This strategy helped me triple how much I charge clients
|
Hey Olivia, Before my current growth consulting agency, I used to run a lead generation agency called Convertive. Like most people we sold on a pay-per-performance. Things were fine and we were doing ok but I knew our service was more valuable than just $300 a call and I wanted to find a way to increase our prices. So I started looking into a set up fee which we didn't charge at the time because of the cost and knowledge to set everything up, then I looked at a tech fee etc Doing this meant I essentially mapped out everything we would do for a client before one single email was sent So we would:
and so on and so on right And that's when it hit me Why don't I just SHOW the clients EVERYTHING we actually do for them on the back-end that they never really hear about and attribute a value to it that they would have to pay if they wanted to buy that stand-a-lone service from the market and that's what I did I mapped out all the services and stacked the value and found REAL prices that they would expect to pay if they want to market for each one Doing this SIMPLE taks allowed us to TRIPLE our prices We went from averaging $300 a call to $3,750 retainers Here's an example of what it might look like So you can see there's nothing crazy in there and if you have a lead generation agency you would already do 90% of these things anyway right and if you don't have a lead generation agency and have another service or even a SaaS there are still more benefits that they may not be aware of that you can highlight to dramatically increase the perceived value of your service and therefore your prices If you're down... Do this today and map out EVERYTHING you do for clients and add a value to it Total that value and see how much it would cost them at market Then the next time you're on a sales call, show them this and say something to the effect of: "So John, the monthly market value of our service is £8,800. We will do it for [Company] for £3,750" You WILL be able to increase your prices and improve your positioning Let me know how it goes By the way... I want to create a free resource for you that I will share. I want to create it around lead list building and what software to use to find different kind of leads. So if you have a specific target market or list of leads you want to know how to scrape, reply and let me know and you'll be the first to get the resource when it's finished. Sean |
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<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Hey Olivia, Before my current growth consulting agency, I used to run a lead generation agency called Convertive. Like most people we sold on a pay-per-performance.</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Things were fine and we were doing ok but I knew our service was more valuable than just $300 a call and I wanted to find a way to increase our prices.</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">So I started looking into a set up fee which we didn't charge at the time because of the cost and knowledge to set everything up, then I looked at a tech fee etc</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Doing this meant I essentially mapped out everything we would do for a client before one single email was sent</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">So we would:</p>
<ul class="unordered_list" style="margin:1em 0;margin-left:1em;padding:0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5;list-style-position:outside !important;list-style-position:inside">
<li class="list_item" style="padding:0 0 0 1em;margin:0;margin-left:1em"><span>Buy their domain</span></li>
<li class="list_item" style="padding:0 0 0 1em;margin:0;margin-left:1em"><span>Set domains up correctly with DNS</span></li>
<li class="list_item" style="padding:0 0 0 1em;margin:0;margin-left:1em"><span>Connect to ESP</span></li>
<li class="list_item" style="padding:0 0 0 1em;margin:0;margin-left:1em"><span>Warm domains</span></li>
<li class="list_item" style="padding:0 0 0 1em;margin:0;margin-left:1em"><span>Review their offer and improve it for outreach </span></li>
</ul>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">and so on and so on right</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">And that's when it hit me</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Why don't I just SHOW the clients EVERYTHING we actually do for them on the back-end that they never really hear about and attribute a value to it that they would have to pay if they wanted to buy that stand-a-lone service from the market</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">and that's what I did</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">I mapped out all the services and stacked the value and found REAL prices that they would expect to pay if they want to market for each one</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Doing this SIMPLE taks allowed us to TRIPLE our prices</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">We went from averaging $300 a call to $3,750 retainers</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Here's an example of what it might look like </p>
