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Discover How to
Close Bigger
Retainers with
Clients Like AT&T
and Hitachi.

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Most Interesting
Agency in the
World?

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Losing Money &
Profit on our
Retainers.

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How many are
winning the big
retainers that you
want?

6. •Husband
•Father of 2 boys
(Luke & Chase)
•Agency Advisor

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Host
http://SmartAgencyMasterClass.com

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“N-B-A-T”
NEED BUDGET AUTHORITY TIMING

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“3i’s”
ISSUE IMPACT IMPORTANCE

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We all want to
speed up the sales
cycle and charge
more.

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Do you want to know
how one agency went
from $25k/month in
retainers to
$87k/month in 2
months?

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Followed a Proven Formula

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Foot in the Door
Project
Retainer
Start to position once
in the project.
Add up 3 or 4 months
of work into a project.
Irresistible, offer that
converts a prospect
to a client.

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When a prospect buys
your Foot in the Door,
they are 20x more likely
to buy from you again.

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Traditional Approach Retainer Formula
Closing rate 50% Closing rate 80%
Sales cycle 60 days Sales cycle 15 days
AVG Retainer $5,000 AVG Retainer $8,000
Yearly revenue $60,000
Yearly revenue $113,500
($2,500+15,000+96,000)

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Foot in the Door
Check List
•Low barrier to entry
•Easy to understand
•Seamlessly leads to the core
sale
•Useful but requires action
•Has a high perceived value
•Positive first transaction

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Foot in the Door
Examples
•Audits
•Discoveries
•Roadmap / Blueprint
•Mind mapping sessions
•Templates
•Ala carte service

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Foot in the Door
Project
Retainer
Hint! Don’t call this
a retainer
Builds Trust &
Improves Cash Flow
Speeds up
Sales Process

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•Do not just list out a plain report.
•List out the areas for improvement.
•KEY - List out actionable tactics and strategies.

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How to transition
to the Project?
•“Do you think this is a good
plan?”
•“Would you like our help?”

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How to transition
to the Retainer?
“We have been discussing your
business and where you want to
go and we have some ideas we
would like to show you that are
outside what we are doing with
the project.”

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“Do you think this is a good plan?”

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“Would you like our help?”

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One last question. How many of your prospects go
silent after you send them the proposal?

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er just lob the PROPOSAL over the f

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Do you want to know more agency secrets to growing
and scaling, and the 8 steps I used to convert at 80%?
http://jasonswenk.com/hubspot