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hello there thank you so much for coming this far you're probably here because you would like to learn how you can scale your agency by selling marketing automation in the next 30 minutes i will share with you three different ways you can package marketing automation and sell them to your clients including details of each plan sample pricing how you can use licensing to create upsells and how to work with the customer so i have a lot of details to share with you there second tips and tricks we learned working 10 years side by side with thousands of digital agencies and how you can sell better close deals more have more upsells and more value on the service that you're offering i'll also include a few different automations that you can deploy yourself as an agency to be able to scale and last but not least my favorite part is i'll be giving you direct access to thousands and thousands of dollars worth of contracts frameworks and material that we spent years and years putting together you can repurpose our contracts that you can sign with your customers the proposals and use them for your own business to get started pretty much immediately as you can see we got a lot to cover so please i beg you put all all your distractions away shut down your messages and snooze your messaging for about 30 minutes you'll get a lot of benefits from this presentation all right so let's get started here are three ways you can package marketing automation and we got here because as the ceo of vbout i had the pleasure from marketing automation platform a technology pioneer that worked closely with agencies thousands of agencies over 10 years we learned how agencies we sell and although there are more ways to package and sell marketing and marketing automation these are the three ways that we've seen agencies craft a niche and create a business so the first form is going to be strictly selling platform with included templates that you build together okay this is perfect for trainers resellers and coaches who go out and teach in public they do webinars and seminars and they sell platform to create that your current revenue the second is going to be market information setup and consultancy service this is a hybrid or between reselling just the software and maintenance and management and i'll dive a little bit into each one of these by the way and it's perfect for consultants trainers who are selling ups upsells as well including upsells and upgrades to what they're offering okay it doesn't include necessarily the entire management on a month-to-month basis but it could include some monthly recurrence revenue for basic maintenance finally fully managed marketing service that has everything and covers the setup the training the month-to-month management the tweaking optimization of the campaign so these are the three main packages or three three different ways and let's start with the first way of selling marketing automation this one is selling strictly platform okay so in terms of expectations it's not necessarily the tool that sells people do not care about platforms and tools and bulky tech all they care about are end results so assuming you're a consultant or a coach and you know for instance if you are training other bodybuilders on how they become trainers themselves you've created a whole bunch of content like landing page designs for capturing people looking for health and fitness tips you want to resell all that good stuff you've tested built and you know it works over time to these trainers to be right bodybuilders who want to become trainers like you so you would create those landing pages design them in a system which is vbout you can create those email templates nice looking templates they could be kind of non-branded in a way so they could simply slap their logo and tweak some of the content and of course add their own personality to it you can create those beautiful workflows or what happens when a new customer joins and you can sell them 30 days worth of tips for free and then how you can upsell so assuming you know how to create a funnel at this stage and by the way i'll be including a link and probably a follow-on email on how you can access our academy on how to build marketing funnels but this is not the topic for today assuming you know how to do this you will be able to package it make them ready by industry so let's say you work with bodybuilders and yoga instructors and you were able to get it down to a system you can bundle these together and you can simply sell them with ready templates most platforms out there they come with general kinds of templates general automations general email but they don't necessarily come with ready-made copy for that niche industry so with that i think you'll have a lot of leverage and the expectation is you're just selling platforms now within vbout we let you create those different what we call campaign groups by niche industry so your clients can simply get an account through you as a reseller and then claim the account and get access to those amazing content and templates you've created usually you price this per plan and in vbout from a reseller perspective you'll get access to pricing no one else has if someone or the client you're working with is coming to buy things from us they won't be able to you can create your own packages your own plans and it could be a plan that is costing you with us thirty dollars your customers will need to pay us a hundred to two hundred dollars to get access to the same plan so we give you exclusive access to things that end consumers cannot sign up on their own okay so this is a big benefit of actually becoming a reseller uh in in the v belts case so in terms of pricing your markup can easily be two or three hundred percent of your cost of e-belt so a hundred dollar plan on v-bout that's costing you you can repackage it and sell it at 300 okay of course you can create smaller tiers and then upgrade but you want to be charging for those templates that you're building and maybe you can tell the clients every month we add new content we add new templates and new funnels that we're pushing on your account and this is where you can start charging additional monthly fee on top of the license okay there's a lot of self onboarding and training that you can pre package as well or you can create a small knowledge base you know eight videos 10 videos or just maybe simply one long training video to show people how to use the platform now we do have a lot of that content already made so you can send them our way but if in your case if you would want to white label that you can create those documentations yourself and normally the client is the one that runs the platform is not you all you're doing is providing them with a link to sign up white label with your own url they will go through that get their hands on an account all those that content will be loaded they just have to do some basic setup following yourself on boarding and training this is a great way for passive