Post on 21-Feb-2017
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TRUE TO THE GAMEFour Moves to Quadruple Your Average Client Size
Jeremy KingVice President of Revenue@jlking23
AGENDA• Started from the Bottom – Statistical Journey• Four Moves • Keep it Real • Check Yourself Before You Wreck Yourself • It Takes Two • Stop, Collaborate, and Listen• Q&A
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STARTED FROM THE BOTTOM –STATISTICAL JOURNEY
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Revenue Growth
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We know that we are not right for everyone, and we are okay with that.
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KEEP IT REAL – KNOWING YOURSELF
Move One
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• Where does your “A” talent lie within your agency?
• What are the themes you hear from clients when you have done your best work?
• What work consistently produces results?
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Strengths
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Generally, you do not go from zero to us.
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Differentiators• Different from Strengths• Have You Done Your Market
Research?• Do You Know Marketing
Trends?• Do You Understand Your
Competitive Landscape?
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Weaknesses
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• Are You Being Too Many Things to Too Many People?
• Are You Faking it ‘Til You Make it?
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CHECK YOURSELF BEFORE YOU WRECK YOURSELF – DATA SPEAKS
Move Two
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Focused Growth
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The customer isn’t always right, but they are always the customer.
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IT TAKES TWO(TO MAKE A THING GO RIGHT)
Move Three
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Profile Your Ideal Clients
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We specialize in an attitude, not an industry.
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Right Sizing Your Clients
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• Categorize Your Clients Using the Criteria You Established for Ideal Clients
• Look at the Health of the Relationship – Results, Profitability, Satisfaction
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• Create Referral Relationships with Smaller or Different Agencies
• Challenge the Status Quo or the Satisfaction of the Relationship for Unhealthy Relationships
• Offer Alternatives/Referrals• Finish Strong
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STOP, COLLABORATE & LISTEN
Move Four
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• Learn to Sell (Or Hire Someone Who Has The Skills)
• Understand their Business and Goals• Develop a Disciplined Process
Stop Taking Orders
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Brian Kavickybrian@lushin.co
m
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Collaborate with Your Clients
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• Get Hired to Think, Not to Do (Doing Has Been Commoditized)
• Don’t Always Agree – We Are Hired For Our Expertise
• Stay Focused on the Results
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Listen to Their Problems & Pain
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• Most People Don’t Know How to Hire Marketing, So Help Them
• Don’t Be Afraid to Recommend Something They Don’t Want
• Don’t Get Hung Up on Selling “Retainers”
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What Questions Do You Have?www.elementthree.com@jlking23jeremy@elementthree.com
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