Strategic Questions To Ask A Digital Marketing Agency

Electing the right agency to partner with is not just a decision; it’s a pivotal step that can significantly influence the trajectory of your business’s growth and success. The stakes are high, and the choices are plentiful, making the selection process both challenging and crucial. With digital marketing becoming increasingly sophisticated, the importance of aligning with an agency that understands your unique business needs, audience, and objectives cannot be overstated. This article is designed to serve as a navigational beacon, illuminating the essential questions you should ask to thoroughly vet potential digital marketing agencies.

What to ask a digital marketing agency

By the end of this guide, you’ll be equipped with a robust framework of inquiries, covering everything from their strategic approach and innovation to their communication practices and commitment to long-term growth.

Let’s dive into the top questions you should be asking digital marketing agencies.

"What is your agency USP?"

Outside of the tier 1 enterprise agencies (think agencies that work for multinational brands), most smaller and mid size agencies often anchor their expertise in specific niches or verticals or a specific marketing channel, carving out unique selling propositions (USPs) that set them apart from competitors.

This specialization allows them to offer tailored strategies and in-depth knowledge, which can be particularly advantageous for clients within those sectors. When assessing an agency’s USPs, it’s essential to understand how their specialized services align with your business’s needs.

Examples of Good Answers:

  • Specialization in a Particular Industry: An agency might say, “We specialize in digital marketing for the healthcare industry. Our team stays on top of the latest healthcare trends, compliance requirements, and patient engagement strategies. We’ve helped numerous healthcare providers improve their online presence, attract new patients, and establish thought leadership in their fields.”

  • Expertise in a Specific Marketing Channel: Another agency could highlight, “Our USP lies in our mastery of social media marketing, particularly for e-commerce businesses. We have a proven track record of driving sales through targeted social media campaigns, influencer partnerships, and engaging content that resonates with the online shopping community.”

  • Focus on a Unique Aspect of Digital Marketing: A different agency might emphasize, “We’re known for our cutting-edge use of data analytics in digital marketing. By leveraging advanced data analysis techniques, we can provide our clients with deep insights into customer behavior, campaign performance, and market trends, allowing for highly informed and effective marketing strategies.”

  • Localized Expertise: Alternatively, an agency could specialize in local or regional marketing: “Our agency excels in geo-targeted marketing strategies. We understand the nuances of local markets, and we’ve helped businesses from various sectors successfully establish a strong local presence and connect with their communities.”

When evaluating an agency’s USPs, look for answers that demonstrate a deep understanding of the niche or vertical they specialize in, backed by relevant case studies and success metrics. An agency with a well-defined USP will not only bring specialized knowledge and expertise to your campaigns but will also be more likely to drive impactful results that align with your specific business objectives.

"Who on your team will be working on our campaigns?"

This question is more of a discovery question for information gathering. Similar to hiring employees and bringing onboard expertise, you want to ensure the agency you bring on board also has employees who fit the criteria of your needs.

It’s not just about the agency’s reputation or their portfolio; it’s about the individuals—the strategists, analysts, creatives, and account managers—who will be the architects and executors of your digital marketing efforts. After all, individuals that brought on earlier successes may no longer be with the business.

Understanding their background, experience, and areas of expertise provides a clearer picture of the potential trajectory of your campaigns. Are they seasoned professionals with a track record in your industry, or fresh talent with innovative ideas? How do their skills and experiences align with your specific marketing objectives?

These insights will not only inform you about the caliber of work you can expect but also about the agency’s capability to deliver tailored, effective solutions that resonate with your brand and audience.

"What would be your strategic approach?"

Keep in mind, when reviewing agencies, you will most likely be dealing with the owner and/or sales person. Their job is to sell which could be a conflicting interest to delivery. The key is to understand what is the proposed strategy from the teams who will be implementing your campaigns. Here are some key points:

  • Be wary of sales teams and owners who use jargon and technical words to sound intelligent. 
  • Agencies that don’t talk about CRM or post click activity are not aligned to your revenue objectives.
  • The strategy should have clear expectations on what is needed from clients. Lack of client involvement or unrealistic expectations for client resourcing are both red flags.

Objectives are the obvious ones, the framework should mirror the OKR structure (see example below). Setting clear objectives down to tactical actions and key results will also help you align business objectives with external agencies.

