Tag Archives for " lessons "

How To Get Clients To Pay More For Your Services

In this episode of The Agency Accelerator Podcast, I discuss why, when you're buying a software or a product online, you are offered three price points, with the middle one being highlighted as the most popular one.


I unpack that and help you increase your prices to get your clients to pay what you are truly worth.


Here's a glance at this episode.

[00:48] Frustrations

Many agencies struggle to get their pricing right. They are frustrated that they are not as profitable as they would like to be and are not constantly hitting their margin targets.

 
[01:31] Three Typical Ways Agencies Charge You

  1. Selling your time. This is where you are exchanging money for your time, usually through charging by the hour or day. The flaw in this approach is that it encourages the client to focus on the wrong thing i.e., how you spent the hour rather than the outcome of the work you are delivering!
  2. Having a fixed project fee. This is where you estimate the project's cost at the beginning based on the scope of work agreed with the client and consequently the number of hours you estimate it will take to deliver the scope of work. You agree to a fixed fee based on these hours. The potential flaw with this approach is that the product's brief and scope can change and evolve. To please the client, you end up over-servicing them - cutting your margins.
  3. The retainer concept. This is where you agree on a set fee for each month and agree on the scope of work included within that fee. The potential challenge is that the client believes they have unlimited access to you because you are on the retainer. 


[8:43] Focusing on the Right Things


I share three pieces of advice when it comes to pricing a project.
Ensure that you understand the ultimate goal and price against the outcomes and impacts and not the bits and bytes you do for your client. 
Use three price points in your proposal. The high price point sets the higher anchor point; the lowest price sets the negative anchor point, which leads to the client buying the middle price point (and that leads you to achieve the price for the service you hope for).


Put a contingency pot in place with your clients when you are setting the project's scope. If you have a £10,000 project, ask the client to put aside an additional 15% as a contingency pot. Then if you are asked to do something outside the agreed scope, you can call upon this money.


[15:30] Having the Right Mindset


Having the right mindset is crucial and can be the most significant battle you have around pricing! If you think this does not work for you, it does. We often tell ourselves stories about how the client will react to a certain price point or price increase and this stops us from changing our pricing. We just need to realise that they are stories and not facts!

Want to learn more about how to

grow a successful agency? Sign up for my 

FREE Sales Pipeline Masterclass 

business development

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Links mentioned in this episode:

Website: https://www.dacostacoaching.co.uk/

Grab a copy of my book (for free): The Self-Running Agency

Download my book on value pricing & selling 

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Recruiting Your First Member of Staff

Ready to hire your first member of staff and expand your agency? Read on…

In today’s episode of The Agency Accelerator Podcast, I am talking all about hiring your first member of staff. I have seen the 'good, the bad, and the ugly' of recruiting: how not to do this, make this a very expensive mistake and how to find the perfect fit candidate.

So today we will be exploring:

- When you should hire your first member of staff.
- Whether it should be a freelancer or an in-house member of staff.
- Some of the processes you need to follow in order to make sure you are giving yourself the best chance for you to find the right person and for them to be successful.


How To Recruit Your First Member Of Staff

02:00 Feeling like you need an extra pair of hands for your agency? You need a documented vision outlining where you want your agency to head, and the triggers to hiring team members.

02:51 Hiring freelancers comes with pros and cons. Can they fit into the culture of your business and do they see your vision?

05:36 Wondering if hiring a freelancer is the right move for you? There are two times where you might need to use freelance staff.

07:18 Create clear roles and responsibilities in order to find the right person for your agency.

11:18 Once you’ve hired someone that isn’t the end of the problem, but the start of the journey. Are you prepared to spend time getting your new member of staff up to speed and embedded into your agency?

14:30 You need to set smart time-bound objectives, as well as giving feedback to make sure that your new member of staff develops in their role.

Want to learn more about how to

grow a successful agency? Sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:

Download the Recruitment app & Retention Book 

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

9-steps to effective delegation

In today's episode of 'The Agency Accelerator Podcast’, I am talking everything to do with delegation. This is an important topic, whether you have a one-person agency or have a team of 20+! This episode is packed with practice and actionable tips to help you further your agency success. 


