Complete Guide to Getting Your Agency Published w/ Kelsey Meyer (Influence & Co.)

influence and co kelsey meyer.png

Kelsey Meyer is the co-founder of Influence & Co. Influence & Co. is a tech-enabled content marketing firm that specializes in content strategy, creation and distribution to help companies accomplish their goals through content.

In this episode you'll learn:

  • [00:50] What does Influence & Co. do for their clients?
  • [02:04] How to find niche publications?
  • [03:08] Why is I&Co not white labeling for their clients?
  • [04:13] How to go about building a relationships with niche publications from scratch?
  • [04:25] First thing to do if you want to go after a publication as an agency?
  • [06:26] How to know if a niche publication is worth it? 
  • [07:07] Metrics you want to look at before publishing at a specific website?
  • [10:08] Is there a niche in which guest posting doesn't work?
  • [12:10] How do you measure the ROI from the published articles?
  • [13:50] How to utilize your articles in the sales process?
  • [14:56] Best practices for using cold email to distribute the article?
  • [16:54] What role does content marketing play in how someone's evaluating a company?
  • [19:05] What parts of the funnel are important for different industries?
  • [20:55] Best practices for getting quotations from your ideal companies?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

How to Choose The Right Marketing Channels? w/ Rand Fishkin

Rand Fishkin is the founder and former CEO of Moz, board member at presentation software startup Haiku Deck, co-author of a pair of books on SEO, and co-founder of Inbound.org. Rand's an unsaveable addict of all things content, search, & social on the web.

In this episode Rand will teach you:

  • [00:54] What are Whiteboard Friday videos about and how they made Rand an online influencer?
  • [01:52] Why should marketers focus on building relationships rather than being tactical?
  • [02:00] Challenges marketers face
  • [02:25] How not to be tempted to give tactical advice instead of a strategic one?
  • [03:33] What does a wizard do at Moz?
  • [04:15] Separate tracks for individual contributors and people managers - structure at Moz
  • [05:23] Why managing people should not be a prerequisite for having a great career in marketing?
  • [06:17] How are marketers at Moz measured?
  • [07:30] Top of funnel metrics
  • [08:00] Bottom and middle of the funnel metrics
  • [08:36] How to break down marketing channels to focus on?
  • [14:00] Best days of the week for social engagement?
  • [15:20] Rand's marketing failures
  • [18:11] How does Rand use speaking gigs as a marketing tool?
  • [21:00] How to create a great speech and be the one everyone is talking about?
  • [22:16] How to prioritize which events are worth attending?

Links mentioned:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

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How to Use Bottom-Up Model to Sell Software w/ Scott Britton from Troops.ai

Scott Britton is the co-founder of Troops. Troops is the first Slackbot for Sales Teams that makes it easy to use CRM data and configure workflow to do your job. They've raised $9.6m to date.

In this episode you'll learn:

  • [01:10] What can Troops help you with?
  • [03:10] Which sales model they use at Troops?
  • [04:30] How did they adapt the bottom-up model over the top-down one?
  • [05:08] Ideal model to sell Software?
  • [07:02] How to execute that on the marketing side?
  • [08:23] How to execute that on the sales side?
  • [09:47] How did Scott switch from relying on cold email to focusing on inbound?
  • [12:25] How to optimize the middle of the funnel and how to convert leads to users?
  • [14:17] How to execute efficient demo on-boarding strategy?
  • [16:30] How to deal with going back and forth with engineering?
  • [17:26] Questions they use for their customer feedback log
  • [19:10] How do you go from 1 user to building a company when you have a target account identified?
  • [22:00] How to make your sales process contingent upon creation of value?

Find Scott here:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

On Cold Emailing Fundamentals and Hiring World-Class Talent w/ Steli Efti

Learn how Steli Efti evolved in his approach to cold emailing or how has cold emailing evolved as an outreach technique. What are some things he thought he had right that he now knows were wrong?

