GradeUs banner  below header new
Thanks Thanks:  4
Likes Likes:  6
Results 1 to 7 of 7
  1. #1
    Member Since
    Mar 2016
    Location
    New Jersey
    Posts
    348
    Thanks (Received)
    53
    Likes (Received)
    38

    Selling Review Management: How To Get Your Agency’s Foot In The Door

    Selling Review Management: How To Get Your Agency’s Foot In The Door

    Name:  selling-review-management.jpg
Views: 164
Size:  53.7 KB


    It's the end of agencies as we know it.

    Agencies are no longer seen by clients as one-stop shops. According to pundits, the "Agency of Record" has died a slow and painful death.

    The claim these days is that agency services are modular.

    One agency to manage search, another for reputation management, another for PR. What's worse, the barrier for entry is so low almost anyone can start their own agency.

    New competitors come with unintended consequences

    The agency landscape is a convoluted mess.

    The upper echelon of agency life forces firms to complete large amounts of spec work. Clients approach agencies with a laissez-faire attitude. Do free work for the chance to win... more paid work. Spec work has trickled down via design contests.

    A cattle call that forces amateurs and professionals into the same muddy pen.

    As an agency you're forced to deal with a variety of depressing and incredibly unfair expectations (e.g. SEO agencies that guarantee rankings or traffic). What's worse, most agencies accept these disturbing changes. They don't do it because they have to, they do it because they can't keep the lights on if they don't.

    There's nothing special or unique about these agencies.

    Which is precisely why most agencies are abused and mistreated by clients. There's no way to tell agencies apart. So clients construct their own abusive set of rules to get the results they want from their agencies.


    • SEO agencies are expected to provide spec work and compete in “design contests” (on the design / content marketing side) to win clients




    • Clients profit from an agency-created brand, campaign or product indefinitely. Agencies get nothing




    • Agencies are automatically expected to give away the intellectual property they create




    • More and more clients demand to know agency costs and other proprietary data – without assurances of how that data will be used




    • This creates an environment where agencies are treated and paid for like utilities




    • Clients are unwilling to pay for value, demanding to pay a rate that’s just above cost




    • Agencies and clients aren’t aligned. Clients want to minimize hourly billings, agencies want to maximize billings




    • Modular services and hyperspecialization erode profit margins overall




    • A hyper competitive landscape and a lack of uniqueness means ex-employees become agency competitors. This erodes profit margins further




    • Agencies, as knowledge workers, are purchased via a list of specs, and treated by clients like an assembly line product




    The problems above, specifically hyperspecialization, mean clients are less interested in upsells, right?

    Actually, no.

    Clients care about the same things they've always cared about.

    Uniqueness and results.

    Clients in general and decision makers in particularly don't care all that much about specialization. Most don't care about modular services or any of the other problems I've just mentioned. Does that mean these problems don't exist?

    If you're running an agency, you know these problems exist

    What exactly are you supposed to do?

    It's tough to get clients to go for the big project or national campaign. It's not as easy to get a bigger piece of the pie anymore. These problems, specifically hyperspecialization, are getting worse.

    Why?

    There's a growing shortage of knowledgeable experts.

    See for yourself.




    What we have here is a meta problem.

    Hyperspecialization is being touted as the wave of the future, but it's creating an even bigger problem. There will soon be a shortage of knowledgeable experts. Your clients need an advisor with an A-to-Z understanding of their situation.

    They need you.

    This is the situation for many agencies. Agencies are much more capable than clients realize. Agency typecasting means clients are far less likely to get the outcomes they actually want. Instead of relying on a few agencies with deep knowledge and a broad range of expertise (such as yourself), clients are cobbling large groups of "specialists" together.

    There are two common routes agencies can take.

    · Industry specialization: Focusing on a specific niche (e.g outdoor, financial or ecommerce review management) gives you a deep level of knowledge and expertise.


    · Service specialization: Deep specialty in specific service areas (e.g. crisis management, review outreach) means you’re able to attract clients in need of a very specific skill set. This makes it easier to establish genuine uniqueness.

    Specialize to get your foot in the door

    Generalize to keep your clients profitable and satisfied.

    There are quite a few services you can use to get your agency's foot in the door. But the focus word here is quick win. If you want to attract your client's attention and work your way into a generalist role, you'll need to generate results quickly.

    Clients are naturally skeptical.

