COMO CRIAR PROCESSOS EM UMA EMPRESA DE MARKETING DIGITAL

Summary

In this video script, Rodrigo, a digital marketing agency owner, addresses the challenges faced by marketing business owners who struggle with operational processes. He shares insights on how to develop effective strategies and processes to scale a marketing agency without being overwhelmed by daily tasks. The speaker emphasizes the importance of setting clear goals, categorizing processes into internal and external, understanding conversion rates, and pricing services correctly to ensure profitability. He also highlights the need for structured onboarding and ongoing processes to maintain client relationships and deliver consistent results. The script offers practical advice for agencies to grow their business and improve operational efficiency.

Takeaways

• 😀 The speaker emphasizes the importance of having operational processes in a marketing agency to avoid getting lost in day-to-day tasks and to focus on strategic and innovative activities.
• 📈 Rodrigo, the speaker, shares his experience in developing methodologies and processes that have brought tranquility and fluidity to his agency's operations, allowing for scaling and maintaining quality without constant personal involvement.
• 🛠️ The script distinguishes between 'external' and 'internal' processes within a digital marketing agency, highlighting that external processes are for attracting new clients, while internal processes are for maintaining existing ones.
• 🎯 It's crucial to set specific, measurable, achievable, relevant, and time-bound (SMART) goals for sales processes, such as aiming to close a certain amount of revenue within a set timeframe.
• 🔢 Understanding conversion rates is key; for example, knowing how many meetings it takes to close one client helps in planning the number of meetings needed to achieve sales targets.
• 💼 The speaker advises against merely copying process templates from other agencies, stressing the need to understand the concepts and adapt processes to fit one's own operations.
• 📝 The importance of having clear deliverables and a structured onboarding process for new clients is highlighted to reduce anxiety for both the client and the team, and to ensure assertive delivery.
• 📉 Rodrigo points out that undervaluing one's time when selling services can lead to financial strain, making it difficult to hire quality staff and scale the business.
• 💰 A significant aspect of processes is how services are sold and priced, not just how they are prospected. Understanding the value of one's time and selling it at a profitable margin is essential for business growth.
• 🗓️ The script explains the difference between 'onboarding' (a checklist of activities for new clients) and 'ongoing' (routine activities for maintaining clients), and the importance of both for efficient agency operations.
• 📈 Rodrigo provides actionable advice, such as investing in data enrichment tools to build a more assertive list for prospecting, which can save time and increase the effectiveness of outreach efforts.

Q & A

What is the main issue that most marketing agency owners face according to Rodrigo?

The main issue is the lack of operational processes, which prevents them from focusing on strategic and innovative tasks, often spending their time reacting to daily tasks instead.

What does Rodrigo offer to help agencies scale their processes?

Rodrigo offers methodologies and processes developed in his agency that have brought more tranquility and fluidity to their operations, allowing them to scale with multiple clients without losing quality.

What is the importance of having a clear goal when setting up a sales process?

A clear goal, such as a specific revenue target with a deadline, is crucial for creating a focused sales process. It helps in planning the necessary activities and measuring progress towards the target.

Why is it not enough to just have a checklist of activities for processes?

A checklist alone is not sufficient because processes need to be standardized and well-designed to work effectively. Simply copying templates from other agencies without understanding the underlying concepts can lead to inefficiencies.

What are the two main categories of processes within a digital marketing agency according to the script?

The two main categories are external processes and internal processes. External processes are related to client acquisition, while internal processes focus on maintaining and managing existing clients.

What is the significance of understanding the conversion rate in the sales process?

Understanding the conversion rate, such as the number of meetings needed to close a client, is essential for setting realistic targets and measuring the effectiveness of sales strategies.

How does Rodrigo suggest to measure the progress towards a sales goal?

Rodrigo suggests setting a SMART goal with a specific number and deadline, and then breaking it down into weekly or monthly targets to measure progress consistently.

What is the purpose of having a well-defined onboarding process?

A well-defined onboarding process helps to reduce client and team anxiety, increase the assertiveness of delivery, and ensure that all necessary tasks are completed in a timely manner.

What is the difference between onboarding and ongoing processes in an agency?

Onboarding is a checklist of activities that occur after closing a client, setting up initial tasks and expectations. Ongoing processes, on the other hand, are the routine activities that need to be performed regularly with the client, such as monthly meetings or reports.

Why is it important to have a good pricing strategy for services provided by the agency?

A good pricing strategy ensures that the agency's time is sold at a profitable rate, allowing for scalability and the ability to hire quality staff. It also helps in managing client expectations and ensuring the value of the services provided is clear.

What is the role of external and internal processes in scaling an agency?

External processes, such as sales and prospecting, are crucial for acquiring new clients. Internal processes, including onboarding and ongoing client management, ensure that the agency can maintain and service clients effectively, leading to scalability and growth.