How an Agency Generated New Business Revenue of $252K at a Tradeshow

By Jason Swenk on December 2, 2013

How an Agency Generated New Business Revenue of $252K

I wanted to share a great marketing agency case study that increased their agency new business revenue from $18,000 to $252,000 just by attending a trade show. They did this by developing a “Foot in the Door Offer”, which is a small tiny sale that turns a prospect into a paying client.

They marketed a small video service to the attendees of the trade show. They charged a super low fee of $20. For the $20, the customer got a short video of themselves speaking on camera which was edited, uploaded and optimized for people to find them on YouTube.

The marketing agency was not making any money on the $20 fee, but they knew if they could convert a prospect in to a client, they could up-sell them a premium service later on.

Developing this “Foot in the Door Offer” gave them an authority position of which made their new customer 20 times more likely to buy from them in the future. Here are the numbers to back this up…

  • 2,000+ attendees at the trade show
  • 600+ people approached booth
  • 87 people bought the “tripwire” – $20
  • 19 converted to $500/mo core service immediate
  • 23 more converted via phone after results

The year before they did the “Foot in the Door Offer” at the same show, the converted only 3 clients at $500 a month. The trade show with the “Foot in the Door Offer”, they converted 42 clients at $500 a month. Also they had 87 other “Foot in the Door Offer” clients they could market to later on. Plus, the “Foot in the Door Offer” sales actually covered the booth costs. Pretty cool!

  • Before: 3 clients at $500/month = $1,500 x 12 months =  $18,000
  • After: 42 clients at $500/month = $21,000 x 12 months =  $252,000

How Can I Help?

When you have new business revenue coming in, it can inspire you to ensure your digital agency as a whole is ready to go to the next level. Take a step back, look for weak spots in your business and then think of how you can fix them. No matter what challenge your agency is facing, I can help you get through all of it.

From my experience in the industry, there are many topics I can offer guidance from the different phases of growth you will experience to how you can build authority for your agency.

Growing your agency can be a major struggle for any agency owner and I can show from knowing when it’s time to hire a sales manager or expand your sales team, creating a process for performance based pricing which can be the best pricing strategy for your business and learning how to keep your big name clients happy.

Are you ready to create something cool and want more advice? Learn about my career and different experiences as well as tips, tricks and insights by checking out my blogs that cover a wide variety of topics.

Check out more from my Ask Swenk series and more of my videos on my Youtube channel. There you will find advice from myself and other agency experts.


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