Agency Life
The Surprising Way to Combat Client Churn w/ Jonathan Ewing
Jul 6, 2023
Jonathan Ewing, Director of APCO Worldwide, explains how agencies can reduce client churn by predicting and meeting client needs. He emphasizes the importance of setting clear expectations, building trust, and connecting to the outcome in sales conversations. The speaker also discusses the challenges and appeal of agency life, and recommends books and podcasts to navigate those challenges.
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Quick takeaways
- Focusing on the client's business objectives rather than just fulfilling requested tactics can lead to better outcomes and client retention.
- Having open and honest conversations with clients, discussing difficult topics, and positioning agencies as trusted advisors help build deep trust and long-term partnerships.
Deep dives
The importance of strategy in agency sales
In this podcast episode, Jonathan Ewing, a director at a full-service agency, emphasizes the significance of strategy in the sales process. He explains that focusing on the business objective rather than just fulfilling the client's requested tactics can lead to better outcomes and client retention. By understanding what success looks like for the client and offering strategic solutions that align with their goals, agencies can differentiate themselves and build trust with clients.
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