<table width="100%" border="0" cellspacing="0" cellpadding="0" style="border-collapse:separate;mso-table-lspace:0pt;mso-table-rspace:0pt;text-align:center;table-layout:fixed;float:none" class="email-image"><tbody><tr><td align="center" style="vertical-align:top"><figure style="margin:1em 0;margin-top:12px;margin-bottom:12px;margin-left:0;margin-right:0;max-width:404px;width:100%"><div style="display:block"><img src="https://embed.filekitcdn.com/e/SpN5oPbWrioM8gS626zFC/oe5yh7DhoXHUTZvqffR16q" width="404" height="auto" style="border:0 none;display:block;height:auto;line-height:100%;outline:none;-webkit-text-decoration:none;text-decoration:none;max-width:100%;border-radius:4px 4px 4px 4px;width:404px;height:auto;object-fit:contain"></div>
<figcaption style="margin-top:0.4em;font-size:0.8em;text-align:center;display:none"></figcaption></figure></td></tr></tbody></table>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">So you can see there's nothing crazy in there and if you have a lead generation agency you would already do 90% of these things anyway right</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">and if you don't have a lead generation agency and have another service or even a SaaS there are still more benefits that they may not be aware of that you can highlight to dramatically increase the perceived value of your service and therefore your prices</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">If you're down...</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Do this today and map out EVERYTHING you do for clients and add a value to it</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Total that value and see how much it would cost them at market </p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Then the next time you're on a sales call, show them this and say something to the effect of:</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5"><strong><em>"So John, the monthly market value of our service is £8,800. We will do it for [Company] for £3,750"</em></strong></p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">You WILL be able to increase your prices and improve your positioning</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Let me know how it goes</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">By the way...</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">I want to create a free resource for you that I will share. I want to create it around lead list building and what software to use to find different kind of leads.</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">So if you have a specific target market or list of leads you want to know how to scrape, reply and let me know and you'll be the first to get the resource when it's finished.</p>
<p class="" style="margin:1em 0;font-family:-apple-system,BlinkMacSystemFont,'Segoe UI',Roboto,Oxygen-Sans,Ubuntu,Cantarell,'Helvetica Neue',sans-serif;color:#2d2d2f;font-size:16px;line-height:1.5">Sean</p>
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Hey Olivia, Before my current growth consulting agency, I used to
run a lead generation agency called Convertive. Like most people
we sold on a pay-per-performance.
Things were fine and we were doing ok but I knew our service was
more valuable than just $300 a call and I wanted to find a way to
increase our prices.
So I started looking into a set up fee which we didn't charge at
the time because of the cost and knowledge to set everything up,
then I looked at a tech fee etc
Doing this meant I essentially mapped out everything we would do
for a client before one single email was sent
So we would:
* Buy their domain
* Set domains up correctly with DNS
* Connect to ESP
* Warm domains
* Review their offer and improve it for outreach
and so on and so on right
And that's when it hit me
Why don't I just SHOW the clients EVERYTHING we actually do for
them on the back-end that they never really hear about and
attribute a value to it that they would have to pay if they
wanted to buy that stand-a-lone service from the market
and that's what I did
I mapped out all the services and stacked the value and found
REAL prices that they would expect to pay if they want to market
for each one
Doing this SIMPLE taks allowed us to TRIPLE our prices
We went from averaging $300 a call to $3,750 retainers
Here's an example of what it might look like
So you can see there's nothing crazy in there and if you have a
lead generation agency you would already do 90% of these things
anyway right
and if you don't have a lead generation agency and have another
service or even a SaaS there are still more benefits that they
may not be aware of that you can highlight to dramatically
increase the perceived value of your service and therefore your
prices
If you're down...
Do this today and map out EVERYTHING you do for clients and add a
value to it
Total that value and see how much it would cost them at market
Then the next time you're on a sales call, show them this and say
something to the effect of:
"So John, the monthly market value of our service is £8,800. We
will do it for [Company] for £3,750"
You WILL be able to increase your prices and improve your
positioning
Let me know how it goes
By the way...
I want to create a free resource for you that I will share. I
want to create it around lead list building and what software to
use to find different kind of leads.
So if you have a specific target market or list of leads you want
to know how to scrape, reply and let me know and you'll be the
first to get the resource when it's finished.
Sean
Unsubscribe (
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124 City Road, London, EC14 2NX
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