Time Stamp

01:52 The concept of a notional hourly rate

02:49 The 4 D’s: Ditch, Delegate, Defer, Do it

03:42 Automating tasks

04:17 Why we don’t delegate

08:32 The 9-steps to effective delegation 

Want to learn more about how to

grow a successful agency? Sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:

Download The Art of Delegation Book

Download The Self-Running Implementation Book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

Using stories and testimonials to bring your marketing to life with Miranda Birch

In today's episode of ‘The Agency Accelerator Podcast’, I get together with Miranda Birch, founder of Miranda Birch Media; a company helping business tell stories to better engage with their clients. Today we talk all about the importance of storytelling in your marketing and also the value of great customer testimonials. This episode is packed with actionable items, so I know you're going to find it really useful and insightful.


Time Stamp

01:22 Miranda Birch introduces herself, her background, and why she loves stories

03:01 The power of storytelling for agencies wanting to connect with potential and existing clients

06:07 What makes a good story

08:17 The role of customer testimonials in an agency’s sales process

13:28 The best format for testimonials

14:50 How to maximise the value of a video testimonial

16:14 What point should an agency approach a client for a testimonial

21:25 What to do when a client does not want their name published in relation to a testimonial

24:20 The do’s and don’ts of getting, interviewing and creating testimonials

26:15 Miranda’s new online courses about testimonials and how to capture stories that convert

32:38 The benefits of getting in front of the camera

35:40 Miranda’s advice to her younger self starting out in business 

If you would like more ideas about how to secure new leads and convert them into paying customers then sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:

Miranda Birch Media

Attract more clients with 10 minute testimonials with Miranda Birch

Miranda's email series: Pick My Brain

Connect with Miranda on LinkedIn

Download The Self-Running Implementation Book

Download The Lead Generation System Book

Download The Strategic Email Marketing That Gets Results Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

The do’s and don’ts of using email marketing to generate new business

In today’s episode of ‘The Agency Accelerator Podcast,’ I am revisiting a topic which I spoke about at the beginning of last year; email marketing. If you want a robust business development strategy that delivers a continuous source of ideal leads, then email marketing should be at the top of your agenda. 


Time Stamp

01:22 The importance of email marketing

03:02 The importance of building your social media profiles and moving your followers into your email list

04:54 The 8 do’s of email marketing

10:11 The 8 don’ts of email marketing

15:40 Focussing on the growth of your email list

If you would like more ideas about your

business development then sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:

Download The Self-Running Implementation Book

Download The Lead Generation System Book

Download The Strategic Email Marketing That Gets Results Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

Business Development with Lucy Snell

In today's episode of the Agency Accelerator Podcast, I’m really excited to have this week's guest, Lucy Snell with me. We’re talking everything to do with business development and some of the dos and don'ts of things you should be doing in your agency and shouldn't be doing in 2021.


Time Stamp

01:05 Lucy introduces herself and her background

 
02:55 Lucy explains how she decides on what advice to provide businesses she works with 


05:22 Why business development is a longterm game 


09:42 Trends that happened for agencies in 2020


12:31 The difference between an agency that really succeeded last year and an agency that has stumbled or even failed


16:34 Using email as a tool for business development 


20:46 The ‘Client Service Hamster Wheel of Doom’


22:17 What agencies should be doing this year from a business development perspective


25:27 Finding things that work and engage with your target audience 


27:50 Things that agencies should not be doing this year from a business development perspective 


32:30 The ‘Mastermind Group Coaching’ programme

If you would like more ideas about your

business development then sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:


Cherry Business Consulting

Lucy Snell Online

Download The Self-Running Implementation Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

My business development strategy using LinkedIn

In today’s episode I am talking all about LinkedIn and specifically exactly what my LinkedIn strategy is and why I think if you are in a B2B space, it is the most important social media platform you can use.


Time Stamp

01:16 The dos and don’ts of using LinkedIn for business development and outreach

01:29 Treating LinkedIn as a sales funnel

03:16 Finding who your ideal target customer is on LinkedIn

05:05 Strategic posting on LinkedIn

05:50 Investing time into LinkedIn on a regular basis

06:30 Keeping your connections clean

07:26 The balance of 80/20 and what that means 

If you would like more ideas about your

business development then sign up for my 

FREE Sales Pipeline Masterclass 

business development

Useful links:


Download The Self-Running Implementation Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

Interview with John Ashton Discussing The Kitchen Table Community Concept

In today’s episode of the agency accelerator podcast I’m extremely excited to have John Ashton with me. John is the founder of copywriting agency, ‘Write Arm’, he has written a book, ‘The Kitchen Table Method’, and is also the mastermind behind the ‘Kitchen Table Community’ concept.


