Tired of working harder for the same (or less) money? Frustrated by clients who don't value your expertise?
Or perhaps you’re dealing with:
– Razor-thin profit margins;
– Clients who nickel and dime you;
– Difficulty scaling without burning out;
– Sales processes that feel like pulling teeth?
If so, this episode of Agency Journey is for you.
Raul Hernandez Ochoa is the founder of Do Good Work, a growth consultancy helping agencies scale and increase profitability. With experience building multiple agencies and leading teams to significant revenue growth, Raul brings a wealth of knowledge on pricing strategies, sales processes, and delivering high-value outcomes to clients.
In this episode of Agency Journey, Raul shares his framework for increasing revenue per client without increasing workload.
He tackles the mindset shifts you need to make, shows you how to ditch "selling services" for good, and reveals his value-based pricing approach that'll have clients eager to pay premium rates.
Whether you're looking to boost your agency's profitability, improve your sales process, or deliver more impactful results for clients, this episode will be well worth your listen.
Episode Insights:
💡 Focus on selling outcomes and transformations rather than specific services or deliverables.
💡 Develop a deep understanding of your ideal client's pain points and desired outcomes.
💡 Use discovery calls to mirror the client's language and demonstrate a true understanding of their challenges.
💡 Create a "methodology" or unique mechanism that delivers your outcomes, rather than selling individual tasks.
💡 Offer different tiers of service, but ensure all options are profitable based on your ideal profit numbers.
💡 Productize your services on the backend for efficient delivery, while presenting custom solutions to clients.
💡 Continuously reinvest in yourself and bet on your own capabilities to drive agency growth.
💡 Build patience with yourself, the process, and others as you implement new strategies.
Resources Mentioned:
🌐 Do Good Work website: https://dogoodwork.io/?utm_campaign=agency-journey-ep-310-raul-hernandez-ochoa
🌐 Raul's LinkedIn: https://www.linkedin.com/in/dogoodwork/
📚 "The Magic of Thinking Big" by David J. Schwartz
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What is Agency Journey?
How do world-class agencies continue to grow profitably and hit their goals, even through the choppy waters and challenges of agency life?
How do leaders like Tiffany Sauder, Marcus Sheridan, Jay Acunzo, Shama Hyder, David C. Baker, Nikole Rose, and Zeb Evans think?
Join Agency Journey host Jakub Grajcar as he interviews agency operators and leaders to share insights, actionable tips, and hilarious stories from the builders who live in the agency trenches.
Each episode focuses on crucial aspects of growing an agency like building the right team, delegation, project management, client success and retention, and operating frameworks like EOS.
Brought to you by ZenPilot: we help lead your agency through the final project management implementation you’ll ever need. Book a call to learn more at ZenPilot.com/Call.
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