Agency Blueprint Robert Patin

How can you help your ideal client make the best possible choice they can for themselves during the sales process? Your responsibility as a salesperson in your agency is to have your prospective clients make the best possible decision they can, well informed, clear direction so that they can feel affirmed venturing into a new relationship with your agency.  
In this episode of The Agency Blueprint, I discuss sales touchpoints to include in your sales process to make sales work better for you and your prospective clients. I also explain how to avoid the mistake of appearing too eager in a sales conversation, which gives off a scarcity mindset and hence gives your prospective client the upper hand. 
Listen in to learn how to get prospective clients to show up to a qualification call, help them evaluate their potential direction, present a proposal, and more.   
Key Question:   
[01:10] What things can you think about or do to allow sales to work better for you? 
What You’ll Discover: 
[02:03] Don’t bring a scarcity mindset into a sales conversation; instead, bring an abundant mindset to make a sale effectively.  [02:33] Slow down and share the information they need to make the best buying decision possible.  [03:10] The importance of recognizing people’s buying criteria to help them facilitate that buying decision. [06:56] How to get prospective clients to show up to a qualification call by getting them a piece of collateral. [08:08] How to build upon the conversation you’ve already had for them to evaluate their potential direction. [09:36] Have the strategy conversation to evaluate what they have going on that leads to a proposal. [10:52] Share a testimonial video of another client’s experience after presenting a proposal.

Do you present yourself authentically during sales? Unlike presenting your curative version, authenticity will bring out the real you and attract the people you want to work with.  
In this episode of The Agency Blueprint, we discuss what makes authenticity attractive to your potential prospects and a real game-changer. We also explain how to change your sales perspective by seeing the actual value you’re providing, learning to articulate your ideas effectively, and being authentic.  

Listen in to learn how to connect and build trust with your leads by having fun during a sales call and providing appropriate advice.  

Key Questions:   
[00:46] What’s your perception of what sales is supposed to be?  [03:50] What’s your experience with your idea of being an authentic salesperson and making sales?  
What You’ll Discover: 

[01:53] Why the number one mistake agencies make is hiring a salesperson too early and why it doesn’t work.  [04:08] How to change your sales perspective by seeing the actual value you’re providing, learning to articulate your ideas effectively, and being authentic.  [12:14] The importance of having fun during a sales call in an authentic way to connect and build trust with a prospect.  [16:50] The importance of including all the stakeholders in a call to explain your process without leaving anyone out. [18:05] Understand that lying and overpromising aren’t fun and instead set the right expectation for everyone to win. [19:28] Avoid overselling what your prospects don’t need and instead sell what will help them accomplish their goals.  [20:38] How to build trust with your prospects by acting as an advisor for what is right for them.

Is your agency news newsworthy? How interesting, immersive, compelling, and targeted is your news to give you results? Making your agency newsworthy takes expertise and an understanding of what works for you and your goals. 
In this episode of The Agency Blueprint, I’m joined by Amanda Proscia & Mickie Kennedy to discuss PR and how to make your press releases newsworthy. Amanda is the co-founder of Lightspeed Public Relations and Marketing, a New York City-based agency focused on promoting innovation in areas like healthcare, financial services, and consumer electronics. Mickie is the founder of eReleases, a press release distribution service for startups & small businesses. He founded eReleases 24 years ago to help small businesses, authors, and startups increase visibility and credibility through press release marketing.  
Don’t miss this episode to learn the importance of having a target audience, why you should be well-prepared before inviting PR, and more.  
Key Questions:   
[02:13] How do you know whether the news your agency plans to release is newsworthy? [07:50] What can be done in preparation for a press release and after?  [10:53] Mickie, can you walk us through the trends and types of things that are working right now that didn’t work before and things that were working before but aren’t working right now? [16:00] When should an agency consider the timing considerations for both PR and some earned media? [21:16] How can creativity come into PR and press releases in a way that allows for a little engagement with the journalists?  
What You’ll Discover:   
[02:27] Amanda explains the expertise required to find opportunities that make agency news newsworthy. [04:05] How to target a specific audience and accomplish your goals by being at the right place with the right story. [05:24] How to make PR relevant to the media, taking into account what their audience would find interesting. [08:05] Questions to ask and strategies to apply before a press release and the pitching to do afterward. [11:21] The power of authenticity and owning your story in PR and why they worked before and in modern times.  [16:19] Why you should be well prepared before considering it time to invite media attention to your agency. [18:49] The evolution of media recently and why it hasn’t changed the value of newswires and PR professionals.  [21:46] Creativity and tech tools to use to tell stories in the most immersive and compelling ways.  [23:51] Mickie and Amanda share tips on where to start with PR as an agency considering PR.  
Connect with Amanda& Mickie: 
Amanda’s LinkedInAmanda’s Website & BookMickie’s Website

