55%+ increase to client LTV: How my client did it

Part 1 of 2 on increasing the lifetime value my 55% for this marketing agency.

Hey I’m Nick Avaria, agency owner, and founder of Agency Acquisitions. Every week I share a client story, insights, and tips into scaling your agency faster, in 300 words or less.

My client had a Lifetime value (LTV) problem. Selling recurring services for too little per month and retaining clients for too few months. Let’s skip to the end - what did we achieve?

Here were the results:

• Doubled price per month, AND

• Doubled months of retention; at the same time

I break this down in detail in this weeks YouTube video:

Total result: Quadruple LTV - Yes, this result is insane. 

Can everyone achieve it, no. 

Can everyone increase it by 50% or more? In my opinion, yes.

Disclaimer: Yes - I absolutely made the subject line less, because even I wouldn’t open an email that said quadruple LTV. 

Anyone that has ever talked to me knows that I make a huge deal about client LTV (lifetime value).

I went as far as having a full system of 100 days of onboarding with various value adds to the client experience. So I’m going to break these apart in this series.

In this issue, we’re covering the actual currency that wins deals and keeps clients coming back month-after-month: INSIGHTS.

What is an insight: pieces of information that have been processed and combined into knowledge that gives rise to a thought. 

The thought explains why something is missing from the current reality: a missing link. Solving for the missing link gives rise to non-linear opportunities.

Lets break insights down, here’s our criteria:

• Reveals marketing opportunity: 

  • Is there a underserved segment or cohort that no one else has figure out?

  • Can the product/service be used in a different way or for different reasons?

  • Can the product/service be modified slightly to take advantage of an emerging demographic or user segment?

• Brand can credibly fulfill the need

  • People compartmentalize when they think about different products and services. Will it work for your client or against your client?

• Unmet Emotional Need

  • Is your clients current product/service meeting all the emotional needs of their customers? Will the insight close this gap?

• New and Unexpected

  • Can this insight surprise or delight our client?

  • Can the insight explain something in a new way?

Now let’s score the criteria: *Good score > 32. If you are under 20 you should not present the client with this insight.

Next week I’ll show you what to do with the insight to drive retention, upsells, and testimonials.

If you want to chat about how to implement this for your agency, book a call with me here to connect.

Nick Avaria