income again great for trainers coaches resellers who are just going out there don't want to deal with the tech with the management they just want to do the setup and sell their systems to their customers i highly recommend this model for those who are on the go and are really providing education in courses seminars and webinars all right moving on to this um a one case study actually of somebody who's done exactly that is yadira who is working for wsi what is doing is she's repackaging the software and selling it at three four hundred dollar 100 percent markup in some cases and she was able to create residual revenue just by using the vbout reseller layer and she's a great example of companies who are following that first type of resellers all right then we have the marketing automation setup and consultancy services usually you would work closely with the client on their existing campaign if they don't have any you would put together the shell of a funnel so you're working on strategy in this case you're explaining to them what's the best way to get a client nurture them to close the deal and to retain them so we're actually trying to build a full funnel sometimes maybe just for lead generation purposes but sometimes for the entire flow so it's totally up to you and obviously you charge for how deep you want to go in there now usually that type of setup because it includes consultancy it takes time you have to do a lot of calls with the customer you're looking at a starting point that's going to make sense to you now depending on geography depending on the types of clients i would recommend starting price point three thousand dollars okay that's a good general price point if you're working with you know in certain geographies that you know people cannot afford that type small business i recommend you work your own math but a great starting point that i've seen between two to three thousand dollars you can create that basic strategy implement them and you can include some content writing now you can upsell content or you can include it or use it as a negotiation leverage is totally up to you okay now you can train them on the platform whether you're doing it you know side by side or you have some ready documentation as well and normally you would run the platform up up to the point that your customer is ready to take it on they've been onboarded and trained okay this is a great way to package now obviously you can still get like the first plan or the first type of resellers residual income on the licenses that you resell so that's always going to be there regardless of which plan you're on but obviously in this particular server in this particular reseller type you have service involved and that costs money your time costs money so never sell yourself short yourself short make sure you're making enough to cover your hour so if the technic if the whole thing will be 10 hours or 20 hours of work what is your hour worth and do do the math from there all right an example of a company doing that is ryan kelly from smart marketing he moved all his account to viva from sharpspring and he was able to resell his amazing service he has a great team of you know awesome marketers who run digital campaigns they do the setup they get the client on the system and they organize their marketing layer with vbout and they provided amazing support with help migrating on another case study another great success story on the viva platform the third and last type of reselling that you can do is a full digital agency this is probably where someone comes to you and they say i have no idea how to set up marketing automation i have no time i just have the money to pay you to run it okay now here a lot more work involved so this is service at core versus having the software be the core of the offer okay and typically an agency will analyze existing campaigns what kind of funnels have been built the ads from lead generation to conversion and it takes time right you got to get your hands on all those emails and initiatives that were done in the past if any the starting price point here could be five thousand dollars for the analysis and maybe maybe execution of the first month or two because it's going to take about a month or two to start the first campaign okay you can obviously include the strategy you always have that software license resell residual right and you're charging for the training so do the math on that but a five thousand dollar starting point on the setup and as a residual or i'm sorry monthly charge you typically are looking at two to five thousand dollars this is where most companies feel comfortable and in terms of the life of the contract this is probably ten thousand dollars plus so if you're doing like a six month contract five thousand dollars set up and month one and two okay and then two thousand dollars a month thereafter at the lower end of things now you're talking about for six month type of contract ten thousand dollars plus all right now we don't recommend doing month to month and i'm gonna talk about that and tips and tricks later try to create manage the expectation of the customer you need time three to six months to start showing some sort of results so i would say put a put a life or a minim minimal period what you're executing six months is ideal if you can do a year that's even better okay this includes typically cross-channel you're writing content for email for sms for web push for the web web pages landing pages and even for ads if you want to include ads and charge extra for that you're probably going to be doing co-marketing with the customer and we do recommend you give your customers access to their platform and their license so they could actually just see the data coming in they could see the initiatives you're doing and you're powering that amazing service that's worth every penny with a software powerful software in the background okay so these are the three types of agencies that we work with depends which one you want to be this one is a full digital agency very involving you're probably going to need some subcontractors or employees some employees to work with you because it's a lot of work all right moving on second part um but before that i always forget my amazing case studies and great clients um we have andreas from next gem marketing who created a virtual verticalized version of vbout for e-commerce wineries so he would work with wineries on their digital strategy he will set them up with vbout e-commerce layer and then he resells all of that including his service with the about including managing the campaigns looking closely at every single email that goes out automation and fine-tuning from there okay again another amazing case study and success with vbot now coming to this general selling tips now as a person running a business even if you're one person agency or a 20 or 100 people agency you need to learn how to sell everybody should be a salesperson one way or another but you're not selling products you're selling solutions because you're selling