Episode Details

Increase Business: How One Digital Agency Doubled Business in 4 Months

If you're trying to grow an agency, you know you're going to need a foot in a door strategy to increase business and get you to the next level of success. The trouble is, you're selling the wrong service first.

In this episode, we'll cover:

• #1 strategy to increase business with new clients for your agency.
• Why you need a Foot in the Door offer.
• What makes a great Foot in the Door offer?

My guest on the show today is represents every reason why I love my work. Todd Earwood is the founder and CEO of MoneyPath Marketing. We first met when Todd attended one of my two-day workshops. A few months later he called me to share the success story on how his business doubled in just 4 months. Todd shares with us the #1 reason his agency was able to increase business so drastically and how he's on track to do 3X business within 6 months of the workshop!

MoneyPath Marketing targets SaaS companies and like many agencies they have a hard time getting their foot in the door. Todd attended my workshop hoping to glean a little useful knowledge that he could implement right away. Ask and you shall receive...

#1 Strategy to Increase Agency New Business

Todd wanted more opportunities to get his foot in the door with prospects and that's exactly what he got on Day #1 of the workshop. We discussed the principle behind the Foot in the Door offer and how one agency did $252K at a tradeshow using this strategy.

(A Foot in the Door offer is a slice off your core services. It is something a prospective will find informative and valuable, but does not solve a problem or involve a large investment.)

Todd found so much value in the Foot in the Door lesson that he implemented it right there during the workshop. That day, he jumped on a call with his salesman and a new business prospect. He offered the prospect a paid discovery (instead of going right away for a full scale project). They landed the paid discovery and nailed it, which lead to another project and eventually retainer business allowing him to increase business overall for his agency.

Why You Need a Foot in the Door Offer:

1- It offers a low cost point of entry. When you are pitching a prospect for a project that is $20K or $50K it's a huge commitment. And although you are fully committed to being successful, the price tag can make it a tough sell. A Foot in the Door offer is just the bottom rung on your offer ladder. You'll find you actually make more money when you start small and have your clients stairstep their way up.

2- It's the courtship before the marriage. I get it - you want the bigger paid projects and retainers. But going for those higher price tags first is like proposing marriage on the first date. A Foot in the Door offer is a great way to get to know each other. You can build your authority and gain more trust, as well as get a glimpse of client's work style.

3- It helps to determine what the client really wants. Let's be honest. What the client thinks they need and what they actually need are often two completely different things. That's why a blueprint or discovery is so valuable. It allows you to dig into the current situation to see what's missing and provide insight as to how you can help.

4- It pre-qualifies your prospects. Think about it this way. If you have a prospect who balks at spending $2,500 for a paid discovery, how do you think a full scale project proposal will play out? Maybe something like this? By selling