To really hammer home how much you can be trusted with their business, consider being open about the tools you use for each tactic, go into detail about your overheads, and show how what they’re paying for will translate into results and increased revenue. This is a great opportunity to speak business-to-business, and use language that they’re familiar with in order to establish common ground and a foundation of trust.

A fantastic way to lay out everything I’ve mentioned above is in a collaborative ‘relationship agreement’. This is a document that you work on, together with your potential client, that establishes clear lines of communication and outlines the basic processes and methods for working and communicating with each other. This is particularly important if you know that a breakdown in communications or a poor management process led to a poor agency experience last time.