5 Ways To Get More Sales For Your Digital Marketing Agency
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5 Ways To Get More Sales For Your Digital Marketing Agency


Hey Miles here, milesbecker.com in this video you are
about to learn the five ways to get more sales for your digital marketing
agency. And to help with this, I got my friend Tim Conley here.
Tim, thanks for being here man. It’s always amazing to be
here. Great to have you on. So I’ve had Tim on for many videos. Tim is one of the foremost
experts in the world of building, growing and specifically
scaling digital agencies. He speaks on stages around the world
and I’m grateful to have you here. If you haven’t seen our other videos,
there’ll be in the comments below. They’ll be all over, they’ll
be in the end screen. Watch all of this if you’re building
a digital agency because really, um, so one of the fastest ways to generate
cashflow online for someone who has some skills. Would you agree with that? Yes.
And it’s a longterm business model. This is something you
can get started quick, but ultimately you can
build a multimillion dollar
business that has systems and you can literally build a business
and not just a hustle. Right? Let’s talk about money now versus building
a longterm asset because these fall into different categories and I think
we need to give the viewer a little framework so there’s getting more sales
and what’s the difference between a short term and a long term sale and
when do you need which types in the business? Okay, when you’re
first getting started, the only thing that matters
is getting a customer. You’ve got to get money
or you’re not in business. That’s easy definition. You’re in
business when people are paying you money. If you don’t get money, you
are playing it business. So that’s the first thing. So the early stages is all about
going out and getting a sale. Don’t worry about your content
marketing, don’t worry about your brand, don’t worry about anything
other than making a sale. You’re going to have a number of pitches
and you’re going to have a percentage of those that you close. The
more pitches that you make, the better you get at the close, the
more sales that you’re going to get. But literally all day, every day, it
needs to be focused on that pitch side. And then so it’s almost like hunting
in the beginning and then, you know, building a longterm asset.
We want to build systems, we want to build potentially other, we’ll talk about the
things we want to build, but you want to be at more of a farmer. You want to start getting people showing
up to you. And really I think that’s, that’s marketing, right? Versus
sales versus say in the early days, all in on sales. Then as you start to get cashflow and you
start to get your kind of legs beneath your sea legs on at that point you want
to build marketing systems and we’re going to start with sales
and go into marketing. So number one on the five ways to
get more customers is cold outreach. Now, Tim, are we talking
like email stuff here? What do we mean by cold outreach? Currently cold outreach
really falls under. What are you good at? Are
you good on the phone? Well then you should do cold outreach
on the phone. If you have a great, uh, a list that you can connect with
through email, we’ll then do email. But what I’m seeing is that it’s getting
really hard to get people on the phone. It’s getting even harder to get people
to actually respond to an email. So the one thing, and it’s temporary, but
it’s working amazingly well right now, is reaching out to on LinkedIn who fit
exactly the kind of business that you wish to work with as a business
owner. I see it all the time, right? My email inbox gets spammed
out by cold pitches right now. Uh, they’re able to find my email account. They’re just sending to bulk emails
at my domain, et cetera, et cetera. And I think most business
owners are in this space, physical brick and mortar business
owners probably get even more than I do. So they’re overwhelmed in their inbox and
you want to be able to stand out in an uncrowded environment. And right now,
I think what you’re saying is the, the LinkedIn, are you talking about the
direct message inbox in LinkedIn? Yes. So LinkedIn direct message inbox
is one of these places where a, you know who they are and what
they do, right? Based on LinkedIn, they build out their profile. You know, if you’re talking to the
chief marketing officer, you know what company they work with, you can do a little research and
find out how big is this company, how many employees do they have,
how much money do they make? Then you could do a bit of research
so you can come at that pitch with, with some kind of information, but you’re able to get a
lot of detailed information. So your audience is hyper-targeted. Again, how many times are you pitching the right
kind of people who have the potential of saying yes, and then what’s your close ratio
and you’re not in a crowded place. And now that we just brought
this live on YouTube, what’s going to happen to this method?
