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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?

TRUE TO THE GAME

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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

TRUE TO THE GAME

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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”

TRUE TO THE GAME

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What Questions Do You Have?www.elementthree.com@jlking23jeremy@elementthree.com

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