One of the things that people always come to me with and say is the most
challenging is getting clients so in this video I wanted to put together the
five-step process that I use every single time I go to get clients if
you're interested in that then stay tuned here we go welcome back and thank
you for joining us my name is Jordan Steen also known as Cereal Entrepreneur
and at this channel we talk all about starting a marketing agency building a
personal brand either a YouTube channel or a blog or really just building a
business online so if you're interested in any of those topics hit that
subscribe button and the notification bell on the bottom right hand corner
this video so you get updates to all of our free trainings free giveaways
everything that we do here at Cereal Entrepreneur now like I mentioned
getting clients is probably one of the hardest things for a lot of you and the
reason why is actually because of several reasons number one being that
you're not following the right steps to make sure that someone actually will
want to buy from you number two is the lack of education and we'll talk about
that in another episode but just know that guys if you're really really
struggling to get clients and you can't even get meetings or even if you're
getting meetings and you can't close those meetings a lot of that has to do
with the fact that you aren't educated enough with digital marketing you aren't
educated enough because you aren't able to sell it well enough to close that
potential client to where not only can you understand it as the digital
marketer but they can understand it as the business owner right so if you're
having a lot of trouble if you're going through all of the steps that we're
about to go to and you know go through and you know that you're killing each
one of those steps like you're absolutely just demolishing it then you
might want to go back and look at your knowledge with regards to digital
marketing because that could be the thing that's holding you up oh and make
sure to stay tuned to the end of this video where we'll give you access to the
digital marketing audit template that we use to land clients every single time we
close pretty much 80% of the people that we go pitch now whatever your approach
whether that's cold calling email marketing sending messages going to
events going to meetups whatever it is if you're not following these five steps
and you're going to those meetings and landing the first meeting but you're not
closing any of these deals then you really need to watch through the whole
entire video every single step and make sure that you're doing each part
properly we're going to through this on my screen and then we're
gonna show you guys some examples of why you're probably not closing the deal now
the first step is going to be qualifying the businesses that you want to actually
work with and the steps to doing this are pretty simple but it's also
different for every single industry so before we get started on the technical
side of it I want you guys to consider a few things with your nature your
industry number one what are their profit margins like are they higher
profit margins or lower do they typically make a lot more money per sale
in an industry versus let's say a restaurant who doesn't make a ton of
money per sale are the do they have multiple locations do they even need
multiple locations to be able to afford one thousand to ten thousand dollars per
month and all of this isn't information that I'm going to be able to answer for
you it's information that you're gonna have to do research on to understand
that industry best that's why it's great to niche down so that way you understand
the industry completely so that way you number one even know what types of
customers you should be even looking at or what types of customers can afford
your services now that you have that out of the way you've done some research on
the industry you've looked at what their income levels are like what their profit
margins are like so for an exit for example if someone's doing like dental
implants that's going to be a higher profit margin than a burger restaurant
selling burgers right so what does that mean while a restaurant you probably
won't be able to do just one location that sells burgers you'll probably need
a business that has three to four locations selling burgers and anything
else that sells you know it that is a locally owned business that sells things
with a lower cost for the consumers you're going to have typically have
lower profit margins so they might have to have several locations to be able to
afford that once you understand your niche or your industry then you're going
to go on Google and start to find some businesses to work with right and so
what do we do when we come here well the first thing I'm going to do is I'm going
to let's just say for example we're gonna look at dentists well in this what
I'm gonna do is I'm gonna type in family dentist Atlanta and then I'm gonna pull
up all of these websites right here and I'd literally just go down this line and
start clicking all of the websites are the ones that I think are relevant I'm
probably not gonna work with too many that don't have a website already or
don't have a review those are brand new businesses that usually aren't my
wheelhouse I like to go for hiring customers but for those of you who are brandnew
and looking for really just your first few customers your first couple thousand
dollars in revenue these people that right here actually might be good
targets for you number one because they either don't have a website or they do
have a website and it's not connected to Google which is a bad thing and that's
something that you can point out to them so I've went ahead and I've already
opened up a few websites so what we're gonna do is we just go quickly through
and look at the websites for each one of these and I'm going to identify which
ones are gonna be the easy targets these two right here obviously right because
their websites are terrible these ones have great websites and they're probably
already spending with someone you can see this one's well-designed they've
already got a ton of video testimonials they've got great site layering involved
right so someone's definitely managing at least their website someone built it
that actually has some experience building websites but these two over
here are absolutely terrible so we're going to just start with these and again
these aren't people that I wouldn't necessarily go after it's just that I
know for this example and for a lot of you watching this you're gonna want
people who are gonna want to pay for services now and need the services now
all right and so we're gonna look at these two and we're gonna figure out if
we can afford or if this business can afford our services and so what we're
gonna do is we're gonna open up the Facebook page first of all we're gonna
check out all of their social pages and I also want to go back to this over here
