The Agency Growth Blog - For Owners Who Want Growth

How To Pick The Right Inbound Marketing Clients To Produce A Ton Of Referrals And Heaps Of Happy Team Members

Posted by Mike Lieberman on Apr 4, 2017 7:06:00 AM

Inbound marketing agency owners, welcome to one of the most challenging aspects of agency life. You need new customers to drive the agency growth but if you take everyone who comes along, you’ll be working with clients who never appreciate what you do, who never let you execute a profitable engagement, who never refer you and who consistently drive your team crazy.

It becomes a very difficult decision. Do you walk away from someone who wants to hire your inbound agency? Or do we take them on and try to turn this into a referenceable engagement. The best way to manage this is to understand what to look for during the sales process so you can limit the risk associated with bringing on challenging clients.

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Topics: Client Selection, setting client expectations, inbound marketing agency client services

Inbound Marketing Agencies Should Never Do What Clients Want

Posted by Mike Lieberman on Mar 31, 2016 10:00:00 AM

It’s a delicate balance. Your client wants results but they also want to tell you what to do. They want you accountable for the performance of their inbound marketing program but they don’t want to follow your advice. What do you do?

It’s certainly easier to just do what they want. But is that the right thing to do? After all, they've never done inbound marketing before, but they sure are adamant aren’t they?

They hired you for your expertise, but now they don’t seem to trust you. Are they going to remember this when their program doesn’t perform? Are you going to be able to remind them how they didn’t follow your advice? Nope, you’re not and even if you do, they won’t remember it like you do.

This is a big challenge for inbound marketing agencies.

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Topics: Client Selection, Firing Cilents, Giving Clients Advice

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