Do You Have a Foot in the Door Strategy to Scale Your Agency Faster?

By Jason Swenk on February 16, 2022

Quinn Zeda had been running an agency for six years when she decided to start from scratch and focus on conversion rate optimization with Conversion Crimes. She and her team help clients identify mistakes in their website’s design, messaging, and navigation that is stealing revenue from under their nose. Quinn is really big on user-testing and customer research. In her interview with Jason, she explained the roadmap strategy she implemented to get the type of projects she could execute the way she wanted to, how this strategy helped her slowly educate customers on why they needed much more than just a website, and how she learned to appreciate the importance of systems and operations.

3 Golden Nuggets

  1. The roadmap strategy. When she first started her agency, Quinn was charging $1,000 for a website. One of her frustrations was with those $1,000 – $2,000 projects was that she could never execute them in the way that she wanted to. To be able to deliver the results that she knew she could, without scaring clients off with a $180K budget, she started with a 10K retainer presented as a roadmap of things she could accomplish for the company. After a couple of months, clients were seeing some really incredible results and excited to go on to phase two.
  2. More than a website. Creating her roadmap strategy was a great way for clients to understand that they were not paying $250,000 for a website. It may be what they thought they needed, but going step by step and getting them to approve a foot in the door project Quinn was able to educate her clients to see that they needed much more. They would gather information on who their most profitable customer was and who was draining their teams of resources and, with those insights, create a plan of action for the branding, the marketing, and the strategy.
  3. The importance of SOPs. Once you start bringing in more customers you need to make sure operations run smoothly, especially with the new hires you will probably need. Quinn acknowledges she didn’t really see the importance of systems, processes, and SOPs and the value they brought to the business when she first started her agency. It was only after her team started documenting some of these processes, even if it was in a very basic way at the beginning, and gradually became more detailed that she saw it was really a game-changer that saved them a lot of time.

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Raising Prices With a Roadmap Strategy and Why SOPs Are a Game-changer

{These transcripts have been auto-generated. While largely accurate, they may contain some errors.}

Jason: [00:00:00] Hey, Quinn. Welcome to the show.

Quinn: [00:00:04] Hey, thanks for having me, Jason.

Jason: [00:00:06] Yeah. Excited to have you on. So tell us who you are and, uh, tell us a little bit about the agency that you started.

Quinn: [00:00:12] Yeah, so my name is Quinn Zeda. I started freelancing right out of college, which then turned into too much work than I could handle. I started hiring more freelancers, which then kind of morphed into an agency where I started then kind of hiring my first full-time employees that were like really dedicated to me.

And after running the agency for a few years, maybe five or six years on, then I shut it down and now I run a startup, um, Conversion Crimes, which is like a user testing SaaS.

And yeah, when I ran the agency, we were doing user experience, conversion rate optimization really focused on helping basically businesses around the one to 5 million mark scale. You know, people kind of get a business to a certain point. They reach a glass ceiling and they kind of duct-taped everything together. They found product-market fit. They started making their money and they’re like, yeah, but now like what we built doesn’t represent who we are anymore. So we come in and kind of restructure that. So…

Jason: [00:01:15] Very cool. And what was the biggest accomplishment that you had at the agency before you closed it down and why?

Quinn: [00:01:25] Yeah, the biggest accomplishment, I think, was kind of really getting with the value-based pricing that we went on. So when I first started, I was charging like a thousand dollars for a website and I ended at a quarter of a million for a website.

So originally, like when I started that, it was like, this client is like a thousand. The next one was 2,000. The next one was 4,000. Then at 8,000, I just kept doubling it every time I would send a proposal out. Granted, the deliverables definitely changed from each one of those jumps and kind of gave me more resources to get more clarity on the kind of projects that we wanted to do. And then I went from like 20K to like 180K and jumped.

So I’m super proud of being able to pull that off and then also getting an alignment with what I actually wanted from the business and the work that I really wanted to do. So one of my like biggest frustrations and like these like thousand or $2,000 projects was that I could never really execute them in the way that I wanted to.

