Ready to turn your digital marketing contractor work into a sustainable business?
Then you have to break the ten customer mark!
To help you with this, we’ve developed a three-step process to get you your first ten clients.
And not just any customers.
Below we have specified exactly what we would do if we were in a new market and had to acquire our first 10 customers in the next 90 days.
This is an actionable strategy designed to get more customers who will love to work with you, actually implement your advice, and most importantly, pay you for what you are worth.
If you’re a coach, consultant, or agency that has worked under the ten client mark for a long time, you are probably tired.
Tired of prospects who don’t see your worth.
Tired of doing excellent work at below average prices.
Tired of “side business” just to make ends meet.
Tired of “feast or famine” every month.
Tired of losing customers to less qualified competitors.
Taking on tired, difficult, or painful customers just to pay the bills.
And just being tired, tired, overwhelmed or burned out.
We know the fight and we have a solution.
Follow this 5 step formula and you will have your first ten clients in no time.
(By the way, this is supposed to be a guide to take massive action today to build complete customer acquisition machines, you can check this out here >>
“How to Generate $ 3,500 / month in customer loyalty and build a marketing consultancy that sets you apart”)
Now let’s start!
To understand who your “ideal customers” are, you need to understand yourself.
What are your digital marketing skills? Which of these skills is best demonstrated through a single project? Which activities take up the most time? What problems are you currently struggling with? Answering these questions will put you in the right mindset.
Start by listing your top three digital marketing skills.
Perhaps you are an excellent graphic designer, a master of email campaigns, or a talented social media professional.
Now make a short list of projects that can visibly demonstrate your talent.
A graphic designer can potentially create an amazing Facebook ad. An email marketer could create high conversion email funnels. A social media professional could create amazing Instagram stories.
Now look at your life and categorize the activities that use up the most time, energy, or exertion.
It could be parenting, home remodeling, playing golf, exercising, dieting, playing video games, etc.
Next, make a list of the issues you are facing. These can be finding time to play with your kids, messaging with contractors to find the best price, stinking at golf, learning how to train without harming yourself, new healthy recipes too find or get your buttocks kicked by 12 year olds while playing online your favorite game.
Now that you know your personal skills, problems, and struggles, you can be much more focused on finding 10 ideal clients.
For example, let’s say you are a 45 year old graphic designer who is remodeling your home and is having trouble finding a good deal on your new patio. Your research on contractors has resulted in local businesses targeting you with Facebook ads. A lot of these ads are probably nowhere near what you can design, and now you have a prospect.
The mistake most agencies make is believing that they can create a large-scale campaign that can be passed on to everyone and succeed by mere numbers.
In addition to being ineffective, this strategy is counterproductive and could damage your brand.
How many times have you received a direct message from a provider that obviously isn’t specifically targeted at you? It’s cheap and offensive, and will likely result in a social media block or spam report.
The cornerstone of this part of the process is delivering values upfront.
Your messages to each potential customer should develop from the research you have done about their offerings, current marketing methods and brand image.
You need to identify a specific problem that you see in what they are doing, demonstrate your expertise, and sell them with your offer.
In particular, your first message should contain:
Here is a sample message from the 45 year old graphic designer that we referred to in the first step:
Dear Mr. Smith,
I was looking to renovate my patio and came across your portfolio of work online. I have to say that they are some of the most attractive decks I’ve seen and your ratings on Google are amazing.
I’m not quite ready to pull the trigger yet, but I’ve started receiving targeted advertising on Facebook for your business.
I’ve run quite a few Facebook ads myself and I have to say that your ads don’t do you justice for the job. I didn’t even realize it was you until I saw it several times and recognized one version of your company name.
Here is a version of an ad that I think will drive a lot more traffic (LINK TO VIDEO). It’s animated, shows your portfolio, and has a clear call-to-action for your potential customers.
If you are interested, I will be happy to implement the ad free of charge. Let me know and I can do it right away.
This message should get enough desired responses from the right types of customers over time.
Side note: if you want to deepen the value upfront and customer acquisition as a whole, I recommend planning in time for the full webinar mentioned earlier.
In it, Ryan shares how to use his “one-sentence pivot” script at the end of a message, video, or presentation to turn those conversations into a sales pitch without looking needy or “selling”.
This one-sentence pivot script has been shown to get prospects to schedule a meeting with you!
Your goal is to generate a quick profit for your prospect.
If they don’t realize that your skills, talent, and willingness to get results for free are beneficial, then you may not be the right candidate.
When you’ve done a good job, they will see your worth and be ready (and excited) to keep working with you.
In this step, you need to provide a concise path for your prospect to become a new customer.
If your offering, pricing, and onboarding are not a match, you may not close the sale or you may have to close the sale at a much lower value.
Stay by her side and guide her through the process.
Ideally, they will see more immediate success and it will give them an incentive to keep working with you. Especially when you close the project and have another potential contract in mind.
Briefly prove your worth, then ask the simple question again, “It looks like you are struggling there too. Do you need help with this?”
All you had to do to get it was ask this one simple question: do you need help with this?
Then, once you have set up your customer on their own, all you have to do is ask them. You will be surprised that in most cases the answer is likely to be no.
If they run into problems later and need serious help, there is no one better qualified to help them than you are.
They understand their business, their vulnerabilities, and their customers.
You will officially have a win-win relationship and both you and your customer can take advantage of it.
There’s a lot more going into the Agency Growth Funnels process, so be sure to check out our free training webinar. https://www.digitalmarketer.com/lp/fractional-cmo-playbook-b/
Once you master the process it is almost impossible to stop!
Many of the agencies we work with have seen 25-30% of their free discovery session meetings turn into paid clients. And yes, they actually want to work with these customers.
As mentioned earlier, this is a dirty guide to getting to your first 10 customers in the next 90 days.
If you’d like the full How to Make $ 336,000 a Year, Part-time as a Fractional CMO playbook, please register here.
In this free training we cover:
Until then, have fun selling!