Grow Your Digital Agency

The key questions that you need to be able to answer for your own agency (and that you need to ask to help clients) are: What is your Marketing Strategy? Which segments of the market are you focusing on? How are you differentiated from the rest? What is your USP? What is your Quantifiable Customer Value Proposition? What is your Elevator Pitch (say

For more on strategic marketing plans, segmentation and differentiation, read Prof Malcolm McDonald

The issue is far more around what I, the client, get for my money that will help me.

the proposal is not about you; it is all about the client.

Doug Hall, business author, discovered that sales success dramatically improved when sales presentations combine the following three characteristics: the overt business benefit that you offer the real reason that people should believe you can deliver the dramatic difference that separates you from the crowd.

You can earn higher prices by specialising and by adding more value to the customer (doing it better).

differentiate yourself in the context of: The competition, and The clients’ preferred buying patterns

“What makes you special? What makes you different?” Saying anything that resembles “We are the same as the competition” is not clever or helpful.

typical list of the stages that the potential client might pass through: Prospect? Do they have a need? We communicate. They see us, they’re interested. A Try Before You Buy – they like it. They say they want to buy. Letter of intent. Purchase order/contract. Money in the bank.