Stop Selling Products and Start Selling Outcomes

TL;DR

Shift from product selling to outcome-driven marketing for better results.

Transcript

there is a massive bundle of cash sitting right in front of you ready for you to grasp and I'm going to show you where it is hi I'm Damian papworth from globetel marketing and I want to talk to you about a marketing sales strategy that we often forget and it is a great source of opportunity and revenue and it's very very cheap to access and it is i... Read More

Key Insights

• Digital agencies traditionally focus on productizing services, which can limit the potential for achieving optimal marketing outcomes for clients.
• By focusing on client outcomes rather than just selling products, agencies can increase their revenue significantly by offering a broader range of services.
• The approach of selling outcomes rather than products benefits both the agency and the client, as it can lead to increased profitability and business growth.
• A case study from South Africa demonstrated that by expanding services offered to an insurance company, the agency increased revenue and doubled the client's lead flow.
• Agencies have untapped revenue potential within their existing client base by shifting their focus from selling singular products to providing comprehensive marketing solutions.
• Globitel Marketing offers resources and support for agencies looking to adopt an outcome-focused approach, in collaboration with DigitalMarketer.
• The agency success team at Globitel helps agencies identify additional services that clients need, leading to better marketing outcomes and increased client satisfaction.
• The strategy of focusing on marketing outcomes aligns with the goals of building and scaling a client's business, creating a win-win situation.

Questions & Answers

Q: How does focusing on outcomes benefit digital agencies?

Focusing on outcomes allows digital agencies to offer a broader range of services, thereby increasing their revenue potential. By addressing the comprehensive marketing needs of clients, agencies can build stronger relationships and deliver more value, leading to enhanced client satisfaction and retention.

Q: What is the main challenge with productized services in digital marketing?

The main challenge with productized services is that they often lead agencies to focus more on selling specific products rather than addressing the overall marketing needs of their clients. This approach can limit the agency's ability to provide optimal marketing outcomes and restrict potential revenue growth.

Q: Can you provide an example of a successful outcome-focused strategy?

A successful example of an outcome-focused strategy is the case of a South African agency working with an insurance client. By expanding their service offerings to include a larger SEO package, pay-per-click marketing, and conversion rate optimization, the agency significantly increased its revenue and doubled the client's lead flow.

Q: What role does the agency success team at Globitel play?

The agency success team at Globitel plays a crucial role in helping agencies identify additional services that their clients need to achieve better marketing outcomes. By collaborating with agencies, they develop comprehensive marketing strategies that address client needs, leading to increased revenue and client satisfaction.

Q: How does this strategy create a win-win situation?

This strategy creates a win-win situation by aligning the goals of the agency and the client. Agencies increase their revenue by offering a broader range of services, while clients benefit from improved marketing outcomes, leading to business growth and increased profitability. Both parties achieve their objectives, fostering a mutually beneficial relationship.

Q: What resources does Globitel offer to support agencies?

Globitel offers a variety of resources to support agencies in adopting an outcome-focused strategy. These resources include informational videos, tips, and collaboration opportunities with organizations like DigitalMarketer. By providing these tools, Globitel helps agencies transition from product-focused selling to delivering comprehensive marketing solutions.

Q: Why is it important to move away from product-focused selling?

Moving away from product-focused selling is important because it allows agencies to better address the overall marketing needs of their clients. By focusing on outcomes, agencies can provide more value, increase client satisfaction, and unlock untapped revenue potential within their existing client base, ultimately leading to business growth for both the agency and the client.

Q: How can agencies identify additional services needed by clients?

Agencies can identify additional services needed by clients by thoroughly assessing their current marketing strategies and goals. By understanding the client's business objectives, agencies can tailor their service offerings to address gaps and opportunities for improvement. Collaboration with teams like Globitel's agency success team can also provide valuable insights and recommendations.

Summary & Key Takeaways

• Digital agencies often focus on selling productized services, which can hinder their ability to achieve optimal marketing outcomes for clients. By shifting the focus from products to outcomes, agencies can increase their revenue and provide more value to clients.

• Globitel Marketing's approach involves helping agencies identify additional services that clients need to achieve better marketing outcomes. This strategy not only increases agency revenue but also supports client growth and profitability.

• A case study highlighted the success of this approach, where an agency in South Africa expanded services for an insurance client, resulting in increased revenue and lead flow. Globitel offers resources to support agencies in adopting this outcome-focused strategy.