Set to a hip hop theme - Jeremy King, Element Three's VP of Revenue, shared with INBOUND15 (HubSpot's annual conference) attendees four moves Element Three made that resulted in their average client size quadrupling over the last three years. This session is sure to include laughs and deep truths you can immediately employ in your agency.

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

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