let's talk about how to get your first digital marketing agency client i got asked this on a
coaching call just yesterday and i figured i'd go through and break down exactly step by step
how to get your first client because your first client is by far
the hardest client to get once you have your first client and you have an offer that's
working to get your 10th client 50th clients 100 client it's a completely different ball
game and if you're brand new here to the channel my name is jason wardrop i started my own digital
marketing agency it was a software platform tied in with a marketing agency about six years ago
i was able to get over 15 000 pain clients on that software and i exited that business just this past
year and now i'm here on youtube to share with you guys everything that worked so you can skip a lot
of the trial and error and get to start seeing what actually works quicker for your business
so with that said if you don't mind smash the like button and if you want to literally copy my entire
real estate digital marketing agency just drop a comment down below if you're thinking about
jumping into the real estate market or you're not sure what market to choose i'll actually show
you why i would believe the real estate market is the best market to go through and get into
so if you just drop a comment down below i'll share with you guys the link to that private
training to show you how you can literally replicate my entire business and the course
funnels that brought me in all of my clients all right so basically let's break this down
to go through and get your first digital marketing agency client i know this sounds super cliche but
you have to choose a specific niche okay you can't just say hey i'm gonna go through and
be all things to all people and i know a lot of people starting their own marketing agency they're
like hey i can run facebook ads for dentists for chiropractors for real estate agents and the truth
is you can but the thing is if you go through and you start trying to talk to a dentist and then to
a chiropractor and then to a real estate agent what they're going to ask you for are results
and case studies of other real estate agents if you're talking to a real estate agent of other
dentists you're talking to a dentist and i know that because i did that i thought man i'm going
to build the biggest marketing agency bill to work with everyone have all of these people just
wanting to work with me but guess what it just does not work that great okay so you want to go
through and you want to pick a specific niche but then even within the niche you want to get
very micro specific the more micro you can get the better your results are going to be
so for example i picked the real estate market right i was going to go through and work with
real estate agents but if you look at the real estate market you have real estate investors
you have individual residential real estate agents you have commercial real estate agents
you have real estate brokers you have real estate team leads you could even branch off and start
working with lenders or mortgage brokers because the person that's going to go through and buy
a house it's a perfect lead for real estate and it's also somebody's going to need a loan and so
your mind can just go off into a million different directions and so what you want to do is you want
to go through and get very micro specific on who you're going to actually work with and then
once you've done that what i would recommend doing is going through and talking to at least
30 people of that ideal client of yours so for example with me i was working with the individual
residential real estate agent somebody that worked on their own maybe they're on part of a team or a
brokerage but they weren't wanting to just rely on the broker's leads or anything like that
and talk to at least 30. the reason why i say 30 is because in statistics the law of large numbers
nothing is statistically significant unless you have at least a sample size of 30. and yes i know
i'm nerding out here a little bit but if you don't have at least 30 reps on something you don't have
anything statistically significant so nothing to really go off of and so the thing is what we're
going to do when we're talking to these people we want to find out what their core pain points are
and what their problems are and how we can actually help solve those problems
and the thing is a lot of people they'll try to shortcut this and they'll talk to one maybe two
or three people that there are ideal clients and they're like man this one person said this
they're really struggling with this and so that's probably what everyone struggles with
well guess what if you do that you're gonna fall prey to thinking that is everyone's pain that is
everyone's problem when more than likely it might just be very specific to that person
whereas if you talk to 30 people and then 50 and the more you do it and the more people you talk to
the better the date is going to be because the sample size is going to be that much larger
and the crazy thing is is after you start talking to let's say 100 people 200 people
500 people guess what you'll notice that all of their pain points are very similar there might
be three to four pain points that keep becoming recurring pain points and then you know to go
and focus on those specific pain points and show how you can actually help solve those problems
and the thing is with pain points we have the surface level pain points and then we also have
the deep rooted pain points right so let me explain this the surface level pain points
which most beginner marketers are only going to understand the surface level pain points is okay
well i can run facebook ads for a real estate agent and generate them leads for five dollars
per lead and zillow charges fifty dollars per lead and so i'm able to go through and show hey
zillow charges 50 bucks i charge five bucks and so you're able to get a lot lower cost per lead
and then on top of that zillow takes that lead sells it to three to four different agents in
my area and so it's not an exclusive lead whereas i'm going to be selling these leads are exclusive
right and so those are some nice surface level points that you can hit with your client but then
you want to understand the inner workings of the entire business you want to talk to that
client say hey well what really like like tell me about your brokerage who's the broker who's
the team lead what are the commission suppose are they giving you leads and if they give you a lead
how much of that commission are they actually taking what what's the splits and a lot of times
you'll find out hey they're getting leads from their broker but every single lead that they get
they're splitting 50 of the commission with that broker okay so yeah you can speak to the surface
level pain point that everyone knows about that hey we're able to get you significantly cheaper
leads from facebook ads compared to zillow and we're able to get you exclusive leads
but then you could say hey look you don't have to go through and rely on your broker's leads and