Do you listen to your internal monologue? What stories do you tell yourself, and how are they impacting you? It’s so easy to get in your own way and tell yourself stories that distract and stagnate your growth.   
In this episode of The Agency Blueprint, I explain how to avoid being your worst enemy and instead become a believer in yourself as the first step to growth. I also describe how anxiety affects my decision-making and how I’ve learned to deal with it. 
Don’t miss this episode to learn more about the importance of leaning into the lessons you learned from failed experiences.  
Key Questions:   
[01:35] What situations that have happened in the past impact the way you make decisions?  [05:35] What are the potential opportunities and risks associated with your decision-making? [12:20] What do you do when your confidence is low? 
What You’ll Discover: 
[01:00] The importance of recognizing that you won't make the right decision at the point of anxiety, fear, and scarcity.  [02:09] How not to allow anxiety to overcome you by placing it first to better understand yourself and your decision-making.  [05:13] The two directions to think about when making a decision to make it ahead of time rather than from an emotional place.  [08:05] Understanding that failing at something doesn’t equal failure but an invaluable lesson.  [11:57] How to recognize your progress and success to boost your confidence and power through low moments in your journey.

What are the existing issues that you have in your agency today? How are they preventing you from reaching the next stage of your growth? 
In this episode of The Agency Blueprint, I explain how rapid growth can be achieved with the right structure. I also explain why rapid growth and success take deeper focus on what you’re doing instead of spreading your focus thin.   
Listen in to learn how to identify your ideal clients, build a network that gets you referrals, create alignment, and more.  
Key Questions:   
[03:04] What issues are preventing you from reaching the next stage of your growth, and can you solve them today?  [04:19] How do you build a network and position your agency incredibly well? [10:46] How do you take your ideal client on an emotional journey?  
What You’ll Discover: 
[01:38] How having less inputs results in better results and less distraction and chaos. [04:19] The importance of clearly understanding who you’re targeting to build a network that gets you referrals. [07:46] How to build a story around your brand and ideal client by creating alignment.  [09:26] How to create a pricing model that allows you to price things easily and put scopes in front of clients.  [10:46] How to come up with a flexible and structured sales script that makes the emotional journey the same across clients. [12:51] How to build a framework focusing on leadership and management teams and structure the recruiting process.  [14:48] How to manage agency growth by managing the financial components and building down on the KPIs. [17:04] The importance of working with the account management team to focus on cross-selling and upselling. 

Are your decisions guiding you to where you want to take your business? As an agency owner, you should focus your decisions on data to increase revenue, improve profits, and ultimately improve cash flow.  
In this episode of The Agency Blueprint, Jon joins me to discuss the science of agency decision-making and why all decisions should be guided by data. Jon Morris is the Founder and CEO of Ramsay Innovations, a tech-enabled finance and strategic planning company that helps marketing agencies drive success. He was also the Founder and CEO of Rise Interactive, an award-winning full-service digital marketing agency. 
Don’t miss this episode to learn more about the importance of having an operational account, savings account, and media account as a general rule for any agency.  
Key Questions:   
[02:22] What key decisions did you make at Rise that allowed you to scale your agency?  [14:54] What’s your typical advice to clients about how much cash they should have as it reflects in their operational expenses? [21:48] If you were to select one or two things in each category to grow revenue and cash, what would you advise?  
What You’ll Discover:  
[02:32] Jon explains why scaling an agency should be primarily based on revenue, profit, and cash. [05:13] How to increase the percent of your revenue on sales and marketing as a key metric in scaling your business.  [10:21] Strategies to make revenue/profit and invest it back to the sales and marketing piece of your agency.  [15:05] Why you should have at least two to three bank accounts as a general rule to manage operations, savings, and media expenses. [18:52] The advantages of having available cash/resources in your agency to support strategic business operations.  [22:12] The three metrics that matter when you think about growing revenue, plus recommendations on how to best deliver revenue.  
Connect with Jon: 
LinkedInFree eBook: Decision-Making Science for Agencies