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

Setting Client Expectations For Stellar Inbound Marketing Engagements

Posted by Mike Lieberman on Feb 21, 2017 7:00:00 AM

Welcome to the most significant challenge facing inbound marketing agency owners. It’s not staffing, it’s not sales, it’s not hiring and it’s not finance. The most significant challenge facing us all is helping our new and existing clients understand what to expect from an inbound marketing engagement.

For all of you who are positive you’re setting these upfront during the sales process, guess again. After 13 years of selling inbound marketing engagements of all shapes and sizes to clients of all shapes and sizes they rarely hear what you’re saying to them.

In fact, I’m sure that most inbound marketing agency clients don’t hear anything other than the magic word—leads.

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Topics: inbound marketing results, inbound agency numbers, setting client expectations, inbound marketing agency client services

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