hey miles here miles Becker calm in this video you are about to learn the five ways to get more sales for your digital marketing agency and help with this I got my friend Tim Conley here Tim thanks for being here man is 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 grateful to have you here if you haven't seen our other videos they'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 long-term business model this is something you can get started quick but ultimately you can build a multi-million 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 long-term asset because these fall into different categories yes 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 in 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 like that's easy definition you're in business when people are paying you money if you don't get money you're 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 gonna have a number of pitches and you're gonna have a percentage of those that you close the more pitches that you make the better you get at the clothes the more sales that you're going to get but literally all day every day 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 long term 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 it 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 so in the early days all in on sales then you start to get cashflow and you start to get your kind of legs beneath you your sea legs on at that point you want to build marketing systems and we're gonna 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 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 list that you can connect with through email well 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 people 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 get spammed out by cold pitches right now they're able to find my email account they're just sending to bulk emails at my domain etc etc and I think most business owners are in this space physical brick-and-mortar business owners probably 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 to 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 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 gonna happen to this method oh well it's already getting crowded that's why I said this is temporary yep not one type of marketing not one type of sales is ever going to last and be amazing forever 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 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 competitors don't have access to correct so that brings us to number two and this one I this was like my must-haves on the list running a meet-up running a local meetup calm 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 might 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 it's gonna be harder to make more money 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 a 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 merging them out but the odds of you finding really high-value clients in your backyard are probably small you can find the the clients who will have small ish budgets the the local yoga places the restaurant owners etc but if when you grow your agency to where you're servicing businesses that do ten million dollars a year twenty five million dollars a year and thirty million dollars 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 yak is five hundred dollars a month for a really small business is based on is big time and they're gonna be stressed which means they're going to stress on you yeah 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 at 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 and then even if you are getting repeatable results for you for yoga studios you're gonna cap out to the number that you're gonna 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 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 okay 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 you're gonna see how this could actually be leveraged two ways so let's go on to number three number three is speaking on stages now Kim this is something that you do you just were on stage in a couple 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 staff this automatically must know something yes 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 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 they're really truly is something well if there belong say is there clearly expert and the theory is and I have a bunch of friends who do this the theory is you go you do your stick you teach you give lots of value and a few people from that audience are gonna 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 showed 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 becomes like it is an amazing positioning from that perspective 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 and hey if I was running agency I would pay to be on stage because 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 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 twelve to sixteen people in a room we just booked 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 paid to be there for this 4-hour event and that is actually profitable we actually make us more than a small profit but a small profit off of just doing that workshop out of the people who attend that workshop we end up getting about 40% of them as clients afterwards that's huge man yeah like a Sporty's percent close rate so here's what's happening right you you take the show on the road proverbially right so you take this from metro to metro to Metro you do your advertising to fill this or you have your lists or whatever you've been doing work with people you get enough people into this room for a low price are you 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 yeah so the one thing we're learning is don't go cheap right don't do $50.00 don't do $90 at least do two hundred two hundred and fifty dollars for 95 yeah it like 250 or 500 depending on the funnel because we're still we haven't even tested above 350 yet got it we've not tested above it perfect it's working right right so we're making money so we're even tentative about testing higher and try it cuz we're not trying to make a profit on the workshop on 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 s what's fine but I would say you need a to at least a two hundred dollar price tag on it for a for for a for our workshop and this keeps you from being seen as oh this is just gonna be a pitch right because anything that's less than that especially if it's free cuz 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 in the real estate market right yeah 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 get value I'm gonna 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 yeah and they get a workbook and they get all 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 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 you know at first it's about 25% right of day of day of that go right into our sales funnel and then it's a usually about a month that we get the other 40% so there's levels of brilliance in this number one is that so the theory is and not theory it's proven 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 tripwire 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 they're already on the there's some psychology on that but we do get some people who are skeptics right well they come in first at first I go oh you know I gave you the $200 but I'm not too sure that this is gonna work out and 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 and that's part three is the the ability to demonstrate experience when someone pays for the event they're not gonna are they're not gonna be sitting on their cell phone they're not to be distracted they're not gonna be on Facebook the whole time if they paid 200 bucks to be in this event they're gonna be there with you and you really help them understand how the game works how Google whatever that part you do of the game they walk away with this new level of clarity like damn okay and then that thought of like what to do this right that's a lot of work man I don't know 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 work out together and then number five is content marketing now in the beginning we talked about kind of the hunting versus of 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 ok 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 Tim's got a channel what's your channel it's 2150 2150 how do they find your channel miles Becker's link below hard up above all the way to the channel find me through my 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 right like what are your thoughts on content marketing as a content marketer 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 built a relationship with you you know one sided 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 videos so we've spent hours and hours and hours 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 to 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 contour your meet 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 because 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 because this is fun and easy then speaking on stage I've spoken at several events did you film these last events here and 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 honest it 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 forty nine or ninety nine dollars online go through it themselves what happens again your position is 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 long-term client goes up drastically from there 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 wanna have the discovery call you still want to go through that process but they're gonna come credit card in hand ready and you're just getting started the absolute fastest quickest way is to go forward 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 may answer my phone my phone 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 I would my sure I didn't let you in on a rampage there so what we do with the content we do film every single one of our workshops we hire locally we find videographer local brings in their own equipment brings in lights bring 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 right now you're watching a role you're watching this thing and then I'm gonna turn over 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's watching it instead of just being you know Talking Heads smiles is boring videos right is 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 yeah and and we have it we have the questions asked in such a way that they tell us like oh I got this from not the event but from the company right smart oh my my 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 and Boise I learned this right it's generic in the sense of that that it becomes more leverageable yeah you and then we get to use it in 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 boring testimonial to stuff that people actually will consume on Instagram a Facebook even on YouTube and third bar third party credibility the the power for that in your business is 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 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 things that's why every sales letter that's ever worked in the history of direct response marketing is littered with testimonials yeah 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 Tim Conley I'm gonna link to his channel below he has a ton of free content on how to build an agency how to grow an 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 will see you on the next video until then be well