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Jeremy King - True To The Game

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INBOUND 2015

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Jeremy King - True To The Game

  1. 1. INBOUND15 TRUE TO THE GAME Four Moves to Quadruple Your Average Client Size Jeremy King Vice President of Revenue @jlking23
  2. 2. AGENDA • Started from the Bottom – Statistical Journey • Four Moves • Keep it Real • Check Yourself Before You Wreck Yourself • It Takes Two • Stop, Collaborate, and Listen • Q&A INBOUND15@JLKING23TRUE TO THE GAME
  3. 3. INBOUND15TRUE TO THE GAME STARTED FROM THE BOTTOM – STATISTICAL JOURNEY @JLKING23
  4. 4. INBOUND15 Revenue Growth @JLKING23TRUE TO THE GAME
  5. 5. #INBOUND15 We know that we are not right for everyone, and we are okay with that. TRUE TO THE GAME @JLKING23
  6. 6. INBOUND15TRUE TO THE GAME KEEP IT REAL – KNOWING YOURSELF Move One @JLKING23
  7. 7. INBOUND15 • Where does your “A” talent lie within your agency? • What are the themes you hear from clients when you have done your best work? • What work consistently produces results? @JLKING23 Strengths TRUE TO THE GAME
  8. 8. #INBOUND15 Generally, you do not go from zero to us. TRUE TO THE GAME @JLKING23
  9. 9. INBOUND15 Differentiators • Different from Strengths • Have You Done Your Market Research? • Do You Know Marketing Trends? • Do You Understand Your Competitive Landscape? @JLKING23TRUE TO THE GAME
  10. 10. INBOUND15 Weaknesses @JLKING23 • Are You Being Too Many Things to Too Many People? • Are You Faking it ‘Til You Make it? TRUE TO THE GAME
  11. 11. INBOUND15TRUE TO THE GAME CHECK YOURSELF BEFORE YOU WRECK YOURSELF – DATA SPEAKS Move Two @JLKING23
  12. 12. INBOUND15 Focused Growth @JLKING23TRUE TO THE GAME
  13. 13. #INBOUND15 The customer isn’t always right, but they are always the customer. TRUE TO THE GAME @JLKING23
  14. 14. INBOUND15TRUE TO THE GAME IT TAKES TWO (TO MAKE A THING GO RIGHT) Move Three @JLKING23
  15. 15. INBOUND15 Profile Your Ideal Clients @JLKING23TRUE TO THE GAME
  16. 16. #INBOUND15 We specialize in an attitude, not an industry. @JLKING23TRUE TO THE GAME
  17. 17. INBOUND15 Right Sizing Your Clients @JLKING23 • Categorize Your Clients Using the Criteria You Established for Ideal Clients • Look at the Health of the Relationship – Results, Profitability, Satisfaction TRUE TO THE GAME
  18. 18. INBOUND15@JLKING23 • Create Referral Relationships with Smaller or Different Agencies • Challenge the Status Quo or the Satisfaction of the Relationship for Unhealthy Relationships • Offer Alternatives/Referrals • Finish Strong TRUE TO THE GAME Right Sizing Your Clients
  19. 19. INBOUND15TRUE TO THE GAME STOP, COLLABORATE & LISTEN Move Four @JLKING23
  20. 20. INBOUND15TRUE TO THE GAME • Learn to Sell (Or Hire Someone Who Has The Skills) • Understand their Business and Goals • Develop a Disciplined Process Stop Taking Orders @JLKING23 Brian Kavicky brian@lushin.com
  21. 21. INBOUND15 Collaborate with Your Clients @JLKING23 • Get Hired to Think, Not to Do (Doing Has Been Commoditized) • Don’t Always Agree – We Are Hired For Our Expertise • Stay Focused on the Results TRUE TO THE GAME
  22. 22. INBOUND15 Listen to Their Problems & Pain @JLKING23 • Most People Don’t Know How to Hire Marketing, So Help Them • Don’t Be Afraid to Recommend Something They Don’t Want • Don’t Get Hung Up on Selling “Retainers” TRUE TO THE GAME
  23. 23. INBOUND15 What Questions Do You Have? www.elementthree.com @jlking23 jeremy@elementthree.com @JLKING23TRUE TO THE GAME

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