The Agency Growth Blog - For Owners Who Want Growth

The 6 Secret Questions You Have To Ask Prospects During Your Sales Process To Close More New Clients Faster

Posted by Mike Lieberman on Apr 10, 2019 7:46:00 AM

We got three new clients at Square 2 to help kick start April on the new business side. But it’s not always so easy and over the past six months we’ve been working hard to make our sales process remarkable and an experience for our prospects.

One part of that process is the questions we ask our prospects during out Guided Sales Process. Some of those questions are not so easy to ask but we’ve found that they help us qualify, uncover key issues buried in our prospects’ business and help us have more strategic conversations with our prospects.

Here are the six secret questions that add big value to our sales process and they’ll help you add the same value to your sales process.

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Topics: Sales Process, inbound Agency Sales Process

Get A New Inbound Marketing Agency Client In 60 Days

Posted by Mike Lieberman on Aug 16, 2017 7:03:00 AM

New Business Remains The Biggest Obstacle To Growth For Inbound Agency Owners

Anyone even close to the agency life knows that agency new business development, sales and getting new clients is the life blood of the agency. It’s not an inbound marketing agency challenge, it’s a challenge for all agencies everywhere.

I hear it every day.

“We lost a client and we don’t have any new ones coming on.”
“If we could just sign a couple of new retainer clients, we’d be great.”
“I have to cut costs because we can’t sign any new clients.”

What’s going on? We’re the ones who are supposed to be the experts at attracting new eyeballs to our businesses, helping those people get comfortable with our companies and then getting them to sign our agreements. Right? Clearly there appears to be a disconnect. But someone is closing business. At Square 2 Marketing, we close between three and five new clients a month. I’d like to think that qualifies us to know what we’re talking about and if we can do it, you can too.

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Topics: inbound agency new business development, new business development, Sales Process, inbound Agency Sales Process

Your Sales Process Is Killing Your Chances Of Signing New Inbound Marketing Agency Clients

Posted by Mike Lieberman on Jun 13, 2017 10:05:00 AM

Three Out Of Four New Clients Said, “We Chose You Because Of Your Sales Process”

On average Square 2 Marketing closes three to five new clients every single month. Granted sometimes they come in bunches, no new clients for three weeks and then three new clients in a single week, but you get the idea.

With all those data points, I’ve been asking our new clients why they chose use over other agencies and the answers are startling. “You took the time to listen to us.” “You and your team demonstrated expertise during the sales process.” “Your recommendations were exactly what we asked for and were aligned perfectly with our stated challenges.”

I want you to notice that not ONE SINGLE new client stated we were the cheapest. Or that we offered the most value for their budget. We got them to trust us and the other agencies didn’t. Let’s be crystal clear. We don’t win every opportunity and sometimes we fail to get them to trust us, but our process produces the right kind of leads and it helps us close the clients who are the best fit for our agency.

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Topics: inbound agency new business development, new business development, Sales Process, inbound Agency Sales Process

The Best Decision For Your Inbound Marketing Agency: Pass On Small Retainers

Posted by Mike Lieberman on Jun 6, 2017 10:02:00 AM

I’m Not Being Snobby, I’m Being Smart About Agency New Business Development And You Can Be Smart Too

The response to last week’s article has been fantastic. In case you missed it here’s a link. I’m going to continue to talk about new business development for an inbound marketing agency to keep feeding you the kind of content that supports your biggest challenges.

Today I want to talk about the challenges associated with the small (under $5,000 a month) retainers. I know, they’re hard to pass up when you’re trying to make payroll, grow your agency or you love the gal running the company and you just want to help. Trust me, I get it.

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Topics: new business development, Sales Process, larger retainers

10 Ways To Enhance Your Agency Sales Experience To Drive 4 New Clients Every Month

Posted by Mike Lieberman on May 30, 2017 11:05:00 AM

Agency Owners Have Spoken, Getting New Clients Is The Top Priority

I recently asked a bunch of new clients why they chose Square 2 Marketing and the response was very interesting, 68% mentioned the sales process. That was shocking to us. If your agency sales process makes or breaks your chances to get new clients then the experience you deliver to your prospects is critical to closing new clients.

Just to be clear, this is more than practicing Inbound Sales. This is about creating such a differentiated experience that prospects say to themselves, “we have to hire this company.” That should be your goal from the very first touch point all the way through to the experience they have right after they sign your agreement paperwork.

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Topics: Sales Process, inbound Agency Sales Process

How Does Business Development Stack Up At Your Inbound Marketing Agency?

Posted by Mike Lieberman on Aug 11, 2016 5:30:00 PM

Did you know that 44% of salespeople give up after one follow-up?  The average sales person only makes two attempts to reach a prospect.  Eighty percent of sales require five follow-up phone calls after the meeting.  Research shows that 35-50% of sales go to the vendor that responds first. 

Are you making some of these mistakes? Are your clients making some or all of these mistakes? What do you do about it and what’s the impact to revenue if you can fix all of or at least most of these basic blocking and tackling mistakes inherent in your sales process? The answer is significant!

Even the simplest sales process improvements, when properly designed, deployed, managed and tracked produces major improvements in all of the key metrics.

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Topics: Sales Process, inbound Agency Sales Process, inbound sales, inbound sales services, sales process mapping

Why Your Inbound Marketing Agency’s Sales Process Is Confusing Prospects

Posted by Mike Lieberman on Sep 29, 2015 10:00:00 AM

Today there are more inbound agencies on the planet than ever before. Regardless of what they look on the inside, from your prospect’s perspective they all look alike. It’s your job as an inbound agency owner and as a marketer to make your agency look different.

This differentiation exercise has to start from the first time a potential client visits your website. The prospect is probably visiting three or four inbound marketing agency websites and if they don’t know what makes you special in the first ten seconds, they might never come back.

But that’s an article for another day, today we’re talking about what happens when they actually reach out to you and ask to speak with you. 

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Topics: inbound agency new business development, new business development, Sales Process, inbound sales

What Your Agency Sales Process Should Look Like To Close New Clients

Posted by Mike Lieberman on Apr 13, 2015 7:00:00 AM

In Part One of this Blog Series on New Business Development we talked about planning, executing and optimizing your own inbound marketing program to ensure businesses are reaching out to you on a daily basis.

In this Part Two of the series, we’re going to focus on your sales process. This is by far the weakest area for agencies, whether they want to be inbound or not, most of the agencies I’ve spoken with are working without a defined and documented agency sales process.

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Topics: Business Development, Sales Process, inbound Agency Sales Process

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