    Online reviews are clear. It's easy for customers to make the mental connection. The more reviews they get, the more customers they receive. It's simple and straightforward.

    Here's why we recommend online review management and marketing.

    · Reviews immediately boosts your client's conversion rates. Research shows 50 or more positive reviews translates to a 4.6 percent increase in conversion rates. Four or more negative reviews and your clients may lose as much as 70 percent of their potential customers.

    · A no/low quality review portfolio translates to significant drop in sales. 87 percent of customers won't even consider a business with low ratings.


    · It has mainstream appeal. Online reviews are ubiquitous. Most people understand the value of an online review. The easier it is to generate quality reviews, the quicker the win.


    · No extra/hidden fees. Clients don't have to increase their ad spend. They don't have to pay your fees on top of that. It's easy to understand so it's easier to sell.


    Online review management delivers clients quick wins.

    Attract more positive reviews and your client's conversion rate shoots up. Bury your client's negative reviews and their conversion rates go up. Promote positive reviews to your client's customers via advertising/remarketing and their conversion rate goes up.

    Get their existing customers to share their story and you have the potential to dramatically boost your client's revenue. With the right approach you can help clients 2x, 4x or even 10x their business.

    No other marketing channel offers such a dramatic lift in such a short period of time.

    It's a compelling reason for your agency to lead with online review management and marketing services. It's an excellent way for you to establish your agency as a trusted advisor, a role you can use to expand your role with each of your clients.

    Read the rest of Andrew's post here. He goes on to list 4 steps for getting your foot in the door with online review management.
    Garrett Sussman | Grade.us Content Marketing Manager
    White-label Review Management Solutions for Marketers, SEOs & Agencies
    Twitter | LinkedIn | Facebook

  2. Thanks Scott Rawlins thanked this post
    Likes Linda Buquet liked this post
  3. GradeUs in thread
  4. #2
    Member Since
    Jun 2012
    Location
    SoCal
    Posts
    17,271
    Thanks (Received)
    113
    Likes (Received)
    118

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    I honestly can't believe how many great ideas you guys come up with and how extensive your posts are! Can't wait to read the rest of this one!

    I have a really good idea I don't think anyone has thought of for review marketing and to get your foot in the door. Been wanting to write a post, but don't have the "handwidth". I'll send it over to you when I am able to.
    Linda Buquet .:. Forum Founder, Google Local Specialist

    If you benefit from advice here... Please pay the community back by sharing on social OR helping someone else at the forum. Thank you!

    Don't Miss Important News & Tips! Subscribe to Daily Email Digest Here

    Note: Due to mulitple RSI injuries, pardon short replies. Typos? Blame it on "Dragon".

  5. Likes Garrett Sussman liked this post
  6. #3
    Member Since
    Mar 2016
    Location
    New Jersey
    Posts
    348
    Thanks (Received)
    53
    Likes (Received)
    38

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    Thanks, Linda! Glad you found Andrew's ideas helpful.

    I'd love to see that idea that's been floating around in your head. Shoot it over when you have a moment!
    Garrett Sussman | Grade.us Content Marketing Manager
    White-label Review Management Solutions for Marketers, SEOs & Agencies
    Twitter | LinkedIn | Facebook

  7. #4
    Member Since
    Jan 2016
    Location
    Melbourne, Australia
    Posts
    38
    Thanks (Received)
    4
    Likes (Received)
    10

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    Garrett,

    I like Andrew's article very much. In fact, that word "modular" - I think I will have to start using that more in my sales pitches. The modules I offer are GMB Optimisation, 360 virtual tours, 30 second videos, review management. We specialise in businesses with a physical location, if you were to dive deeper, it would be Retail predominantly because of the virtual tours, even deeper, we get widespread adoption in the Health & Beauty industry, the Dental industry, the Food Services industry.

    That modularity he speaks of as a concept - I worked out what modules you could reasonably offer a client if you could handle IT as well as Digital Marketing solutions, with a focus on outsourcing certain tasks to the Philippines or other countries with a BPO/KPO industry:

    YourBusiness Operating System


    • Business Needs Analysis
    • Business Plan
    • Digital Marketing Strategy


    • Employee-Facing application / PWA to include CRM plus?


