Productised Loss Leader (Agency Funnel)

Gearing this newsletter to be more focused on agencies and selling SEO. If this doesn’t talk to you too much, feel free to unsubscribe (I won’t be offended, well maybe a little).

SEO agencies have a hard time getting clients because they go straight in for trying to sell a longterm retainer.

Imagine walking around the night club asking girls to marry you.

This is the same, it’s hard work.

Here’s a better option:

Here’s a framework to operate your agency client funnel.

Create a productised offer, and upsell longterm retainers on the backend.

Agency client acquisition on easy mode.

The offer should have:

• Short scope with an end date

• Simple inputs

• An irresistible promise or goal

• Money back guarantee

The offer should distill your complex skillsets into an easy to understand package and make it easy to buy into your methodology.

On the backend (where it’s easier to convert) more complex, longterm solutions can be sold at higher prices.

So what exactly should you sell?

Depending on your agency speciality, it should be a one hit version. Something that can make an impact in a short amount of time.

Here are some ideas:

1. 5 Revenue Focused Blog Posts

Create 5 revenue focused blog posts based around bottom of funnel specific longtail keywords that can generate revenue for the client. You could even have an upgrade where you’ll build links to those.

2. SEO Audit

Create a fully in-depth actionable audit. Consider using Loom for even more personality. Follow up with a consultation call to add mega value.

3. Keyword Research Service

Create a keyword research service, that includes clustering, and actionable briefs so that the client can instantly use the research. You can even upsell with content.

4. Digital PR Campaign

Run one digital PR campaign that promises an amount of links, make it a one hit, short scope, with a fast turnaround. Upsell a longterm 12-18 month Digital PR retainer on the backend.

5. Consultation

Offer one hour consultations based on your speciality. Links, content, technical, etc. Upsell your longterm retainers on the backend.

By creating this offer you can run all of your marketing to it. You can focus all of your landing pages around it.

You may make a loss on the initial offer, or very little, but you’ll convert a lot more on the back end into your longterm retainer.

Don’t walk around the club asking girls to marry you, have a one night stand first.

PS. Query Hunter now has a 7 day free trial available if you wanted to give it a try. The Chrome Extension takes 30 seconds to install, you’ll love it.

Until next Wednesday,

Cheers!