Most agencies would like to be in growth mode yet many are just trying to survive or have that feeling of ‘going around in circles’. I get it – I was there too when I ran my agency!
So do you have a clear sales plan? Do you understand your customers? (have you developed your customer personas?)and do you understand your sales funnel and how to move prospects through the funnel?
Once you do it becomes much easier to build targeting sales and marketing messages and sensible plans to engage with your ideal target customer.
Many agencies still sell by the hour, the day or fixed project fees – the issue with this is that it can easily be negotiateddown, it makes you look like all your competitors and the resultant work is not valued. Therefore, you need to start selling your customer the VALUE they get from the work you deliver, which means talking about OUTCOMES rather than OUTPUTS. There are 3 things any business sales to its customers. Do you understand them for your business and charge accordingly?
If I can increase your revenues by 25% next year, and profitability by 40%, what is that worth to you? How much would you pay me? That is far more compelling than me selling you 6 days of my time. So, do you sell on time or value?
Are we a good fit to work together?