Please tag me once done.
I'm starting a Digital Marketing Agency- Progress thread
- Thread starter Hijo de luna
- Start date
Please tag me once done.
Go ahead - let's dissect it and get some exponential growth
I figure other folks in here would love to see it as well! Forgive my handwriting:
Steps Broken Down:
Conversion is based on 100 prospects at that initial step pass through
Cold Connection (30-60% Conversion - 1000-1500/mo)
- We use a "permission-based" approach. We create a message to establish we took an interest in what they are doing and that we love networking with people like that.
- No obligations just PURE networking approach. We like to think of ourselves as the "booth at the career fair". Our profiles are designed as Landing pages.
- Connections who care will inquire. Those who don't we just send a thank you and keep it moving. If they chat we chat. We drip content targeting our desired customers that leads us to...
- These connections inquire because there is a need or interest in what we're doing. We immediately send our calendar link to schedule a 15 minute call.
- Some of these come from messaging, others will come directly from our profile link.
- People who inquire receive group invitations to our Marketing group.
- We like to use manipulative questions to pre-frame the conversation. These include:
2. EXACTLY-- What Are You Trying To Accomplish Here Today?
3. Where Are You Today? - And Where Do You Want To Be?
4. What Seems To Be The Problem? And How Long Have You Had This Problem?
5. If This Meeting Accomplished Everything You Could Possibly Hope For--- What Would That Look Like?
- We don't always use all of the questions but we like to ask at least two of them.
- At the end of the call if we have qualified them for our offer we ask them "Where do we go from here?"
- If the answer is positive we send over our Agreements via e-signature (Get the paperwork out of the way so we can discuss what solutions we can provide you)
Presell Video Sales Letter (70% Conversion - 10-15/mo)
- We have developed pitch decks and case studies which we will record an over-the-shoulder video for.
- These warm the prospect up to the solution which we will propose on the strategy call.
- We require a $47 consulting fee for the strategy session and $150 for proposals if requested.
Strategy Call 2-3 Days after Discovery(20% Conversion - 2-5/mo)
- We re-ask a question regarding their initial pain point to strike it back up.
- Generally, they will be itching to get started OR they may begin their objections. We have pre-written responses we have loosely memorized
- If the solution is clear we send them the invoice over the phone and congratulate them should they accept.
- In the event they need to think about it we charge the $150 over invoice for a PDF proposal.
Our biggest issue early on was dealing with owners who want the pricing up front. We have forced people to sign our agreements first and generally we ask them "What budget are you willing to allocate to digital?" should they use this objection. Then indicate that we only reveal pricing after NDA.
What's your take @Cynic
I figure other folks in here would love to see it as well! Forgive my handwriting:
Steps Broken Down:
Conversion is based on 100 prospects at that initial step pass through
Cold Connection (30-60% Conversion - 1000-1500/mo)
Inquiry (2-5% Conversion - 20-50/mo)
- We use a "permission-based" approach. We create a message to establish we took an interest in what they are doing and that we love networking with people like that.
- No obligations just PURE networking approach. We like to think of ourselves as the "booth at the career fair". Our profiles are designed as Landing pages.
- Connections who care will inquire. Those who don't we just send a thank you and keep it moving. If they chat we chat. We drip content targeting our desired customers that leads us to...
Discovery Call (70% Conversion - 14-20/mo)
- These connections inquire because there is a need or interest in what we're doing. We immediately send our calendar link to schedule a 15 minute call.
- Some of these come from messaging, others will come directly from our profile link.
- People who inquire receive group invitations to our Marketing group.
1. What Motivated You To Meet With Us Today? (OR Schedule this call)
- We like to use manipulative questions to pre-frame the conversation. These include:
2. EXACTLY-- What Are You Trying To Accomplish Here Today?
3. Where Are You Today? - And Where Do You Want To Be?
4. What Seems To Be The Problem? And How Long Have You Had This Problem?
5. If This Meeting Accomplished Everything You Could Possibly Hope For--- What Would That Look Like?
- We don't always use all of the questions but we like to ask at least two of them.
- At the end of the call if we have qualified them for our offer we ask them "Where do we go from here?"
- If the answer is positive we send over our Agreements via e-signature (Get the paperwork out of the way so we can discuss what solutions we can provide you)
Presell Video Sales Letter (70% Conversion - 10-15/mo)
- We have developed pitch decks and case studies which we will record an over-the-shoulder video for.
- These warm the prospect up to the solution which we will propose on the strategy call.
- We require a $47 consulting fee for the strategy session and $150 for proposals if requested.
Strategy Call 2-3 Days after Discovery(20% Conversion - 2-5/mo)
-------------------------------
- We re-ask a question regarding their initial pain point to strike it back up.
- Generally, they will be itching to get started OR they may begin their objections. We have pre-written responses we have loosely memorized
- If the solution is clear we send them the invoice over the phone and congratulate them should they accept.
- In the event they need to think about it we charge the $150 over invoice for a PDF proposal.
Our biggest issue early on was dealing with owners who want the pricing up front. We have forced people to sign our agreements first and generally we ask them "What budget are you willing to allocate to digital?" should they use this objection. Then indicate that we only reveal pricing after NDA.
What's your take @Cynic
I'll start with the objection part and re-affirm why coldcalling is an essential part of business development ....
The truly skilled ones are masters of driving the sale and handling objections.