Steli never hired a salesperson that did sales in the past. Listen to learn about 2 amazing strategies Steli uses to add amazing people to his fast growing team at Close.io.

Steli is CEO and Co-Founder of Close.io (a platform that makes calls, sends emails, and conveniently automatically tracks all activity) and ElasticSales, where he helps thousands of startups succeed in scaling their sales efforts.

Find Steli here:

Brought to you by Experiment 27. Find us on Youtube here.

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

On Hiring, Managing Employees and Client Onboarding w/ Michael Taylor

Welcoming new clients into your business, addressing their questions and concerns, and ensuring they understand the services available to them. Listen to learn more.

Michael Taylor is a Co-Founder at Ladder.io. Ladder is a data-driven startup marketing agency focused on launching and growing new businesses. They work across the marketing funnel to test what works, then help you scale quickly and efficiently.

In this episode you will learn: 

  • New hires should be enthusiastic about the role if they're a good fit.
  • About collaborating with others to come up with ideas.
  • How soon to start delivering after getting a new client?
  • Help new recruits get on track with new clients.

 Links:

Brought to you by Experiment 27. Find us on Youtube here.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

B2B Data Driven Marketing Tactics That Work w/ Michael Taylor

Many consider it dark arts, but data driven marketing is not an unknown to our today's guest. Listen to learn more about strategies that work in a B2B space.

Michael Taylor is a Co-Founder at Ladder.io. Ladder is a data-driven startup marketing agency focused on launching and growing new businesses. They work across the marketing funnel to test what works, then help you scale quickly and efficiently.

In this episode you will learn: 

  • How to approach growth through the eyes of a data-driven marketing?
  • How to approach testing and figuring out what to start with?
  • How to find marketing tactics that work in B2B?
  • Get more sales by offering your leads fast and easy consultations.

Test your tactics by asking “would I be a good client to myself?”

 Links:

Brought to you by Experiment 27. Find us on Youtube here.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How Can Your Agency Use Content Marketing to Find New Clients? w/ Michael Taylor

A type of marketing that involves the creation and sharing of behind the scenes material leaves many agency owners in fear. In this episode Michael Taylor talks about content marketing, including creation, promotion, transparency, and passion.

Michael Taylor is a Co-Founder at Ladder.io. Ladder is a data-driven startup marketing agency focused on launching and growing new businesses. They work across the marketing funnel to test what works, then help you scale quickly and efficiently.

Michael is responsible for building a marketing recommendation engine at Ladder. He's personally researched, tested and published 1000+ proven growth tactics to their playbook. 

In this episode you will learn:

  • [00:48] Approach to content marketing for a digital agency.
  • [02:41] How to get over the fear of your content being stolen?
  • [04:15] Why you should create content even if it has been made elsewhere?
  • [07:26] Why passion matters in creating content?
  • [10:09] How to promote your content?
  • [12:07] Why you should audit your content and and be transparent?
  • [13:30] Learn to say no and market yourself effectively.

Key takeaway:
Content marketing is one of the best ways to grow your business, get more leads, and generate sales. It can draw large audiences in, elevating the chance of finding customers and referrals. It can also strengthen brand identity, authority, and authenticity. One of the main points of content marketing is to continually audit and edit your content to keep it up to date and relevant.

 Links:

Brought to you by Experiment 27. Find us on Youtube here.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How We Cold Called and Booked 6 Fortune 500 Meetings in 6 days (and How You Can Too)

This is a guide for service based businesses on how to cold call Fortune 500 companies and pitch them an innovative idea. Step by step guide on how we booked meetings with 6 Fortune 500 companies in 6 days.

Few weeks ago we hired a cold caller and the strategy has been working so well that we had to share it.

This is a cold calling strategy that works.

Cold email works, but in some situations cold calling works better.

What we've been doing is having our cold caller reach out to the enterprise for mobile app development projects.

