Traditionally, agencies have sold their time or fixed project based fees to clients. This approach no longer works. There is a fundamental mismatch between what the client is buying (certainly not your time) and what you are selling them.
Having worked with many agencies over the past 13 years, I know most agencies still sell this way but if you can align your product/service to the client's needs, desires and pain points, then you will be able charge bigger fees and become a more profitable business.
In this short course I want to share with you a much better way that generates more profits and less stress in your agency.
The course will:
- Look at the 3 traditional ways agencies sell, and why they are no longer fit for purpose
- Outline the concepts of value selling and how this will build much stronger relationships with your clients
- Teach you how to better understand your clients, so you speak their language - especially when selling
- How taking a value pricing and selling approach will significantly increase your profits almost immediately
- How and when to have the value conversation with your clients
- How to use pricing anchoring to get the best deal from the client
- Outline some common objections and barriers you may have about switching your pricing model to a value based model
By the end of this course you will have some new tools, downloads and techniques to attract the ideal customers, confidently charge higher fees and generate more profits.
Using the tools and concepts within this course, Rob has helped one of his clients, Pedroza Communications increase their profits by 66%.
MD, Anna Pedroza commented "Rob supported me to evolve our proposals and costings to sell on value rather than time. This has had a significant impact on the bottom line: after evaluating the profitability of the business, he has helped us increase profits by 66%."
Rob has 30 years of commercial business experience from working in blue chip companies to starting, growing and selling his own successful PR, Marketing and Design agency.
In 1991 he started his own marketing agency and over the next 11 years built an award winning business with 25 staff and revenues in excess of £1.5m. He sold the business in 2002 and then retrained to become a coach and mentor. Since forming Da Costa Coaching in 2007 he has been helping owner-managed businesses to start and grow their business in a profitable and sustainable way.
His coaching style is business and results focused, empathetic yet challenging. He is totally passionate about facilitating clients to get the fast positive results and is excited to launch a series of online coaching workshops. Having spent 10 years helping 100s of businesses, he now wants to share his knowledge and experience with a wider audience via his online business courses
Frequently Asked Questions
Thanks for taking this course, I hope you have found it useful.
Getting you and your whole organisation is one aspect of being a great client manager. If you want to further develop your client and account management skills then please take a look at my best selling course on client and account management.
Meanwhile, if you have any questions about this course or suggestions on additional topics to add, please do drop me at email at firstname.lastname@example.org