"Can I see an example of a client report?"

Requesting to see an example of a client report is an insightful move when evaluating a digital marketing agency. These reports are tangible reflections of an agency’s proficiency in not only executing campaigns but also in tracking, analyzing, and communicating their performance. A well-crafted report should offer a comprehensive yet digestible overview of campaign results, highlighting key metrics, trends, and actionable insights.

A good report typically includes:

  • Performance Metrics: Clear presentation of the data points relevant to your campaign’s objectives, such as website traffic, conversion rates, engagement statistics, or ROI.
  • Comparative Analysis: Comparison of performance over time or against set KPIs to contextualize the results.
  • Visual Data Representation: Use of charts, graphs, and infographics to make the data easily understandable at a glance.
  • Insights and Observations: Beyond raw data, insightful commentary on what the numbers mean, why certain trends may be occurring, and what can be learned from them.
  • Actionable Recommendations: Based on the analysis, suggestions for optimizing future campaigns or strategies.

"What is your employee turnover rate?"

Employee turnover in a digital marketing agency can have a profound impact on its performance and, by extension, the outcomes of client campaigns.

Understanding an agency’s employee turnover rate is crucial, as it can serve as an indicator of the agency’s stability, expertise retention, and the consistency of service it provides.

Why Employee Turnover Matters:

Loss of Institutional Knowledge:
– When experienced employees leave, they take with them valuable knowledge and insights about the agency’s processes, past campaigns, and specific client preferences. This loss can lead to gaps in understanding and a decrease in the quality of service provided to clients.

Inconsistency in Campaign Management:
– High turnover rates can result in different team members handling a client’s account over short periods, leading to inconsistencies in campaign management, strategy implementation, and communication. Consistency is key to building and maintaining successful digital marketing strategies, and turnover can disrupt this continuity.

Training and Ramp-Up Time:
– New employees require time to get up to speed with the agency’s methodologies, the specific needs of each client, and the dynamics of the industries they serve. During this ramp-up period, the effectiveness and responsiveness of the agency can be temporarily diminished.

Impact on Team Dynamics and Morale:
– Frequent changes in team composition can affect team dynamics, morale, and productivity. A cohesive team that has worked together over time is often more efficient, creative, and effective in delivering results.

Client Relationships and Trust:
– Clients build relationships with the individuals managing their accounts. High turnover can disrupt these relationships and erode trust. Clients value stability and often prefer working with teams that have a deep, consistent understanding of their business over time.

Good Answers When Inquiring About Turnover:

Low Turnover Rates:
– An agency might respond, “We pride ourselves on our low employee turnover rate. Our team has been working together for years, fostering a depth of expertise and strong internal relationships that directly benefit our client campaigns.”

Investment in Employee Growth:
– Alternatively, an agency could say, “We invest heavily in the professional development and well-being of our employees. This not only keeps our turnover rate low but also ensures that our team is always at the forefront of digital marketing innovation.”

Structured Onboarding and Knowledge Transfer Processes:
– In response to concerns about turnover, an agency might explain, “While we strive to maintain a stable team, we have robust onboarding and knowledge transfer processes in place to ensure continuity and consistency in our services, even when team changes occur.”

Understanding an agency’s stance on employee turnover and their strategies for mitigating its impact is vital. It provides insight into their operational stability, commitment to quality service, and overall reliability as a long-term partner for your digital marketing needs.


In the quest to forge a partnership with a digital marketing agency, the questions you pose are more than mere inquiries; they are the tools that carve out a clear path to a fruitful collaboration. From gauging their understanding of your unique business landscape to evaluating their track record and extracting insights into their team dynamics, each question is a stepping stone towards ensuring that the agency you choose is not just a service provider, but a strategic ally in your business’s journey towards growth and success.

As you embark on this selection process, remember that the aim is to uncover an agency whose approach resonates with your business ethos, whose expertise aligns with your needs, and whose commitment to your success is evident in every answer they provide. The right agency will not just respond to your questions; they will engage, inspire, and align with your vision, propelling your business towards its digital marketing aspirations with every campaign they craft and every metric they measure.



Related Resources

I’m a seasoned Digital Marketing Consultant with over 11,700 hours of hands-on platform experience. Let’s discuss how I can help you unlock the full potential of your digital marketing.


Sign up to our newsletter