INBOUND 2015

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The Secrets to a Profitable
Inbound Agency Retainer
Model
Clodagh S.Higgins
Senior Channel Consultant APAC - HubSpot

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Clodagh Higgins
• Senior Channel
Consultant
• Joined HubSpot Dublin
in 2013.
• Asia Pacific Partner
Channel

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Sound familiar?
Established Agencies
Low Quality Leads
Tired
Lots of meetings
Doing Free Speaking
Always Pitching
Many proposals
Not enough sales

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1Why do we need this?
2Who is it for?
3What could it look like?
4Watch out for ?
5 Questions
What Will We Cover?

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Why?

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0 0 30000 - 100k+
Current Model

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Great Start
Signed Contract
High Energy
Agree to timeliness

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• Client delays
• Content delays
• Discontent
Some Clients

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New Model Solves Two Problems
1. More Profitable Work
2. Less Bad Clients

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Free
• Ebook
• Assessment
Hire us
• 6/12 Month
Contract
Current Inbound Agency Retainer Model
0 30k - 100k+

11. Free
•Ebook
or
Video
•FAQ’s
•Blog
•Assessment
Try us
•Thought
Leadership
•Paid
Assessment
•Strategy
Session
Work with us
•Group Work
•Onsite
Workshop
Engage Us
•6 Week
Strategy
•Pilot Campaign
Hire us
•6 Month
Implementation
•12 Month
Implementation
Inbound Agency Retainer Model
0 50 - 1200 1200 - 2500 2500 - 15000 30k - 100k+

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Free.
(Audit Your Current Assets.)

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Ebooks
0
• Current Visuals
• Use Video
Ebook

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€0
• How to Videos
• Lots of detail
• Step by Step
Videos
Jamie McKean
www.automatingyou.com

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€0
• Your Processes
• How you work
• Answer Questions
FAQs
Especially basic ones !

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€0
• Expand on FAQ’s
• Tell Stories
• Share Tools
Blog

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€0
• Content Marketing
• Email Marketing
• Marketing Automation
• Lead Generation
Use terminology on your website that your
customers understand.
Assessment

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Assessment

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Try Us.

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Thought Leadership
50 - 1200
• Book 15 minutes
• Your Expertise
• Shows Interest Level
• Qualify the lead
• Establish your worth

21. Thought Leadership

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Paid Assessment
50 - 1200
• Blueprint Ready to go
• Rebrand
• Low Cost
• Not Time Consuming
• Recommendations
http://www.contentmarketingblueprint.com/

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Virtual Strategy Session
50 - 1200
• Video Conference
• Discuss Goals
• Create Strategy
• What next?

24. Work with us.

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1200 - 2500
• Weekly Call
• One Topic per Call
• Record / Repurpose
• Hear other issues
• No travel time
Mastermind Group
James Schramko
www.silvercircle.com

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1200 - 2500
• Buyer Persona
• Content Creation
• Blogging
• Social Media
• Email Marketing
• Lead Nurturing
• Offers
Onsite Workshop
Chris Fell
www.g2msolutions.com.au

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1200 - 2500
• Linkedin Workshop
• Solves their need
• Builds relationship
• Uncovers opportunities
Onsite Workshop
Casey Lightbody
www.cloudmarketingservices.com.au

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http://www.thesaleslion.com/workshop-training-for-agencies/
Want Help?

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Engage Us.

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6 Week Strategy
2500 - 15000
• 1 Face to Face Meeting
• 1 Workshop
• Content from client
• Deliver or Implement

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3 Month Pilot
Program 2500 - 15000
• Show ROI
• Showcase HubSpot
• Assess Client

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Hire Us.

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Ebooks 30 - 100k+
• Customised Proposal
(Template)
• Understand Client Needs
• LTV of their customers
(Retainer Quoting Tool)
• Ensure your success
6 Or 12 Month
Implementation

34.  Don’t confuse the customer
 One offer at a time
 Step by Step
What do clients want?

35. Free
•Ebook
or
Video
•FAQ’s
•Blog
•Assessment
Try us
•Thought
Leadership
•Paid
Assessment
•Strategy
Session
Work with us
•Group Work
•Onsite
Workshop
Engage Us
•6 Week
Strategy
•Pilot Campaign
Hire us
•6 Month
Implementation
•12 Month
Implementation
Inbound Agency Retainer Model
0 50 - 1200 1200 - 2500 2500 - 15000 30k - 100k+

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Questions.