Simon Collard的动态

Agency owners trying to forecast 2025’s sales, you need a Profit Model. Here’s how it works: For context, your profit model is the Operating System for your agency. It helps you plan and forecast revenue and other key metrics each month for the next year, based on your ticket price, headcount, additional expenses, and other factors. You can build your own, but I am releasing a template on this shortly. As for using it to forecast 2025: 1. Start with what you know about the business. → We close X new retainers every month → We have Y amount of churn every month → If we maintain this, we’ll be at $Z revenue by EOY 2. Ask yourself how you can improve those metrics. I don’t know many business owners who want to stay stagnant. I literally meet with our leadership teams and say: → How can we realistically increase acquisition from X clients per month to Y? → How can we reduce churn from X clients per month to Y? → How can we get our avg. selling price form $X to $Y? From there, we devise our plan to influence those metrics in our favor. The point is you: 1. Know where you’re at and where you’ll be if you stay stagnant. 2. Understand how you can influence those outcomes. 3. Put the plan in place to do so. …and it all starts with the Profit Model ?? Does anyone handle this differently?

My first client paid me ?400, while my most recent one is paying me ?20,00,000 a year. In this time, I’ve not only increased my revenue (exponentially), but also reduced how long I spend working. Here are 5 strategies that I followed to build a high-value service: ? 1. Say "No” more often Don’t be afraid to turn down clients that drain your energy or don’t pay enough. It can open the door for better projects that align with your goals and pay you what you are worth. ? 2. Audit your client's business Take time to look at your client’s business from the inside out. Find areas they can improve and suggest solutions that you can provide as add-ons. It shows you are proactive, builds trust, and helps you make some extra money. ? 3. Provide results, not just a service Set KPIs to measure results and hit the targets you have mutually decided. If you miss doing it continuously, work for free for a month to regain your client’s trust. Clients love to see you taking accountability for your actions. ? 4. Implement a retainer + % Revenue pricing model Charge a flat fee, then add a % of the revenue your work generates. For example, if you run ads, charge a retainer plus 10% of the sales you help clients make. This ties your success to theirs. ? 5. Treat your client's business as your own When you care about your client’s success like it’s your own, it shows. Take a proactive approach, suggest strategies, and become someone they trust. This will make you a trusted partner rather than just a service provider. P.S - If you think “There are competitors who do it for less, why will clients choose me over them?” - you have the wrong mindset. If your value is worth ?20,00,000, your clients won’t even compare you to a cheaper competitor. So focus on improving the quality of your service - the commercials will be a byproduct. #agencybuilding #pricingstrategy #growth

If your agency profits are UNDER 30%: There’s only 1 explanation why: (3 solutions) Agency owners think they have a sales problem: When it’s actually an operational problem. I see this 90% of the time. This is why: - Upsells aren't happening - Profits are lower than 30% - Clients are being undercharged - Simple mistakes are costing the agency clients. Sales and operations seem like different problems that need different solutions. In reality, they have 1 root cause: There isn't a clear methodology to run the systems of the business as one cohesive unit. People aren't where they are needed when they are needed. This leads to balls getting dropped and makes getting stuff done take more resources than otherwise required. Here’s how we fix it - There are 3 core system groups need to work in lock-step with each other to make the agency work to render profits between 30-50%: 1/ Data & dashboards 2/ People performance systems 3/ Client lifetime value systems Here how they all go together for your agency: 1 - The Right Data. Specifically: Client retention: Client Churn & Net Promoter Score Client results: Whatever the core metric the client measures you against compared to what we obtained for them. → We need to get this data into a dashboard 2?- People Performance: I use the Objectives → Metrics → KPI system for my agency. Example of 1 objective: Objective = Maximize Lifetime Value of clients Metric = Client churn KPI = Net promoter score The objective and metric would then go into the job description. I strongly recommend that client results be objective number 2. Most job descriptions should have 3-5 core objectives with a paired metric. 3 - Client Lifetime Value Systems: This is training and systems on how to deliver great client experience and results. Because people's success with the agency is tied to the client's success, people will want help to achieve these goals. Training that was seen as a nuisance is now welcome, and people follow and improve the system iteratively. TL;DR - Most agencies DON’T have a sales issue. They have an operational one. You can fix the root cause b: 1 - Aligning data 2 - Using people performance systems, 3 - Implementing client lifetime value systems Use these 3 systems together, and your agency will become more profitable.

