$10m Agency Sales Process (Copy + Paste)

Last updated: Jun 28, 2023

This video is about the agency sales process and how to effectively close deals, build proposals, and price deals in order to scale an SEO agency.

This video by The Blueprint Training was published on Apr 5, 2023.
Video length: 30:25.

This video is about the agency sales process and how to effectively close deals and scale an agency.

The speaker discusses the importance of the sales process and the need to hire a sales rep to properly grow the agency. They also mention the upcoming live training sessions where they will teach sales templates, call scripts, and other strategies for closing deals. The video emphasizes the need for constant maintenance and improvement of the sales process, especially in light of market changes such as the impact of AI on pricing and work commoditization.

The video also briefly touches on lead generation strategies, including organic content creation and paid traffic.

  • This video is about the agency sales process and how to effectively close deals, build proposals, and price deals in order to scale an SEO agency.
  • The Blueprint Training is a YouTube channel that helps SEO agencies scale past $100k/mo using their Sprint Methodology.
  • The Pro Slack Community is a subscription-based community that offers access to weekly live streams with industry experts.
  • Members of the community can ask questions and receive feedback from experts, including the host of The Blueprint Training.
  • Membership is $59 per month and provides valuable insights and resources for SEO agencies.
  • The host of The Blueprint Training will be conducting a live training session on the agency sales process.
  • The training will cover topics such as closing deals, building proposals, scoping deals, pricing deals, and making the right offer.
  • The agency sales process is the first part of the journey to scaling an SEO agency.
  • The agency sales process is a consultative approach that requires understanding and patience.

$10m Agency Sales Process (Copy + Paste) - YouTube

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Introduction

  • This video is about the agency sales process and how to effectively close deals, build proposals, and price deals in order to scale an SEO agency.
  • The Blueprint Training is a YouTube channel that helps SEO agencies scale past $100k/mo using their Sprint Methodology.
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Pro Slack Community

  • The Pro Slack Community is a subscription-based community that offers access to weekly live streams with industry experts.
  • Members of the community can ask questions and receive feedback from experts, including the host of The Blueprint Training.
  • Membership is $59 per month and provides valuable insights and resources for SEO agencies.
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Agency Sales Process Training

  • The host of The Blueprint Training will be conducting a live training session on the agency sales process.
  • The training will cover topics such as closing deals, building proposals, scoping deals, pricing deals, and making the right offer.
  • The goal of the training is to teach agency owners and sales reps how to effectively close more deals and scale their agencies.
  • The training will include templates, call scripts, and a comprehensive overview of the sales process.
  • It is recommended for agency owners to attend the training or send their sales reps to learn the strategies and techniques for successful sales.
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$10m Agency Sales Process (Copy + Paste) - YouTube

The Agency Sales Process

  • The agency sales process is the first part of the journey to scaling an SEO agency.
  • The process includes lead generation, discovery calls, proper identification and alignment of the audience with the offer, and effective closing techniques.
  • Many agencies make the mistake of being too salesy or not properly aligning their audience with their offer during discovery calls.
  • The Blueprint Training has successfully closed deals on the first call by properly identifying and aligning their audience with their offer.
  • The sales process requires constant maintenance and improvement to adapt to market changes, such as the impact of AI on pricing and commoditization of work.
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Understanding the Consultative Sales Process

  • The agency sales process is a consultative approach that requires understanding and patience.
  • Hard closes and traditional sales tactics may not work in the agency space.
  • Factors such as budgets, timelines, and seasonality affect the sales cycle.
  • Most leads require a longer sales process, with only a small percentage being one-call closes.
  • It is important to be aware of these factors and incorporate them into the sales process.
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Running a Discovery Call

  • The purpose of a discovery call is to qualify leads and gather information.
  • Marketing's role is to drive action and get people excited about the agency's services.
  • Qualification can be done through questions on the form and during the discovery call.
  • Using questions, the sales rep can determine if the lead meets the minimum investment criteria.
  • The goal is to pick up as much engagement as possible to increase the chances of closing the deal.
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Anchoring and Setting Pricing

  • Anchoring is the process of setting pricing against an expected result.
  • During the discovery call, questions can be asked to anchor the pricing against business results.
  • Questions about current leads, cost per customer acquisition, and desired results help set the anchor.
  • The proposal should be geared towards helping the client achieve their desired results.
  • It is important to tie the pricing to conversion-based metrics and business outcomes.
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Selling Results, Not Services

  • The agency should focus on selling results rather than just services.
  • The service is the mechanism to achieve the desired results.
  • Properly scoping out a deal involves understanding the client's desired results and building the proposal accordingly.
  • Charging more for services requires demonstrating the value and results the agency can deliver.
  • Proposals should align with the client's goals and show how the agency can help them achieve those goals.
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Anchoring Process

  • The anchoring process starts on the Discovery calls.
  • During the Discovery calls, it is important to work on the anchoring process to sell more.
  • Verbal interest from the client should be obtained during the Discovery calls.
  • Give the client a ballpark estimate of the cost to make sure it is within their range.
  • Address objections and scope down the proposal during the Discovery calls to avoid wasting time on clients who are not interested.
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Analysis Call