    • ICT system mapping
    • ICT system security and backups
    • Cybersecurity
    • ICT Support for endpoints and MDM


    • CRM Planning/Mapping/Implementation/Migration
    • CRM Module Customisation
    • CRM Field Customisation
    • Workflow Automation
    • Data Entry/Database Management
    • Troubleshooting and Maintenance
    • Training and Ongoing Support


    • Cloud software integrations
      • Zoho One / CRM
      • Xero
      • PandaDocs
      • Wordpress
      • WooCommerce
      • Point of Sale
      • SMS Integration with Zoho
      • Tableau / Power BI / Zoho Reports


    • Copywriting - text, whitepapers, case studies
    • Multimedia Content Creation
      • 360 Virtual Tours
      • Video content / YouTube Channel


    • Lead Management and Scoring
    • Sales Letters
    • Telesales


    • Website Development
    • Website Graphic Design for Landing and Interior pages
    • Website User Interface and User Experience Design
    • Search Engine Optimisation
    • Google Adwords Search Engine Marketing


    • Social Media Marketing (LinkedIn, FB, Twitter, Snapchat, Instagram)
    • Social Media Management
    • Review and Reputation Management
    • Facebook / Instagram Advertising


    • Email Marketing Automation Design / Strategy / Implementation


    • Bookkeeping
    • Appointment Setting
    • General Administration tasks
    • Virtual Assistant


    • Reports
    • Business Dashboards
    • Digital Signage
    • Teleconferencing
    • Chatbots / Voicebots

  8. Thanks Linda Buquet, Garrett Sussman thanked this post
  9. #5
    Member Since
    Mar 2016
    Location
    New Jersey
    Posts
    348
    Thanks (Received)
    53
    Likes (Received)
    38

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    Adam, thanks for this comment! I think you're right on point with the modularity of digital marketing services. David Mihm of Tidings talks about it frequently when building the local marketing stack.

    Have you thought about pursuing the hospitality industry as well? I'd imagine that all of the modules you broke down would be useful for hotel chains (and reviews are critical to hotel success as well.)

    Really interesting stuff. You should write a blog post! Thanks you for sharing.
    Garrett Sussman | Grade.us Content Marketing Manager
    White-label Review Management Solutions for Marketers, SEOs & Agencies
    Twitter | LinkedIn | Facebook

  10. Likes Linda Buquet, Adam Potaznik liked this post
  11. #6
    Member Since
    Jan 2016
    Location
    Melbourne, Australia
    Posts
    38
    Thanks (Received)
    4
    Likes (Received)
    10

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    Thanks Garrett, yes we do definitely work with the hospitality industry!

    Virtual Tour Portfolios:



    I will eventually get around to writing a blog post, once I have enough new business that I can stop chasing my tail and hire some more assistance.

  12. Likes Linda Buquet, Garrett Sussman liked this post
  13. #7
    Member Since
    Mar 2016
    Location
    New Jersey
    Posts
    348
    Thanks (Received)
    53
    Likes (Received)
    38

    Re: Selling Review Management: How To Get Your Agency’s Foot In The Door

    Awesome! If you ever want to write a guest post on grade.us about how you serve clients, please don't hesitate to reach out to me directly.
    Garrett Sussman | Grade.us Content Marketing Manager
    White-label Review Management Solutions for Marketers, SEOs & Agencies
    Twitter | LinkedIn | Facebook

  14. Thanks Adam Potaznik thanked this post

Similar Threads

  1. Review: Grade.us review management software
    By Tim Colling in forum Local Reviews
    Replies: 5
    Last Post: 06-09-2016, 05:58 AM
  2. Hug Your (Online Review) Haters: Tips From Jay Baer's Best Selling Book
    By Garrett Sussman in forum Grade.us Review Management Solutions
    Replies: 4
    Last Post: 05-18-2016, 06:16 AM
  3. How to Onboard Clients for Review Management and Marketing
    By Garrett Sussman in forum Grade.us Review Management Solutions
    Replies: 4
    Last Post: 04-07-2016, 12:14 PM
  4. Door to Door Sales, Geolocation CRM and Google Maps Scraping
    By Adam Potaznik in forum Consultant's Corner
    Replies: 4
    Last Post: 03-04-2016, 07:10 PM
  5. Looking for an effective REVIEW MANAGEMENT service
    By Chris Ratchford in forum Local Reviews
    Replies: 24
    Last Post: 11-13-2013, 02:11 PM

Posting Permissions

  • You may not post new threads
  • You may not post replies
  • You may not post attachments
  • You may not edit your posts
  •  
GradeUs above footer new