And by enterprise I mean Fortune 500 companies. The biggest companies in the world.

In the first six days of our cold caller doing this we were able to score meetings with a bunch of well-known companies. I’m sure you recognize some of these logos.

This wasn’t hard. Why it wasn’t, remains an unknown to me. But I think the reason falls somewhere between nobody cold calling at all or nobody cold calling correctly.

Either way, in this post I'm going to lay it all out. I'll show you the exact strategy we're using to make these calls and book these meetings.

But first, let me preface this with a very important question you need to ask yourself before you pursue enterprise clients.

Is your company ready to go from small businesses or whatever your current target is to very large companies, Fortune 500, Fortune 5000?

When do you know that you're ready to move to that next level?

Answer: Have a solid business already.

Good things about enterprise - they've got really big ticket items, it's a chance to make a worldwide impact especially if you're doing anything like marketing.

The downside of the enterprise are very long sales cycles. Meaning it might take six, seven months or two to three times longer to close an enterprise deal as it would with a startup or even with a small to medium business.

The other downside is there's gonna be a lot more stakeholders. What that basically means is you’ll have a meeting after meeting. At the end, it will come down to a group of people that decide for enterprise companies or it'll go up even higher to the director level. Basically, to whoever has the budget to approve it. It takes forever to do this.

Make sure your business is in a good enough spot where you don't need enterprise clients to survive!

If you're not in that good of a spot yet, go out and get some SMB clients. Get some startups that are gonna convert on the first or second meeting.

Now, let’s jump into how to actually do it.

1. Pick a Fortune 500 company (based on a case study you can replicate)

Just go down the list and pick a good company.

The way that I recommend our clients do this is look at your past case studies and see what sort of case studies you have that could be replicated.

Example time!

Here is an example of what I do at my company when going after bigger enterprise clients.

We only focus on one vertical. We only focus on professional services, specifically mobile app development, UX, UI, design, branding and some advertising firms.

So all of our targets are in the advertising marketing or the software category. You can do the same.

One of our clients, Dom & Tom, built this app called OUBound for the University of Oklahoma.

And University of Oklahoma let us do a case study on it. So we took that case study and we emailed it out to a bunch of other universities and based on those emails we were able to get meetings with OSU, Yale and a few other schools. Just based on that initial cold email test we validated the replicability of our project. Hence, making it ready for enterprise companies.

We have the case studies to back our claims up. We've got case studies from clients in similar niches to them. Companies that we've succeeded with in the past with those same type of projects. So that's what you need to have.

Look at your past clients and keep an eye on one.

What are the most successful type of clients you worked with in the past? Which ones were happiest and had saw the most results? Which company did you make the most profit from? Not most money, most profit. Which were easiest to deal with? Take that type of company.

Enterprise companies always have an eye on what the up-and-coming companies are doing. So don’t think just because your case study is based on a startup or a SMB it won’t work.

Smaller companies are innovating in ways that huge enterprise companies aren’t.

I recommend picking only one specific case study. Something where you dominated, something where you have amazing results and pitching only that case study to companies that very well match that case study.

2. Research the company and come up with an innovative idea

Researching the company and being innovative. If you run a digital agency, startup or a service based business this is where you might probably stumble.

No! You can’t pitch SEO, copywriting or web design to Fortune 500 like you do with any other client of yours.

Think more corporate!

How do you find out what a company like Google or Coca-Cola or Ford is planning for 2017 so that you know what to pitch them?

Since this presents, in my experience, the biggest problem, I’m gonna do a case study on coming up with innovative ideas for Coca-Cola.

Public companies, and almost all the Fortune 500 are, will publish goal sheets for the upcoming year.

They'll go out and they'll look at their initiatives for 2017 and they'll publish them online.

Example time!

Let’s read Fortune 500’s mind! It's actually super simple.

Pop over to Google and you actually just have to search something like ‘Coca-Cola goals for 2017’.

