Agencies: set busines goals with your inbound prospects

67 %
33 %
Information about Agencies: set busines goals with your inbound prospects
Marketing

Published on July 23, 2014

Author: MaxTraylor

Source: slideshare.net

Description

Inbound marketing agencies should be setting business goals during their sale process. Dive deep into the financial impact of new customers and establish a baseline activity to determine the true value of your services.

www.contentmarketingblueprint.com CMB Partner Office Hours Agencies: Set business goals with your inbound prospects. Every Tuesday @3pm Eastern www.contentmarketingblueprint.com

www.contentmarketingblueprint.com Rule #1: Contribute! Be ready to be called on…

www.contentmarketingblueprint.com Max Traylor Director of Client Services Innovative Marketing Resources @TheMaxTraylor +MaxTraylor Linkedin/in/maxtraylor

www.contentmarketingblueprint.com Your Hosts Max Traylor Bob Traylor Director of Client Services | Innovative Marketing Resources President| Do Not Call Protection Stefan Surka Business Development| CMB

www.contentmarketingblueprint.com After the Webinar www.contentmarketingblueprint.com/blog • Webinar recording • Slides • Blog article

www.contentmarketingblueprint.com What is the CMB Community? Inbound agencies that use the Content Marketer’s Blueprint to sell and service retainers. Join the Conversation: @CMBlueprint or +ContentMarketersBlueprint

www.contentmarketingblueprint.com Inbound agency service offering  Strategy services (Buyer persona, CMB, Website optimization plan  Development Services (Inbound Engine)  Support Services (Content creation, consulting, PR, Social Media)

www.contentmarketingblueprint.com Today’s Question: As an agency,how can I set business goals for inbound marketing with my prospect? www.contentmarketingblueprint.com

www.contentmarketingblueprint.com Inbound agency sales process Establish a need for you. Set goals for working together. Present your solution for them.

www.contentmarketingblueprint.com First, gain trust and permission.

www.contentmarketingblueprint.com Why am I asking you these in depth questions? “I want to make sure we are a good fit for each other” Today we will:  Establish some financial goals for inbound marketing over the next year.  Identify what we have to build on (current results).

www.contentmarketingblueprint.com Why do we need to establish goals and a starting point? “I will build a presentation of recommendations for our next call that outlines exactly what it will take to reach your goals” (activity, timeline and costs)

www.contentmarketingblueprint.com First decide how many customers we need, then calculate your monthly goals.

www.contentmarketingblueprint.com How many new customers will get us excited?

www.contentmarketingblueprint.com Establish lifetime value of customers  Revenue  Lifetime (years recurring) / Upsell plan  Profit margin

www.contentmarketingblueprint.com Example: Lifetime value calculation Average revenue per year: $87,500 Lifetime (years): 3.5 years Lifetime revenue: $306,250 Profit margin: 60% Lifetime value = $183,750

www.contentmarketingblueprint.com How many new customers need to come from inbound this year? Customer lifetime value = $183,750 3? 5? 10?

www.contentmarketingblueprint.com How are we doing with inbound today? What if they don’t know?  1,267 (they gave you a Google Analytics login)  Leads: ?  Customers ?  Revenue ?  Marketing ROI: ? HubSpot’s inbound marketing assessment

www.contentmarketingblueprint.com Setup your goal setting call (The next step) “If I work on some recommendations for us to gain X new customers this year using inbound marketing, WHO WOULD BE A PART of the decision to partner with us?

www.contentmarketingblueprint.com After the call: Choosing a goal for your recommendation 1. ($183,750 – 100k)/ 100k = 83% ROI 2. ($367,500 – 100k)/100k = 267% ROI 3. ($551,250 – 100k)/100k = 451% ROI 4. ($735,000 – 100k)/ 100k = 635% ROI *I know my standard program is 100k with HubSpot

www.contentmarketingblueprint.com Your homework Create recommendations report showing how your inbound marketing team can help them reach their goals. The challenge: knowing the level of activity necessary to meet their goals.

www.contentmarketingblueprint.com The challenge Knowing the level of activity necessary to meet their goals.

www.contentmarketingblueprint.com Resources  This slide deck (on our blog)  HubSpot’s goal setting call training  HubSpot’s inbound marketing assessment

www.contentmarketingblueprint.com Next Session: Tuesday July 29th @ 3:00 PM EST “Pitching your inbound marketing services” Sign up at: www.contentmarketingblueprint.com/2014- webinars

Add a comment

Related presentations

Brands are more invested today than ever before on curating and distributing paid,...

Marketers need to be creating and publishing original content across many differen...

As content marketing continues to increase in popularity in every industry, more m...

Il Direct Email Marketing (DEM) è una tipologia di marketing diretto che usa la po...

This presentation contains all 120 rules from Part 1 of the 2nd edition of "Email ...

Olá, somos o Paulo Bernardes e o Pedro Silvestre, temos uma ambição em comum de me...

Related pages

Inbound Marketing: Driving Results & Getting You Leads

As a leading inbound marketing agency, ... of inbound marketing and your prospects ... leads and new business that meet or exceed your goals. ...
Read more

Grow Your Business with Inbound - Inbound Marketing ...

IMPACT helps you build and execute an inbound marketing strategy ... built around the goals of their business. ... and converts your prospects.
Read more

Inbound Agency | Melbourne HubSpot Partner

Through creating the right inbound strategy, we can position your business as a thougth leader and a market resource. A prospects experience with your ...
Read more

Inbound Marketing Workbook - HubSpot

Inbound Marketing Workbook ... trial for your prospect. We allow marketing agencies to ... with Your Business Goals Your inbound marketing ...
Read more

Guide to New Outbound Sales Strategies - Winmo

The keys to an effective outbound sales strategy are accurate sales intelligence and ... Agency New Business; Media Sales; ... Set Times, Goals, ...
Read more

Nexa | Inbound Marketing Agency

Nexa is an inbound marketing agency helping B2B ... a set of stages before they ... learn how you can grow your business with inbound marketing.
Read more

The Inevitable Traits Your Inbound Marketing Agency Should ...

The Inevitable Traits Your Inbound Marketing Agency ... business goals that you want to ... with the prospects. Inbound helps you in ...
Read more

The 7 Business Goals of Content Marketing: Inbound ...

While inbound marketing (as opposed to outbound ... not inbound marketing. The business goals of ... to Build Your Inbound Marketing GamePlan ...
Read more