Oh well it’s already getting crowded. That’s why I said this is temporary
and not one type of marketing. Not one type of sales is ever going
to last and be amazing forever. Marketers ruin everything. Yes,
marketers ruin everything. We all, we always flood in and we do the exact
same thing everyone else is doing and it kills it. So the reason I brought that up is
because as implementing this in 2020 and beyond, you have really high likelihood of
getting some great leads and some great clients from this. But be thinking
strategically, right? Like, yes, use this method, but think about why this method works
and as this method gets kind of a potentially overrun, you need to be
thinking about where that next inbox is. You need to be thinking about where that
next connection point is that you have for people that most of your other, uh, competitors don’t have access to. Correct. So that brings us to
number two and this one I, this was like my must have on
the list. I’m running a meetup, running a local meetup.com
and this is the, the become a star in
your backyard approach. And I want to dovetail on
what we just finished with. How do you show up in an environment
where there’s not a lot of noise, there’s not a lot of distraction,
there’s not a lot of competition. Well, when you host a small event in your local
market and you invite local business owners to learn about the
basics of digital marketing, you literally have their
undistracted, undivided attention. Maybe a little bit divided, but, but none of the competitors who are
using cold outreach teammates in the Philippines or in India are able to have
that level of connection that you can get with a meetup group. Do you have anything on the meetup or
mind just all in on this one. Okay. I’m not keen on it. Totally cool.
Mostly because of the local part, right? Right. I am not a local agency type kind of
person because of the types of people that you’re going to get in front of. That’s going to be harder to make
more money is. Sure. At the beginning, like I said, make sales, right? So do
it. Make sales, get the ball rolling, but you’re unlikely to stay there.
Right? Because we’re in a global economy. The best thing you can do in building
an agency is get clients that are not in your backyard. Clients who have money,
lots of money. And I think, honestly, another way of possibly saying this, and excuse me if I’m putting
words in your mouth, but um, the odds of you finding really high value
clients in your backyard are probably small. You can find the clients
who will have small ish budgets, the local yoga places, the
restaurant owners, et cetera. But when you grow your agency to where
you’re servicing businesses that do $10 million a year, $25 million
a year in $30 million a year, the contract size that that’s a big deal
for you is a very little deal for them. But your local yoga studio, that,
that ratio flip flops, right? Yeah. Cause $500 a month for a
really small business is big. It’s big time and they’re
going to be stressed, which means they’re going
to stress on you. Yup. And, and it makes it harder for you
to get them really good results. Or if you do get really good
results for one, one person, like a yoga studio, and then you
do something for a hair salon, you might not get good results for that
hair salon or a HVAC company or anything like that. You, if you’re jumping around, you might not get a
repeatable results. Got it. And then even if you are getting
repeatable results for, for yoga studios, you’re going to cap out to the number
that you’re going to have available to you in your local area. Right? So, so I would, would it be safe to say that you think
going into a specific vertical like becoming the uh, chiropractor SEO person and that way you
can kind of duplicate out the systems. You learn their audience,
their customer avatar once, and then you’re able to kind of go
roll that out in market after market, after market or market
after market. So again, the whole idea here is where are you at
and how ambitious are you and how bad do you need those sales? Personally, I grew a very lucrative agency
through the meetup method, which is why it’s on here. But I
100% agree with everything Tim says. The meetup actually dovetails
to number five. So a, you’re going to see how this could
actually be leveraged two ways. So let’s go on to number three. Number
three is speaking on stages. Now, Tim, this is something that you do. You just
were on stage in Australia, places, couple of places. Where else
in Thailand? Bangkok, Thailand. So how does speaking from stage translate
to generating income and sales as an agency owner, it’s called
authority. The, there’s this, when you’re standing on stage, you’re automatically elevated
over everyone else. And, and the way humans are wired is anyone
with status automatically must know. Yep. I don’t know why we
are that way, but as humans, anyone who is elevated
is someone who needs to, you need to do business with you
and you need to know that person. There’s a thought process
of like, well, you know, theoretically I’m at this event,
they may be in this fancy lanyard. I paid them money. Of course they
vetted this person. Of course, they know like there’s a leveraged trust
that happens and there’s the perception literally like they are
physically above you, but there really truly is something will
if they’re the one on say is they’re clearly expert and the theory is, and I
have a bunch of friends who do this, um, the theory is you go, you
do your stick, you teach, you give lots of value and a few people
from that audience are going to say, Hey, I came here for an expert to help me
with this gigantic problem that was worth me flying to this event and investing
in this event. That’s my guy. Or that’s my gal. Why? Because
you’re on stage, you’ve, you really clearly show them the
problem that they have, right? Those who are able to kind of communicate
the problem we have better than we can communicate it ourselves are those
who we think can answer and solve the problem. So a well-formed
crafted speech on stage, I mean the sale is closed. Literally
the sale is closed up there. It’s a logistics. They will find you
in the hallways. I need to hire you. Literally it become like it is an amazing
positioning from that perspective. Yes. Here’s the other cool part. Um, a lot of these types of events are looking
for speakers. They want new talent, they want speaking talent. You can often throw your hat in the ring
and speak for free sometimes in, Hey, if I was running agency, I would pay to be on stage cause I would
know my numbers and I know how well that works. And obviously there’s the whole pathway
of when you get really good at this, you can actually get paid to be on stage.
