SUCCESS STORIES
READ CASE STUDIES ON THE RESULTS OUR CLIENTS RECEIVE FROM INVESTING IN THEIR BUSINESS GROWTH THROUGH MARKETING RESULTS COACHING.
How Helene Psarakis Raised Her Revenue by 4x, Left Her Day Job, and Went Full-Time on ThinkBowl Agency
Helene Psarakis is the owner of ThinkBowl Agency, which provides digital marketing services to connect with clients in the most effective and efficient ways. After leaving her marketing job three years ago, Helene has quadrupled her revenue and regained control of her career.
With the help of Marketing Results Coach Stevie V. Brown from The Change Starter, this success story will explore how Helene managed to transition from being a corporate employee to an agency founder. This experience has helped her control her impostor syndrome and gain the courage to price her services based on the value provided.
The Problem
Helene felt underappreciated. Her marketing work translated into considerable earnings for the company, but she didn’t feel that they acknowledged her value. As she says, “my services weren't aligning to the salary that I was being paid.”
Helene needed a change in mindset and to overcome her impostor syndrome. She wanted to muster the courage to ask for a pay raise and, eventually, price her agency based on the value provided.
She had the urge for a lifestyle of freedom and financial growth. She just couldn’t risk a period of financial instability, especially as a parent of three children.
Helene had to find a way to align her career with her personal goals. She was initially reluctant at first to hire a coach until she found Stevie.
“You hear people who have been burnt by coaches, but in my case that was definitely not the outcome. Stevie’s an extremely compassionate, empathetic person. She's a quick thinker.”
The Solution
To be clear, The Change Starter doesn’t have a set process for every client because, as Stevie puts it:
“One of my points of difference is that I build every coaching program based on the specific needs of each client, and they're all at different parts of their journey. Some of them are also needing more mindset work.”
Stevie’s customized plan for Helene included the following key steps.
Past Client Analysis
Stevie gave Helene access to her client analysis tool, which allowed Helene to evaluate past clients and understand her target clients.
That was a massive breakthrough realization for Helene, and she needed to let go of that client to free up her time to focus on building her business.
To Helene’s credit, she took the steps required to let go of the client that wasn’t working for her business.
Developing Clear Target Audience Personas
Stevie helped Helene get clear about her target audience personas and identify exactly who she was targeting.
“Helene had this one client who she thought was the greatest client because they were regularly paying a retainer. And when we looked at it, that client was causing her a lot of challenges - including massive scope creep, and not paying her enough.” - Stevie V Brown
Tailoring Packaged Services For Each Target Persona
The next step was to tailor Helen’s packages to each persona.
This included an offering for people just starting their business, and a separate offering for more established businesses wanting to take their marketing to the next level.
Reviewed & Improved Product Delivery
“We actually looked at her product, and we created a more streamlined approach to her product, so that she wasn't reinventing the wheel with every client and she was able to sell specific packages.” - Stevie V Brown
Pricing & Sales Process Optimization
“The other thing that we did is we looked at her pricing. And this was a really important thing, and it came off the back of her having assessed those clients and seeing what they charged versus what she was charging them. As part of the pricing review, we also looked at her lead engagement process. So we looked at how she was dealing with leads, and then how she was selling to leads, and what her sales call approach was because we needed to increase her conversion rate.” - Stevie V Brown
During this process, Stevie also uncovered a couple of issues with the way Helene was doing her sales proposals.
Firstly, she was taking too much time preparing the proposals. Secondly, she was giving her strategy away in the proposal document.
So they built a better system that would enable Helene to streamline and shortcut the proposal process, get the client onboard faster, and then charge them for the strategy.
