4. 1 TELL OUR STORY OF GROWTH
2 SHARE WHAT WE DID (BOTH RIGHT AND
WRONG)
3 PROVIDE A LIST OF TACTICS AND
RESOURCES TO HELP YOU ACHIEVE
SIMILAR OR BETTER RESULTS
PURPOSE OF THIS PRESENTATION
5. 1 ABOUT OUR AGENCY & BECOMING A HUBSPOT
PARTNER
2 MARKETING YOUR AGENCY
3 DEVELOPING YOUR SALES PROCESS
4 PACKAGING & PRICING
5 SETTING EXPECTATIONS & CLIENT RETENTION
6 HIRING & RECRUITING TALENT
TOPICS WE’LL COVER TODAY
9. GETTING
STARTED• GRINDED!!!!
• HUPSPOT UNIVERSITY &
ADVANCED SALES TRAINING
SERIES
• LATE NIGHTS AT THE OFFICE
= LOTS OF PIZZA & BEER
• WE WERE GOING TO BE THE
BEST INBOUND MARKETING
AGENCY
10. GET OFF TO A
FAST START
1. SET AN END GOAL, ONLY MAKE
DECISIONS BASED ON THAT GOAL
2. LEARN HUBSPOT INSIDE & OUT
3. READ THE PURPLE COW
4. CONSUME ANYTHING FROM GARY
VAYNERCHUK
5. THINK STRATEGY BEFORE TACTICS
12. OUR STORY
• DECENT LOCAL
PRESENCE
• IF OUR GOAL WAS TO BE
RECOGNIZED AS THE TOP
INBOUND AGENCY, WE
HAD TO LOOK LIKE IT
• IMPORTANT FOR
EVERYONE TO KNOW
WHO WE WERE
13. HOW WE GOT
OUR NAME OUT
THERE• CREATED VIRAL
CONTENT
• BUILT A MARKETING TEAM
• BUILT RELATIONSHIPS
• REMAINED CONSISTENT
& AGGRESSIVE
14. REAL TACTICS
1. MAP OUT YOUR ROUTINE
2. DO SOMETHING DIFFERENT
3. BUILD RELATIONSHIPS
4. GET FEEDBACK
5. GREAT DESIGN / VISUALS
16. NOT GOOD AT
“SALES”
• ALWAYS PITCHING
• STANDARD PROPOSALS /
SELLING TACTICS
• NO PROCESS
• NO GOALS
• CHURN
17. THIS ENDS
NOW!
• BROUGHT ON A
DEDICATED SALES
CONSULTANT
• ADVANCED WEBINAR
SERIES & BASELINE
SELLING
• DOCUMENTED PROCESS
• UTILIZED MY TRUSTED
RESOURCES (HUBSPOT,
OTHER AGENCIES,
18. WHAT YOU CAN
DO NOW
1. DO SOME HOMEWORK
2. MASTER YOUR IMA
3. STRATEGIZE YOUR
AGREEMENTS
4. SAY NO, MORE THAN YES
5. SET CLEAR EXPECTATIONS
20. HOW WE WERE
DOING IT
• USED TO BE PRIMARILY
PROJECT BASED
(85% PROJECT : 15%
RETAINER)
• KNEW IF WE WANTED TO
SCALE, WE NEEDED TO
REVERSE THAT
• NOW WE’RE 85% - 90%
RETAINER
21. PRICING THAT
MAKES SENSE
• DEVELOPED PACKAGES
AND PRICING AROUND
GOALS
• OUR PRICING PAGE
• DON’T BE AFRAID TO
INCREASE YOUR PRICING
22. IMPROVE YOUR
REVENUES
NOW1. PUT YOUR PRICING OUT
THERE
2. STOP TAKING PROJECT
WORK, FOCUS ON
RETAINERS
3. 12-MONTH PLANS
4. SELL TO THE GOALS, NOT
THE FINAL DELIVERABLES
5. DON’T LET THEM CUT
24. REAL
STRUGGLES• WE WERE SELLING
WITHOUT SETTING FAIR
EXPECTATIONS
• ALSO NOT SETTING UP
OUR TEAM FOR SUCCESS
• WE’VE BEEN FIRED AND
HAVE HAD SOME VERY
ROCKY ACCOUNTS
25. BIG CHANGES
• RAN STRONGER IMA’S
• WE QUALIFIED OUR
CLIENTS AS PEOPLE THAT
WE WANT TO WORK WITH
• INCORPORATED A
STRATEGY MEETING
BEFORE CLOSING
• MUCH STRONGER CLIENT
BASE, MUCH BETTER
RESULTS
26. MAKE YOUR
CLIENTS HAPPY
1. CREATE CLIENT AND ACCOUNT
MANAGER CHECKLISTS
2. LINK ALL TACTICS TO THE
OVERALL GOAL OF CAMPAIGN
3. MAINTAIN A COLLABORATIVE
STRATEGY DOCUMENT
4. CONSISTENTLY ASK FOR
FEEDBACK
5. THANK YOU ECONOMY
28. EVEN FROM THE BEGINNING,
WE WERE VERY GRASS ROOTS,
AND USED UNPAID INTERNS AS
A WAY TO HELP US GET OUR
WORK DONE.
EVEN FROM THE BEGINNING, WE WERE VERY GRASS ROOTS,
AND USED UNPAID INTERNS AS A WAY TO HELP US GET OUR
WORK DONE.
29. • DEVELOPED AN
ORGANIZATIONAL CHART
THAT WAS SCALABLE
• DEFINED ROLES
• DEVELOPED OUR TRAINING
PROGRAM
HOW WE BUILT
OUR TEAM
30. REAL TACTICS
1. LOOK FOR YOUNG TALENT
THAT IS NOT GOING TO
LEAVE YOU
2. WHILE THEY’RE TRAINING,
HAVE THEM PRODUCE
MARKETING CONTENT FOR
YOU
3. BRING IN “PIECES” AS
NEEDED
4. DON’T BE AFRAID TO
OUTSOURCE
My dad will be in the audience… I’ll probably make a joke about not even having internet in my house when I built my first website, I had to go to the public library.
We’ve been very lucky and blessed to be able to grow to what we are today, and we still have very aggressive growth plans. But not too long ago, it wasn’t like this. Scared about money, investing everything I had in this business. Months where I couldn’t pay my mortgage. It was scary. But’s it’s all worth it. I stand here today both very humble, honored, and privileged. I hope that my story inspires you and that you have some real takeaways to help you avoid some of the mistakes we’ve made along the way and achieve the goals you set out to achieve as an entrepreneur.
Had a lot of pushback when I first started, friends and family were scared, asked about health insurance. Show of hands.
Our first office with minimal start-up investment, no furniture, and no doors. Our first website, had no clue what I was doing. Notice the typos.
Talk about bandwidth issues.
Do Some Homework – Watch the webinar series, read baseline selling