and I'm gonna cross-reference so this is what family and children's dentistry may
find family and children's dentistry here they have three 239 reviews and an
average of 4.3 stars okay so they are a very very well-liked dentist office in
the what is this East Point area kind of close to Greenbrier this is a dentist
office that people really really love let me just make sure we're at the right
one yep that's the exact same one yet they have this awful awful website and I
guarantee you that if we were to help them build a new website they could
easily start getting more appointments and more people to contact them more
people into their location it simply just doesn't even fit the the entire
window if I look up here this little plug-in right here tells me if they have
the Facebook pixel installed that's something that tells me they don't have
that going but they have a Facebook page on here let's see if they're posting
December 6 December 1st November 29th 17th so they're not posting often
enough and it looks like they're not even posting good quality content
they're just posting like reviews that people don't even know are reviews so
you could actually take these and run these as ads and you can show them how
we could be running these reviews as ads to people who have visited their website
and that's how we're going to actually increase our sales with this type of
campaign and not only that but we're going to increase the amount of reviews
they have the amount of people that follow them just their entire reach
across that South Atlanta area is what we would want to show them so this is
actually a very good client right here potential client actually that might be
interested in starting up something like this because they're definitely doing
well they definitely have a presence and a connection with their local community
really they just need to reach more people and make sure that that people
know that that dentist office is there right and so this right here would
actually be it'd probably be a pretty good dentist office you can see there's
probably three main dentists that work at this location if we go here we can
click about us about our doctors so they definitely have more than one doctor
right yep so it's three women doctors and this actually looks like an office
that I would want to reach out to so pediatric dentistry they have space
maintainer x' dental sealants all of that we're looking through this business
right here alright this bit this business they've needed an upgrade for
about 15 years on their website these guys are probably newer to the game I'm
gonna bet that they probably wouldn't be able to afford my services because I
only work with people who are doing 5,000 plus per month I would actually
probably much rather prefer working with this dentist office because they are
much more established see over 33 years so they're much more established they
know what's going on they're trying but they're just not quite there yet and we
can help them get there a lot better and a lot quicker and so that's what we
would do we'd reach out to them and talk to them about a website saying that we
could improve this and how we could start to increase more sales from their
facebook marketing efforts now step number two is to do something that I
call the value offer and you're actually going to make this yourself and what
this is is once you do that digital marketing audit that I'm talking about
that we're gonna give you at the end of this video once you do the digital
marketing audit you actually have to provide them value people think that
they can just go create a marketing audit and send it to the
business owner and that's gonna help them it might shed some light on some
information that they weren't aware of but is it gonna help them actually solve
that issue that they're having no and so that's where people mess up with the
audit they're not actually giving that solution that the business owner is
looking for right now and so what I recommend doing is finding some of the
biggest pain points or the biggest areas that that potential audit or potential
client had with their digital marketing audit and send them actual instructions
to complete that problem or that issue that they're having for example a lot of
business owners don't even have the Facebook pixel installed on their
website and that is something where you could create a quick step by step guide
and send that guide over to them and say look you guys could be getting a lot
better results with your Facebook marketing if you had the pixel installed
on your website so that way you can do remarketing and find people who have
visited your site before all you have to do is follow this document or this video
that I sent over to you and it will teach you exactly how to set that up on
your site yourself and if you don't know how to do it you can always send this to
your web developer and they can get it set up on your site for you so you see
guys if you're telling someone that they're not posting enough to Facebook
maybe try sending them four or five posts that you've made yourself that
would you know show how your style of working with them would be as opposed to
just them managing it themselves right show them what good-quality content
looks like first is actually just you know uploading something and mass
uploading 14 different things at one time now step number three is super
important and this is one a lot of people skip over what happens is after
you actually send out you know the information to meet with them or you get
their attention and they want to actually have you come in and do that
first meeting with them people tend to go into that first meeting and try to
sell something when in reality you're going backwards the first meeting should
always be the info meeting or the info gathering session and what you do in
this meeting is collect as much information about their business their
customers their products and services that they offer what their last year was
like what marketing they've done in the past what worked and what didn't work
what you can potentially you know work in to help them how your business might
be able to help them or how you can help them right this very second to make
changes right now right and that's all the info
meeting is you're not actually trying to sell a product or service and by
focusing on the value by focusing on collecting information and showing them
even just what's possible it's going to have them asking the questions that lead
into well what is it that you sell how can you provide something that's going
to help my business increase sales also you're going in to pitch the digital
marketing audit that you put together for them and this is because you don't
ever want to send out the marketing audit to them without giving them some
sort of explanation of what it is and then if they ask to meet with you you
actually need to go in and go fully through that digital marketing audit to
