In this episode of Inbound Sales Journey, Ryan and Gray talk about how to position using 3rd party vendors during the sales process.
At one time or another, most agencies use contractors or work with partners to deliver services to clients. Sometimes these contractor teams are even full time. When you’re trying to sell this, it can be difficult for some agency sales reps to be up front about it. They’re concerned that clients won’t be happy to learn they won’t be working solely with the agency they approached.
The fact is though, it's best to be up front about how you work with 3rd parties. Whether it’s a partner to help you with a website or managing a design contest on a platform, make sure the client knows what they’re getting into.
This will prevent future client fires, and you’ll find most clients don’t care, they just care about results.
If you’re honest, they will feel comfortable, and they’ll most likely be happy with whatever you’re proposing, even if it’s an added expense to them. Bring it up when appropriate in the sales process, let them know who you bring in.
You don’t want to make it sound like you’re bad at whatever it is and the partner is cheap, so you work with them. Position them as a complementary expert that you’ve worked with before that got you great results.
If you can, it’s also great if you can hand them testimonials from past clients that worked with you and your vendors. Explain how working with a contractor is integral to making sure the project is executed the best way possible.
In this setting as an agency, you’re a general contractor. A client is comfortable paying you to manage and handle teams, to combine the ideal pieces together to get them the best results possible.