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

On this episode of The WP Minute’s Agency Action podcast, Kurt von Ahnen and Toby Cryns explore the complexities of leadership, management, and employee accountability. They discuss the evolution of their leadership styles, the importance of team members taking ownership, and the necessity of training and standards. The guys also examine the challenges of delivering constructive feedback, the balance between hiring for skills versus attitude, and the strategies for business growth through effective sales and networking. Additionally, they emphasize the significance of having a clear mission and vision, as well as the importance of planning for an exit strategy in business.

Takeaways:

• Kurt reflects on his past as a hard-nosed boss and the evolution of his leadership style.
• Employees need to feel invested in their work.
• Training and clear standards are crucial for team performance.
• Feedback should be constructive and aimed at helping employees improve.
• Hiring should focus on both skills and cultural fit.
• Sales strategies are essential for business growth, not just marketing efforts.
• Networking and relationship building can lead to valuable opportunities.
• A clear mission and vision become vital when leadership is not present.
• An exit strategy is important for long-term business sustainability.
• Growing a business can be a valuable life experience, providing important lessons.

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 von Ahnen and Toby Cryns discuss the evolving landscape of e-commerce, with a focus on the competition between WooCommerce and Shopify. They explore the importance of reducing complexity in e-commerce solutions, the impact of AI on SEO, and the future of agency development in a tech-driven world. The guys also ponder the role of no-code solutions, the value of human expertise, and the challenges of AI-generated content. Additionally, they examine the potential for agencies to offer email management services as a new revenue stream, highlighting the complexities of account setup and migration.

Takeaways:

• Shopify is gaining traction as a user-friendly alternative to WooCommerce.
• Reducing complexity in e-commerce can lead to smoother operations.
• AI is reshaping SEO, creating new opportunities for smaller players.
• Agencies must adapt to the changing landscape of technology and client expectations.
• No-code solutions are becoming more prevalent, but may not replace the need for skilled developers.
• Human expertise will remain valuable as AI tools proliferate.
• Content creation with AI can be efficient but may lack specificity.
• Tools like Advanced Custom Fields can complicate WordPress development if not used correctly.
• Email management could be a lucrative service for agencies.

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 delve into the complexities of running a successful agency. They discuss the pros and cons of publishing pricing, the challenges of managing client expectations, and the nuances of value-based versus time-based pricing. The conversation also explores the importance of building relationships, navigating the e-commerce landscape, and the necessity of developing effective marketing strategies. The guys emphasize the importance of embracing discomfort for growth and the necessity of organization in scaling up operations. Be sure to stick around for the Matt Medeiros cameo!

Takeaways:

• Agencies must decide whether to publish pricing or keep it ambiguous.
• Scope creep can lead to unrealistic client expectations.
• Value-based pricing requires deeper relationships and trust.
• Understanding the root cause of client requests is crucial.
• E-commerce presents unique challenges for agencies.
• Confidence in pricing can lead to higher sales.
• Networking is essential for expanding reach and opportunities.
• Embracing discomfort is necessary for growth.
• Effective marketing strategies can help agencies scale.
• Organization is key to managing a growing agency.

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 discuss the challenges and strategies of running a WordPress agency. They explore the importance of efficiency in managing multiple sites, the necessity of delegation, and effective pricing strategies. The conversation also covers client success, the role of reporting, and the value of newsletters for engagement. The guys emphasize the ethics of pricing and the unique freedoms that come with self-employment, encouraging agency owners to embrace these aspects for growth and success.

Takeaways:

• Agencies often struggle with managing multiple sites efficiently.
• Delegation is crucial for agency growth and efficiency.
• Pricing strategies can significantly impact agency profitability.
• Client success is a shared responsibility between the agency and the client.
• Reporting should focus on key performance indicators that matter to clients.
• Building a newsletter can enhance client engagement and visibility.
• Understanding client expectations is key to successful project delivery.
• Ethics in pricing can vary widely among agency owners.
• Self-employment offers unique freedoms that should be embraced.
• Continuous learning and community engagement are vital for agency owners.

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 von Ahnen and Toby Cryns discuss the complexities of pricing strategies for agencies, emphasizing the importance of value-based pricing and the role of expertise in justifying higher rates. They explore sales techniques, time management, and the significance of marketing to existing clients. The conversation also touches on the balance between work and personal life, the value of consulting calls, and the necessity of adjusting prices to retain quality clients. The guys share valuable insights for agency owners looking to enhance their business practices.

Takeaways:

• Pricing is subjective and can vary based on client expectations.
• Value-based pricing can lead to higher fees if positioned correctly.
• Expertise and confidence can justify higher rates.
• Sales strategies are crucial for agency growth.
• Time management is essential for productivity and focus.
• Raising prices can help eliminate low-value clients.
• Recurring revenue models provide stability for agencies.
• Marketing to existing clients is often overlooked but vital.
• Balancing work and personal life can enhance productivity.
• Consulting calls should be managed to avoid giving away free advice.

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