When you search this query you'll get a bunch of articles. I opened ‘Five Strategic Actions: The Coca-Cola Company’.

A bunch of companies have these. Coca-Cola's a good example. So let’s scan through the goals. I'm going to go through this stuff really quick and I'll show you how you can interpret it to come up with app ideas.

‘’1. Driving revenue and profit growth. In emerging markets we focus primarily on increasing volume, keeping our beverages affordable and strengthening the foundation.’’

So the goal for emerging markets is to sell a lot of Coca-Cola at cheaper prices

‘’In developed markets we relied more on price/mix and improving profitability by offering more small packages and premium packages. ‘’

So in developed markets like USA, Canada, UK the goal is to sell these premium packages like glass and aluminum bottles.

So the pitch here if you're going for an app pitch to Coca-Cola is something on that matter. Maybe a collectible app or a collectible piece of technology.

This is actually a good place to pitch smart tech. What if Coca-Cola had a collectible voice app or a little hardware dongle. There's an idea. Might not be the best idea, but that is an idea based on their goals and shows you the mindset you need to be in.

‘’2. We invested in our brands and business. We made a choice to invest in more and better marketing for our brands increasing both the quantity and quality of our advertising. We’ve increased the spending by more than 250 million dollars.’’

This means Coca-Cola wants you to pitch them exciting advertising ideas around their new brands (they bought a new brand Suja) or help them market their new partnerships like the one with Monster.

So anything advertising related around those new brands. Also, in 2015 their big goal was uniting all of Coca-Cola under one name. Diet Coke, Coke Zero, Coca-Cola Life.

Help them support the entire trademark. Any app that is about all the Coca-Cola brands unified or an advertising or experiential marketing campaign about uniting all those brands will work as a pitch.

I will at least get their ears to perk up.

‘’3. We became more efficient. Part of the solution was 'zero-based work' -- a way of looking at our business that starts from the assumption that organizational budget start at zero and must be justified annually. Overall, we were able to realize more than 600 million in productivity improvements in 2015.’’

Coca-Cola is open to any pitches that will improve their productivity.

Redoing their internal communications. This might be a good time for someone like Slack to pitch Coca-Cola. Any sort of productivity based tool would work here. This is a big goal for them, this is number three on their five strategic actions.

‘’4. We simplified our company. Most importantly we began to look at ways to enhance further the employee experience across our company with the goal of creating the world's most exciting, productive, fun and fulfilling career environment with workplaces that nurse curiosity, learning innovation and growth.’’

So any app that enhances the employee experience. Maybe it's an internal reward program for employees to work harder or an opportunity for employees to maybe give their ideas to Coca-Cola.

Maybe something like Starbucks’ Idea Site, but focused internally for Coca-Cola.

Anything around making employees happier. Apps focused on that will work here.

‘’5. We refocused on our core business model. Over the years we've acquired and managed the number of Coca-Cola bottling partners with the aim of improving performance, optimizing, manufacturing and distribution systems and ultimately refranchising the bottling territories back to independent status.’’

Coca-Cola wants to hear about ideas that improve their manufacturing processes or ideas that make their bottling plants more integrated. Which can be done by software.

So those are five strategic actions from Coca-Cola. Almost all of the Fortune 500 companies have articles like this one.

You just have to Google around to find them, dig a little bit and this is what you can pull from there when you're cold emailing or cold calling these companies.

Finding an article like this and coming up with ideas based on it will be that extra step that will get you in the door versus just pitching yourself as another iOS/Android development vendor.

3. Find the marketing director on LinkedIn

Search ‘marketing director Coca Cola’, ‘marketing director Ford’ and you'll get maybe two or three people depending on how many brands are inside of the company, but you won't have too many.

4. Cold call until you get through

I’m going to go over the process I used to get through to the Head of Global Marketing and Innovation at Coca-Cola to show you how easy it actually is.

