One Secret to Unlock Quick Wins with New Clients
Key Takeaways
- Optimization alongside content creation delivers early wins that build trust with new clients
- A structured 8-week onboarding with weekly strategy deliverables sets clear expectations from day one
- Rejecting prospects whose retainers fall below the firm average protects margins and team energy
Rick Whittington, founder and president of Whittington Consulting, joins the show to share how a focus on quick wins during client onboarding builds trust and sets the stage for long-term relationships.
The Quick Wins Strategy
The secret to early client success is emphasizing optimization alongside content creation. Rather than spending the first months purely on building content assets, Whittington Consulting identifies opportunities to improve existing pages, forms, and conversion paths. One client saw website leads jump from 6 to 76 over three months using this approach.
Structured Onboarding
The agency provides a 20-page eBook to new clients that sets expectations upfront. This is followed by an 8-week onboarding process with weekly strategy deliverables, culminating in a comprehensive campaign roadmap. Three-tiered pricing ranges from $4,000 to $8,000 monthly, with an average retainer target of $5,000-$5,500.
Selective Client Strategy
Rick’s approach to client selection focuses on company culture rather than industry verticals. The agency rejects prospects whose retainers fall below the firm average and is willing to leave behind existing clients who no longer fit as better-fit opportunities emerge. This discipline protects margins, maintains team morale, and ensures every client gets the agency’s best work.
Rick also emphasizes that everyone at the agency needs to be in sales - not just the designated salespeople. Account managers are trained on relationship-building and opportunity identification, while senior staff are encouraged to pursue HubSpot certifications and develop clear career paths.