On this episode of The WP Minute’s Agency Action podcast, Toby Cryns and Kurt von Ahnen discuss the critical aspects of sales. They emphasize the importance of making the first sale and the challenges of discussing discovery with potential clients. Toby believes that securing the first dollar is crucial for future sales success and warns against getting caught up in discussions about the value of discovery, as it may indicate a lack of direction in the sales conversation. You’ll find plenty of actionable tips for refining your sales techniques.

Takeaways:

• If you can get dollar one, you can get dollar $50,000.
• The first sale is crucial for future success.
• Engaging in discovery discussions can indicate losing ground.
• Focus on the client’s future rather than past discussions.
• Sales conversations should be directed towards value creation.
• Understanding the client’s needs is essential for closing deals.
• Avoid getting sidetracked by less relevant topics.
• The art of selling involves strategic conversations.
• Building rapport is key to successful sales.
• Sales success is about mindset and approach.

Important Links:

• Kurt’s Agency: Mañana No Mas
• Toby’s Agency: The Mighty Mo!
• Follow Kurt & Toby:
  LinkedIn: Kurt | Toby
• Agency Action Podcast: thewpminute.com/subscribe

On this episode of The WP Minute’s Agency Action podcast, Kurt and Toby discuss the common practice among small agencies of relying solely on referrals for business, which may not be sufficient in the long term. They emphasize the importance of marketing to generate leads and grow your business. The guys also examine how to increase your business’s valuation for future resale.

Takeaways:

• Relying solely on referrals may not be sufficient.
• Marketing activities are essential for business growth.
• Generating leads is crucial for selling.
• A proactive marketing approach can enhance visibility.
• Building a brand requires more than just referrals.
• Effective marketing can lead to sustainable growth.
• Understanding the market is key for small agencies.
• Diversifying lead sources can mitigate risks.

Important Links:

• Kurt’s Agency: Mañana No Mas
• Toby’s Agency: The Mighty Mo!
• Follow Kurt & Toby:
  LinkedIn: Kurt | Toby
• Agency Action Podcast: thewpminute.com/subscribe

In this episode of The WP Minute’s Agency Action podcast, Kurt and Toby examine the complexities of plugin fatigue, the challenges of SEO tools, and the importance of conversion optimization. They discuss the downsides of popular plugins, the role of LinkedIn in marketing strategies, and the necessity of security maintenance plans for small businesses. The conversation also highlights effective management of these challenges while providing valuable insights to their clients.

Takeaways:

• Plugin fatigue is a real issue for agency owners.
• Upselling in plugins can be frustrating and counterproductive.
• SEO tools often provide similar functionalities, making the choice difficult.
• Conversion optimization is as important as driving traffic.
• LinkedIn can be a valuable tool for marketing, but requires management.
• Security maintenance plans are essential for protecting client sites.
• Clients often underestimate the importance of security until it’s too late.
• Pro bono work can help build relationships, but should not undermine pricing.
• Effective communication with clients about their needs is crucial.
• Agencies must balance providing value with maintaining profitability.

Important Links:

• Kurt’s Agency: Mañana No Mas
• Toby’s Agency: The Mighty Mo!
• Follow Kurt & Toby:
  LinkedIn: Kurt | Toby
• Agency Action Podcast: thewpminute.com/subscribe