The honest read
Expand the account, or let it go.
This account is low-margin. We are not here to protect it at any cost. We are here to either move them up to a real partnership where the value is obvious, or part well and free the capacity. The only bad outcome is staying stuck where we are.
One goal todayUnderstand Shannon and her team first. Then find where we truly fit, and leave with a clear path: upgrade, reprice, or exit.
Open with this (lead with curiosity)
“Shannon, before I talk about us at all, I want to understand you and your team. What you are great at, what you want to own, and where you want both brands to go this next year. Then I will be honest about where we can genuinely help, and where we can’t. Let’s start with you.”
Lead here · get to know Shannon & the team
Spend the first third of the call here. Make her the hero, and let her tell you where a partner fits before you offer anything.
Shannon
Her strengths and what she loves to own.
- What are you strongest at, and what do you most want to own here?
- What did you come in to build or change?
- What does a personal win look like in 12 months?
The internal team
What they are building in-house.
- Who is on the team now, and what are you bringing in-house?
- Where are they strongest, and where are they stretched?
- Who owns the July launch, SEO, and reporting today?
Goals & where we help
The opportunity they see for a partner.
- What are the big goals for both brands and the golf launch?
- Where do you see an outside partner accelerating that?
- What would make a partner genuinely worth it to you?
Then show what we bring (match what you heard)
Only after she has talked. Pull the two or three offerings that map to her goals. Do not data-dump the whole menu.
Launch De-Risk
$3.5–5K
One-time · before July
Foundation
$3,500/mo
Maintain
Growth
$6,500/mo
Recommended
Scale
$10K+/mo
Fractional CMO
Three ways this ends (listen for which)
The tell to listen for: is marketing a growth lever they want to fund, or a cost they want to manage down?
Upgrade
They want to grow.
Signals
Investing in both brands and the golf launch. Wants the ROI dashboard. Marketing is a growth lever, not a cost.
Move
Land the Launch De-Risk + a 30-day diagnostic. Aim Growth ($6,500), open the door to Scale. This is the win.
Reprice
They want maintenance only.
Signals
Happy with the basics, no growth appetite, just keep the lights on across the two sites.
Move
Reprice honestly to a clean Foundation ($3,500) with defined scope. No more under-priced drift. If they balk, it becomes an exit.
Exit
They are going in-house.
Signals
Consolidating spend, building the team, want the credentials. The relationship has run its course.
Move
Part well. Do the Launch De-Risk as a paid sendoff, hand off fully documented, leave the door open. A clean exit beats a low-margin grind.
Our floor
Hold the lineWe will not keep this account at today’s under-priced maintenance. Upgrade, reprice, or exit. All three are wins. Standing still is the only loss.
Land before you hang up
- A clear read on which of the three paths they are on
- A yes to the Launch De-Risk if they are staying (before July)
- Agreement to a 30-day diagnostic if Upgrade is live
- Next session booked, or a clean handoff plan if Exit
What’s in each tier (reference)
Every tier includes all four. Depth scales up the ladder. All are 12-month partnerships, hosting and maintenance included. For Jorgensen the Website build flexes (they build in-house), so that capacity shifts to launch de-risk, RevOps, and campaigns.
Foundation
$3,500/mo · $42K/yr
Strategy
- Monthly review call
- Quarterly plan review
- HubSpot CRM management
Content & Creative
- 8 social posts / month
- 1 blog / month
- 1 email campaign / month
Promotion
- SEO fundamentals
- Google Business Profile management
Website
- Starter site, 5 to 8 pages (months 1 to 3)
- Hosting included
- Monthly updates
Growth · Recommended
$6,500/mo · $78K/yr
Strategy
- Monthly call (up to 90 min)
- Monthly reporting + insights
- HubSpot CRM + pipeline management
- Quarterly business review
Content & Creative
- 12 social posts / month
- 2 blogs / month
- 2 email campaigns / month
- 1 lead magnet / quarter
- Short-form video
Promotion
- Full SEO
- GBP management + optimization
- 2 paid channels, up to $5K spend
- Email nurture automation
Website
- Standard site, 8 to 15 pages
- Hosting included
- Weekly updates + landing pages
Scale
$10,000+/mo · $120K+/yr
Strategy
- Bi-weekly strategy calls
- Fractional CMO access (Jay or Chris)
- Full HubSpot ecosystem management
- Monthly executive dashboard
Content & Creative
- 20+ social posts / month
- 4+ blogs / month
- Full email marketing program
- Professional video
- Lead magnets, case studies, sales collateral
Promotion
- Comprehensive SEO program
- Multi-location GBP optimization
- Multi-channel paid media
- Full marketing automation + CRO
Website
- Advanced site, 15 to 30+ pages
- Hosting + unlimited updates
- Custom funnels + A/B testing