6 Simple Steps to Sign Clients Earning $15,000+/Month
Introduction
Transitioning an agency into a growth partner business involves six common steps that are essential for success. These steps can help agency owners elevate their business from closing two to three K deals per month to 75 to 250K.
Six Steps to Transition Your Agency into a Growth Partner Business
-
Transitioning an agency into a growth partner business involves six common steps that are essential for success. These steps can help agency owners elevate their business from closing two to three K deals per month to 75 to 250K.
-
Step One: Collect Deep Case Studies or Do Deep Research
-
Many agency owners believe they have done enough to understand their clients, but often, they haven’t gone deep enough. The first step is to collect deep case studies or conduct extensive research. This involves engaging with clients to understand where they were when they started working with the agency, where they are now, and the outcomes of their collaboration. The key is to ask detailed questions and go beyond surface-level praise to truly comprehend the client’s experience.
-
The aim is to gather insights that will not only be used at the bottom of the sales funnel but also to highlight key achievements at the top of the funnel. Additionally, off-camera support is crucial for delving into the client’s fears and aspirations, providing a comprehensive understanding of their needs and expectations.
-
The questions to ask during this stage cover aspects such as the client’s role, organization, daily responsibilities, frustrations, aspirations, and future plans. The depth of these insights lays the foundation for the subsequent steps in building a growth partner business.
Understanding Your Target Audience for Killer Marketing Campaigns
-
To deeply understand your target audience, it’s important to focus on various aspects of their professional and personal lives.
-
Understanding their career progressions, including their current roles and their professional aspirations, is crucial.
-
Knowing how they spend their time outside of work can provide valuable insights into their lifestyle and interests.
-
Gaining knowledge about their reading habits, whether it’s industry-related publications or leisure reading, can help tailor marketing messages.
-
Identifying their favorite social platforms enables targeted and effective digital marketing strategies.
-
Understanding their personal aspirations, such as relationship status, family details, and housing preferences, provides a holistic view of the audience.
-
Delving into their financial status, including salary levels, can influence pricing strategies and product offerings.
-
Conducting interviews with both current clients and potential prospects can uncover unique insights that go beyond surface-level data obtained from search engines.
-
Building a rapport with prospects through research interviews can not only generate valuable information but also unearth potential leads for future business engagements.
-
Regardless of the absence of case studies, initiating conversations with potential clients through research interviews can kickstart the process of understanding the target audience.
-
Starting with interviews and gradually developing case studies can pave the way for a deeper understanding of the market and potential clients.
-
Selecting a specific niche and target audience is crucial for crafting tailored marketing offers that resonate with the identified consumer segment.
-
Focusing on a niche market allows for concentrated efforts and personalized strategies that are more likely to yield positive results.
-
Developing offers specifically tailored to the identified niche ensures that the marketing campaigns are not generic but rather targeted and effective.
-
Emphasizing the importance of solving a significant problem for the target audience underscores the value of the products or services being offered.
-
Communicating a clear and concise message about addressing the target audience’s pain points contributes to building a compelling marketing strategy.
-
Highlighting the transition from the current state to the desired state for the audience signifies the transformative aspect of the products or services being promoted.
-
Introducing a unique mechanism for delivering the solutions sets the business apart and minimizes direct comparisons with competitors.
-
Establishing a clear, step-by-step process within the unique mechanism outlines the approach taken to address the target audience’s needs and concerns.
-
Presenting a logical and structured pathway for the client’s journey from initial state to the desired outcome instills confidence in the proposed solutions.
-
Articulating the unique selling proposition as the ‘big domino’ that sets the business apart from others emphasizes the distinct value offered to the target audience.
-
Creating a comprehensive list of deliverables in the form of a value stack showcases the tangible benefits and outcomes that the client can expect from engaging with the business.
Building a High-Value Client Base
-
Understanding the client’s needs and pain points is crucial in building a successful deal. By comprehending the client’s requirements and challenges, as well as how to address them, you can significantly increase the value of the deals.
-
Crafting a clear deal structure over a 12-month period is essential. This structure often combines a fee-based model with a performance-based approach, ensuring that the client sees the value in the services provided.
-
Highlighting the unique mechanism of your services, which revolves around your specific set of skills and abilities, is key. This distinguishes your offerings from traditional methods such as email and ads, positioning you uniquely in the market.
-
Creating a dream client database through thorough research and identification of top potential clients based on your successful case studies is crucial. This involves understanding the nuances of each business, identifying key stakeholders, and deeply learning about their operations.
-
Initiating personalized outreach efforts to connect with the dream clients, including seeking referrals, making personalized connections across multiple platforms, and offering direct, customized attention, greatly enhances the chances of establishing successful partnerships.
-
Conducting a deep discovery session with the prospective clients is essential to understand if they are a good fit for a partnership. This stage focuses on evaluating how your services can help them and assessing if there is mutual respect and trust for a long-term partnership.
Key Points for Creating a Sales Script
-
Start by asking the prospect about their current business status and where they want to be in the next 12 months.
-
Use the question, ‘If we were to have this conversation in 12 months time and we were to look back, what would have had to happen personally and professionally for you to be happy with the progress of us working together?‘
-
This question helps in understanding the prospect’s future goals and outlines their revenue and experiential targets.
-
Ask five specific questions related to your offer, not limiting to in-depth queries but broadening the conversation to include marketing strategy, sales process, and team details.
-
Include questions about the growth of the business, sales process, sales team, scripts usage, ad campaigns, and conversion rates.
-
In a respectful manner, inquire about what is preventing them from achieving their goals.
-
This helps in identifying their challenges and allows you to propose solutions tailored to their needs.
-
Transition by acknowledging the ground covered in the conversation and express your belief in being able to help based on the information shared.
-
Request permission to share the next steps and propose a personalized plan outlining the commercial options.
-
Do not reveal the prices during the first call; instead, assure them of building a plan specific to their needs and presenting the return on investment.
-
Ensure to set up a follow-up meeting for presenting the growth plan and commercial options.
Key Points on Creating a Wildly Profitable Growth Partner Business
-
Choose a specific time for the discussion session, such as next Tuesday morning, to walk the client through the plan and discuss commercial options.
-
Utilize the information gathered from the client’s Discovery session to outline a personalized plan in a basic sales letter structure, providing value, care, evidence, and an argument tailored to the client.
-
Create trust with potential prospects by giving them the ‘how’ rather than the ‘what’ of the plan, demonstrating your expertise and the value of your service.
-
Outline the specifics of the client’s provided information, such as lead generation potential, campaign reach, meetings booked, and projected revenue using a unique methodology to show clear ROI.
-
Present two pricing options, one with a higher fixed fee and lower revenue share, and the other with a lower fixed fee and higher revenue share, before engaging in the commercial conversation.
-
Ensure the client is genuinely interested in your service before presenting pricing options, and address any objections before discussing commercial terms.
-
Offer a sensible guarantee over a 12-month period, avoiding unrealistic claims or short-term promises, to build trust and manage client expectations.
-
Follow a six-step process, including deep discovery, specific offer building, targeting dream clients, conducting a deep discovery session, and creating a customized plan, to transition the business into a profitable growth partner business.
-
Partner with the organization to build a profitable growth partner business by leveraging the provided framework and guidance.
-
Maintain a focus on delivering excellent services to a specific niche to build a business with real enterprise value and establish a unique position in the market.
Conclusion
By following these six steps, agency owners can transform their business into a growth partner powerhouse, signing high-earning clients and elevating their revenue to a whole new level.