Why You Need to Sell Introductory Services for Your Agency
John and the team at Web Canopy Studio are a creative bunch. Not only do they make pretty websites, but they also know how to think outside the box when it comes to getting their name out there. My big takeaway from my conversation with John was to think of creative ways to serve your target audience with low-cost and low-commitment introductory offers.
This strategy is just a continuation of the inbound funnel. Provide products, services, and experiences that help your target customer reach their goals. John shares some cool examples in this interview and I hope it challenges you to think outside the box!
Starting Slow
- 18 months as a HubSpot partner before the first sale.
- Bad at working the sales process.
- Frustrated, drained, time consuming, and living on Ramon noodles.
Keys to Growth
- Target Market Became a Vertical
- Growth Driven Design
- Got Involved in the HubSpot Marketplace
Points Based Pricing
Combining Growth Driven Design and traditional inbound services together for clients help them see results faster. Points-based pricing is a great way to blend these services and give clients a greater sense of ownership in the process.
Introductory Services:
HubSpot Marketplace
John had this crazy idea to give away their best stuff. For free.
They’ve committed to creating great HubSpot COS themes and using the HubSpot marketplace as a lead generation source. Not only do they give away the templates, but they also support those templates. That takes a serious investment in time and talent! But it also leads to come great conversations with serious prospects.
The Foundry
Most people don’t like hearing about high dollar retainer contracts. They feel trapped into something they don’t fully understand. But there is a way to avoid this sticker shock. By leading with a discovery process, like an Inbound GamePlan, you can sell the client on a short-term deal that gets your foot in the door. This is a win, win, win relationship. It helps you close larger deals, it helps clients better understand how inbound would apply to their unique situation, and it gives the servicing team a full 3-month inbound plan to start servicing out of the gate.
John and the team have branded their process as The Foundry. Checkout the promo video, it is pretty sweet.
