What a Digital Agency’s Sales Process Looks Like- Guillaume Buat-Ménard - S2 Episode #8

Guillaume Buat-Ménard, Director of Digital Transformation at Flipside Group is a formidable force in the field of technology. He is a digital strategy and business development expert with over 27 years of experience. With a sharp mind and endless curiosity, he is leading the digital revolution and shaping the future of technology.

Discussion Points - 

Q1- What sort of myth or bogus strategy or misconception you'd like to set the record straight on? 1:46 Q2- Are there tips along the way that you've learned, on specifically generating leads for PPC? 4:57 Q3-  When do you start the PPC campaign, how long do you continue that specific niche that you're trying to promote? 14:31 Q4- Are there any tools, any tactics that you use to understand the pain points? 19:02 Q5- How is your organization structured? 22:17 Q6- How do you deal with a cost adjustment when you’re the research piece of it? 30:53 Q7- Give some tidbits on how you keep the sales and account management team incentivized and motivated. 39:26 Q8- What's exciting you about the future? 43:29

 

Show notes - 

1. You don't have to do one campaign about your agency, you can have, like we do, several campaigns running on several different things and services. 12:56
2. As agencies, we don't use our power enough, and more often than not digital agencies.14:45
3. We always talk about UX, right? What is that? Well, it's looking at a problem from the user's perspective, but not looking at what we can sell them. 14:54
4. So, rather than look at the technology, everybody's going to bid on that saying we can help you with these specific things. 17:54
5. These leads, they're not cheap, they will cost you, some of them will cost you 10s of pounds, sometimes or hundreds of pounds to come to your page. So you've got to work that will make that work very hard. 18:26
6. Technology changes and so on, but ultimately it’s still about people solving problems and so on. 20:25
7. Clients don't necessarily get to speak to someone, you know, knowledgeable about a very specific subject early on. And that's a problem for creating trust. 23:55
8. But we just dish out advice, and counsel straight away. It can be a startup, could be an agency. We don't mind, we don't keep our knowledge in a box and try to give a big presentation, that doesn't help people. Right, what they want is actually an answer. Can you help me? Yes, we can help you. 26:42
9. People are looking for a problem to be solved, right? If you solve it, or you partially solve it straightaway, already gives them a sense of they've got the agency, they're here to help. 29:19
10. So you've got two types of clients. Of course, those who know they need a discovery, actually. So that's the easy part. And those who don't know. 31:20
11. In the marketing space, particularly big brands are not always the ones that get paid the most, b2b tends to be actually much, much more lucrative. 34:54
12. So it's more about how we can help everybody do well, and get the company to do well because when the company does well, we'll do well. 43:12

Myth Busted - Agencies follow what they advice their clients

 

Links - 

LinkedIn: LinkedIn: https://www.linkedin.com/in/buatmenard/ 

Instagram: https://www.instagram.com/gbuatmenard/ 

Company website: https://flipsidegroup.com/