12 new clients let me say that again we
have signed 12 new clients in my social
media marketing agency in the past 30
days but jordan i don't need 12 clients
i just need my first few don't worry
i've got you today we are going to cover
everything you need to think about to
sign your first or your next smma client
and we're even going to be going through
some strategies that will help you
automate your client acquisition process
strategies that i'm using in my
seven-figure marketing agency the
affluent agency now there are two very
important things that you need to think
about before signing your first or your
next client and the first is is this
client in a niche that i know about or
am interested in and number two is this
potential client actually qualified are
they an ideal customer for a digital
marketing agency you want to make sure
your niche is an industry that you
actually enjoy working with or you have
some kind of interest in so we want to
pick something we have a personal
passion for in our private life have a
look into yourself and figure out who
would i enjoy working with in theory and
then pick maybe three niches one to
three niches that you can start with and
you can go out in your local area and
actually reach out to and start building
a list of those companies now i say one
to three that's the ideal situation but
to be honest when i first started my
agency i really went for absolutely
everyone it was a complete free-for-all
but we want to try a niche down as
quickly as we can now if you want to
learn about the best smma niches right
now i recently created a video on the
channel so there'll be a link in the
description you can go watch that after
this one but to summarize you want to
start off local and try and find niches
or industries that you have a personal
interest in within your personal life
because the chances are you're probably
going to enjoy working with them more
but the key is that they either have a
high ticket service or they're a
business that gets repeat custom for
example a furniture store has high
ticket products or expensive products
and a gym gets a lot of repeat custom
because of the monthly memberships now
this is important because these kind of
companies generally have high profit
margins based on their client and
therefore it's easier for us as their
marketer to get them results okay so
it's a straighter path to quicker
profits with these kind of clients now
once we've actually picked donation
again go ahead and watch the video that
we put out recently on the channel then
we need to make sure this customer's
actually qualified okay how do we know
if they're actually qualified well
google is our friend as is their website
we want to do some digging and hunting
on this business we want to establish
that they are an established business
with existing customers and they've got
some good comments on their social media
or some reviews online so we know that
product or service actually has proof of
concept now proof of concept is simply
proof that the product or service is
viable and people actually want it and
what that does for us as marketers it
means that they've got a giant green
tick and then it's going to be a good
indicator that their ads are going to
perform well because they've tried and
tested that business beforehand so all
we simply need to do is scale up
something that is already working now
once we've done this we also need to
establish that there's actually room for
our service for example if we're a web
agency but this business already has an
exceptional website it's really well
designed there's probably no need for
our servers there's no point reaching
out to them they're probably unqualified
because we've already got a really great
website equally if we're an ads agency
like we are at the affluent agency and i
stumble across an e-commerce store and i
can see that they've got tens and tons
of ads running they've been running for
months and months on end then i can be
pretty sure that those ads are
performing well so i might be inclined
not to actually reach out to that
business on the flip side if i look at
their ads and they're poorly designed
the copy is bad the creative is bad i'm
still gonna reach out to them and by the
way quick tip for you guys if you are an
ad agency or an aspiring ad agency on
facebook if you scroll down on any
facebook page click add transparency
you'll be able to see if a business is
or isn't running ads already this is a
great indicator of whether they are or
aren't qualified when you're first
starting your agency i would recommend
only reaching out to businesses that are
not running ads at the moment because
they are running ads even if they're not
very good it's a bit of an indicator as
to whether or not they are tech savvy
and therefore they're probably going to
quiz you on some questions you might not
be able to answer when you're first
starting so try and go for local
businesses that are not advertising
online already if you are looking to
launch an ads agency okay so that covers
the basics of qualification but if you
want to learn more about the ideal
customer for an agency only when you're
first starting out then make sure you
smash the subscribe button for me turn
on your notification bell because i talk
very often in videos about what
customers you should look out for when
you're first starting an agency but
let's say right now you're getting an
idea you've got some businesses in your
head that you know are in the local area
you're thinking they might be an ideal
customer for my agency the first step
before we move on to sales is actually
building a list it's going through
