High Ticket Sales - How to Sell Large Client Retainers
1 like621 views
The document outlines high ticket sales strategies for attracting and managing larger clients, emphasizing the need for a strong personal and agency brand, effective communication, and tailored proposals. It discusses the importance of industry recognition, case studies, and content creation to get attention from big companies, as they often rely on referrals and networking. Additionally, it highlights the significance of process and quality in delivering work to maintain client relationships and ensure sustainable growth.
High Ticket Sales - How to Sell Large Client Retainers
- 1. HIGH TICKET SALES STRATEGIES How to make it happen Attracting larger clients How to get the attention of larger companies. How to close them Tips to sell and convince them you’re worthy of managing their campaigns. How to deliver & scale Signing them is the spring, keeping them is the marathon.
- 2. 10+ years of digital marketing experience. Ryan Stewart, MBA @ryanwashere @ryan.was.here @ryan stewart Built and sold SEO agency (WEBRIS) in 18 months, now partner at From The Future and The Blueprint Training. Built and sold a number of online businesses and blogs that ran 100% on organic traffic.
- 3. DO YOU REALLY WANT BIGGER CLIENTS? TYPE BENEFITS DRAWBACKS LARGE BUSINESS SMALL BUSINESS ● Generally the SEO isn’t “end to end”, only partial ● Higher retainer value (more revenue) ● Need a local and trained staff ● You need advanced knowledge ● A LOT of communication ● Easier to get results ● Far more leads ● Shorter sales cycle ● Difficult to perform top work for low dollars ● A lot of comms that does NOT get paid for
- 5. HOW TO GET THEIR ATTENTION 1
- 6. Big companies aren’t doing Google searches for SEO services... Different business dev cycles RFPs, longer sales cycles, more work up front Referrals or in person networking Most leads come through an intro or relationship. THIS IS KEY!! Industry recognition Big case studies, past work, awards, etc
- 7. KNOW YOUR AUDIENCE ● You’re not selling to business owners, you’re selling to SEO professionals. ● Find issues FOR them, recommend how THEY can fix it (DON’T SELL)!!! ● We built a proprietary audit tool to help us with this but we used to use a VA to run an advanced manual technical audit.
- 8. WHAT UNIQUE VALUE CAN YOU OFFER? ● Powerful personal brand, agency brand (Gary V, cult of personality), or just a lot of knowledge (content) ● Proprietary deliverables or in house software ● Proven results
- 9. 9 Spend time to build case studies.
- 10. 10 Spend time to build a reputation.
- 11. 11 Spend time to build a knowledge.
- 12. BE EVERYWHERE, AT ALL TIMES ● Create content. Promote it. That is all. ● Content is critical to support your hypothesis and pitch (blogs, videos, case studies)
- 13. INBOUND ISN’T ENOUGH... ● You need to aggressively pursue your target clients. I like to create hyper specific pieces of content and use the tech at our fingertips to target the right audiences... ● Don’t spam and erode your brand. Create & introduce...
- 14. HOW TO CLOSE THE SALE 2
- 15. UNDERSTAND ISSUES, PROPOSE SOLUTIONS. ● Insist on having a consult call - use questions to dig into pain points and needs. ● Your proposal needs to speak to these issues and more importantly, how you can fix them. ● Proposals are A LOT of work with A LOT of “free” (spec) work included.
- 16. GO DEEP, NOT WIDE (INITIALLY…) ● Big companies will work with 2, 5, 20 different agencies at once. ● They’re looking for experts who can help them solve specific problems. ● Outpitch competitors by offering high value, low effort items that fold well into what you’re pitching.
- 17. HOW TO DELIVER THE WORK 3
- 18. 18 MARKETING IS EASY. SCALING IS HARD. PROCESS IS
- 19. PROCESS, PROCESS EVERYWHERE... ● There’s a level of communication and attention that larger contracts require - you can offset this time with processes ● Onboarding, proper meeting schedules, project planning and communications will make or break your relationship
- 20. QUALITY, QUALITY, QUALITY... ● The quality of your work will determine your reputation (and referrals) ● There is nothing more important than the work you produce and the people required to complete it. INVEST IN THEM!!!
- 21. 1