I did this without having his direct number using only the info available on their official website.

Example time!

I googled Coca-Cola, went to their official website and clicked on the clearly visible contact us tab.

We are looking for company directory. No such thing here, but there is one phone number publicly available.

Next thing you know I was waiting to be connected to a Coca-Cola rep.

From this point on, all the names and numbers will be redacted so I’m not the one to blame if they get spammed. Consider this a template on getting through to your Fortune 500 decision maker.

On the other hand - you can check out the video version of the call - here.

Coca-Cola rep picks up. This is how it went.

Rep: Good morning. Coca-cola. This is --Rep--.

Me: Hey --Rep--! I’m trying to call --The Decision Maker--. And I just don’t have the number for the company directory with me.

Rep: I can get you a number for the switchboard operator. They can search that person for you. What’s your zip code?

Me: --My zip code--.

Rep: Ok. Hold on one second. The number is --##########--.

Me: Thanks!

Rep: You’re more than welcome. Thanks for calling Coca-Cola.

I dial the new number, S. picks up.

S: Hey this is S.

Me: Hey S! I’m trying to find the extension for --The Decision Maker--.

S: Ok. One moment please.

(…)

The Decision maker: Hello.

Voila. You’re in. This took only a couple of minutes.

There is a lot of theories on what cold call structure to use, but this is what works good for us: open with a quick pitch of who you are then pitch the idea to them and ask for the goals for 2017.

Since you already went through step #3 you have your innovative pitch that stands out and you’re ready to go.

Cold cold until you get through. If you don't get them the first time call back an hour later.

I don't recommend leaving voicemails and there's no real tracking to show who's calling. So you can call them a bunch of times and it doesn't really matter. Just cold call 'till you get through.

It takes an average of five times calling at different times of day to get through to these people, but once you do you're able to pitch the idea and ask about the goals for 2017.

The goal of this cold call is not to sell them. The goal of this cold call is to get them on the calendar.

And you're still gonna have to follow-up via email most of the time, but sometimes they'll say: 'Hey! Yeah, that sounds good. Call me back at 3pm.'

That's what works there. So ask availability and get a meeting on the calendar. I don't recommend using Calendly or any software for this. You will just be creating additional friction to the ideal outcome. I recommend just booking it on the calendar. Reading a few times and doing it that way.

Then have the scheduled meeting. The key is to approach them as a value provider not an order taker.

Cold calling is different than managing an inbound lead. This isn't somebody who is expressing a desire in mobile app development. This is a company that you want to provide your innovation to.

The key is to unlock their innovation budget and get them to go with you because you have the best ideas not because you have the best technical prowess.

This mindset is a lot different than the way that your inbound sales team is selling right now.

There you go. Cold call, grow your business and get the ROI on your efforts and time by using this strategy. Hope you found value in this!

If you want us to do this for you contact us here.

How to Connect With People Using Storytelling When Networking? w/ Zee Ali

We all know people who seem to know everyone. How do they do it? Forget networking. Think connecting. Technique they use? Storytelling. Listen to learn more.

Zee Ali is an entrepreneur from Chicago. He is the founder of  Zee Group which he bootstrapped with $800.

While attending school, Zee discovered a market opportunity that lead him to selling chef uniforms to his classmates. Zee’s passions lead him to start his company Zee’s Apparel, LLC in 2010 which transformed into Zee Group, an independently owned and operated full-service Promotional Advertising Agency.

Find Zee here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Find us here: our Youtube channel

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How to Create and Get an ROI on Custom Company Apparel? + Client Gifting w/ Zee Ali

Thinking about creating custom company apparel? How to do it the right way and actually generate an ROI? Listen to the episode below.

Are you only sending client gifts during Christmas time like everybody else? Listen to the episode below to learn how to set yourself apart and actually send a gift that feels genuine. 