what's called lead generation and this
is simply the process of us sitting
behind our computer spending a lot of
time and this is a time consuming task
going through google going through
facebook going through linkedin and
searching for all the companies under
this criteria in our local area what
you're then going to do is use a tool
like google sheets or numbers on mac or
excel on microsoft any spreadsheet based
tool and you're going to build a list of
all of the ideal customers your leads
list and this is going to act as your
hit list when you are reaching out and
you are actually selling to these
potential customers trying to get a
meeting with them so you can pitch your
service build up a list of at least 50
companies before you actually start
reaching out to them pretty simple right
cool let's jump into sales so there are
two types of sales systems that we use
as agency owners when signing up new
clients the first is outbound sales and
the second is inbound sales start off
with outbound sales which is pretty
self-explanatory it is us going out to
get new sales for our business okay we
are putting ourselves in front of
business owners and presenting them with
a service that we deem fit to help them
grow their business in some way now not
a all agency owners are helping
businesses to increase their revenue
some agency owners are helping
businesses just to increase their online
presence which actually ultimately boils
down to increasing their revenue and
building their business but there are
different goals for different services
but regardless all agencies need to
conduct outbound sales in some way now
this is also called outreach you may
have heard that term before sales
outreach there are a number of different
methods and platforms we can use to
outreach to our lead list after we have
built it we've got emails we've got dms
or direct messages on platforms like
instagram and linkedin and facebook
we've got cold calling and even face to
face now the key for any successful
agency owner or anyone in any service
based business is that they follow a
multi-platform strategy okay you want to
adopt as many of these different
outreach strategies as you possibly can
when you are first starting out now once
you get established you might find one
of these strategies works better for you
than any of the others but i would
recommend sticking to a multi-platform
strategy for as long as possible until
you master something until you have a
system that truly clicks and the way to
explain this is if you're going to reach
out to five of your friends you need to
urgently reach five of your best friends
would you reach out to all of them
people in the exact same way probably
not you might watch that one person
instagram dm the other cold call another
you might email someone but it's
unlikely it will send a text to the
other one because you know that your
friends react to different platforms in
different ways they all have their
preferred form of contact and it's
exactly the same for business owners or
our potential clients why would we
presume that somebody else is going to
respond to let's say email five people
gonna respond to email in the exact same
way three out of five those people might
not even read their emails they might go
straight into spam so we have to adapt a
multi-platform strategy when we're first
starting out and i'll talk more about
that in a video that i've already got in
this channel which is our top outreach
strategy so go ahead and put a link in
description and watch that after this
one if you want to learn more about
those in-depth outreach strategies and
my tips for each of them individually
now i know what some of you are thinking
right if you've never worked in sales
before and i was fortunate to have
worked in sales based roles before i
started my agency this can be very very
intimidating sales is an industry which
intimidates a lot of people because it's
not easy okay and i know how you feel
because when i first started my first
ever sales job it was actually in a cold
calling center and i was meant to make a
hundred cold calls every single day
before that i've never done any type of
selling before and i was terrified i
literally remember on my first day going
to the end of the office holding my
script and hiding away from everybody i
had this headset on and i was just like
shaking reading off my script like a
robot and for weeks i was useless but
because i was in so much debt at that
time because i had a goal that i was
working towards because i knew that the
only way of me getting out of that
situation was to sell on that phone i
improved day after day and being forced
to make hundreds and hundreds of calls i
got better and better and better within
the first three months of joining that
company believe it or not i was in the
top three performers in their business
from sales worldwide okay and i did that
because i forced myself in an
uncomfortable environment so if you feel
uncomfortable right now at the thought
of doing outbound sales and the thought
of doing outreach good this is a
position that's going to help you grow
this is a situation that is going to
help you become a better salesperson a
better agency owner a better business
owner and a more successful person you
want to always aim to put yourself in
these uncomfortable positions and trust
me i have gone through what you are
going through right now i have felt
those anxieties and i do not feel them
anymore so trust the process use a
multi-platform strategy and just
remember that sales is a numbers game
it's something that's going to take a
lot of repetition something that might
drive us crazy at times it might bring