?? ???????????????????? ???????? ???????? ???????? ???? ???????? ?????????? ????????????? ????????’?? ?? ???????????? ???????????????? ???? ?????? ????. If closing clients feels like a marathon and cash flow is unpredictable, chances are you're missing one key ingredient: ???? ????????-????-?????? ??????????. Let me explain… Imagine offering your audience a product or service priced so attractively, it's a no-brainer decision. Something that provides immediate value without any heavy commitment. Here’s why this works: ? ?????? ?????????????? ???? ??????????: Customers are more likely to say ‘yes’ when the risk is minimal. ? ???????????? ?????????? ??????????????????: Deliver exceptional value upfront, and they’ll want more from you. ? ?????????? ?????? ???????? ?????? ???????????? ??????????: Once trust is established, upselling becomes effortless. Example: You run a digital marketing agency. Instead of pitching a $5,000 full-service package upfront, you offer a $50 website audit. Your client gets clear, actionable insights. They see your expertise. And when it’s time to redesign their site? You’re the ?????????????? ????????????. This principle works across industries: roofing inspections, health consultations, accounting check-ups… you name it. ????, ????????’?? ???????? ???????????? ????????: What can YOU offer that’s affordable, high in value, and acts as a gateway to your premium services? ━━━━━?○?━?○?━━━━━ If you're a local or service-based business owner and want to get more qualified leads and sales… ?? DM me the word “CLIENT”, and I’ll send you a free guided document on how to build an automated client acquisition system that’s guaranteed to boost your revenue. ?? 1 Slot Left for personalized Lead Generation strategies! ?? My clients are already closing deals using this exact approach. Let’s make your prospects feel like VIPs and turn leads into paying clients. ?? Book a call today with Overhead Optimize, and let’s craft your winning strategy.

When it comes to Pipeline what should you be tracking? Here’s some thoughts: ?? Aim for 70–75% income from your current client base. High income from existing clients indicates strong client relationships. It results in a stable and predictable revenue stream, reducing the reliance on new client acquisition. ?? But no one client should have more than 20% share. This helps reduce your financial risk and it also promotes a more balanced and diversified client portfolio. ?? Client targets (revenue & profit). Have specific financial targets set for each client or client segment, including revenue and profit margins. This can then provide clear financial objectives for client accounts, and it helps the tracking of financial performance against set targets. ?? Services and product pairing. This Measures the variety and combination of services and products offered to clients, for example… are you just talking to your clients about design when you can also offer SEO and websites. Is this an opportunity to cross-sell? ?? Aim for 25% income from net new business -?This highlights your agency's ability to attract new clients and that your business development is working, but also reduces your dependency on your current client base. ?? Client investment or cost of acquisition?This measures the ratio of the revenue generated from a client?to the cost incurred to acquire that client. This helps assess your efficiency of marketing?and sales efforts in acquiring new clients. ??? Sources and lead times. This allows you to track the sources of new leads and clients?and the time taken to convert leads into clients. It identifies the most productive lead sources, which is useful information for the Marketing team too. Want to know more? If you've got 20 mins to spare why not watch Steve and myself talk about new biz, and other agency, KPI's in our webinar - Tracking the Right Stuff, link in the comments! #newbiz #agencymanagement #clientretention

You can hit $30K per month in the next 90 days. Don’t believe me? Here’s what I want you to do: Set a goal to sign 1 client a week for the next 12 weeks. Kyle, how the hell do I do that? There are 4 ways to sign clients: 1?? Cold outreach (Email, DM, Calls) 2?? Organic Content 3?? Paid ads 4?? Referral systems If you’re not making enough money, you’re not doing enough of these four things. The common rule is: double your input, you double your business. Now that you know how to sign clients, let’s talk numbers. The average pricing for service-based businesses is $2,500 per month. Lets do the Math: ?? 100 cold emails/DMs/calls a day → 2% Appointment Booking Rate (ABR). ?? That’s 2 sales calls per day → 10 calls per week. ?? A 10% close rate → 1 new client per week. ?? If each client pays $2,500/month, that’s $2,500 per week. ?? Multiply that by 4 weeks, and you’re at $10K/month. Now, if your clients stay for 3 months (standard churn rate), in three months, you’ll be making a steady $30K/month. It’s much easier said than done But remember - Business is a numbers game Reverse engineer your goals Then, solve via iteration to improve your KPI's, and get paid via repetition.

