If you’re not getting referrals from your clients there are 3 reasons why:
1. You’re not delivering results for them.
2. You don’t have a close enough personal relationship.
3. You’re not asking them to refer you (everybody needs a bit of nudge).
STANDOUT agencies know that the quality of their people is the single biggest contributing factor to their agency’s success.
Hire the best people you can afford. Train them as well as you possibly can. Do everything you can to keep your brightest stars.
Most agencies are dominated by 1 of 3 culture traits:
1. SALES agencies are obsessed with winning new clients.
2. OUTPUT agencies are obsessed with their end product.
3. ACCOUNT agencies are obsessed with their clients.
It’s why they are STANDSTILL.
STANDSTILL agencies lose clients.
STANDOUT agencies retain clients.
A high client churn is a sickness in your agency. You need to treat it as soon as you can. Not accept it as the norm.
You can’t grow if every client you win is replacing one you’ve just lost.