us to the brink of giving up on our
agency entirely but if we stick to it
okay and we trust the process we will
get better and we will improve we'll
become an exceptional salesperson but we
have to have every single agency even to
this day we have a very solid outbound
sales strategy it's important so the
second thing we have is inbound sales
okay this is the holy grail everybody
wants inbound sales for their agency and
again self-explanatory this is sales
coming into us these are people reaching
out to us based on how they've seen us
online maybe they've seen our website
maybe they've seen content that we're
putting out you might want to build a
personal brand and i don't mean you need
to have hundreds of thousands of
subscribers on youtube like on this
channel right you can have a micro
personal brand you could create an
instagram page or a facebook group where
you are putting out content to people in
your local area to your ideal customer
and you're helping them with their
marketing you're providing tips and
therefore you are becoming an expert
this is another thing another mental
barrier that a lot of people have is
they think when they start a business
they can't start a personal brand right
away whereas the only difference between
someone who you perceive to be an expert
and yourself is perception that person
could literally be one or two steps
further ahead of you you don't even know
that but you perceive them to be an
expert because they seem more
knowledgeable than you are so even when
you're first starting an agency and
you're learning stuff from content like
on this youtube channel right you're
learning from stuff that i put out
online if you regurgitate that
information then whoever looks at that
information is going to believe that
you're an expert because you genuinely
do know more than they know about a
topic so don't be scared to start a
personal brand don't be scared to start
putting out information and educating
people in your ideal niche your website
is another great place you can gain
leverage if you can put out a good
website you can get it out in the local
area you can get it ranked somehow
through seo through blog articles you
can get a lot of inbound traffic those
are the two key ways another way you can
do this is through networking events if
you go to networking events and you get
free speaking gigs you offer free value
at those events i deem that a really
good use of time when you're first
starting out just getting your name out
in the local area is really important
and you will get people speaking to you
and when you actually speak to other
business owners and you have the chance
to speak to them face to face they're
going to say to you ah jordan do you
know what actually i know someone who
would really be able to do with your
service i have a friend who owns xyz
business and they would really benefit
from facebook ads they'll make an
introduction and that is still
considered inbound sales so inbound
sales systems are not something that
only established agencies can benefit
from they're not only something that
agencies who are making six figures on a
monthly basis can gain from right new
start agencies still have the ability to
benefit from inbound sales and all you
need to do is implement systems into
your business as soon as you can one
thing i would recommend everyone doing
once you get your first case study once
you get a client that has had good
results that might even be your first
ever client then create an online case
study create a simple video where you
run through the results that you have
actually got for that business create a
landing page and have an application
form on there you could start running
ads to that application form right away
if you have capital to reinvest in your
agency or at the very least when your
cold traffic visits your website you're
going to increase your conversion rate
because you have testimonials and the
ability for people to apply to work with
your business and you're prompting them
to do so obviously if you're more
established and you have lots of case
studies you should create a more
in-depth webinar and you can run ads to
that and you can scale your agency up
exponentially that way now if you'd like
to access the back end of our personal
case study funnel at the affluent agency
we'll actually give that away in the
affluent academy again that's our agency
training program there's a link in the
description so if you want full case
study based training check that out
after this video okay well that's pretty
much it for today if you want to
continue learning right now i would
recommend going ahead and watching our
smma niches video there'll be links in
the description for this and also our
smma outreach video where you will learn
more about how you can get sales for
your new agency or for your existing
agency how you can prove improve on the
systems that you already have if you
haven't done already make sure you drop
a comment down below this video so you
can enter our 24 hour competition which
is ongoing on every new video we put out
where one person out of all the comments
in the first 24 hours of every new
upload will win the chance to get a
completely free hour-long coaching call
with me where i'm going to personally
help you build a road map to your first
or next 10 000 online if you are
unsuccessful you don't win this time
round then make sure you turn your
notification bell on so you can comment
within 24 hours of every new upload
because this is going to be an ongoing
competition on this channel for the
foreseeable future
cool hope you've enjoyed it i'll see you
all soon cheers guys