How to Scale an Agency That Can Say NO to Clients - Felix Norton, Woww Digital

Season 5 Episode 11

Felix Norton is the founder and MD of Woww Digital, one of SA’s award-winning marketing agencies.

With 40 people across SA, Europe, and the UK, Felix shares how they’ve scaled, niched down, and built a sales process that converts — achieving a 33% website conversion rate!

We dive into how Woww stands out in a saturated market, the lessons from working with a sales coach for 2.5 years, and how they’re scaling using the Traction framework.

This episode is a must-watch for agency owners and founders looking to grow smarter.

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Too Long; Didn't Listen? Here's what to look for:

00:00 Introduction
03:43 What is Woww Digital?
07:36 The Founding Story
08:38 Building a Successful Agency with Great Clients
11:54 How to Compete and Stand Out as an Agency
21:40 The Problem with Trying to Be Everything to Everyone
25:16 Landing a Project with Ogilvy
29:09 Scaling Woww Digital
33:19 Expanding into International Markets
40:39 Shifting from Time-Based to Value-Based Pricing
44:23 The Strategy Behind Expanding into London
47:58 How to Compensate and Retain International Talent
56:08 Building a Sales Engine That Lets You Choose Your Clients
1:10:34 The Sales Questions That Convert Best
1:14:39 Gaining Clarity, Control, and Time Freedom as a Founder
1:22:26 What’s Next for Felix and Woww Digital
1:27:26 Current Challenges on the Journey
1:30:38 The Biggest Lever for Woww’s Success
1:32:57 Final Reflections