Should My Agency Transition to Inbound?
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Multiple times each week I speak with an agency that is either looking to transition to inbound marketing as a core service or is thinking about starting a new agency with an inbound focus.
These agency owners are always asking if inbound makes sense and how profitable it is as a core service compared to other services.
Gray and I decided to talk more about our story and give tips on whether or not becoming an inbound agency is the right move during this episode of Inbound Sales Journey.
Who Are Your Customers?
Whenever I am asked if inbound is the right way to transition my first question always revolves around their customers.
Is it their current customers they are looking to expand their current services with, or their ideal customers they will be pursuing with the change?
If you already have customers and are looking to stay in the same space approach the top three customers and see if you can sell them on the idea. You will quickly learn what objections you will need to overcome and how interested your current clients are in advancing the relationship.
If you are brand new and looking into becoming and inbound agency, make sure that it makes sense for your clients. Do they have a high customer lifetime value and have trouble generating more leads? Use a tool like the Inbound Revenue Calculator to determine quickly if the value is there.
When we were transitioning our agency we approached our current customers with the idea and determined the value was there to make the move.
How We Transitioned
Our agency (GuavaBox) started as a web design agency. We did a little bit of everything for our customers but design was at our core. We dabbled in social, blogging, PPC, etc. We never had a comprehensive solution for our customers and that needed to change.
We quickly realized that a website, no matter how beautifully designed, was not the key to success for our clients. We needed a way to turn that website into a lead generation machine.
We dabbled with our own system of inbound not using any particular platform. Then we tried out SharpSpring, Marketo, and HubSpot.
After a long period of trial and error we settled on Hubspot. We will discuss why during next weeks episode!
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