clodagh higgins - the secrets to a profitable inbound agency retainer model

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The Secrets to a Profitable Inbound Agency Retainer Model

Clodagh S.Higgins

Senior Channel Consultant APAC - HubSpot

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Clodagh Higgins

• Senior Channel Consultant

• Joined HubSpot Dublin in 2013.

• Asia Pacific Partner Channel

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Sound familiar?Established Agencies Low Quality LeadsTiredLots of meetingsDoing Free Speaking Always PitchingMany proposalsNot enough sales

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1Why do we need this?

2Who is it for?

3What could it look like?

4Watch out for ?

5 Questions

What Will We Cover?

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Why?

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0 0 30000 - 100k+

Current Model

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Great StartSigned Contract

High Energy

Agree to timeliness

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• Client delays

• Content delays

• Discontent

Some Clients

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New Model Solves Two Problems

1. More Profitable Work2. Less Bad Clients

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Free

• Ebook• Assessment

Hire us

• 6/12 Month Contract

Current Inbound Agency Retainer Model

0 30k - 100k+

Free

•Ebookor Video

•FAQ’s

•Blog

•Assessment

Try us

•Thought Leadership

•Paid Assessment

•Strategy Session

Work with us

•Group Work

•Onsite Workshop

Engage Us

•6 Week Strategy

•Pilot Campaign

Hire us

•6 Month Implementation

•12 Month Implementation

Inbound Agency Retainer Model

0 50 - 1200 1200 - 2500 2500 - 15000 30k - 100k+

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Free.(Audit Your Current Assets.)

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Ebooks 0

• Current Visuals• Use Video

Ebook

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€0

• How to Videos• Lots of detail• Step by Step

Videos

Jamie McKeanwww.automatingyou.com

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€0

• Your Processes• How you work• Answer Questions

FAQs

Especially basic ones !

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€0

• Expand on FAQ’s• Tell Stories• Share Tools

Blog

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€0

• Content Marketing • Email Marketing • Marketing Automation• Lead Generation

Use terminology on your website that your customers understand.

Assessment

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Assessment

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Try Us.

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Thought Leadership50 - 1200

• Book 15 minutes• Your Expertise• Shows Interest Level• Qualify the lead• Establish your worth

Thought Leadership

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Paid Assessment50 - 1200

• Blueprint Ready to go• Rebrand • Low Cost• Not Time Consuming• Recommendations

http://www.contentmarketingblueprint.com/

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Virtual Strategy Session50 - 1200

• Video Conference• Discuss Goals• Create Strategy• What next?

Work with us.

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1200 - 2500

• Weekly Call• One Topic per Call• Record / Repurpose• Hear other issues• No travel time

Mastermind Group

James Schramkowww.silvercircle.com

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1200 - 2500

• Buyer Persona • Content Creation• Blogging• Social Media• Email Marketing• Lead Nurturing• Offers

Onsite Workshop

Chris Fellwww.g2msolutions.com.au

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1200 - 2500

• Linkedin Workshop• Solves their need• Builds relationship• Uncovers opportunities

Onsite Workshop

Casey Lightbodywww.cloudmarketingservices.com.au

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http://www.thesaleslion.com/workshop-training-for-agencies/

Want Help?

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Engage Us.

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6 Week Strategy2500 - 15000

• 1 Face to Face Meeting• 1 Workshop• Content from client• Deliver or Implement

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3 Month Pilot Program 2500 - 15000

• Show ROI• Showcase HubSpot• Assess Client

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Hire Us.

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Ebooks 30 - 100k+

• Customised Proposal (Template)

• Understand Client Needs• LTV of their customers

(Retainer Quoting Tool)• Ensure your success

6 Or 12 Month Implementation

Don’t confuse the customer One offer at a time Step by Step

What do clients want?

Free

•Ebookor Video

•FAQ’s

•Blog

•Assessment

Try us

•Thought Leadership

•Paid Assessment

•Strategy Session

Work with us

•Group Work

•Onsite Workshop

Engage Us

•6 Week Strategy

•Pilot Campaign

Hire us

•6 Month Implementation

•12 Month Implementation

Inbound Agency Retainer Model

0 50 - 1200 1200 - 2500 2500 - 15000 30k - 100k+

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Questions.