Building Business Relationships: Insights from SmartSites’ Matthew Prepis

Four simple tips on how to build better relationships in digital marketing:

1. Understand Client Needs Thoroughly: Take the time to really understand what your clients are looking for, including their specific challenges and goals. This isn't just about their immediate marketing needs but encompasses understanding their business as a whole. This deep dive will help you create more targeted, effective solutions and establish a foundation of trust.
2. Prioritize Communication: Ensure that you maintain open and transparent communication channels. Quick response times and availability for discussions can make a significant difference in client satisfaction. This helps in making clients feel valued and reassured that they have your support whenever needed.
3. Offer Comprehensive Solutions: Instead of providing piecemeal services, offer comprehensive solutions that address multiple aspects of your clients' digital marketing needs. This holistic approach not only simplifies the process for them but also demonstrates your capability to handle complex, varied marketing strategies, enhancing their reliance on your services.
4. Foster Long-Term Partnerships: Approach every client with the aim of establishing a long-term partnership. This means not rushing into quick sales or one-off projects. Instead, invest time in building relationships, understanding the business's evolution, and adjusting strategies as needed to support their growth over time.

In our latest podcast of The Relationship Marketing Podcast, we had the pleasure of diving into the world of digital marketing with Matthew Prepis, Chief Sales Officer at SmartSites. Matthew joined us fresh from a day at the Small Business Expo, bringing with him insights and excitement about the innovative work his team is doing.

At SmartSites, they're not just about offering services; they're about sharing stories that empower businesses. Today, we'll explore how Matthew and his team at SmartSites help their clients craft compelling narratives that resonate with their audiences and drive remarkable business growth. Join us as we uncover the strategies that make SmartSites a leader in the digital marketing arena and learn how they're helping businesses share their stories and make impactful connections.

How SmartSites Elevates Businesses

Since its foundation in 2011 by two entrepreneurial brothers, SmartSites has grown from a modest SEO service provider into a full-scale, 360-degree digital agency. Over the past 13 years, the agency has expanded its services to address the comprehensive needs of its clients, transitioning from a small team of fewer than ten to a robust workforce of nearly 400 dedicated specialists.

The One-Stop Digital Solution

SmartSites recognized early on the complexities that businesses faced when managing multiple agencies for different marketing needs. In response, they developed a holistic approach, offering a one-stop solution that simplifies the digital marketing process for their clients.

This approach not only streamlines communications and strategies across different marketing channels but also ensures that every aspect of a client’s online presence is harmonized under a single strategic vision. From SEO to paid search and social media, clients benefit from a unified service offering that covers all bases.

Specialized Expertise for Targeted Results

What sets SmartSites apart is their commitment to specialized expertise. Unlike smaller agencies, where you might find individuals juggling multiple roles, SmartSites boasts a team composed of specialists who focus exclusively on their areas of expertise. This specialization allows the agency to deliver highly targeted and effective solutions that drive real results for businesses. Each specialist’s deep understanding of their respective field ensures that clients receive the best strategies, tailor-made to their unique needs.

Transforming Client Businesses: From Startups to Industry Leaders

In one notable instance, SmartSites helped a client whose business grew exponentially from a modest beginning to a thriving enterprise. This client likened their growth to evolving "from a weed to an oak tree," a testament to the substantial impact of SmartSites' efforts. This growth was not just in traffic but in real, measurable returns, with the client reporting a tenfold return on investment, exemplifying how integrated marketing strategies can elevate a business from obscurity to prominence.

A Unique Approach to Sales and Client Relationships

Matthew Prepis's personal journey at SmartSites from a writer to the Chief Sales Officer illustrates the agency's internal culture of growth and adaptation. Starting in a writing role, Matthew's career progression through the company mirrored the evolution of SmartSites itself—from a small team to a large, diverse agency. His story highlights the company's emphasis on developing talent from within and adapting roles to leverage individual strengths and interests.

Matthew's approach to sales is reflective of SmartSites' overall strategy: instead of aggressive sales tactics, the focus is on understanding the client’s business deeply. This involves comprehensive research and discussions with clients about their needs, goals, and the challenges they face, ensuring that the solutions proposed are not only effective but also perfectly suited to the client's specific circumstances.

The Impact of a Thoughtful, Research-Driven Strategy

Clients appreciate SmartSites' thoroughness during the proposal phase, which is heavily based on detailed research and prior conversations. This methodical approach ensures that every marketing strategy is crafted with a deep understanding of the client's business landscape, competitors, and potential areas for growth.

By avoiding hard sales tactics and focusing on building trust, SmartSites fosters long-term relationships with clients, positioning itself as a reliable partner rather than just another service provider.

Building Long-Term Digital Partnerships

From the initial conversations, it is evident that SmartSites invests considerable time in understanding what a business truly needs before suggesting strategies. They recognize that each client has unique challenges and goals, and their approach is tailored to address these specifically.

This careful and considerate strategy planning includes a deep dive into the client’s business, assessing everything from their market positioning to their operational challenges.

Identifying Common Pain Points

SmartSites has identified several common pain points that many businesses experience, which often prompt them to seek professional digital marketing assistance:

1. Overwhelm with DIY Marketing: Many business owners try to handle all aspects of digital marketing themselves—from writing content and designing websites to managing SEO and social media. This can lead to burnout and suboptimal results, as the complexities of digital marketing require dedicated expertise and time.
2. Poor Communication and Support: Businesses often struggle with agencies that treat them as just another number. A lack of personalized communication and support can frustrate clients, especially when they cannot see tangible results from their investments.
3. Unsatisfactory Results: Whether from previous agencies or their own efforts, when businesses do not see the growth or returns expected, they become more open to changing their strategy and seeking new partnerships.

Sustainable Growth and Relationship Marketing

Matthew highlights the importance of influencer marketing—a strategy they are increasingly incorporating into their services. By partnering with influencers, businesses can tap into established audiences and leverage pre-existing trust. This not only extends their reach but also enhances their credibility through association.

The First Month with SmartSites: Setting a Solid Foundation

When a business decides to work with SmartSites, the first month is crucial and heavily focused on research and strategy development. This period involves:

• Detailed Assessments: Understanding the client’s current strategies, what has worked, and what hasn’t.
• Goal Setting: Aligning the digital marketing strategy with the client’s long-term business goals.
• Technical Setup: Ensuring all necessary tracking and analytics tools are in place to measure success accurately.

This foundational work ensures that both SmartSites and the client are aligned in their goals and expectations, setting the stage for a successful partnership that can adapt and evolve over time.

Wrapping Up

For businesses looking to enhance their digital presence, following SmartSites on social media or subscribing to their newsletter can provide ongoing insights and inspiration. Their active engagement on platforms like LinkedIn and Instagram, coupled with regular updates through their newsletter, makes them a valuable resource for anyone looking to stay ahead in digital marketing.

Thank you, Matthew, for sharing your expertise and experiences. For those tuning in, remember the importance of building strong relationships—not just with your clients, but within your marketing strategies. As we’ve seen today, a thoughtful, relationship-centered approach to digital marketing can lead to remarkable results.