The Agency Growth Blog - For Owners Who Want Growth

With 17 years of consulting experience and over 30 years of marketing, sales and revenue generation experience I think I can speak in an educated way about what it takes to get clients results.

Is it responsiveness? Yes. Is it solid communication? Yes. Is it expertise around technology? Yes. But the number one reason clients fire you is because they did NOT get the results they expected.

Regardless of whether they had a hand in the failure, it is your fault, 100% of the time.

Tips And Techniques To Make Sure You Are Always On The Same Page With Your Clients When It Comes To Results

A lot of what I write about comes from my conversions with other agency owners. As part of my consulting and Cohort Coaching programs I talk to roughly 30 agency owners each month and one of the most consistent challenges is helping clients understand their own results.

In full transparency, Square 2 is challenged with the same set of issues. I think ALL agencies deal with this, some more than others and the common denominator in all these situations is—the client. This makes the key to helping clients understand their results ALL about you and how your team works with your clients, day in and day out.

One of the most common stories I hear from agency owners is about the challenges associated with getting clients results, getting them results fast enough and getting them enough results to keep the client on the program and paying their retainers. Sound familiar?

This is a major aspect of growth. If you can’t keep your current clients, then you’ll only be treading water. Signing one new client a month and losing one current client a month is NOT growth. The best way to grow is to keep your current clients happy and getting them results is usually the one and only way to do that.

So, what’s the answer?

I’m a big believer that the better you inbound marketing agency is at inbound marketing, the better you are at getting your clients leads and the happier your clients. I also believe, and this is based on feedback I get from prospects, most of the inbound agencies are still struggling to get clients results.

So if actual, quantifiable, program performance is what makes or breaks our engagement with clients, then you need to be adept at benchmarking their pre-program funnel, so you can illustrate for them the in-program funnel and then eventually the post-program funnel numbers.

The inbound marketing metrics and results should be dramatic enough for these clients to be—as we like to put it—raving fans. Here's how to produce a Click To Close Funnel Analysis.

For those of you who’ve got eight to ten inbound marketing engagements under your belt, you might have heard this once or twice. “I know you’ve gotten us more visitors to our website and leads from our marketing effort but we haven’t seen the increase in revenue you promised us.”

First, you see an inherent challenge in the Inbound Agency path we’ve chosen. Despite having NEVER promised anyone anything, almost every client hears revenue increase when you say leads from inbound. Next, you realize that most of these businesses are as weak in sales as they are in marketing.