Successful inbound marketing agencies need to be extremely selective when choosing clients. They also need to specialize in their service offering. But most importantly they need to focus on their employees first. These are lessons learned from attending HubSpot's gold and platinum partner day in Boston MA.

1. www.contentmarketingblueprint.com
CMB Partner Office Hours
3 qualities that define a successful
inbound agency
Every Tuesday @3pm Eastern
www.contentmarketingblueprint.com

2. www.contentmarketingblueprint.com
Max Traylor
VP Business Development at
Content Marketer’s Blueprint
Director of Client Services at
Innovative Marketing
Resources
+MaxTraylor
Linkedin/in/maxtraylor

3. www.contentmarketingblueprint.com
Jason Swenk
Digital-preneur
https://twitter.com/jswenk
https://www.linkedin.com/in/jason
swenk
https://plus.google.com/u/0/+Jaso
nSwenk01

4. www.contentmarketingblueprint.com
What is the CMB Community?
A team of inbound marketing agencies that sell and deliver services using
the Content Marketer’s Blueprint.
Join the Conversation:
@CMBlueprint or +ContentMarketersBlueprint

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Today’s Schedule
15 minutes: Presentation
20 minutes: Open discussion

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

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Today’s Topic:
3 qualities that define a successful inbound agency
www.contentmarketingblueprint.com

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#1 Top agencies know
who they can help and
who they can’t.

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What gets in the way of being
selective?
 Race to first “big” client
 Financial instability
 Revenue fever

10. www.contentmarketingblueprint.com
Know who you can help
 Recognizes need for change
 Access to decision makers
 Budget to support growth
 You are passionate about the business
 You have contacts/experience in their industry
 They have a product that solves a problem
 Their value is unique among competitors
 They have a documented sales process
 They have owned media assets (website visitors, email lists, social footprint)

11. www.contentmarketingblueprint.com
Know who you can’t help
 Reluctant to change
 Lots of marketing red tape
 Budget for your starter plan
 The business doesn’t interest you
 You don’t have any leverage in their industry
 There is no “need” for the product
 They are the same as their competition
 They don’t’ have a sales process
 No website traffic or owned resources to plug into

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Why be selective?
 Maximize the value of
your time
 Leverage your experience
 Differentiate yourself
(marketing)

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#2 Top agencies know
exactly how to help
their clients.

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Don’t overload your plate
Brand Development Inbound Marketing Sales Alignment
• Buyer persona
• Website
development
• Brand positioning
• Strategy
• Management
• Content
• Design
• Implementation
• Paid Search
• Social Media…
• CRM consulting
• CRM integrations
• Sales process
consulting

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Specialize
 Excellence
 Efficiency
 Master the process
 Fill the gaps with strategic
partnership (who are
excellent at what THEY do

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#3 Top agencies focus
on your employees.

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Failure

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Retention
 Get to know where they
really want to be in 3
years
 Help them build their
personal brand to get
them there
 Select clients they WANT
to work with

19. www.contentmarketingblueprint.com
Next Session: Tuesday April 29th
@ 3:00 PM
“Inbound Success Requires More Than
Marketing”
Sign up at:
www.contentmarketingblueprint.com/2014-
webinars