05 Ways Agencies Can Upsell Their Customers to Grow Revenue
One of the most challenging aspects of customer relationships for agencies is that if you do a good job, your client may no longer want your services. If all you do is design and develop websites, for example, after the project is finished, no matter how pleased the customer is with the results, you're back to the grind of attempting to sign up new clients to keep the money coming in.
If you're lucky, your client may know someone else who needs your services and can refer you to them, but this isn't always the case.
The ongoing need to recruit new individuals to work with is exhausting and expensive for your company. Some projects barely break even due to the price of marketing your services and trying to close sales. You should instead concentrate on the relationships you already have. You don't have to show your competence to former clients, and the rapport gives you a significant competitive edge.
You can concentrate on nearby areas where your team's abilities can be repurposed to an area where they can shine. Your team is likely to be far more tech-savvy than your customer, which provides you the opportunity to assist them and strengthen the connection. Here are five ideas for your company to consider.
Join us as a partner.
The "done-with-you" paradigm in the agency sector is where you can assist your client's goals while also teaching them. Given how many of them are going to use their new websites to collect leads, it's understandable that they'd prefer your assistance in nurturing those leads over time.
Most clients will need a CRM to help them manage their customers, especially if they're in the service industry. Using these tools to their full potential requires setting up lead nurturing workflows, automated messaging, and segmenting audiences to distribute targeted offers, all of which can be overwhelming for your small business clients.
Offering a unique, co-branded version of the vcita platform is a wonderful method to provide these services. You may use it as a launching pad for subscribing to "your own" software and services, allowing your clients to better manage their own customer life cycles. The customer will be pleased, which implies that if there is ever a possibility for them to grow into additional design work while you're already at the table, they will choose you.
The platform's dashboards allow your agency to keep track of how successfully the client is using the product. Being a partner is a terrific way to bring stability to your business by generating regular revenue.
Optimization of conversion rates
Once you've completed your design work, you're well aware that there are several methods to improve the design and make it more useful for the customer. The average online conversion rate is merely 2.8 percent, according to a recent Kibo Commerce research.
The majority of your clients will expect a return on investment from whatever website you create for them. It's a terrific source of additional money if you can demonstrate to them the benefits of regularly testing the website with different alternatives to determine what works best. It makes financial sense for the customer because a minor improvement in conversion rate might result in a significant rise in revenues.
An A/B testing tool, such as Convert, may be used by your firm to send up multiple versions of landing pages to different audience members. In this manner, you can transform your design services into a long-term commitment, ensuring that your conversion rates continue to improve. You may also use a website heatmap tool like this one from Hotjar to see how successfully you're sending visitors to the client's desired location. You may make the necessary modifications from here to keep your customer satisfied.
Creating high-quality material to demonstrate thought leadership on a website blog is a huge challenge for many firms. They're usually too preoccupied with running the business to create a blog post, and it's not one of their key competencies.
While this is a more difficult talent to master, you may outsource this task to professionals. You'll have a good sense of the client's value proposition and what they want to promote because you've already communicated with them. This gives them an advantage over other content makers who would have to do more study to make sure they achieve the correct tone.
Another option is to hire independent freelancers to create content for you. Because you don't have to acquire expertise in-house or worry about insurance and pensions, this may be the most cost-effective alternative. Simply charge the customer a greater fee than you pay the freelancer, and the difference is profit for your firm.
Search engine optimization is another much sought-after talent from outside agencies (SEO). Your organization may build the most beautiful and well-functioning website in the world, but if no one finds it while searching Google for solutions to their problems, it's a bit of a waste of money. Because blog entries rank higher than sales pages, SEO and content production go hand in hand.
Sure, SEO isn't the same as marketing or design, but it's very simple to pick up for people with a background in digital interactions and a familiarity with utilizing analytics tools to enhance performance. You may start by offering this at a steep discount as you gain experience, then bundle it with design work to make an enticing package for clients looking for a one-stop shop.
Moz is a powerful set of tools for helping your SEO firm rank clients. It displays where each domain presently ranks for various keywords and allows for keyword research as well as automatic reporting on a regular basis. You may utilize your client's website to demonstrate outcomes as it is updated and SEO is enhanced.
Increase your digital product capabilities
If your client isn't an e-commerce business, they may be unable to immediately monetize their website, particularly if their main product has a long sales cycle. Your clients may perform well-offering premium gated material, such as ebooks, industry studies, or cheat sheets, to sustain cash flow between service transactions.
You may propose creating a platform for them to host and sell digital items. This might provide them with a valuable source of money while also assisting their potential clients in deciding whether or not to invest in a more expensive product. You can also charge for the design effort involved in generating the digital items themselves throughout this phase. Clients can send you material in the form of a Google doc, which your agency can transform into a stunning premium-feeling product.
For many website owners, this is an appealing prospect since the money may be virtually instantaneous, and it can also assist to expedite lead qualifying and sales processes as a lead magnet.