Zee Ali is an entrepreneur from Chicago. He is the founder of  Zee Group which he bootstrapped with $800.

While attending school, Zee discovered a market opportunity that lead him to selling chef uniforms to his classmates. Zee’s passions lead him to start his company Zee’s Apparel, LLC in 2010 which transformed into Zee Group, an independently owned and operated full-service Promotional Advertising Agency.

Find Zee here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Find us here: our Youtube channel

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How To Start, Structure and Promote an Agency Meetup? w/ Eugene Yee

One wildly underutilized channel for driving a bunch of leads and a bunch of new business to agencies is meetups. 

Eugene Yee built Meetup's Messaging platform on iOS, allowing members to extend their Meetup experience beyond face-to-face encounters. This feature also increased Meetup's average user session length by 28%.

In 8 weeks, he wrote the on-boarding flow, which provides a fun, informative experience for new users to register for Meetup, and join groups quickly and easily. This feature helped increase their group-joins by 60%, and app downloads by 16%. Eugene is now Master Software Engineer at Capital One.

In this episode you'll learn:

  • how Alex influenced Eugene to start his meetup?
  • how did Eugene frame his meetup?
  • how to structure a meetup?
  • how to find a venue?
  • how to get free pizza for an event?
  • what if nobody shows up at your first meetup?
  • how to remember the people you meet at the meetup?
  • why 'I don't have enough time for a meetup' is an excuse?
  • how to promote a meetup?

Find Eugene here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

Wonderful Story of How Colin Wright Became a Digital Nomad and Left His Branding Agency Behind

Living your life in a way that's congruent with who you think you should be and who you really are is not always easy. In this wonderful story Colin shares how he broke out of the Matrix and never measured his life with empty metrics like money ever again.

Colin Wright is an author, entrepreneur, and a podcast host. His podcast is called Let's Know Things and his blog is Exile Lifestyle.

Back in the day, he ran a branding studio where he helped businesses and individuals understand who they were so they could more clearly and concisely communicate their message to their audience.

In this episode you'll learn about...

  • a recognition that Colin had about what he was telling himself was important and what actually was
  • how he knew what was important
  • Colin's perception of who he should have been
  • how Colin realized he would be the biggest hypocrite to go back to his old life
  • his realization that he was measuring his life by an empty metric
  • what made him realize he needs a drastic change
  • how Colin became a digital nomad and how he made the transition easier
  • what happened with his agency when he decided to pursue a digital nomad lifestyle
  • what you need to do if you're feeling burned out running your agency

Find Colin here:

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

Insight into the Creative Process Behind Branding Your Agency w/ Colin Wright

Having no brand is a brand position. Listen to learn how to separate yourself from the competition when you're branding your agency.

It's very hard to discount some of the stuff you find to be important that doesn't fit with the rest of the brand.

Colin Wright is an author, entrepreneur, and a podcast host. His podcast is called Let's Know Things and his blog is Exile Lifestyle.

Back in the day, he ran a branding studio where he helped businesses and individuals understand who they were so they could more clearly and concisely communicate their message to their audience.

Find Colin here:

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

What If You Had to Build Your Personal Brand From Scratch? w/ Colin Wright

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Branding on a business-level is common, but today branding is becoming just as important on a personal level. In today’s world and entrepreneurial landscape, there is no room for being another face in the crowd. Learn how to separate yourself from the competition by creating a recognizable personal brand.

Colin Wright is an author, entrepreneur, and a podcast host. His podcast is called Let's Know Things and his blog is Exile Lifestyle.

He has written over thirty books, from travel memoirs to books about entrepreneurship to science fiction novels, and he co-founded a publishing company called Asymmetrical Press.

Back in the day, he ran a branding studio where he helped businesses and individuals understand who they were so they could more clearly and concisely communicate their message to their audience.

In this episode you'll learn...