3 game-changing insights into the minds of high-quality clients As an agency owner, understanding your ideal clients is crucial for success. Here's an exercise that can transform your approach to client acquisition and retention. Start by setting aside 30 minutes at the end of each week. Rate your interactions with high-quality clients on a scale of 1-5, with one being frustrating and unproductive, and five being exceptionally positive and profitable. You can use a CRM or spreadsheet to track this data. Next, reflect on these interactions and make two lists: 1. Write down 3-5 positive aspects of your top-rated client interactions 2. Note 3-5 challenges or missed opportunities in lower-rated interactions For example: 1. Clear communication, prompt payments, openness to strategic advice 2. Scope creep, indecisiveness, unrealistic expectations Repeat this process for at least 8-12 weeks to gather meaningful data. After accumulating enough information, analyze the patterns. What commonalities do you see in 4/5 and 5/5 rated interactions? Which elements were missing in the 1/5 and 2/5 rated ones? Now, here are 3 game-changing insights you might discover: 1. High-quality clients value expertise over price ???- Action: Position your agency as a strategic partner, not just a service provider 2. They appreciate proactive communication and transparency ???- Action: Implement a structured reporting system and regular strategy sessions 3. These clients often have long-term vision and value scalability ???- Action: Develop service packages that grow with their business Create a checklist of 5 key indicators of a high-quality client and use it in your prospecting and onboarding processes. Consider using a tool like HubSpot or Pipedrive to track these indicators. By focusing on these insights, you can potentially increase your client quality score by 1-2 points for each new engagement! Over time, this leads to more fulfilling partnerships, increased profitability, and a stronger agency reputation. Remember, the goal is to attract and retain clients who align with your agency's strengths and values, creating a win-win situation for both parties.

Here’s why you need to use monthly revenue as a primary KPI for your sales team. (Not total contract value) - or other other KPIs you currently use. Agencies operate on a month-to-month basis. When you use contract value, you assume the client will stick around. But some clients will always pull out of contracts earlier than you think. Imagine this. The client signs up for a 6-month contract. - It’s worth $5k/month or $30k contract value. - You make decisions and investments based on the $30k total. - After 3 months, the client needs to pull out. - You’ve only received $15k from them. Since you’ve made investments based on the contract value, you’re now in deep debt and in the red. But when you’re working with MRR, you can see how it fluctuates monthly. New MRR added vs. MRR lost through client churn. And adjust your spending accordingly. By focussing on MRR rather than contract value, you’re able to: - Plan recurring costs - Have stronger liquidity - Create better forecasts Leading to → better profitability (This also means leaving out any one-off projects or consulting gigs. Take them on but view the revenue as a bonus) Here are all the KPIs I recommend using for your sales team. Primary: - $ of deals won per month - $ value of pipeline generated per month - % of deals won from marketing vs non-marketing lead sources (aim to have this 50/50) Secondary: - Contact all marketing-generated leads (MQLs) are contacted within 10 minutes - Follow up all MQLs, post initial contact, at least every 3 days (till qualified in/out) - Follow up all "open" deals are followed up every 7 days (till qualified in/out) Are you struggling with forecasting, planning costs and keeping churn to a minimum while scaling your agency? I have a consultation link on my profile for agency owners like you. I’ll see you there.

Agency owners, the most important metric you're not tracking is negative churn And it's the key to turning clients into your main sales force. Here's how I do it: I ask for referrals when clients are at their happiest I upsell when clients are at their happiest. Here's why it works: Optimal Timing → Identify the client journey's peak satisfaction window between months two and four. Actionable Request → During this peak, directly request referrals and testimonials. Leverage Success → We use peak moments when the client's perceived value is highest to fuel our referral engine. It’s not about asking for referrals—it's about asking when the client is most impressed with our work. We ask for that referral when they're experiencing maximum benefits. To summarize some key tips: → Make the ask specific and timely. → Pinpoint and act during the client satisfaction peak. → Use positive experiences to foster a self-sustaining referral cycle. You can thank me later. ... I created a webinar highlighting how I helped my agency (and other agencies) achieve 35%+ profitability while growing their business to 8 Figures. I will DM you a copy of it - free of charge. Just comment 'webinar' below.

What attracts premium clients? It’s not about how hard you work. It’s not just about having a great service. It’s about how well you position yourself. Here are 12 truths no one talks about: 1. Your Offer Isn’t as Clear as You Think ???Confused clients won't buy if your offer is unclear. 2. They Aren’t Searching for You ? You need to show up where they are. 3. Your Network Is Your Net Worth ? Referrals strengthen client relationships. Cold outreach rarely works. 4.??They’re Buying the Transformation, Not the Service ? Premium clients invest in outcomes, not processes. 5.??You’re Competing on Perception, Not Price ? Your brand seems overpriced without authority and trust. 6.??They Expect You to Say No ? Saying yes undermines respect. Premium clients value boundaries. 7. Being Small IIs a Superpower ? Agile companies with personalized service outshine larger competitors. 8.??Experiences Is What Pre-Sells You ? Pre-buy experiences are how premium clients vet you. 9.??They Demand Excellence, Not Effort ? Hard work alone isn’t enough to deliver real results and ROI. 10.??Your Reputation Precedes You ? Without proof, they won’t risk it. 11. You Can’t Fake Expertise ? They spot a generalist easily.??Niche expertise wins. 12. It’s Not About You ? Premium clients value solutions over accolades. So, what’s the takeaway? Attracting premium clients begins with clarity, authority, and value. ?? Which of these resonates with you? === Package your expertise into a high-ticket offer to attack premium clients (free event): https://lnkd.in/ej8Tb7Pd