Like, I would see all these things I wanted to do, but of course their budget is 2K. So I’m not going to do like months of work for like 2K and really getting that in alignment with what I wanted to actually deliver and add value and to have pulled that off. So it was like super, super stoked about that.

Jason: [00:02:57] What was the changing point or what made you change from, I think you were saying it was like 20,000 to 180. So that was a big jump. So, what happened?

Quinn: [00:03:08] Yeah. So the first one kind of ended up a little bit kind of in my lap, right? So I didn’t really kind of go out and pitch that I’m going to sell that for 180 or what have you. It started out as a retainer where we, I like had this roadmap of things I wanted to accomplish for this business, and I couldn’t really sell them on that yet. One, I hadn’t proven myself yet. I couldn’t really articulate the value. And it was also like out of their price range, right?

So what I did was it was like, okay, I’m going to do this first project for these like couple of months for this much retainer each month. I think it was like $10K or something like that, and then I’m going to get a result that’s going to pay for the next phase. And this is the next phase that we’re going to do of this project. And in that, I was able to get some really incredible results for the clients. So then they were like, okay, let’s do the next phase.

And then when I got that one, I was like, okay, let’s do the next phase. And then it ended up being my end goal, right? So yeah, it was a really cool kind of process. Then after that I kind of figured out like, okay, if I did it this way, how can I repeat that was like kind of giving them the end result?

So that’s when I kind of implemented this roadmapping strategy. Where instead of selling them on like this $200K project or whatever, sold them on a 10K roadmap of which I would just outline the project that I was going to do. Here’s the thing, and this is the price. So that’s kind of how that transitioned.

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Online Training for Digital AgenciesJason: Yeah, I like it. You know, it follows a methodology that I teach a lot of agencies have going sell them a foot in the door, which is basically a strategy, right? Of like, here’s everything that we’re going to do, and then figure out how long it takes in order for them to start seeing some results. And then it can transition to a monster, you know, engagement, you know, after. And a lot of people just don’t figure that out.

You know, when I went from the $20,000 websites to the $80,000 websites and beyond it wasn’t as graceful as that. It was more about this asshole, literally, I didn’t want to say no to this asshole. And I literally was like $80,000, thinking he would just go away. And he said, yes.

And then I realized psychologically… Yeah. I was like, shit. Psychologically, I realized I was like, well, other people, this idiot would say it let’s find some really good people that we can do really good work with, but I like your story better.


Quinn: [00:06:49] Yeah. And it’s, I kind of had like the same thing as well. It’s like, oh, I saw one person one time. Like, there’s gotta be another person out there that would do this because we had a very unique kind of product that we were doing that was different than other agencies. We did a complete transformation because we were really experts in a lot of those different things.

We were able to cohesively pull it together where I think a lot of agencies can’t and I also sold them on, like, you’re getting our full attention. We only get, we’re only doing one major project at a time. So you’re getting our team’s focus because the kind of work that went into that was like, really this deep work and you can’t manage like five clients at the same time. At least I couldn’t.

Jason: [00:07:33] Yeah, exactly. So what were some of the details that go into it? Cause some people are like holy cow, $250,000 for a website. It’s not just a website, right? Like it’s strategy, it’s research, like talk a little bit about everything that goes into it.

Quinn: [00:07:47] Yeah. So, um, I’m really big on customer research and stuff like that. So a lot of these businesses, they just kind of found product market fit through whatever reason, but then they didn’t know who their most profitable customer was. They didn’t know like who was like draining their teams of resources and stuff.

So we would actually go in, we would interview their team. We would interview all their different customer segments. We would go through their analytics, we would do user testing and we would kind of come up with a… we’d spend, like the projects were in general were like eight months long.

And so we’d spend like the first three months just going through all of that, getting all the data, making these like reports on them kind of putting all this stuff together and then kind of looking at all of it and being like, okay, this is your most profitable customer, but we’re not even speaking to them on the website or we’d find out that people were coming in to the website, but then they were losing them on their backend operations. So they would get a lead in, but then it would take a week to get like their first like class scheduled or something like that, right?