  • how to approach a personal brand
  • the strategy behind building a personal brand
  • how to tie everything you do together as a brand
  • what to avoid doing that many do
  • what questions should agencies be asking to become unique
  • in-depth strategy behind how Colin branded his podcast

Find Colin here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How to Gain 17k Followers on Instagram and How Can Your Agency Benefit? w/ Sean Fournier

No bots included. They say it's not about how many followers you have, but who your followers really are. What if you had both? The quantity and the quality. Sean Fournier does.

Sean Fournier is a Co-Founder & Creative Director of Faction Studio. Faction Studio is a collective of designers and engineers  dedicated to helping startups gain traction and acquire funding by creating beautiful sites and functional apps.

They have worked with many startups over the years, some of which have gone on to huge success, most notably FitBit ($66M in funding—filed IPO in May, 2015), DropCam (acquired by Google for $555M) and Matcha (acquired by Apple for $15M to integrate into Apple TV).

In this episode you'll learn...

  • what type of content does Sean create on Instagram
  • what are some strategies that gave Sean an instant boost in following
  • what is the monetary gain behind the 17k IG followers
  • how they got leads off of Instagram
  • how to promote your IG posts
  • how to target your market on IG
  • about a manual approach to interacting on IG
  • why having a bot strategy wouldn't work
  • how to 'steal' your competition's following
  • what makes a good fan on Instagram
  • why Sean following his audience is enough
  • Sean's newest strategy for Instagram growth
  • how to keep the engagement going
  • what should agency think about when approaching Instagram

Follow Sean here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

Brian Burns Shares Key Mistakes B2B Sales Managers Make With Their Team

In the final part, Brian Burns enters the lightning round and delivers bite sized value on what you might be doing wrong with your sales team and what to look out for.

After spending 20 plus years selling enterprise software for 12 VC backed start-ups, Brian Burns now focuses on helping a handful of companies.

In this episode you'll learn...

  • why not to put too much administration on a sales rep
  • how to think about your reps
  • how to lead and behave your sales team
  • what are the indicators that your leadership is not working
  • when to hire someone who knows what they're doing
  • what is the CEO of Hubspot doing wrong

Reach Brian here:

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How to Get a Budget Over $100k Without Getting on a Call?

Budgets. Do you ask for it in an email? Do you wait untill you get on a call? It turns out, real budgets don't even exist. Listen to find out more about this.

After spending 20 plus years selling enterprise software for 12 VC backed start-ups, Brian Burns now focuses on helping a handful of companies.

In this episode you'll learn...

  • how to get a budget without getting on a call
  • do budgets even exist
  • what to look for in a company
  • how to really find out their level of interest
  • how to guide the process
  • how to qualify the client
  • what is the unqualified signal
  • what not to spend time on as a junior sales rep

Reach Brian here:

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

How to Get an Agency to $2 Million in Revenue With Two Sales Guys?

If you don't have the budget to hire a sales army you're in the right place. Listen to this episode to learn how Brian would break down a sales process and what would he focus on to make two salesmen in an agency bring in $2 million in revenue.

After spending 20 plus years selling enterprise software for 12 VC backed start-ups, Brian Burns now focuses on helping a handful of companies.

In this episode you'll learn...

  • how to break down a sales goal like $2million
  • first few steps to get the sales machine running
  • where to find your target market
  • how to do the research on your potential clients
  • how to showcase that what you do is unique
  • what will take you from unknown to known
  • how to get them to like you
  • how to prevent the steps from going wrong
  • how to draw the line between free and paid
  • mistake most people make when asking for free advice
  • when to take the next step

Reach Brian here:

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

Learn the Human Approach to B2B Selling w/ Brian Burns

Selling plays a crucial part in your agency's growth. And selling isn't always easy. Getting rejected and shut down isn't always easy. But what if you changed your approach? In this episode you have an opportunity to learn from Brian Burns on how not to sell like a robot, but a human being. You may not need a sales script after this episode.