solutions it's easier to sell but here are some things to help you with upsells and making more money on your plans one offer onboarding options so in terms of onboarding usually offer two some people just offer one but you can have an accelerated and a full onboarding okay you can test just leaving one versus the other but we've seen that offering two onboarding options gives flexibility for you if you're working with an advanced client who doesn't need to pay the full tax for full onboarding which could be a lot of time wasted on their end they know that stuff right do the express onboarding which with more hands-on technical support this is the area most client even the advanced one are going to require your help so the option number one is offer onboarding services as an add-on to your packages second after trial periods i've seen agencies offer a certain period of 30 days opt out or 30 days buffer you know so people can see how you work with them okay now if you're just selling the platform you know from a sas perspective software perspective it's easier to offer shorter terms but if you're doing trial on your service itself it's a little bit tricky because you're going to start putting a lot of work pretty much right out of the door so i think the trial period applies a lot better to the first model of selling which is just selling software and pre-packaged designs not so much on managed side of things okay so offer trial periods if you can an opt-out period with if you're offering extensive service now build case studies this is really important and i do include this in the selling tips because every client especially the first ones are going to be the hardest to get and once you get them you they might they might negotiate a lot right which is typical for a starting business and you might have to sacrifice a little bit of your margins in the beginning if that's the case capture case studies because then you can build up on top of it including your collateral and your materials send them to your customers so you could see how awesome your service is and how other businesses are benefiting from you so always always build case studies and the bonus that i'm including is a framework for you of how you can interview and build these so stay tuned i'll give you access to that towards the end all right know your competitors i mean this needless to say guys every time we jump on the sales call the consumer is educated enough to understand that you have competitors how do you compete what are their edge what is their edge the pricing differences what kind of things they offer in terms of onboarding and cross-selling and hands-on support so know your competitors and we've offered a competitor chart on vbout so if you are trying to understand how vbout market information software stacks up against others that ready chart will be available to you as well okay but it's worth also looking if you're a digital agency with full service how your competitors with the full service as well compete with you all right rethink your contract i've attended this seminar talking about legal terms and contracts and one thing that's stood out for me is kill your contract if you have a 20 30 page contract you might want to rethink that contract sent to a client or agreement sent they probably need to be a couple of pages referencing the full term so for those who are actually just worried about signing they will go through the contract and they will leave the rest you know the general terms uh for in case they want to dig deeper okay now i'm not saying here for you to hide shady terms or anything like that it's the total opposite you need to be fully transparent but in terms of the contract presentation presentation you can certainly shorten it as much as you can so i highly encourage you shorten uh the agreements proposals or uh contracts and obviously make them official so they look nice and ready and i'll include a sample agreement in the bottom of or at the end of this presentation offer short-term and long-term contracts with discounts if someone signs up for just three months full price six month five percent twelve month ten percent i'm just giving you some general percentage discounts you don't want to discount too much because that will cannibalize your margins but just tell the client listen if you want to commit with us we're going to be 100 with you for an entire year a year i'm willing to give you a break on on our monthly deal try to create support and escalation tier okay now if your first full service agency obviously this is a completely different approach but for the first two types of selling you can actually create you know tier one support for um just doing basic answers and and can responses and you can do escalations where you can actually handle some issues and templates in code this is totally up to you how you want to use that and bundle it but i think support can be an area where you can monetize monetize in vbout we typically offer premium support for everybody but for those who have taken onboarding we do roll up our sleeves and we do a lot of coding and things for them in terms of templates helping them set up automations and so on so these are some tips on selling obviously this is not a selling course or teaching you selling strategies per se as a salesperson tons of materials on that but these are some things you can add to the way you present your your offering all right now i'm going to talk about some automations you can deploy and we have resources on on these in vbout with in-depth details one is trial expiration reminder so if you're offered that 14-day trial before the trial is finished you want to be able to send your client that kind of information now i did cover a lot of automation courses and modules and i'll give you access to the training so you know how to build them in the tech in vbout but trial expiration is technically when you know something is coming up for renewals or expiry you're sending them an option to upgrade okay you can offer trial extension so if the 14-day trial have passed and the person did not add their credit card maybe you can send them an email saying hey do you need an extension on your trial you can do add-on upsells someone starts with a basic package maybe two months down the road you sell them an option for an upsell or perhaps you can sell them and sell them sorry send them an email that's going to be hey thank you for signing up to our basic plan we're including for the next 48 hours a very specific discount on next year you want to upgrade these are just sample ideas i know you can be more creative than me but these deploy add-on upsells it should definitely be part of your business build onboarding sequences and if you can do evergreen pre-recorded webinars lots of software out there webinar kit demo depending on how much you want to pay and how much features you need but having those onboarding sequences the welcome email the lesson number one lesson number two what to expect invitation to upcoming events invitation to those