EP 416: Teaching AEs how to grow your existing client base with Mark Riggs

With new client acquisition at an all-time low, it’s more important than ever to focus on growing your existing client base. In fact, 60 to 70 percent of your net new revenue should now come from existing clients to continue being profitable.

This means it’s time to teach your AE’s how crucial it is to know how to navigate agency math, foster agency growth, and sell new, innovative ideas to your existing clients. Many AEs don’t realize it’s their job to do these tasks, which means there’s room for improvement from agency owners to teach them these skills so your agency can continue to grow in a difficult economic time.

In this episode, we’ll cover topics like the roles AEs play in agency growth and growing existing clients, how to adjust your work scope over time to remain profitable, the importance of bringing innovative ideas to your clients, and many more actionable items for your team to learn and grow from.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode: How to get 60 to 70 percent of your net new revenue to come from existing clients The cost of acquiring new clients over growing existing ones How to adjust a growing work scope with a client over time The importance of teaching AEs agency math and how we make money Where AEs need to step up to help grow the existing client base Allowing clients to talk about the problems they need to be solved How we frustrate our clients by being too timid Being a catalyst for bringing experts together to solve your client’s problems