INBOUND 2015

1. INBOUND15
TRUE TO THE GAME
Four Moves to Quadruple Your Average
Client Size
Jeremy King
Vice President of Revenue
@jlking23

2. AGENDA
• Started from the Bottom – Statistical Journey
• Four Moves
• Keep it Real
• Check Yourself Before You Wreck Yourself
• It Takes Two
• Stop, Collaborate, and Listen
• Q&A
INBOUND15@JLKING23TRUE TO THE GAME

3. INBOUND15TRUE TO THE GAME
STARTED FROM THE BOTTOM –
STATISTICAL JOURNEY
@JLKING23

4. INBOUND15
Revenue Growth
@JLKING23TRUE TO THE GAME

5. #INBOUND15
We know that we are not
right for everyone, and we
are okay with that.
TRUE TO THE GAME @JLKING23

6. INBOUND15TRUE TO THE GAME
KEEP IT REAL –
KNOWING YOURSELF
Move One
@JLKING23

7. INBOUND15
• Where does your “A” talent lie
within your agency?
• What are the themes you hear
from clients when you have done
your best work?
• What work consistently produces
results?
@JLKING23
Strengths
TRUE TO THE GAME

8. #INBOUND15
Generally, you do not
go from zero to us.
TRUE TO THE GAME @JLKING23

9. INBOUND15
Differentiators
• Different from Strengths
• Have You Done Your Market
Research?
• Do You Know Marketing Trends?
• Do You Understand Your
Competitive Landscape?
@JLKING23TRUE TO THE GAME

10. INBOUND15
Weaknesses
@JLKING23
• Are You Being Too Many Things to
Too Many People?
• Are You Faking it ‘Til You Make it?
TRUE TO THE GAME

11. INBOUND15TRUE TO THE GAME
CHECK YOURSELF BEFORE
YOU WRECK YOURSELF –
DATA SPEAKS
Move Two
@JLKING23

12. INBOUND15
Focused Growth
@JLKING23TRUE TO THE GAME

13. #INBOUND15
The customer isn’t always
right, but they are always
the customer.
TRUE TO THE GAME @JLKING23

14. INBOUND15TRUE TO THE GAME
IT TAKES TWO
(TO MAKE A THING GO RIGHT)
Move Three
@JLKING23

15. INBOUND15
Profile Your Ideal Clients
@JLKING23TRUE TO THE GAME

16. #INBOUND15
We specialize in an attitude,
not an industry.
@JLKING23TRUE TO THE GAME

17. INBOUND15
Right Sizing Your Clients
@JLKING23
• Categorize Your Clients Using the
Criteria You Established for Ideal
Clients
• Look at the Health of the
Relationship – Results,
Profitability, Satisfaction
TRUE TO THE GAME

18. INBOUND15@JLKING23
• Create Referral Relationships with
Smaller or Different Agencies
• Challenge the Status Quo or the
Satisfaction of the Relationship
for Unhealthy Relationships
• Offer Alternatives/Referrals
• Finish Strong
TRUE TO THE GAME
Right Sizing Your Clients

19. INBOUND15TRUE TO THE GAME
STOP, COLLABORATE
& LISTEN
Move Four
@JLKING23

20. INBOUND15TRUE TO THE GAME
• Learn to Sell (Or Hire Someone Who Has The Skills)
• Understand their Business and Goals
• Develop a Disciplined Process
Stop Taking Orders
@JLKING23
Brian Kavicky
brian@lushin.com

21. INBOUND15
Collaborate with
Your Clients
@JLKING23
• Get Hired to Think, Not to Do
(Doing Has Been Commoditized)
• Don’t Always Agree – We Are Hired
For Our Expertise
• Stay Focused on the Results
TRUE TO THE GAME

22. INBOUND15
Listen to Their
Problems & Pain
@JLKING23
• Most People Don’t Know How to
Hire Marketing, So Help Them
• Don’t Be Afraid to Recommend
Something They Don’t Want
• Don’t Get Hung Up on Selling
“Retainers”
TRUE TO THE GAME

23. INBOUND15
What Questions
Do You Have?
www.elementthree.com
@jlking23
jeremy@elementthree.com
@JLKING23TRUE TO THE GAME