splitting the commission fifty percent because that's a huge take of the cut you look at fifty
dollars per lead on zillow versus five dollars per lead on facebook that like doesn't even matter
when you're talking about fifty percent of a three percent commission on a million dollar
home that'd be a fifteen thousand dollar value right so that is the first thing is going through
picking a specific niche getting micro specific on that niche and understanding the surface
level pain points and then also the deep rooted pain points okay and the deep rooted pain points
that's where you're gonna have to get people to actually be a little bit more vulnerable and
really open up to you right and so that's where like not every person is probably going to do that
and so the more reps you get in the more people that you talk to the better your data the better
your understanding of your specific market becomes and then you're able to create an offer which
leads me into the next thing an offer that's going to actually solve their problems so once you have
that specific niche chosen you know they're paying points you know their problems the next core thing
to get your first client is creating a no brainer offer now here's the biggest mistake that i see
most beginners make when they're starting their own marketing agency and they're creating their
offer they're thinking about an offer that they can scale to sell the thousand people
10 000 or even 15 000 people like i did but the truth is you don't start there you start at an
offer that's going to be no-brainer for the client an offer that is not going to scale an offer where
you remove all risk you remove everything that all the pain points from that person
and basically you're willing to do anything and everything to go through and get that first client
now obviously you want to be compensated for it right i'm not saying don't get compensated
but then you go through bring on that first client then you get them results you leverage that person
as a case study and then you leverage that case study to get your second third and fourth client
and then as you're going through and working with more and more clients
you're discovering what the course solutions what the core services that you're providing
are bringing the most value to your client and then from there you're able to take this offer
with all of these different features and benefits and everything and you're able to trim the offer
down you're able to trim it down to a point where okay i know if i just focus on these core things
these are the core pain points if i give them this solution and i'm either outsourcing the work or
i'm having software automate the work or maybe go through and do this and trim this and trim
that because only these things are the real core services that are bringing all the value then from
there you're able to refine an offer that is meant for scale all right but that first client don't be
thinking so far down the road every step of this whole business is just a stepping stone right if
you don't ever get your first client you can't get your 100th client so get that first client get the
reps in do anything and everything that you'll be willing to do i actually had a friend he just sold
a software company for over 50 million dollars made a ton of money and i asked him hey what was
the secret to your success and he said honestly there's no real secret he's like it's just being
willing to do the things that other people aren't willing to do he said if you're willing to do the
things that other people are willing to do he's like you're going to grow your business and
you're going to be successful all right so just be thinking about that with your offer okay and
so honestly those are the two core things as far as going through and getting your first client
pick a niche get micro specific on that niche understand their pain points their problems the
surface level problems as well as the deep rooted problems create an offer solving those problems
and then go through and talk to at least 30 people in that ideal specific target market
and present them what you think is the ideal offer and every time you talk to a new person you're
able to go through and make that offer better to the point where if you've talked to 30 people
i really hope that you've closed somebody and if you haven't you haven't thought deep enough on
the offer you haven't dove deep enough on the pain points and once you have that specific market and
you've got that core offer and they're resonating together and you know hey if i talk to 10
residential real estate agents i know i'm going to be selling three to five of these people
because it just really resonates with them then at that point the game becomes easy right because
then all we have to do is just get more eyeballs on the offer and we just run paid ads on facebook
instagram youtube or google and get more people seeing that offer and that's how you grow your
revenue but so many people like to skip the two chord core foundational steps i just broke down
and just jumped running facebook ads and they think then facebook ads are gonna solve all
their business problems truth is facebook ads don't solve any business problems they just
scale what is already working right so if you don't do these two core foundational things
of nailing down your target market specific micro niche market their pains problems solutions
and then creating an offer that resonates with them then you do not have a working business
and once you get to that point scaling things up fulfillment obviously there's going to be things
that break along the way and that you need to go through and adjust and fix but that is the core to
getting your first client and then leveraging that case study that success story to getting
your second your third your fourth and every new client that you get bring on it's another case
study it's another success story and just think about that when you're doing the fulfillment
work do an amazing job so that every single client becomes a new case study and a success
story so then you're able to post that on your social media accounts send it out to your email
list let everyone know about the success you're getting for your clients and that's just going
to compound the number of clients you get for your business right so anyway guys i hope that
was helpful as far as breaking down how to go through and get your first digital marketing
agency client so if you're looking to start an smma whatever you want to call i know a lot of
people talk about different terms here on youtube but once again if you do want my free training
of how to literally copy my exact real estate digital marketing agency just drop a comment
down below smash the like button i'll share with you the private link to that training so we can go
through and help you get your business started get your first clients scale it up know exactly what
offer to actually offer to your clients and how to fulfill upon that offering so with that said guys
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