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It's very easy to find Growth Hacking tips for B2C or $50/mo SaaS products for B2B. But it's a very different conversation when you're marketing $2k/mo services. The lead generation strategies are probably different and it takes a different kind of lead nurturing to close these sales.

  • JA

    Justin Adelson

    almost 4 years ago #

    From my experience, when you hire an agency, you are hiring experts in their field to do the work for you instead of highering someone on your team to perform that task. When you sign up for a SaaS platform like Moz or SEMRush you are paying for the benefit of having their insights, but you still need to perform the technical setup, digest the information, and discover opportunities on your own.

    There are several benefits to each service, SaaS or Agency - speaking to each of those benefits, not the features of each service, is how to market each differently.

    I hope that helps!

  • PV

    Philippe Vdhd

    almost 4 years ago #

    I think you can generally compare the process of selling marketing services to selling other high-ticket B2B tools.

    Because they're gonna spend a substantial amount, they need more convincing. You need to show them what you can achieve for them and make them trust you that you can deliver. With a $50 dollar tool, they'd be more likely to just give it a try when they're half convinced. But before signing on to spend 20+K a year, that is a whole different ball game.

    Depending on what type of marketing services your agency is providing, you could actually be in a privileged position. If your services can directly be attributed to more leads or more sales, you could offer them to have your process implemented but you only get paid after you get the results. (of course, you have to offer something that actually shows provable results) This will also allow you to charge more because you are taking away the risk for them and hence should be rewarded accordingly.

    I'm thinking a lot lately about this approach (I'm a marketing consultant myself) and I think there could be a lot of potential, depending on the service you offer.