Through conversations with our partners across the Klaviyo ecosystem, 1 thing is clear: each freelancer or agency has their own considerations when it comes to pricing.
Even though each company tackles pricing a bit differently, we’ve identified 3 key similarities in how successful partners introduce, launch, and evolve their pricing strategies. No matter which pricing model you decide to use, make sure to:
- Phase your approach
- Develop scalable processes
- Create feedback loops
Get started as a freelancer
Emma began by offering hourly services for small, well-defined projects to build trust and demonstrate value. After successful initial projects, she shifted to a retainer model, developing scalable processes for project management and automated feedback loops to refine her offerings and enhance client satisfaction.
Phase your approach
Using Upwork, Emma secured a small, clearly defined project with an hourly pricing model. After delivering successfully, she acquired more clients with similar projects. As clients returned for more work, she proposed and implemented a retainer model using Klaviyo’s beginner retainer examples.
Develop scalable processes
Emma used her small projects to build processes. She created a project intake form, a repeatable project plan, and a bi-weekly check-in meeting agenda. During this phase, she adopted a project management platform to streamline these processes.
Create feedback loops
Emma automated monthly NPS surveys to gather feedback on perceived value and adjusted her processes accordingly. This helped her refine her retainer offerings, leading to higher client satisfaction and long-term relationships.
Introduce new services
Blue Sky Agency noticed that clients were leaving for in-house roles after a year. To address this and add value for existing clients, they introduced a Klaviyo Analytics package. They began by offering hourly charges for analytics services that would identify key workflows, such as advising clients on their merchandising strategy or identifying key audiences to target with paid social media ads.
Recognizing the need to retain clients longer, Blue Sky Agency knew they needed to shift from selling Klaviyo email and SMS as standalone packages to positioning themselves as a growth partner, emphasizing the overall value of the full Klaviyo B2C CRM platform. As clients experienced positive results from their analytics packages, Blue Sky transitioned to a project-based pricing model and then eventually to a platform-wide retainer model, enhancing long-term value and reducing churn.
Phase your approach
Blue Sky built trust by starting with hourly charges. After clients saw results, they moved to project-based and retainer models to provide ongoing value and reduce churn.
Develop scalable processes
Blue Sky started with their strongest customers; meanwhile, they worked to refine their sales process and build expertise in the product. Blue Sky learned which pain points clients needed to solve and how to clearly communicate a Marketing Analytics value proposition. After collecting case studies from their happiest customers and adopting a repeatable 30-day project plan, they fine-tuned their messaging to prospects.
Create feedback loops
Blue Sky conducted monthly audits to evaluate open rates, click-through rates, conversions, and ROI, comparing Marketing Analytics customers to others. These insights refined processes and developed effective campaign strategies, leveraging Marketing Analytics to drive high conversions and ROI.
Evolve your pricing strategy
BrightWave, an email and SMS agency, transitioned from project-based pricing to a retainer model to avoid feast-or-famine cycles. They began offering a bundled package that included ongoing campaign management and reporting, ensuring stability and long-term value.
They enhanced their efficiency with scalable processes and real-time dashboards. Meanwhile, regular client feedback meetings informed them of how to evolve their services and pricing, leading to a more sustainable and profitable business model.
Phase your approach
BrightWave launched a deeply discounted retainer package, including ongoing campaign management, optimization, and reporting, to provide stability and long-term value. As they saw client success, they gradually decreased discounting.
Develop scalable processes
BrightWave developed a knowledge base of best practices and began to automate important tasks, like scheduling and sending NPS surveys. They also built a real-time performance dashboard to track key metrics. This helped account managers communicate clear value to clients, encouraging them to continue within their retainer model.
Create feedback loops
BrightWave set up regular review meetings to gather client feedback and assess Klaviyo account performance. This feedback helped them to refine their services and address any issues quickly. By continuously iterating on processes, BrightWave scaled their services and achieved a more sustainable, profitable business model with satisfied clients.