We all get started selling our services at any price we can. But eventually, you need to land larger clients in order to scale. This deck walks you through how I attract, close and manage large retainer clients for our agency.

1. HIGH TICKET SALES
STRATEGIES
How to make it happen
Attracting larger clients
How to get the attention of
larger companies.
How to close them
Tips to sell and convince them
you’re worthy of managing
their campaigns.
How to deliver & scale
Signing them is the spring,
keeping them is the marathon.

2. 10+ years of digital
marketing experience.
Ryan Stewart, MBA
@ryanwashere
@ryan.was.here
@ryan stewart
Built and sold SEO agency
(WEBRIS) in 18 months, now
partner at From The Future
and The Blueprint Training.
Built and sold a number of
online businesses and blogs
that ran 100% on organic
traffic.

3. DO YOU REALLY WANT BIGGER CLIENTS?
TYPE BENEFITS DRAWBACKS
LARGE
BUSINESS
SMALL
BUSINESS
● Generally the SEO isn’t “end
to end”, only partial
● Higher retainer value (more
revenue)
● Need a local and trained
staff
● You need advanced knowledge
● A LOT of communication
● Easier to get results
● Far more leads
● Shorter sales cycle
● Difficult to perform top work for
low dollars
● A lot of comms that does NOT get
paid for

4. 4
WHY EVEN BOTHER?

5. HOW TO GET
THEIR ATTENTION
1

6. Big companies
aren’t doing Google
searches for SEO
services...
Different business dev cycles
RFPs, longer sales cycles, more
work up front
Referrals or in person
networking
Most leads come through an
intro or relationship. THIS IS
KEY!!
Industry recognition
Big case studies, past work,
awards, etc

7. KNOW YOUR AUDIENCE
● You’re not selling to business owners, you’re selling to SEO professionals.
● Find issues FOR them, recommend how THEY can fix it (DON’T SELL)!!!
● We built a proprietary audit tool to help us with this but we used to use a VA to run an advanced
manual technical audit.

8. WHAT UNIQUE VALUE CAN YOU OFFER?
● Powerful personal brand, agency
brand (Gary V, cult of personality),
or just a lot of knowledge
(content)
● Proprietary deliverables or in
house software
● Proven results

9. 9
Spend time to build case studies.

10. 10
Spend time to build a reputation.

11. 11
Spend time to build a knowledge.

12. BE EVERYWHERE, AT ALL TIMES
● Create content. Promote it.
That is all.
● Content is critical to support
your hypothesis and pitch
(blogs, videos, case studies)

13. INBOUND ISN’T ENOUGH...
● You need to aggressively
pursue your target clients.
I like to create hyper specific pieces of
content and use the tech at our fingertips to
target the right audiences...
● Don’t spam and erode your
brand. Create & introduce...

14. HOW TO CLOSE
THE SALE
2

15. UNDERSTAND ISSUES, PROPOSE SOLUTIONS.
● Insist on having a consult call -
use questions to dig into pain
points and needs.
● Your proposal needs to speak to
these issues and more
importantly, how you can fix
them.
● Proposals are A LOT of work with
A LOT of “free” (spec) work
included.

16. GO DEEP, NOT WIDE (INITIALLY…)
● Big companies will work with
2, 5, 20 different agencies at
once.
● They’re looking for experts
who can help them solve
specific problems.
● Outpitch competitors by
offering high value, low effort
items that fold well into what
you’re pitching.

17. HOW TO DELIVER
THE WORK
3

18. 18
MARKETING IS EASY.
SCALING IS HARD.
PROCESS IS

19. PROCESS, PROCESS EVERYWHERE...
● There’s a level of communication
and attention that larger contracts
require - you can offset this time
with processes
● Onboarding, proper meeting
schedules, project planning and
communications will make or
break your relationship

20. QUALITY, QUALITY, QUALITY...
● The quality of your work will
determine your reputation (and
referrals)
● There is nothing more important than
the work you produce and the people
required to complete it. INVEST IN
THEM!!!

21. 1

22. 22
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