In this session Drew Himel from PCR Agency will walk you through how his agency added close to $500,000 in new revenue in less than 8 months through upselling his existing client base and helped PCR become the fastest partner ever to reach Platinum. The session will cover the exact process PCR used to identify which clients were great candidates for upselling to Inbound Marketing and which clients they realized were profit suckers and how they handled each. Once you have identified which clients are the best fit for inbound marketing the next step is coming up with a well organized sales approach. You will walk away from this session with the exact questions PCR used, what documents and presentations they presented to advocate for an Inbound Marketing Budget and how they differentiated themselves from a Upselling clients is the critical first step but once you have sold an account, how do you implement the strategy outlined? The presentation will go over the exact proposals PCR used, their unique approach to fulfilling Inbound for clients, and the structure of clients meetings and what they cover. Drew will go over in detail how he completely reorganized his entire staff to become a full Inbound Marketing Agency. You will leave with the personality testing he uses to identify Inbound Marketers, interview process, training and education for employees.

1. H o w t o A d v o c a t e f o r I n b o u n d
B u d g e t a n d U p s e l l Yo u r E x i s t i n g
A c c o u n t s

2. W H E R E I T
A L L S T A R T E D
INSERT PICTURE HERE

3. Hubspot Partner
January 2013

4. SEO Shop

5. Clients Dissatisfied

6. Unprofitable

7. 1 Account Manager
= 37 Accounts

8. Average Retainer
$800 per month

9. R I G H T F I T
F O R I N B O U N D

10. C L I E N T
A N A L Y S I S
What is total MARKETING BUDGET?
How interested are they in GROWTH?
What VALUE can we provide?

11. 4 S T E P
P R O C E S S
Marketing Audit
Opportunity Analysis
Creative Brief
Proposal

12. M A R K E T I N G
A U D I T

13. O P P O R T U N I T Y
A N A L Y S I S

14. C R E A T I V E
B R I E F

15. P R O P O S A L

16. W H A T W E
L E A R N E D…. .
Focus on PROBLEMS not BENEFITS
Involve KEY DECISION MAKER
DIFFERIENTATE from Competition

17. H O W W E
S T A F F E D

18. S T A F F I N G ( O L D M O D E L )
CEO
Account
Manager
Office
Manager
Outside
Sales
Web
Developer

19. S T A F F I N G ( N E W M O D E L )

20. P E R S O N A L I T Y
A S S E S S M E N T

21. W H A T W E
L O O K F O R
Critical Thinking Ability
Willingness to Help
Willingness to Learn

22. P C R P E R K S

23. T R A I N I N G &
E D U C A T I O N

24. H O W W E
O P E R A T E

25. “ T h e s h o r t c u t t h a t ’ s s u r e t o w o r k
e v e r y t i m e . T a k e t h e l o n g w a y . D o t h e
h a r d w o r k , c o n s i s t e n t l y a n d w i t h
g e n e r o s i t y a n d t r a n s p a r e n c y . A n d t h e n
y o u w o n ’ t w a s t e t i m e d o i n g i t o v e r . ”
S e t h G o d i n

26. H O W W E
F U L F I L L

27. F A S T E S T T O
P L A T I N U M
W H A T ’ S N E X T ?

28. $1.2 Million

29. 8

30. $27,000

31. M O S T I M P O R T A N T L Y…….
H A V E F U N