?? Series 2/6: Starting an Agency – Crafting Your Offer and Landing Your First Client ??

The market is researched, your client’s pain points are clear—now it’s time for the most crucial step: selling.

?? My Two-Call Sales Structure:

?? Call 1: 30-40 minutes – Pitch the company and explain how we can help.

?? Call 2: 20-30 minutes – Present the offer and proposal. (If needed, add a follow-up call for final questions—but aim to close in two stages.)

?? Call 1: The Introduction

Prepare a pitch deck—it doesn’t need fancy design, just clear content:

1?? Storytelling: Start with a relatable story. I share how, in 2019, there were no Amazon agencies in Denmark, so I launched INNELS to solve that problem.

2?? Show Your Team Early: On slide 2, introduce the team members the client will work with directly. People trust faces more than logos.

3?? Build Credibility: Share your growth—clients across Europe and the US, and how you take full responsibility for Amazon expansion (logistics, taxes, ads, and content). ??

4?? Show Happy Clients: Use client testimonials, case studies, and results. (In the early days, we borrowed some case studies—fake it until you make it!)

Engage in conversation, not monologues. If it gets quiet, ask thoughtful questions and compliment their successes (e.g., “Your social media looks amazing—do you have an in-house designer?“).

End the call with clear next steps: Ask if they’d like a proposal and schedule the second call. Build anticipation by saying you’ll prepare thoroughly and involve your partner for added importance. ??

?? Call 2: The Proposal

Now it’s time to present a tailored offer based on your research.

Tips for crafting the offer:

? Study competitors’ offers—borrow the best elements of their design and structure.

? Justify every cost. If the client wants to lower the price, explain what parts of the service will be reduced accordingly.

? Ask for next steps:

? If they need to “check with their boss,” offer to join a call with the boss.

? If they’re “considering other options,” ask, “What’s most important to you in a proposal, so we can make ours the best fit?”

? If they’re “ready in 3 months,” send a contract now for signature and set the start date.

CTA at Every Step:

Guide the client to the next action—make it clear that you’re ready to move forward as soon as they are. ??

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