So it covers the cost of the event, all of it. And you’re
getting clients from it. This one also dovetails into number
five, but first we got number four, which is paid workshops. Yes.
So running paid workshops. And Tim, I want to run
with this. Okay. Uh, we are doing that in our agency where
we’re running paid workshops around the United States for our demographic and
we’re putting about anywhere from 12 to 16 people in a room. We just book a, we work a conference table and we bring
12 to 16 people in for a four hour workshop. We bring them
in, we bring in a lunch, we bring in some snacks
and stuff like that. And we have them pay to be
there for this four hour event. And that is actually profitable. We actually make us a small profit, but a small profit off of just doing that
workshop out of the people who attend that workshop, we ended up getting about 40%
of them as clients afterwards. That’s huge man. Like a 40% close rate.
So here’s what’s happening, right? You, you take the show on the
road, proverbial Billy, right? So you take this from
Metro to Metro to Metro. You do your advertising to fill this or
you have your list or whatever you’ve been doing, work with people. You get enough people into
this room for a low price. Uh, are you comfortable sharing
like for a four hour thing, what kind of price points is
it costing to get in? I mean, obviously it’s a giant variable. So the one thing we’re learning
is don’t go cheap. Right. Don’t do $50. Don’t do $90 at least do a
200 $250 four 95 type than, yeah, like a two 5,500 depending
on the funnel. Cause we’re still, we haven’t even tested above three 50
yet. Got it. We’ve not tested above it. Perfect. Because it’s
working all right. Right. So we’re making money so
we’re even tentative about
testing higher and try cause we’re not trying to make a profit
on the workshop. The front end, we’re trying to make a profit
after the workshop. Right? So if we’re able to just make
money this way so it’s fine. But I would say you need a two, at
least a $200 price tag on it for a four, for a four hour workshop. And
this keeps you from being uh, uh, seen as, Oh this is just
going to be a pitch. Right? Because anything that’s less than
that, especially if it’s free. Cause I’ve seen some people
try to do it for free. Everyone coming in knows they’re
going to get sold. They get the game, they understand that they’ve seen
it in the real estate market. Right. That’s all. There’s been a lot of pitches
in the opportunity world
that followed that model. Yes. So by pricing it at a point where there’s
a clear value exchange on the front end, it’s a, it changes the perspective in the
mind of the client of this is a value experience. I’m going to get value, I’m going to be able to walk in and walk
out with my done list or walk out with a to do list or it’s, it’s a
workshop, not a sales pitch. And they get a workbook and
they get all of that stuff. And then at the end we do say, Hey,
we do have continuing education. We have more, more available to you. And we tend to get people booking
appointments right then at the event, uh, that want to find out
about our other programs. And then over the course
of say, a month or so, we get that total of about
a 40% conversion rate.
