How to Sell More Agency Retainers… #AskSwenk Episode 9

By Jason Swenk on April 15, 2015

This is a great question and one I get asked a lot. I get it – retainers are reliable and stable agency income so you wanna score lots of ’em. I have two pieces of advice on this one…

First, think about changing your terminology. Really put thought into your word choices. If, for example, you’re trying to sell clients a “support retainer” they interpret that as “someone to can call when there’s an issue” or a reactive solution to their potential needs. Instead, I called this a “continuous improvement”. Now you’ve put a proactive spin on the wording. Think from the client’s perspective. Think from your own consumer behavior… do you pay for “support”?

Next, STOP trying to sell the retainer first. I know, I know… you’ve got your blog and you’re putting out all this goodwill content so you think you should go in for the kill off the bat. DON’T DO IT.

Start slow. Sell a paid discovery first, where you roadmap the ways in which you’d be able to help this client. Then, convert that into a paid project over a few months. When you’ve knocked that out of the park, then propose a retainer.

Your content established trust and authority. Your proven work on the discovery and project(s) will score the retainer.

Need help generating more leads?

If you want to generate 25+ leads everyday now might be the time for you to try our new Generate Leads Every Day program.

Click Here. It could be just what you’re looking for.

Would You Like To Get Access To A Proven Agency Framework For Growing Your Agency?