Agency sales calls are performances, and good performers answer easy questions beautifully. These ten are designed to be hard — not gotchas, but questions whose answers predict what year two of the relationship feels like. (Yes, we answer them too. That’s rather the point.)
Ownership and exit
1. "If we part ways, what do I keep?" The only acceptable answer: everything — website, ad accounts, tracking data, content, your Google profile. "Our proprietary platform" is a hostage situation with an invoice.
2. "What’s the contract term, and why?" Month-to-month or short terms mean the work retains you; 12-month locks mean the paperwork does. The pricing tier explains a lot about which you’re being offered.
Measurement and honesty
3. "What did a booked job cost your clients last month, by channel?" Real operators answer with numbers; performers answer with impressions and a story.
4. "Show me a monthly report you actually send." Read it cold. If you can’t find revenue in sixty seconds, you never will.
5. "How do you track phone calls?" Local business lives on the phone; an agency without a call-tracking answer is optimizing the minority of your pipeline.
The work itself
6. "Who touches my account weekly, and what do they do?" Names and tasks, not "our team." Set-and-forget accounts leak money quietly.
7. "What happens to leads after they arrive?" The differentiating question. Most agencies stop at delivery; capture and follow-up are where leads become revenue, and an agency with no answer is selling you half a machine.
8. "What would you not sell us?" Honest shops name channels that don’t fit your business (we tell restaurants to skip most search ads, for instance). Shops that recommend everything are billing, not advising.
Fit and proof
9. "Which clients like us can I talk to?" Same size, same market type — not their trophy account.
10. "What results should I expect by month three, and what would make you fire yourselves?" Confidence with specifics and a failure condition beats guarantees every time.
Take this list into every pitch — including ours. Start with the AI version: interrogate it now, or email hello@mediajunkie.io and ask the humans the hard ones.