How to Convert More Proposals Without Doing a Ton of More Work

<p>Drew Hendricks was a philosophy major who started in the agency world after building his first website in the 90's and never looked back. Today, he owns <a href="https://nimbletoad.com/" target= "_blank" rel="noopener">Nimbletoad</a>, a full-service digital marketing agency that specializes in website design, SEO, and PPC. Recently, Drew expanded by founding <a href= "https://barrelsahead.com/" target="_blank" rel="noopener">Barrels Ahead</a>, an agency where he adapts his love for wine and developed an organic growth marketing framework to address the unique needs of the wine and craft industry. Drew's conversation with Jason is filled with useful tips from all his years as an agency owner. He shares his secret to convert more proposals as well as why you should be quick to respond when potential clients reach out to you.</p> <ol> <li><strong>Agency Owner vs Entrepreneur.</strong> The <a href= "http://jasonswenk.com/mastermind">mastermind</a> has really helped Drew understand the difference between being an <a href= "https://jasonswenk.com/run-a-successful-agency/" target="_blank" rel="noopener">agency owner</a> and being an entrepreneur. Most agencies come to be as the result of a problem and he has seen that many agency owners focus on being an authority on that problem, instead of being an authority on your agency. Too many people are stuck in actually doing the work rather than kind of treating the agency as the project, he says. If you want to be a business owner then that needs to be your top priority. You can't do both.</li> <li><strong>The secret sauce for proposals.</strong> Over the years of writing proposals, Drew has learned something that worked really well to help <a href= "https://jasonswenk.com/digital-marketing-proposal-template/" target="_blank" rel="noopener">position the proposal</a>, defray the pricing, and justify it through very objective terms. In the pre-talk process, you will usually ask the client who their competitors are. Then use tech tools to assess competitors' spending on SEO