3 simple questions to supercharge your agency’s revenue pipeline in 2014

YourStory

1) What is your agency truly about?
What do you stand for?

 

What’s your vision?  What is it that motivates you?

 

You must narrow to an area of expertise, which paradoxically is how you increase your business.

 

If you do everything, then start with the thing you have the most experience in. Don’t try to be everything to everyone. Get more clients in that same vertical performing that same type of service. You’ll use this experience to be THE leader in that area.

 

Set up Google Alerts on that search topic to make sure you’re well-connected with the leaders and what they’re saying. Comment on their blogs, be helpful, retweet them– don’t sell your stuff.

 

2) Do you have the content to credibly support this? 
List out your credible third party coverage– conferences, blogs, news, and anything else besides what you say about yourself.  Are you openly sharing your expertise to irrefutably establish yourself as the authority in your chosen area?

 

If you’re a local agency servicing a particular city, it’s harder– since being the top social media agency in Minneapolis is not that different from the content produced for someone trying to be the top social agency in Portland, Oregon.

 

It must be topical. Maybe it’s producing more interviews and articles on social lead gen for B2B. Sending out a clear signal will bring us more of what we want, if we define it.

 

3) Do you have the process/people in place to handle the inbound leads?
Fortunately, the world of project management has been long-solved for us. That’s where marketing automation comes into play– to collect emails, nurture this list with regular content, and drive people to packages.

 

They will come to you– believe me. You don’t need to cold call anymore.

 

Basecamp, Infusionsoft, and other tools complement accountability frameworks like RACI.

 

Figure out the steps in the “factory” process to sell packages according to your vision.  Then you have a repeatable process to drive your inbound marketing efforts– no need to sell again– and to execute on packages.

 

We’ve done over 2,000 Facebook ad campaigns. Imagine how much faster and effective you are after you’ve done something 100 times versus doing a random dog’s breakfast set of tasks against whatever random client comes in the door?

 

How much time do you spend chasing new clients and freetards, as opposed to talking to folks who want to work with you– coming to you because they see you as the expert?

 

Isn’t it nicer when they come to you, allowing you to choose who you want to work with and on what terms?
Dennis Yu

About the Author

Dennis Yu
Dennis Yu is on a mission to create a million jobs.

He is the host of the CoachYu show, a digital marketing certification program that partners together with industry professionals just like doctors, engineers, and teachers where people can get trained and have a job at the same time.

He has been building brands and teaching marketing for over 13 years.

Specializes in helping young adults to grow into the leaders of tomorrow, by confidently developing their marketing skills through training programs and seminars with enterprise clients like The Golden State Warriors, Nike, and Rosetta Stone.

He developed the Technology Partner for Digital Marketing Agencies and Personal Brands. A RevShare Partnership Program that enables growing companies to stay competitive.

None of this would be possible without the generous support of partners such as DigitalMarketer, Social Media Examiner, Fiverr, GoDaddy, Keap, OmniConvert, Onlinejobs.ph, Tom Ferry, Barry Habib, and others who believe in training up millions of digital marketing professionals.

Dennis has been featured in The Wall Street Journal, New York Times, LA Times, National Public Radio, TechCrunch, Fox News, CNN, CBS Evening News and co-authored “Facebook Nation” – a textbook taught in over 700 colleges and universities.

Dennis is an internationally acclaimed speaker in Facebook Marketing who has spoken countless times in 17 countries, spanning five continents including keynote events at L2E, PubCon, Digital Agency Expo, Marketo Summit, and B2C Growth & Innovation Virtual Summit.

Besides being a data and ad connoisseur, Dennis enjoys eating spicy buffalo wings or might just spot him playing Ultimate Frisbee under the sun.

You can contact him at dennis@blitzmetrics.com or on one of his social accounts below.