And so it was like, okay. And we would also go into operations and help them. Um, cause that’s part of, like you say, website conversion rate optimization, right? But it’s also, you have to be able to deliver on the back end.

So sometimes we help them kind of restructure a little with their team. And then we would take all these insights and we create a plan of action and we would make outlines for sales copy, what kind of things are needed, and then kind of turn it into a final product.

So that’s like the branding, the marketing, the strategy, kind of really a whole business overhaul. But how I got that lead in was a website. They’re like, oh, we need a website. And it’s like, well, no, you more than the website. You need to understand where you’re taking the business if you want to grow your business. That’s like the underlying goal here, right? It’s not just about a pretty website with a cool logo.

Jason: [00:09:50] Yeah. You know, we always use the website as the end because people would be like, oh, I need a website. Well, why do you need a website? Oh, my competitor just redesigned theirs. Well, no. And yeah, if, if that’s all you need go to a particular, you know, template ID site and you can get. Uh, website, you know, just pick a theme and you can do that versus if you really want results, then we can look at it a different way.

And I, I liked your process and analysis of everything that you went through. Cause I bet when you’re explaining that to the prospect, they’re like, oh yeah. And it separates you from everyone else. Did you find that?

Quinn: [00:10:33] Yeah. Yeah. And that’s a big reason why we started with the roadmap because if I was going to like tell them those things or try to sell them on those things, they didn’t believe me really at first, but if I can sell them on a roadmap for the website, and like kind of put those things in there and didn’t tell them about it and they’re like, oh yeah, that makes total sense. We can’t just increase the leads on our website because we’re losing them here.

So it would make no sense to invest there and not invest here. And nobody else really would point that out to them. So I had to kind of like weasel it in. If that makes sense.

Jason: [00:11:06] Yeah, no, exactly. Well, you know, what you’re doing is you’re educating them. You know, they came to you for a particular, something that they thought they wanted and you educated them. And then like, well, this is the process and it just, there was literally no, probably other choice that they had, you know, after you explained that. So that’s, that’s amazing.

Is there anything else? I mean, this has all been amazing and I always like to keep these short, like I was telling you just so people can really hear it and go, oh man, I need to make this simple if I’m just designing websites or if I’m just doing SEO or pay-per-click or whatever your particular services, is there anything I didn’t ask you that you think if you were listening this show back when you were, you know, getting going that you would want to know?

Quinn: [00:11:53] I think in the beginning, I didn’t really understand the importance of systems and processes and SOPs and stuff like that and how valuable they were to the business. So as like an agency owner, there are tons of processes that happen and even though what we were doing this like huge project that was very custom-tailored to the client, there is still a repeatable creative process in that.

And so every time we had someone do something, I had them like document it and start to make these SOPs. And they started out like really primitive, like, here’s the 10 steps I’m going to do. I’m going to analyze analytics. Then I’m going to like put that data in a spreadsheet and then I’m going to like something super simple like that.

But the next time it’s like, oh, I’m adding screenshots. I’m adding the step-by-step about what that means to add the data to the Excel sheet or what have you. And this has like saved me so much time when I’m, I never really created and SOP in my life, but my team has created though. And it’s like, when someone else comes in or something, it’s like, now I’m just like, oh, here’s the SOP. Boom.

And I didn’t really understand the importance of creating those in the in the beginning, but they’ve been game-changing for my business overall.

Jason: [00:13:17] I love it. I love it. What’s the website, what’s the SAS website people can go and check you guys out?

Quinn: [00:13:23] Yeah. So my SAS website is If you want to check out the old agency site it’s Z E D.

Aand uh, let’s see, like Twitter it’s just my name Quinn Zeda. I think I’m like the only one. So that’s pretty easy.

Jason: [00:13:38] That is easy. Awesome. Well, thanks so much for coming on the show and, uh, I wish you the best of luck. And for everyone that listened, if you want to be around other agency owners that can share the things that are working for them and be able to, hopefully, be able to see the things you might not be able to see. I’d love to invite all of you to go to the

Apply and if we think you’re right for the mastermind and we can help you out, we’ll have a conversation. So go do that now and until next time have a Swenk day.

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