How to End Churn

Churn is the #1 reason you will not achieve greatness. 

The math shows it every time. 

It's nearly impossible to hit $10,000,000 without combatting churn.

Here are some of the secrets I've uncovered from the greats to attain world-class retention:

1- The Backdoor 

Everyone knows 12-month contracts give you a year-long path to deliver results for clients. 

But many prospects won't sign a long-term contract when they first meet you. 

Building in some form of trust building process to elicit the potential for a long-term relationship with your client in the sales cycle is the first step towards long-term retention.

Here is how:

A-Close a short-term deal

This one is simple, pitch prospects on a month-to-month or 90-day SOW.

The intent here is to begin to build a relationship.

B-Ask what you have to do to earn the right to work long-term

During the onboarding process, ask what you need to accomplish in the first 90 days to earn the right to work with them long-term.

Write this down!

C-Soft pitch a long-term contract

After your first 90 days, go into your first quarterly business review with the intent to soft pitch your client on a long-term contract.

Demonstrate:

• Here is where we were when we started

• Here is where we are currently

• Here is where we are going

Review the specific KPIs/goals that were pre-set to determine if you executed to your client's standards.

Ask if they would be open to discussing a longer-term contract/partnership based on the value you've already demonstrated.

Book a formal call to pitch them this.

In the interim, continue with the next month's contract.

D-Pitch

Go into the call with the intention to pitch for 12-month contracts.

Simple enough.

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• Being stuck in the day-to-day ops

• Not having time to grow your business

• Build a team that you can trust to maintain your high standards

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It’s really easy and more affordable than you think.

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2-Vendor to Partner

This is something we've begun doing, and if you have the infrastructure for it, it can be the best thing. 

I met a founder of a 20M/yr agency in 2022. 

This founder ran a lead gen agency for law firms and he CLEANED UP. 

He was showing me some of the data his team was delivering for some of the law firms they worked with and boy, these results were legit. 

When he was done showing me the results, he looked over and said:

"Know what the coolest part of all of this is? I own each of the law firms I just showed you."

He basically told me that he ran a 9 figure portfolio. 

If you are crushing it for a certain client, and see the upside for their business, you can pitch a formal partnership. 

• You & your agency come in as the marketing arm. 

• You lock in rev share, fixed contract & profit share (some combo of the 3) and then get to focus on growth. 

Many agencies end up going down this route. 

If you end up trying to cross this bridge, I have our LOI template we spent thousands on.

I made a video on the process of growing to 8 figures watch here (Link)

Whenever you're ready, here are 3 ways I can help you

1. If you're serious about taking your agency to the next level and want my help in doing so, click here to book time for a growth consultation.

2. Your agency will go broke if you don’t know these, watch this video to avoid going out of business.

3. If you want to stay in touch, follow me on Twitter.

Stay Happy

Stay Hungry,

Jordan Ross

CEO & Founder @ 8 Figure Agency

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