point out the areas where they need to make changes also so that way they you
know when you go back to your office that you know what information or value
offers to send them that they had interested in oh and by the way if
you're wanting to see how to put together a killer digital marketing
audit all you need to do is check out this video in the top right hand corner
and we've put together tons of videos really already on that finally in the
first meeting that you have with someone the business owner tends to ask you
about price and that's not something you want to discuss in the first meeting
because they're not necessarily primed to buy it so even if they do have the
budget they're gonna turn you down for that second meeting just because you
told them the price and so what you've done if you've done your job properly in
this first meeting is you've figured out about how much their budget is you know
what they're looking to spend how much they're comfortable spending on a
monthly basis and so what you do is you take that budget and you go back and you
build a proposal based around the budget that they gave you and the information
they gave you with several different price points above and below so that way
you know you're not missing the opportunity but like I said you'll never
want to discuss the price in the first meeting because really you're just
kicking yourself in the head if a business owner asks the price typically
what I say is well Mr. Business Owner I can't exactly give you an exact price
right now what I can tell you is I only work with people who have a minimum of
blank to spend but I can't give you an exact price on your campaign because I
haven't exactly gone back and put together a proposal yet if you will I
would like to go back and put together a proposal and then bring that back to you
next week on Tuesday at this
in this time or on Friday Thursday don't do Friday's on Thursday at this time in
this time do either of those times work for you and I'd love to be able to pitch
you something and show you what it is exactly we could do and about how much
it's gonna cost now this is doing a couple of things number one you're
avoiding telling them the price because again you don't and shouldn't know how
much you're going to charge them yet and number two it's helping you get into
that second meeting with them where you can actually pitch a proposal and get
them to sign a deal okay so step number four is creating the proposal this is
where you're going to take all of the information that you took from the first
meeting the information meeting and you're actually going to put it in that
proposal right you're talking about things like the budget what services
they're looking for what their customers are like all of that information you're
going to take and you're going to use to build a proposal or a marketing campaign
that's actually gonna benefit their business not just something that you
have free package to do something that is customized to fit their business and
their marketing objectives oh and a quick note before we move on to step 5
in step 3 we talked about the information meeting and in this meeting
it is super important for you to know that you need to set the proposal
meeting while you're in that information meeting never wait to get back to your
office or to make a phone call later to that business owner to set a meeting why
because it's easier for me to say no to you over email than it is in person
right so I want to say they were set that next meeting
while I'm in person with you so before you ever leave that information meeting
you need to make sure you're setting the next meeting for your proposal while
you're there now step number five is actually pitching your proposal and
closing the deal and all you're going to do in this meeting is make sure that you
present your proposal in a way that's easy for business owners to understand
you have to remember that they're not marketing experts you are and so you
shouldn't expect them to get into the details in the nitty-gritty of Facebook
pixels and automations and follow-up series and remarketing and how it all
works all they want to know is I'm going to drive traffic to your Facebook page
we're going to remarket people who visit your website with more ads on Facebook
and Instagram for testimonials of your past customers maybe offering them
special information and first-time discounts just to get them in the door
and finally we're going to leverage all of your
new customers to talk about your business on social media so that way
other new customers want to come in and use your services I know that's much
more simplified than what you actually say to a business owner but generally
that's the information you're trying to relate to them not the Facebook pixel
does this in this and you want to do all kinds of follow-up remarketing series
based in one step you don't need to get into the details like that they do not
care about it nor will they understand and remember the sale selling someone is
always about keeping their motivation and their excitement levels about a
product or service very high so if you start getting into the nitty-gritty and
seeing their face just could become really confused and you're losing them
you're actually losing the sale at the same time so make sure that if you are
starting to see that that you skip over the areas that aren't as important or as
relevant to what you're trying to do to get them to buy the services but that's
it for this video guys I hope that that helped you understand the process to
landing clients and maybe it cleared up some reasons why you're having trouble
actually getting clients to buy products and services from you but since you
stayed to the end of this video make sure that you check below in the
description I told you guys I was going to give you access to the digital
marketing audit template check below this video in the description at the
very top you'll see a link to that template all you have to do is sign up
and we'll send it your way I hope you guys have a great time on this video and
I hope you learned a lot if you have any comments or any topics that you'd like
for us to cover here at Cereal Entrepreneur make sure to leave them
below this video and make sure to hit that thumbs up so that way other people
just like you get access to this information oh and by the way if you're
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that we do here at my channel but that's it for now guys I really appreciate you
stopping by and I will see you guys on the next video until then Cereal
Entrepreneur out bye guys ready to start living the six-figure work wherever be
your own boss lifestyle well at Cereal Entrepreneur Academy will teach you how
to use a laptop and Internet to start your own social media and digital
marketing agency get started with our free Facebook Ads training links in the
description below guys see you in the Cerial Entrepreneur out