My advice is to rebut them by using the example of builders/surgeons
"It's funny you ask that Mr Prospect, Most agencies offer one-size fits-all solutions
to everybody regardless of size, location and revenue. However here at MMS digital
we prefer to treat our clients with courtesy -like a skilled surgeon -one who ONLY makes
a diagnosis after they understand the full scope of the situation. So why don't we get started..."
Then you ask the questions without being polite or waiting for them
If they push back you can give them a range between a range of two prices
They are in business - their permission isn't required. This is B2B not B2C but i'll digressI figure other folks in here would love to see it as well! Forgive my handwriting:
Steps Broken Down:
Conversion is based on 100 prospects at that initial step pass through
Cold Connection (30-60% Conversion - 1000-1500/mo)
- We use a "permission-based" approach. We create a message to establish we took an interest in what they are doing and that we love networking with people like that.
- No obligations just PURE networking approach. We like to think of ourselves as the "booth at the career fair". Our profiles are designed as Landing pages.
- Connections who care will inquire. Those who don't we just send a thank you and keep it moving. If they chat we chat. We drip content targeting our desired customers that leads us to...
You don't know why those prospects inquire until you qualify them ...
Reserve the marketing group for paying clients only. No use spending time on unqualified connections
Capture the email and phone here..
The big picture questions are fantastic. Great stuff! but....
Question 5 is too open ended and so is "Where do we go from here?" like seriously ?
You have to lead them as the authority figure or your value is lowered.
I don't agree with charging for strategy calls especially at such a low price point.
Here's some adjustments I'd undertake here.
Inquiry
Immediate call needs to be done to qualify for money and interest.
Ask those discovery questions and how much they are advertising right now. Make it short and simple.
Book the strategy call right then and there.
Note all objections for rebuttal training.
Presell
Qualified ones who book the call get sent the pitch deck, testimonials and case studies daily.
Use all mediums - Email, text message, voice blast even Fedex until the strategy call
Strategy Call
They have been presold by your material so if they show up they are buying. PERIOD
Go through their initial pain points again and emphasize timing then ask for the order
Handle all objections 3 times with memorised scripted rebuttals each time asking for the order
It's a shorter more efficient process. Agreements and NDAs and Proposal invoices
should be for 6 figure deals and upward. There is absolutely no need for the process to be
that staggered. Cold calling will obviously add more into the pipeline but it helps in boosting
closing ratio in sales.
Implemented
I've just added a new product that is going to take my services from $2K-$20K per month
to $5K-$50K per month :cacwot: I'm now in bed with big data
I've vetted everything you mentioned and it's all spot on. We are attracting more and more LARGE clients and between our new offers and the sales advisory you have no idea how much you will have helped
salute @Cynic
So much knowledge in this thread 
Be the change you wish to seeSo much knowledge in this thread
also @Hijo de luna we might have hijacked the thread
Subbed.
Tell us what adjustments you made brehImplemented
I've just added a new product that is going to take my services from $2K-$20K per month
to $5K-$50K per month :cacwot: I'm now in bed with big data
I've vetted everything you mentioned and it's all spot on. We are attracting more and more LARGE clients and between our new offers and the sales advisory you have no idea how much you will have helped
salute @Cynic
I've been looking into big data as well
Spoken to someone in the space and they are working for a startup like this
Unfortunately I have no experience in Hadoop or data structures or programming
At the heart of my LinkedIn strategy is knowing that the emails im collecting are real people.Tell us what adjustments you made breh
I've been looking into big data as well
Spoken to someone in the space and they are working for a startup like this
Unfortunately I have no experience in Hadoop or data structures or programming
Facebook Pixel and others will track bot traffic (very prevalent everywhere, and steals a shyt ton of your budget for no reason)
between a custom pixel and the massive lists im able to build on LinkedIn. I can provide my clients very targeted audiences which goes a long way in campaign development and effectiveness. The worst ads are the ones that go to people who shouldn't be seeing them
where most agencies use their tools like a massive sword with no care in sight. I've positioned my company to be very precise like a rapier
my engineering skills at work
@Cynic
as far as the sales strategy we've changed our front end messaging slightly and changed our follow up message to include our calendly and a "referral" approach
------------------
Thanks for connecting, FirstName!
Let me know if I can help out, perhaps by providing an introduction to somebody in my network. If you see anything of interest on my profile, feel free to reach out.
Take care,
My Name
Calendly Link
--------------------
Already seeing more appointments
we're still keeping the agreement/NDA because of the nature of our work (also these protect both parties legally)
We've begun using the "price range" statement with an ending question of:
"What's the timeframe that you are looking for to achieve results?"
the combo so far is promising as two have already booked strategy calls after "cherry picking" products from the high end range. It definitely has strength. We went ahead and removed the ambiguous questions
not trained to the reps yet but the partner calls we had this week went great
as far as the sales strategy we've changed our front end messaging slightly and changed our follow up message to include our calendly and a "referral" approach
------------------
Thanks for connecting, FirstName!
Let me know if I can help out, perhaps by providing an introduction to somebody in my network. If you see anything of interest on my profile, feel free to reach out.
Take care,
My Name
Calendly Link
--------------------
Already seeing more appointments
we're still keeping the agreement/NDA because of the nature of our work (also these protect both parties legally)
We've begun using the "price range" statement with an ending question of:
"What's the timeframe that you are looking for to achieve results?"
the combo so far is promising as two have already booked strategy calls after "cherry picking" products from the high end range. It definitely has strength. We went ahead and removed the ambiguous questions
not trained to the reps yet but the partner calls we had this week went great