New SMMA Trend: The BEST Appointment Booking Strategy | Summary and Q&A

TL;DR

Trojan Horse Retainers is a strategy that allows agencies to sign clients on a commission basis first before introducing a retainer, ensuring risk-free growth for both parties.

Key Insights

• 💦 Trojan Horse Retainers is a strategy that combines commission-based work with the introduction of a retainer to make client acquisition more frictionless.
• 🚚 Service delivery is crucial for the success of this strategy, as agencies need to deliver exceptional results to justify the transition to a retainer.
• ❓ By leveraging the Trojan Horse Retainer strategy, agencies can appeal to potential clients who are skeptical of paying upfront retainers.
• 🤱 Standardization of fees and clear communication with clients are essential to ensure the success of the Trojan Horse Retainer model.
• 💦 Automatic billing systems and contracts help facilitate a smooth transition from commission-based work to retainers.
• 🤩 Confidence and conviction in the agency's services are key factors in the success of the Trojan Horse Retainer strategy.
• ❓ The strategy can be used as a concession during negotiations to sway prospects who are hesitant to pay upfront retainers.

Transcript

hey everyone charlie morgan here and welcome back to another training video so in today's training video we are going to be discussing something called trojan horse retainers um this is basically a really awesome strategy i thought up um that you can use to sign more clients um close more deals and basically make your sales process as frictionless ... Read More

Questions & Answers

Q: What is the Trojan Horse Retainer strategy?

The Trojan Horse Retainer strategy is a method of signing clients on a commission basis before introducing a retainer. It aims to make the sales process easier by offering a risk-free approach for clients to experience the agency's services before committing to a retainer.

Q: How does the Trojan Horse Retainer strategy work?

The strategy involves reaching out to potential clients and offering to work on a commission or pay-on-results basis. After getting the client on board, a setup fee is charged to cover overheads. Then, the agency delivers exceptional results during a specific period to prove its value. At the end of the period, the retainer is introduced.

Q: Why is service delivery important for the success of Trojan Horse Retainers?

Service delivery is crucial because the strategy relies on the agency's ability to deliver exceptional results. If the agency cannot fulfill its promises, clients won't be willing to pay the retainer. It is essential to be confident in the agency's capabilities and provide such outstanding service that clients are willing to pay for it.

Q: How can agencies justify the setup fee to clients expecting a commission-based relationship?

Agencies can justify the setup fee by explaining that it goes towards covering overheads and demonstrating the client's commitment to the partnership. By providing logical reasons for the fee, such as supporting the agency's team and ensuring a frictionless experience, agencies can overcome objections and secure the setup fee.

Q: How do agencies ensure clients continue paying the retainer after the commission-based period?

It is crucial to set clear expectations from the beginning and have clients sign a contract outlining the terms and timeframes. Automatic billing systems, like Payfunnels, can be set up to charge the retainer after the agreed period, ensuring a seamless transition. Continuously delivering exceptional results and maintaining a strong client relationship also contribute to clients willingly paying the retainer.

Summary & Key Takeaways

• Trojan Horse Retainers is a strategy developed by Charlie Morgan to sign more clients and close more deals while making the sales process frictionless.

• The strategy involves delaying the introduction of a retainer and offering a commission-based model first to prove the agency's value to the client.

• The success of the strategy depends on the agency's ability to deliver exceptional results and build trust with the client.