Perfect. But, uh, you know, at first it’s about a 25% a write up day
of day off that go right into our sales funnel. And then it’s uh, usually uh, Oh about a month that
we get the other 40%. So there’s levels of
brilliance in this. Um, number one is that, so the
theory is, and not theory, it’s proven that that you’re more
likely to make a second sale from a past customer than you are to make a
new sale to a new person, right? It’s easier to make a second sale
to someone who bought from you. So if you think about the idea of a trip
wire in the digital completely digital world, this is like a physical
world version of that. So their likelihood of buying the, you
know, high ticket over the course of two, three years, this could
be tens of thousands, if not hundreds of thousands
of dollars in a contract. That likelihood of saying yes to that
goes up significantly because of that small first purchase. That’s the first
one. Number two is you’re the educator, right? You’re coming in, you’re teaching, you are already positioned
as a paid educator, which clearly they wouldn’t doubt your
skills that would be for them to go against kind of their, their
thoughts that are already on the, there’s some psychology in that, but
we do get some people who are skeptics, right? Well, they come in at
first, let me go, you know, I gave you the $200 but I’m not too
sure that this is going to work out. But by the end of the workshop, they’ve
learned so much that they’re like, Oh yeah, you guys know what you’re
talking about. This and that. And that’s part three is the, the
ability to demonstrate experience. When someone pays for the
event, they’re not going to, the odds are they’re not gonna
be sitting on their cell phone. They’re not gonna be distracted. They’re not gonna be on
Facebook the whole time. If they paid 200 bucks to be in this
event, they’re going to be there with you. And you really help them
understand how the game works, how Google or whatever that part you
do have the game. They walk away with. This new level of clarity like damn.
Okay. And then that thought of like, well, I don’t know, I’ll have to do this.
Right? That’s a lot of work, man. I don’t know if my boys, I don’t know
if we could actually pull this off. Oh, you’ll do it for me.
Great. 40% conversion rate. So it all kind of works together. And
then number five is content marketing. Now in the beginning we talked about
kind of the hunting versus the farming, right? The, the, I need to go
out and make sales immediately. So you need to be having one-to-one
conversations with people. While you’re doing that, it’s really smart to be building
out your marketing stream. Okay? Marketing is everything that
happens before the sale. Then the selling is that moment of when
you’re making your offer and content marketing is hashtag winning. I mean, that’s why this channel has 120,000
subscribers. A, Tim’s got a channel. What’s your channel? Uh, it’s 2150, 2150. How do they find your channel?
Miles back colors. Link below. Hard up above only to his channel.
Find me through Miles’s channel, subscribe to his channel. But here’s
the thing, it’s a long process, right? It took me three years to really
gain momentum in this. Tim, you’ve been publishing
videos left and right, like what are your thoughts on content
marketing as a content marketer or is it, is it, is it the quick
and easy win? No, no, but the wins that you do get are
powerful wins because you’ve already demonstrated your knowledge. You’ve already demonstrated
that you’re trustworthy. Somebody they’ve built a relationship
with you, you know, one side, but they’ve built a relationship with
you and then you start getting people saying, please work with me. They sell themselves first through
the relationship and right, so we both leverage video. So we’ve spent hours and hours and hours
of of putting out video content and viewers are able to watch
video after video after video. Furthering the relationship,
getting to know us, seeing that we’re not just
pitching left and right, we’re actually teaching right? And that
that moves the relationship forward. But it takes time. It takes
time to put out those videos. It takes time for the algorithm work.
Now, here’s one of the cool parts. I mentioned that several of
these dovetail into number five. So the meetup group, if you’re running
a local meetup group, well record it. If you’re doing a talk once a month,
twice a month, record your talks. This can go up onto a video.
This can go on a YouTube channel, you can put it onto a podcast, you can make blog posts out of the
content that you’re putting out. So your short term near focus kind of
con or your meetup strategy can support a longer term marketing strategy
with the content that you have. You mentioned in another video,
the business owners who show up, you can actually do podcasts with them. You can find collab partners and people
to create content with in your local market. Cause you know when you sit
down with somebody it’s a little easier. We don’t do Skype interviews
together, it doesn’t work. So we wait till we’re together
cause this is fun and easy. Yeah. Then speaking on stage, I’ve
spoken at several events. Did you film these last events around
there? On my channel? Of course he did. Right and he gives it away
and what does this do? It’s more great content for the viewers.
It’s more positioning of like, Oh, dudes on stage. It’s not just when you’re physically
in the audience that seeing the back of everybody’s head and you on stage, right?
