Sponsored by Accelo
The opinions shared in this content are those of the sponsor.
In today’s world, fear is a common emotion, largely fueled by alarmist media content. In the business realm, this fear can manifest when you measure your agency against larger, lower-cost providers or the formidable technology landscape.
Your clients share many of the same concerns, and these issues can be significant enough for them to terminate contracts with your agency. The SEO industry, for example, has undergone several changes in 2023.
With the increase in demand for data-driven strategies, consulting services, and heightened competition owing to virtual agency culture, the fear of losing clients can feel more daunting than ever.
However, this is not the time to ignore the challenges. The best course of action is to understand why clients might decide your services are no longer necessary.
Why Do Agency Clients Leave?
The main reason clients part ways with agencies is their perception of services being replaceable. They fail to see the unique value that your agency provides in comparison to alternatives, especially those focused on SEO technology.
With platforms readily available to enhance SEO, clients may believe they can handle everything internally, relying on tools like Moz, Semrush, and others for data and insights typically provided by your agency.
Economic pressures add appeal to these low-cost options. Coupled with the allure of AI advancements, the competition is fierce.
However, there are five strategies you can use to counteract these challenges and retain clients.
1. Fight The Tide With Honesty
Challenges can also be opportunities. Think back to 2020, when businesses had to adapt quickly to the pandemic. Those that demonstrated compassion and supported their customers gained loyalty and long-term happiness.
According to Salesforce’s 2020 State of the Connected Customer report, 90% of customers believe how a company acts in a crisis reflects its trustworthiness.
If your clients seem at risk of leaving, it’s essential to communicate the risks of departing and the benefits of staying. Let them know that choosing disjointed SEO tools could result in:
- Compromising privacy and data security.
- Falling behind on SEO trends.
- Making costly decisions with poor data analysis.
- Misinterpreting reports.
- Overspending on data gathering.
Remind them that partnering with your experts provides:
- Access to specialized expertise.
- Accurate and thoughtful data analysis.
- Customized campaign monitoring.
- Increased revenue from new customers.
- A creative human touch to navigate unique challenges.
2. Show Up With Data
Before clients consider leaving, leverage data to illustrate reasons for them to stay. Clients deserve detailed reports that showcase the impact and achievements of your work, giving visibility into their ROI.
A basic monthly summary is insufficient. Highlight progress like increases in organic traffic, improved keyword rankings, or higher conversions. Engage with clients by:
- Providing written interpretations of results.
- Discussing significant data points.
- Presenting solutions when things look unfavorable.
A client portal can offer on-demand updates and reports, enhancing transparency.
3. Offer Acknowledgment
Clients want personalized attention. Loyalty is fostered when they feel valued and appreciated. While perks and discounts can work, other times it might be frequent check-ins or customized services.
Determine what clients need by closely observing their requests and tracking these needs through an integrated platform.
4. Educate & Support
Clients should not feel like your work is a mystery. Transparency about tasks and educating them on SEO aspects relevant to their business can foster trust.
Host webinars, create informative campaigns, or offer exclusive expert advice to build this understanding.
Making renewals less of a decision point is possible with tools like Accelo’s Retainers product, which automates billing and clarifies value in each cycle.
Fit Check!
Consider if your services match the needs of your clients. Higher churn rates often occur with clients who are not a good fit for your agency.
5. Demonstrate Your Worth With Less Effort
Combat client doubt by using internal tech that showcases your agency’s value. Clients may be tempted to piece together technologies themselves but could feel uncertain about their efficacy.
Your agency should handle tech decisions effectively, ensuring it enhances your service delivery quality.
An automated client work management platform offers these benefits, freeing your team from mundane tasks to focus on client interaction and satisfaction.
The effectiveness of platforms like Accelo can significantly reduce churn and boost profits. Customers like Janya Anderson from Pure SEO recognize the transformative impact on their business.
Explore a free trial or demo to see how Accelo enhances your business.
Image Credits
Featured images from Accelo, used with permission.
