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Agency Partner (Agency selling (Retianers are predictable (What they are…

- - - - Project work
- - - - Hourly
      - Overheads
- - - - Open the call
      - Address resistance
- - - - The call is an opportunity to pick up marketing tips and talk through growth goals
  - - - Setting an agenda
      - Build rapport
    - - Who are your customers?
      - Who are your competitors?
      - What sets you apart in the market?
      - How do you fit into your industry?
      - What is your average sales price?
      - What are your company's goals and revenue targets?
    - - Stop pitching and aim to help
      - Differentiate and target
      - Exphasize the inbound methodology
      - How
        
        First, excite your prospect
        
        Second, assess fit
    - - Use power statement
        
        3 main elements to a power statement
        
        Recap the prospects pains and challenges
        
        Explain your offerings and their primary benefits
        
        Share your differentiation
    - - Suggest a goal setting and goal planning call
        
        Assign homework
        
        Google analytics
        
        Survey
        
        Send an ebook
      - Summarize the call
      - Use tie downs
        
        How did you feel about the call today? Do you feel we have a good grip on your goals and challenges?
      - Send a recap email
        
        Prospects forget 50-80% of what was discussed in a single day later
        
        Framework
        
        Summarize key take aways
- - - - Set the agenda
      - Recap the previous call
- - - - Identify when it's time
        
        Indicators
        
        Utilization rate
    - - Set crystal clear expectations
      - Communicate both hard-skill and soft skills needed
        
        Social skills
        
        Communication skills
      - Be ambitious about the end result
    - - Values
      - Beliefs
      - What's important to us?
- - - - A concept of what a conversion is on their website
      - Large enough to support a retainer
        
        Rule of thumb: 3M+ in revenue
      - Sell something that invloves a purchasing process