There’s, it’s not just in that moment, in that physical location
that that holds the impact. It translates on video as well, so you can turn that into video content
that into podcast content and then the paid workshops, so you’re
doing paid workshops, you can record these paid workshops
and that can become an entire digital business model. You can build out
a self service education portal, so your video viewers who are
really interested in more, they could actually get the digital
version of that event without going to the event. Maybe they’re in a small town,
maybe you’re just not going to their town. They could buy it for 49 or $99
online. Go through it themselves. What happens again, you’re positioned
as the expert. They’re like, wow, this person really knows
what they’re doing. You’ve demonstrated your expertise in
advance and their likelihood of becoming a longterm client goes up drastically
from there. Um, and that’s really, I think how you can mix two, three, four and five together for
a great marketing strategy
that almost makes selling irrelevant, right? You still
want to have the discovery call, you still want to go through that process, but they’re going to come
credit card in hand ready. And if you’re just getting
started, the absolute fastest, quickest way is to go forge relationships
and make offers. Let people know, make sure they know you can help them
connect with them where there’s less noise, which is in the direct message
box. LinkedIn, I would say Facebook, I would even say Instagram. There’s a lot of ability to connect with
some important people because they’re not spammed out there. Like we are in the inbox and I don’t even
answer my phone and my phone’s off all day, every day. Like don’t call.
Right. That just ain’t the way. Did we miss anything? Any
final thoughts? Mr Tim Conley? Well on the content side. Yep. I
wouldn’t mind sharing. I’ll let you in on [inaudible]. So what
we do with the content, we do film every single one of
our workshops. We hire locally, we find a videographer. Local brings in
their own equipment, brings in lights, bring, uh, microphones,
bring in a good camera, sometimes multiple cameras. And then we have that
person film the workshop. They are also tasked with filming
some B roll. So B roll is, uh, right now you’re watching a roll, you’re watching this thing and then I’m
going to turn over to this other camera and this camera over here
is like running B roll. So they get interspersed and those things
make the video more compelling when somebody is watching it instead of just
being, you know, talking heads videos, right? Just right brain dump. And then, then we have testimonials
recorded right after the event. We have anyone who wants
to give a testimonial about
what they just learned and, and we have it, we have the questions asked in
such a way that they tell us. It’s like, Oh, I got this from not the event, but from the company.
Right? Smart Joe. Uh, Mike am I a partner business partner. Joe gave me this great
information and, and, or Joe gave me something
that is transforming my
business and we asked certain questions so that we get those kinds of
answers and so that we can use them for more than just marketing
our next workshop. We can use them to market
everything, every, everything. Because they’ve said they haven’t said
words that narrow on Thursday’s workshop. I learned this, right? It’s
generic in the sense of that, that it becomes more leverageable and
then we get to use it in a variety of ways. Then we mix in B roll and we mix in music
and all these other things and it goes from being a, a boring testimonial to stuff that people
actually will consume on Instagram and Facebook and even on YouTube,
third party credibility. The, the, the power for that in your
business is, uh, you know, the one big question that your
people have, the power is amazing. It’s overwhelming. The one big question
people have is can I trust you? Right? When you’re like, Hey, I’ll do this
work for you. Whether it’s in a DM, whether it’s at a one on one thing. The main actual thought they
have is can I trust you? It’s not even really can will you do what
you say and how do we build the trust man, those third party testimonials,
that credibility from other people. That is one of the biggest thing. That’s why every sales letter that’s
ever worked in the history of direct response marketing is
littered with testimonials. I think that’s brilliant and this is
really the idea of get sales now but build marketing systems so you can
attract more better, higher ticket, higher value clients in the future. This is how you can grow a
flourishing agency business. I still think that selling services 100%
undoubtedly the fast track to making money and boy you can build a really
great business that can be run by others. In this model, I’m Tim Conley. I’m
going to link to his channel below. He has a ton of free content on how to
build an agency, how to grow in agents, how to sell, all kinds of cool
stuff. Thanks for being on, Tim. Thank you for having me. Be sure to
thumbs up like subscribe, do what you do. I appreciate you and I’ll see you on
the next video. Until then, be well.

About Ralph Robinson

Read All Posts By Ralph Robinson

13 thoughts on “5 Ways To Get More Sales For Your Digital Marketing Agency

  1. Awesome video miles! What's your opinion on outsourcing your cold outreach especially if you don't have time during the day? Thanks

  2. I don't agree. It's better to start gaining a loyal audience. Customers don't buy from brands if they don't know you. Many great products fail because nobody knows them. Start gaining a loyal audience by producing high-quality content. Then think about customers' acquisition and keep them.

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