• Speed Up Your Sales Cycle with a Productized Offer with Spencer Powell | Ep #787

  • Apr 27 2025
  • Duración: 20 m
  • Podcast

Speed Up Your Sales Cycle with a Productized Offer with Spencer Powell | Ep #787

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  • Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Do you have a sales system in place for showcasing your agencies services at a low-cost price point that creates an easy “yes” for your prospects? Many agencies are giving away insights in order to land big projects. However, a well-crafted foot-in-the-door offer helps you close clients faster by giving them a taste of what it’s like to work with your agency, but also allows you to qualify whether a prospect is the right fit for your agency and team. Today’s featured guest shares how productizing his offer helped streamline his sales process and communicate a clear value proposition. Furthermore, after building his strategic foot-in-the-door offer, he’s been testing different pricing models to make it an easy “yes” for prospects while still attracting high-quality clients. Discover practical insights on scaling your agency, improving your sales strategy, and boosting conversion rates with intentional, value-driven offers. Spencer Powell is the founder of Builder Funnel, a digital marketing agency with roots in direct mail. He shares his journey transforming his family's direct mail business into a digital marketing powerhouse, discusses strategies for converting clients faster and easier, and talks about his recent experience building a foot in the door offer, which he is currently in the process of adapting and testing. Spencer has been on the show before talking about the game-changing move to get paid for strategy instead of giving away ideas and research for free. In this episode, we’ll discuss: How a productized offer can revolutionize conversions. Building a successful foot-in-the-door offer. How could rethinking the entry-level pricing benefit sales? Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources Wix: Today’s episode of the Smart Agency Masterclass is sponsored by Wix Studio, the all-in-one platform designed to help agencies scale without the headaches. With intuitive tools, robust native business solutions, and low maintenance, Wix Studio lets your team focus on what matters most—delivering exceptional value to your clients. Ready to take your agency to the next level? Visit wix.com/studio and discover how Wix Studio can transform your workflow, boost profits, and strengthen client relationships. Three Generations of Marketing Evolution and Adaptability Spencer's marketing roots run deep as part of a family legacy. His grandfather established a direct mail company that his father later acquired in the 1990s. Demonstrating entrepreneurial spirit early on, Spencer launched his own social media business as a side hustle immediately after college. The family business reached a turning point when Spencer's father attended an industry event where he heard direct mail was becoming obsolete. Recognizing the need to evolve, he invited Spencer to help transition the agency into the digital era. Together, they developed the agency’s brand, realizing that having a niche would be an important to create a competitive advantage. This new direction proved so promising that they eventually sold off the direct mail division to concentrate fully on growing their digital brand. As the final step in this transformation, Spencer ultimately purchased his father's ownership stake and continued driving the business forward. How a Productized Offer Revolutionized Conversion Rates Like many agency owners, Spencer allowed himself to be in the sales seat for far too long, with an offer that included building custom proposals for all incoming prospects – a time-consuming process with unpredictable returns. The first step out of this was productizing his offer, which led to the creation of the "Remodeler Marketing Blueprint," a fixed-fee service providing clients with comprehensive one-year marketing strategies. This productized approach served dual purposes: it systematized the sales process while establishing a clear value proposition. Clients were offered to either implement the strategies independently using provided resources or hire the agency for full execution. By doing so, his agency not only streamlined their sales process but also established a clear value proposition and the agency's conversion rates soared from 15% to 70%. Despite this success, a one-year marketing plan was still a huge undertaking and there was opportunity to develop an even more accessible entry-level offering that could serve as a true foot-in-the-door product. 3-Step Agency Sales System to Build a Foot-In-The-Door Per Jason’s suggestion, Spencer and his team borrowed the structure to build a foot in the door strategy and set up a discovery call – ranging from 15-30 minutes – which they use to assess if the prospect is a good fit, in the right industry, and are asking for services that the agency offers. If this discovery call is a success, the team will move on to selling a ...
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