After spending 20 plus years selling enterprise software for 12 VC backed start-ups, Brian now focuses on helping a handful of companies. Basing his approach on an exhaustive study of hundreds of eight, seven and six figure deals across several industries and geographies he works with leadership teams to help create and dominate market segments. He is also the host of The B2B Revenue Leadership Show, The Brutal Truth About Sales & Selling podcast and Sales Questions podcast.

In this episode you'll learn...

  • how to motivate a junior sales guy
  • what is the key to selling
  • how not appear as a robot
  • what goes into a human sales person
  • how to sell B2B like a human
  • why it's not all about the script
  • how to show them they are the main interest
  • tactical ways to create a connection
  • what days are over
  • how to create content as a salesman

Reach Brian here:

If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show.

Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!

Digital Agency Delivery Process - From Initial Call to Kickoff

If you have a bunch of leads, you’ve sent cold emails and you got meetings on the calendar you’re probably on the right track. But do you know what’s next on your agency’s delivery process?

In this blog post I want to break down everything to do next. From reaching out to the clients, the sales call, the process of the contract draft, tips and tricks on how to add the legalese to it, all the way to the kickoff.

So, how do projects come together and how do they start?

Cold emailing is one of the cheapest and least understood marketing channels, learn how you can use it to quickly find your next 100 clients with our FREE Sales Course for Mobile and Web Developers.
  1. Qualification call

You want to know your clients before you start drafting your proposal. This is where you get on with the client and try to assess their needs. It’s important to ask them about what they’ve done in the past, whether they’ve worked with other agencies like yours, what they’ve dealt with and what they are dealing with now.

The main goal is to qualify them and make sure they have the budget. Once you’ve learned everything involving their project and their app your team goes back and put together the proposal that’s meant to explain the whole project.

 2. Sales call

Next step on your delivery process is the ‘sales call’ where you present the proposal to the client. I only recommend sending the proposal about five minutes before the actual call, that way you have a chance to walk them through, explain everything and how do you plan to the kickoff, also that way they’re not going to get turned off the price is too high.

Back to what i’ve said in previous posts, you never want the first time a client sees your pricing to be without you in the room. You always want the pricing to be discussed together so you can answer any questions.

3.  Draft a contract

Don’t know how to draft a contract? It’s OK! You can talk to a lawyer that will help you write out the initial proposal template and add legalese to it, depending on what type of company you have. Some agencies will have the main contract and then they’ll have another contract that outlines how they work together.

4. Legal review

If there’s a problem with the contract or any doubts, the next step is the legal review call where you and their lawyer –if they’re a bigger company- or you and them will go through the legalese and make sure everything is good to go and all matches. Afterwards, if everything looks good, they will sign

Need marketing help and sales advices for your own agency? Don’t forget to contact us and we’ll be happy to help!

5. Kickoff the project

The way we do it at X27 and at Dom&Tom as well, the salespeople handle everything up to the kickoff, the back-and-forth, the proposal writing and the pricing, and coming up with legal language. Legal will look over the contract and then we’ll go to the client.

Once everything is signed and the client has paid, the kickoff is on the calendar which is where the production team and the project manager comes in and outlines the entire process.

At X27, we wait at least two weeks from signing to kickoff which gives us enough time to get the team ramped up and if we’re ever ‘punching above our weight class’ and we need to hire, two weeks is more than enough time to find a good person. Same for your agency, if you prefer, you can wait two weeks put together this kickoff.

That’s the whole process, after the kickoff you’re in production which is a whole different blog post on how to actually deliver projects and then present projects so that clients want to keep working with you. That’s another blog post we’ll do in the future, but for now that is the agency delivery process and timeline from that initial call all the way down to the kickoff.

Keep reading our blog posts or subscribe to our Youtube Channel for more videos and information like this

You might like these posts too. Check them out!

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- 4 Step Process on How to Qualify a Client and Always Get a Budget