - Facebook, Instagram, Twitter, blog, vlog, etc. I say work smarter, not harder... do this by creating one piece of long form content and slice it up into smaller, micro content for other platforms. That way you're doing the work once and multi-purposing it for broader use.

For example, Instagram just announced IGTV where you can upload long form video. In the past, you could only post up to a minute of video on Instagram, but now you can post 5 minutes or more! With this addition, IGTV could rival for YouTube.

As a content creator, this is a separate app (IGTV) that you need to download and begin creating. Then, all your existing and future Instagram followers are able to watch your "channel" and they'll get notifications when you upload a new video.

Now, the one big difference is that the content is vertical like your phone. So be careful when you upload horizontal video because it will affect the viewing experience for your followers.

The real takeaway here is to think broader in terms of platforms. Don't worry about creating original content for each one, but be smart about trimming and slicing content for use across many platforms.

Tell me about your content strategy. What are you creating and where are you sharing it? How can you give your content more legs? Comment below!

For more info and to view my channel, FOLLOW ME ON INSTAGRAM: @jswenk
=======================================================
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 your digital agency become a certified partner as a lead generation strategy? I see this happened and I wanted to make a video about the trap of becoming a "certified partner."

In theory, certified partners get a bunch of new agency business thrown their way, but at what cost? I happen to think the certified partner thing can be a huge trap and a major mistake for your agency.

The certification trap: getting certified in order to fix your lead generation might be a solution in the short term but ends up costing you time, money and resources in the long term and it's hard to recoup those losses to make it worthwhile.

It's OK to become a certified partner if you're doing it to improve and train the existing skill set of your current employees. But, DO NOT ADD A SERVICE just to become a certified partner thinking this will solve your lead generation issues. It's a TRAP... and here's why:

1. When you add become a certified partner and add a service, you now have to staff that service arm of your agency. That means adding a project manager, account manager, copywriter or designer... at least 3 new hires.

2. As the provider accepts more certified partners, the leads will become more diluted among the other partners. The referrals will dry up.

What should you do instead?

1. Get LASER FOCUSED in what you're already good at and become the best at that one thing. Be the MASTER of your existing niche and be recognized as the go-to authority in that market.

2. Spent the time and money differently. Whatever it would take to become a certified partner, use those resources on outbound traffic and go after your ideal prospects that you know you can deliver success.

Look, you're not going to land business just because you're a certified partner. Your prospect are going to evaluation you based on your successes -- not on your certifications or awards.

Even if you're loving your current status as a certified partner, trust me it will change. Adding more services is NOT the solution. You'll get more new agency clients when you're super focused on one core service.

I love hearing from agencies. Comment below and tell me what types of lead generation strategies you're using to get your ideal clients working with your agency.

=======================================================
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

In this episode, we'll cover goals and what you can do to push yourself when you're already in the top spot. Plus, we'll talk about the differences between the fear of failure and the regret of not trying at all.

I had a conversation with my 12 year old son about his accomplishments in swimming and track. He's about to qualify for Junior Olympics for track, and I told him I was proud of him. I also challenged him to a 1-mile swim race. (I know he can DESTROY me in the pool, by the way!) But much to my surprise he hesitated....

Remember when you're low man on the totem pole, you're hungry for the top spot and willing to do whatever it takes. Most aren't afraid of failure because they have nowhere to go but up. However, the reverse is true when you're at the top, like my son.

When you're at the top you have something to lose. Losing and failure become a real fear. If you "play down" and lose, it can take a toll on your reputation and morale. It's natural therefore to be more afraid failure and hesitate to even try because you've got more to lose.

The same theory holds true in business. As you start to rise up and be on top, you've got more to lose so it might seem safer not to try at all. But that mentality is not going to grow your business. You have to push yourself even at the risk of failure.

So how can you stay competitive when you're already on top? How can you make sure you stay in the lead? Stay focused, don't look in the rear view at the competition. Instead, chance your future self. Think about how much better you can be and go after it!

Are you chasing your future self? Are you going to stop being afraid of failure? What kind of regrets do you have for not trying something, and are you ready to give them a try now? Tell me your story by commenting below.
******EXCLUSIVE AGENCY OWNER MASTERMIND******

Are you overwhelmed by all the information out there on various ways to grow your agency? Do you want direction on how you can grow your agency faster and easier?

Then you’re in luck! I created an innovative mentorship called Agency University.

Agency University is a program which provides the 1-on-1 mentorship and ongoing support that is crucial to the success of your agency. Check out http://Agency.University to see if its the right fit for 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

#3 in a series on Sales Objections: How frustrating is it to spend a ton of time with a new agency prospect only to hear them say "let me think about it"? It happens A LOT, right? Is it actually a sales objection or is it a put off?

I get it and it used to happen to me all the time. You work so hard on getting the meeting, creating the proposal, walking them through the plan and then their response.... "let me think about it" - it's so lame!

By asking a couple questions you can determine whether it's a put off or a true objection. A lot of times it's an objection that you can work through and convert into a "yes". Ask them if you didn't explain the plan clearly enough. Ask them if you weren't clear on the results your agency can deliver, or if they don't believe your agency is qualified enough in order to be successful. If it's a legitimate obligation then you can address these issues and move past them.

Another thing to consider is whether you've got the right prospect in front of you. Have you covered NBAT as part of your qualification process? That is: Need, Budget, Authority, Timing.

Related: https://youtu.be/il2EtNpBLl8
https://www.youtube.com/watch?v=ucCqnuFXEiI

Comment below and tell me what sales objections you're hearing out there. I'm doing a series of videos on handling objections and maybe I'll feature your question or complaint.

=======================================================
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

#2 in a series on Agency Sales Objection Handling: How do you respond to agency prospects when they say "send me more information"? In this video we'll cover ways to respond and how to ensure you don't waste your time and only work with the right prospects.

Is it a put off or a sales objection when a prospect says "send me more information"? Hard to tell... so I always ask: WHAT, WHEN and WHY?

WHAT - What would you like me to send to you?
WHEN - When would you like me to send it?
WHY - Why do you want more information?

If they're blowing you off they won't have good answers to these questions. But, if they're legit then they will have a very specific piece of information, reason and timing. That's how you see if they're the real deal and decide whether they're worth you time.

Next: agree to send the information and SET UP THE NEXT MEETING right then and there. That's how you're going to close more business and stop wasting time on the wrong prospects.

Comment below and tell me what sales objections you're hearing out there. I'm doing a series of videos on handling objections and maybe I'll feature your question or complaint.

RELATED: https://youtu.be/vI2EL323ze0

******EXCLUSIVE AGENCY OWNER MASTERMIND******

Are you overwhelmed by all the information out there on various ways to grow your agency? Do you want direction on how you can grow your agency faster and easier?

Then you’re in luck! I created an innovative mentorship called Agency University.

Agency University is a program which provides the 1-on-1 mentorship and ongoing support that is crucial to the success of your agency. Check out http://Agency.University to see if its the right fit for 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