jeremy king - true to the game

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TRUE TO THE GAMEFour Moves to Quadruple Your Average Client Size

Jeremy KingVice President of Revenue@jlking23

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

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STARTED FROM THE BOTTOM –STATISTICAL JOURNEY

@JLKING23

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Revenue Growth

@JLKING23TRUE TO THE GAME

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We know that we are not right for everyone, and we are okay with that.

TRUE TO THE GAME @JLKING23


KEEP IT REAL –KNOWING YOURSELF

Move One

@JLKING23

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• 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?

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Strengths

TRUE TO THE GAME

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Generally, you do not go from zero to us.


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Differentiators• Different from Strengths• Have You Done Your Market

Research?• Do You Know Marketing Trends?• Do You Understand Your

Competitive Landscape?


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Weaknesses

@JLKING23

• Are You Being Too Many Things to Too Many People?

• Are You Faking it ‘Til You Make it?

TRUE TO THE GAME


CHECK YOURSELF BEFORE YOU WRECK YOURSELF –DATA SPEAKS

Move Two

@JLKING23

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Focused Growth


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The customer isn’t always right, but they are always the customer.



IT TAKES TWO(TO MAKE A THING GO RIGHT)

Move Three

@JLKING23

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Profile Your Ideal Clients


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We specialize in an attitude, not an industry.


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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

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• 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


STOP, COLLABORATE & LISTEN

Move Four

@JLKING23


• Learn to Sell (Or Hire Someone Who Has The Skills)

• Understand their Business and Goals

• Develop a Disciplined Process

Stop Taking Orders

@JLKING23

Brian [email protected]

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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

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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

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What Questions Do You Have?

www.elementthree.com@[email protected]
