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Discover How to Close Bigger Retainers with Clients Like AT&T and Hitachi.
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Most Interesting Agency in the World?
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Losing Money & Profit on our Retainers.
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How many are winning the big retainers that you want?
•Husband
•Father of 2 boys
(Luke & Chase)
•Agency Advisor
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“N-B-A-T”
NEED BUDGET AUTHORITY TIMING
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“3i’s”
ISSUE IMPACT IMPORTANCE
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We all want to speed up the sales cycle and charge more.
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Do you want to know how one agency went from $25k/month in retainers to $87k/month in 2 months?
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Followed a Proven Formula
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Foot in the Door
Project
RetainerStart to position once
in the project.
Add up 3 or 4 monthsof work into a project.
Irresistible, offer that converts a prospect
to a client.
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When a prospect buys your Foot in the Door, they are 20x more likely to buy from you again.
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Traditional Approach Retainer Formula
Closing rate 50% Closing rate 80%
Sales cycle 60 days Sales cycle 15 days
AVG Retainer $5,000 AVG Retainer $8,000
Yearly revenue $60,000 Yearly revenue $113,500($2,500+15,000+96,000)
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Foot in the Door Check List
• Low barrier to entry • Easy to understand • Seamlessly leads to the core
sale • Useful but requires action • Has a high perceived value • Positive first transaction
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Foot in the Door Examples
• Audits • Discoveries • Roadmap / Blueprint • Mind mapping sessions • Templates • Ala carte service
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Foot in the Door
Project
RetainerHint! Don’t call this
a retainer
Builds Trust &Improves Cash Flow
Speeds upSales Process
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•Do not just list out a plain report.
•List out the areas for improvement.
•KEY - List out actionable tactics and strategies.
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How to transition to the Project?
• “Do you think this is a good plan?”
• “Would you like our help?”
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How to transition to the Retainer?
“We have been discussing your business and where you want to go and we have some ideas we would like to show you that are outside what we are doing with the project.”
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“Do you think this is a good plan?”
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“Would you like our help?”
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One last question. How many of your prospects go silent after you send them the proposal?
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er just lob the PROPOSAL over the f
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Do you want to know more agency secrets to growing and scaling, and the 8 steps I used to convert at 80%?
http://jasonswenk.com/hubspot
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