A few days ago we had a vlog go live
on this YouTube channel that was talking about
a client meeting that me and Robert went to in Boston.
In this video, I want to go through
what that presentation looked like.
And the goal is to show you how to build
a quarterly review for your client.
But first, what is a quarterly review
and why is it important?
What we did when we were out in Boston
and what we're gonna start doing for all of our clients
is once a quarter, we're gonna take a survey
of all of our services and try to look at them
from an outside point of view.
List out everything we did wrong,
and then the lessons going forward.
And come up with a new strategy.
I actually have a new account management process
that we're implementing pretty soon.
Also, based on the feedback from that client,
which we can talk about, probably in the next couple weeks.
So here's the presentation that we gave.
Quarterly report for and then we had
the client's logo down here.
We started with an Intro Q&A.
So we asked them what they wanted to know.
We sat down in the meeting.
They had a bunch of stuff to talk about.
Mostly it was stuff that was actually in this presentation.
So we lucked out there.
And Robert wrote it up on this whiteboard for them.
Then after we answered any questions they had,
we moved into the review,
which is the previous quarter's efforts and results.
And on the services rendered slide,
we listed out all of the work that we were completing,
in terms of the services.
And then we moved into the actual post review.
So we talked about what we did in the very first week
of the engagement.
Also, I wanted to give more credit to Robert.
He's the one who came up with the structure for this deck.
Then we talked about the outreach process.
Basically, what we were doing.
And actually, you might find this valuable.
This is our outreach process, or at least our old one.
Monday through Friday build the lead lists.
Send the first wave, fix bounced emails,
send a reminder, cold call, send third email.
Then week three, fix emails and then cold call more.
So we talked about the previous process,
then we moved into what happened in the first period
of the engagement.
So initial period.
Over average number of emails sent,
went exactly as expected,
we got this number of leads and this number of meetings,
happy with the results,
considered the current strategy to work.
Then we move into the mid period
and tell what happened in the middle of the engagement.
How many leads and how many meetings.
What happened?
In this engagement it went down a little bit.
And then the end period, we talked about what happened
in the last part of the engagement.
And since these are quarterly reviews,
this one would be the first month,
the second month,
and the third month.
Then we showed the improved process.
So based on what happened back here,
we changed some stuff going forward.
And actually, here's our new process
that we're testing right now
if you guys wanted to copy that.
We added this second series of touch points
in week nine, ten, and eleven.
Here's the template you can use for your review.
Here's the service name, and then what
happened in the first couple of weeks,
which tasks were completed.
Then in the first half of the engagement,
the tasks completed.
The second half, tasks completed.
And then I have this in here because
we had a bunch of different services.
Then we moved to the next part of the presentation,
which is the results.
So we wanted to be as quantitative as possible
when we showed the client what we did.
So total number of touch points that we sent out,
which ones were cold, which ones were warm.
Total number of leads, and then how many leads per month.
Total number of meetings and how many per month.
And then a nice Walt Disney quote here.
Then we do the same thing for ad campaigns.
Here's the analytics that we tracked.
And then here's the template you can use.
So results for service,
bullet points related to the service.
The next part of this presentation
is where we went through the issues we had
while we were trying to make it work.
So the general setup is what happened,
what were the issues, and then what were the lessons?
Here are the issues that we had.
Contact databases within our current
target audience were less accurate.
Email bounce percentages were high.
Touch points to meetings booked way lower
than we normally experience for this client.
And then we currently needed this many touchpoints
to get this many meetings.
That was one of the main issues with this account.
So then from issues, we moved into lessons.
So expect a larger number of emails to bounce
when forecasting.
Decision makers are simply not open
to standard outreach during this period of the year.
This was our guess.
And then we came up with solutions for them.
So find decision makers in other departments
or go with the company's standard email convention.
Increase outreach efforts to make up for
lower meeting ration.
Engage with a lead nurturing funnel for all leads
to have over three months in the funnel
and have never replied.
So basically what we talked about when
we were improving that outreach process.
So here's the template you can use.
Services, any problems the company faces with the service.
The lessons that you learned,
and then the solutions based on those lessons.
After that we move into the next quarter.
So the beginning of this presentation's talking
about what happened, here is talking about
what's going to happen.
We started by listing out a bunch of initiatives
we wanted to try for the client.
Interviews on podcasts, attend speaking events,
using reddit, testing Facebook groups, channel improvements,
sales, everything that we're improving for them.
And then we forecasted in the next slide
based on what we think is gonna happen
due to these new initiatives and the changes
that we made.
So leads in the pipeline, new meetings,
to stretch goaled meetings, how many
podcast interviews we're gonna get,
how many events they'er gonna get booked at,
and then how many closes they're gonna get per month.
The we ended with a Q&A.
Opening the floor up
letting them ask us whatever they wanted.
And it turned into an open ended discussion
that lasted about five to six hours.
If you want this doc, check out the description below.
There's a link to it.
You can download it, play around with it.
Whatever you want to do.
If you find this video valuable,
please like it to encourage this
type of content on YouTube,
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Thanks.