evergreen webinars build these sequences very important very easy to build in vbout and they're really going to do charm do do wonders for you for onboarding new clients finally loyalty campaigns clients have been with you for a year clients who has you know the premium tier you can send them some special offers maybe upgrades include an add-on for them if they're spending more than x amount of dollars per month so these are just few automations you can deploy on every one of the three buying pack reseller options i covered earlier but they're definitely there could be easily built in your automation follow-ups now here comes the bonus my personal favorite and i'm i'm just saying this because guys i was the one who had to work with attorneys to build these i was the one who had to deploy a sales team that worked closely with me i'm building this material and i know it cost me hundreds of thousands of dollars to get here and i wanted to provide it to you because i want you to take that shortcut okay you don't have to and i really wish i had the resources and my disposal at the point ready-made templates like contracts frameworks i had to go to the process i had to pay to get here so i'm giving it to you hopefully that's going to be beneficial and a shortcut so let me outline exactly what i'm giving you here one i'm giving you access to our academy so we'll follow up with an email you can get access to it and become a vbout agency certification expert i'll cover every single module in the technology i'll cover every single reseller option within the technology because vbout is an agency-centric product so we have a lot of tools for you to repackage the tool and sell it as your own so with this you're getting full access to the academy and you will not have to pay for it by following this particular link and this particular code you see right here now this is a contract that you can download just repurpose put your own logo your own company name recycle the jargon that's on there but it is included with a link to download this is an onboarding framework we've built this is what we charged premium for thirty five hundred to four thousand dollars for you can go ahead and repurpose it as well okay resell to your customers download the slides and rebrand it as your own this is a sample proposal now some people like to go all out and make them beautiful with designs and canva is one place where you can actually create samples this is a word document with some outlines and things you can you can use slightly different than the contract or the agreement some people combine both i'll leave that totally up to you okay we usually combine both and we'll put them together and we just send an invite so people can you know if they're interested sign see the details of the plan however if you're a service company and you have so much offering they might not fit on that agreement so i i highly encourage you proposal uh instead as the first step upselling documents this is just optional um nothing too crazy is just this little slide that you can add to your presentations of you know on demand requests which could be offered if you have if you're selling just a product software not selling service so they need help with a landing page build or something like that so these are just small on-demand services that you can um you can offer case study framework and i talked about case studies you have to build those amazing testimonials from customers not just the name and two sentences full-on interviews because you'll be using these guys inside your presentations inside your ads inside everything you do these will serve you really well so this is a framework i'll include with you how you can start conversations um you know the sort of the flow that you should follow what to focus on an amazing framework my team has put together so i want to thank them for that and hopefully you'll leverage it um beautifully alright guys this was it i did cover the three ways you can resell marketing automation and scale your agency i've shared some tips for selling better automations you can deploy yourself so you can automate part of that selling and closing and also amazing amazing resources i'm gonna go ahead and share with you now a quick video from our customers why they're happy with vbout how we were able to help these are agencies that are hardworking individuals has built them from scratch and some of them became multi-million dollar companies okay you can be that next success story all you need is a proper support the proper tool the proper framework and obviously the proper ecosystem and this is exactly what we're providing you here at vbout i would love for you to join us watch this one minute mashup of different testimonials from agencies and if you're interested i would love for you to watch a demo of vbout reach out to my success team who are not pushy they will not sell you on anything they just want to understand if vbot is a good fit for you so i include a lot of those links around this area that you are watching this video on but please watch this one minute and please take action i think agency is is in high demand and you can provide so much values for clients who are looking for leads and to close more business so thank you for watching us thus far i'll play this presentation again and don't forget to book your next demo session whether it's self demo watching yourself or to speak to one of my sex success team so thank you and i'll see you on the other side it's been amazing it's made our life easier and the roi has probably been a 10 to 20x when we started working with you guys we were sitting at around 480 million dollars a year and we just finished a 2020 with a 655 million a year the team's just there and they're prompt and they're there to help and support which that's really really important for us because also that comes down to our clients so if our clients are having an issue and we have to come back to support you guys have always been there biggest difference i would have to point to with regard to v belt though has been the support uh the support has been excellent they no longer have to go into multiple places they're literally going to one platform simple straight to the point that's it i mean they're going to one platform and it does everything that they need um and that just saves so much time and as an entrepreneur time is money with vbout even from the time when we were starting trying to you know our demo in our trial store or our trial account it was um the support's there all the time it's just it's fantastic support and keep everything in one spot so you can focus on your business on platform chat support is tremendous i get answers in you know less than an hour sometimes i get answers in less than a few minutes and you feel like you have your own dedicated team working with you side by side i need a partner more than just a software i need a company that will work with me and offer advice and support and i really found that to be the case with with this is the product [Music]