5 Ways To Get More Sales For Your Digital Marketing Agency #Best Education Page #Online Earning

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.

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