Time Stamp

01:05 John gives his thoughts on many people starting their freelance journey in 2020 

07:24 John explains what the ‘Kitchen Table’ method is

11:06 Why culture is so important for your business 

14:43 How to maintain your culture as your agency grows 

19:42 Growing an agency solely with freelancers

24:50 What is ‘’The Kitchen Table Community’?

32:00 John’s piece of advice to his younger self

 

Useful links:

Sign up for my FREE live Masterclass

Download The Self-Running Implementation Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

The 'Kitchen Table Community'

John's copywriting and content writing agency: Write Arm

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

Planning for a successful year ahead

Good riddance to 2020, I am looking forward to a happier and more balanced 2021. Let’s not take for granted all the freedoms that we had pre-2020, once we start getting them back this year – fingers crossed!

In today’s episode, I talk about having a plan for the year, as well as putting a robust business development strategy in place so you can get a consistent pipeline of leads, prospects and new clients – and you don’t need to rely on word-of-mouth and referrals.

Time Stamp


01:34 Two key areas to have in place in order to take back control and get a better work-life balance

02:00 How to get a plan in place for the year ahead

04:40 The 7 areas that your plan should incorporate

07:00 How to break down your plan into quarters

08:03 Breaking your quarterly strategies into a monthly plan

08:49 The importance of your plans being dynamic

10:00 Why you need a consistent pipeline of leads, prospects and new customers for your plan to work

11:05 The foundations of creating your pipeline


Useful links:

Sign up for my FREE live Masterclass

Download The Self-Running Implementation Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

Interview with Lee Jackson discussing trends in 2021

We made it to Episode 50!

In this episode of ‘The Agency Accelerator’ podcast, I am joined by the extremely talented and savvy Lee Jackson.

Lee is our first-ever repeat guest, and today he will be sharing with us his insights to what he sees coming down the road in 2021.

The last time we spoke, Lee joined us in Episode 10 of the podcast, where we were talking about growth and transformation.

If you haven’t listened to that episode, Lee helps web agencies fall back in love with their businesses, he runs ‘Agency Transformation Live’, is the co-founder of Events Engine, and if that wasn’t enough he is also the host of the ‘Agency Trailblazer’ podcast.

Time Stamp

02:00 What are the typical trends you’ve seen happening this year with agencies?

02:07 Most agencies have been surprised that they have been able to continue throughout 2020!

02:45 For most agencies, their clients reached out for help

03:07 Agencies helped clients move from the physical to the digital space

03:56 Some agencies thought they could hibernate and tread water, and some agencies were afraid to sell their services because they thought it was in bad taste!

04:38 Small businesses struggling to sell things online

05:32 A digital renaissance - businesses are realising that being online is imperative

06:05 Two aspects: technology and marketing

07:58 Using social media to build a new audience of consumers

08:34 People working out how to pivot

10:00 Lee’s clients are events organisers - they have embraced online and created incredible digital experiences

14:32 If you can really understand what your clients what to achieve, you should be getting out there and helping them

15:25 Lee tells us more about the 2021 ‘Digital Renaissance’

16:26 Businesses will start focussing on what’s important

16:40 One of Lee’s agencies is going full virtual now

17:10 Lee is still concerned about the high street and thinks they might still struggle in 2021, but he thinks the high street will also change and more service-based businesses will appear

18:30 Many entrepreneurs get seduced by starting projects and not finishing them. How will agencies figure out what is important?

19:13 To start a business you need to work out your identity, then your values, the message and output. If you look at 2020, think about what your strengths, missions and passions are. Who are you helping and what are you solving?

21:37 The importance of niching

25:00 Not everyone can start an agency, there’s a lot of fake competition tarnishing the industry

25:55 Marked increase in the low cost of entry in the industry

27:18 Lee, if you could go back in time and give your younger self a piece of advice, what would it be? 

 

Useful links:

Download The Self-Running Implementation Book

Join my Facebook group ‘The Agency Accelerator’

Download the 'Creating A Sustainable & Profitable Agency' book

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/follow on Apple, Spotify or directly from my website.

I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much.

Rob

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