  • After the Discovery call, schedule an analysis call to properly scope the agreement.
  • The analysis call helps in determining the client's needs and requirements.
  • During the analysis call, identify areas where the client may need additional services, such as content writing or website development.
  • The analysis call also helps in getting buy-in from the client by demonstrating understanding of their problems and business.
  • Case studies are not necessary if a proper analysis is done to show capability in handling the work.
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Importance of Analysis

  • The analysis helps in scoping the agreement and determining the cost.
  • It demonstrates understanding of the client's problems and business.
  • It helps in identifying additional services that may be required.
  • Proper analysis can compensate for the lack of case studies.
  • The analysis is a critical part of the sales process for agencies.
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Agency Sales Boot Camp

  • The agency sales boot camp will cover the top 10 analysis method.
  • The top 10 analysis method allows for a quick assessment of a website's needs.
  • The boot camp will provide insights and strategies based on 15 years of experience in the industry.
  • Improving sales skills is crucial for agency owners to avoid getting stuck in the sales process.
  • The boot camp will help agency owners find someone with the necessary sales skills to handle sales.
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Sales Skills and Marketing Knowledge

  • Sales skills include organization, CRM usage, follow-ups, and effective communication.
  • Marketing knowledge is essential for being a trusted partner and consultant.
  • Being able to find and understand clients' problems is crucial.
  • Providing analysis and recommendations can bypass the lack of case studies or results.
  • Using tools like Ahrefs and traffic projection can show clients where they currently are and where they could be.
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Analyzing and Presenting the Analysis

  • Using tools like Notion or Word doc to analyze clients' goals and issues.
  • Running a traffic projection to show clients the potential ROI of an SEO campaign.
  • Presenting the analysis to clients and getting their buy-in based on the data.
  • Showing clients where they currently are and where they could be.
  • Using actual data and projections instead of vague timelines.
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High-Level Scope and Pricing

  • Creating a templated high-level scope based on clients' needs.
  • Customizing the scope based on the specific industry or niche.
  • Including the number of content pieces, link building requirements, and other strategies.
  • Providing a high-level cost estimate for the proposed services.
  • Not putting together a proposal without a concrete verbal approval from the client.
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Discovery Call and Proposal

  • Industry knowledge is not necessary for analysis and proposal creation.
  • Asking clients questions about their business and goals during the discovery call.
  • Customizing the analysis and proposal to fit the needs of the client's business.
  • Setting a date for the proposal and ensuring the client is qualified and interested.
  • Creating a detailed scope of work with pricing, timelines, and all necessary information.
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Reviewing the Proposal

  • Review the proposal with the client to address any questions or concerns they may have.
  • Make sure to answer any questions ahead of time to avoid any misunderstandings.
  • If the client is not qualified or interested, put them back into the campaign for future consideration.
  • Set a deadline of three days maximum to complete the proposal to avoid losing potential deals.
  • Send check-in emails in between calls to keep the client updated on the progress of the proposal.
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Building the Proposal

  • Use a proposal template and customize it based on the analysis conducted.
  • Create a pricing document to clearly outline the cost and value of the services being offered.
  • Address objections and concerns by demonstrating the potential return on investment.
  • Communicate results rather than just services to position the agency as an investment opportunity.
  • Utilize tools like the traffic projection tool to enhance the sales process and close more deals.
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Presenting the Proposal

  • During the pitch call, focus on key parts of the proposal, such as the proposed solution, timeline, and cost.
  • Ensure that the client understands and agrees to the work being done and the associated costs.
  • Ask for an expected decision date to have a clear timeline for follow-up.
  • Follow up with the client based on the decision date provided to maintain accountability.
  • Flipping the script on accountability is crucial to avoid being seen as annoying and instead be seen as proactive.
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Closing and Accountability

  • The sales process involves closing, following up, sending agreement templates, invoicing, and kicking off service delivery.
  • Building accountability into the process holds clients accountable for the agency's time and prevents ghosting.
  • Once a deal is closed, the client is moved into service delivery.
  • The Sprint Methodology is used for service delivery.
  • Accountability is important because the agency is investing a lot of time and effort into the client.
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Lead Generation and Funnels

  • Lead generation is not the biggest problem for agencies; improving the close rate on sales is more important.
  • Increasing the close rate eliminates the need for expensive and time-consuming marketing efforts.
  • You don't necessarily need funnels for lead generation.
  • Focus on finding one lead source that works for you, such as LinkedIn, cold outbound, or attending events.
  • Figure out what works best for your agency and your target audience.
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Scaling with Sprints and Value

  • The Sprint model is great for scaling an agency to $50k to $70k per month.
  • However, to charge more and continue growing, you need to find a way to increase the value of your services.
  • Consider stacking additional services, such as paid search, to offer a higher level of results.
  • Be strategic and mindful of what you offer to avoid operational chaos.
  • Focus on creating a better offer that incorporates services in a way that delivers more results and justifies higher prices.
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Local Clients and AI

  • Local search may experience a resurgence with the rise of AI, as it is less likely to be cannibalized by AI tools.
  • Local search is important, but it's crucial to understand the difference between ranking locally for different industries.
  • An attorney ranking locally for personal injury can generate millions, while a coffee shop may not see significant profits from local rankings.
  • Consider the profitability and potential return on investment when targeting local clients.

Watch the video on YouTube:
$10m Agency Sales Process (Copy + Paste) - YouTube

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