5 Ways To Get More Sales For Your Digital Marketing Agency
Published on: December 5 2022 by Miles Beckler
5 Ways To Get More Sales For Your Digital Marketing Agency
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Table of Contents About 5 Ways To Get More Sales For Your Digital Marketing Agency
5 Ways To Get More Sales For Your Digital Marketing Agency
| startTime | durationTime | text |
| 00:00:00 | 00:00:04 | hey miles here miles Becker calm in this |
| 00:00:02 | 00:00:06 | video you are about to learn the five |
| 00:00:04 | 00:00:08 | ways to get more sales for your digital |
| 00:00:06 | 00:00:11 | marketing agency and help with this I |
| 00:00:08 | 00:00:13 | got my friend Tim Conley here Tim thanks |
| 00:00:11 | 00:00:15 | for being here man is always amazing to |
| 00:00:13 | 00:00:17 | be here great to have you on so I've had |
| 00:00:15 | 00:00:19 | Tim on for many videos tim is one of the |
| 00:00:17 | 00:00:21 | foremost experts in the world of |
| 00:00:19 | 00:00:24 | building growing and specifically |
| 00:00:21 | 00:00:26 | scaling digital agencies he speaks on |
| 00:00:24 | 00:00:28 | stages around the world and grateful to |
| 00:00:26 | 00:00:30 | have you here if you haven't seen our |
| 00:00:28 | 00:00:31 | other videos they'll be in the comments |
| 00:00:30 | 00:00:33 | below they'll be all over they'll be in |
| 00:00:31 | 00:00:34 | the end screen watch all of this if |
| 00:00:33 | 00:00:37 | you're building a digital agency because |
| 00:00:34 | 00:00:40 | really um so one of the fastest ways to |
| 00:00:37 | 00:00:41 | generate cashflow online for someone who |
| 00:00:40 | 00:00:44 | has some skills would you agree with |
| 00:00:41 | 00:00:45 | that yes and it's a long-term business |
| 00:00:44 | 00:00:47 | model this is something you can get |
| 00:00:45 | 00:00:48 | started quick but ultimately you can |
| 00:00:47 | 00:00:51 | build a multi-million dollar business |
| 00:00:48 | 00:00:54 | that has systems and you can literally |
| 00:00:51 | 00:00:57 | build a business and not just a hustle |
| 00:00:54 | 00:00:59 | right let's tok about money now versus |
| 00:00:57 | 00:01:01 | building a long-term asset because these |
| 00:00:59 | 00:01:02 | fall into different categories yes and I |
| 00:01:01 | 00:01:05 | think we need to give the viewer a |
| 00:01:02 | 00:01:07 | little framework so there's getting more |
| 00:01:05 | 00:01:09 | sales and what's the difference between |
| 00:01:07 | 00:01:10 | a short term in a long term sale and |
| 00:01:09 | 00:01:13 | when do you need which types in the |
| 00:01:10 | 00:01:15 | business okay when you're first getting |
| 00:01:13 | 00:01:17 | started the only thing that matters is |
| 00:01:15 | 00:01:20 | getting a customer you've got to get |
| 00:01:17 | 00:01:22 | money or you're not in business like |
| 00:01:20 | 00:01:23 | that's easy definition you're in |
| 00:01:22 | 00:01:26 | business when people are paying you |
| 00:01:23 | 00:01:29 | money if you don't get money you're |
| 00:01:26 | 00:01:32 | playing it business so that's the first |
| 00:01:29 | 00:01:34 | thing so the early stages is all about |
| 00:01:32 | 00:01:37 | going out and getting a sale don't worry |
| 00:01:34 | 00:01:38 | about your content marketing don't worry |
| 00:01:37 | 00:01:39 | about your brand don't worry about |
| 00:01:38 | 00:01:42 | anything |
| 00:01:39 | 00:01:44 | other than making a sale you're gonna |
| 00:01:42 | 00:01:45 | have a number of pitches and you're |
| 00:01:44 | 00:01:47 | gonna have a percentage of those that |
| 00:01:45 | 00:01:49 | you close the more pitches that you make |
| 00:01:47 | 00:01:50 | the better you get at the clothes the |
| 00:01:49 | 00:01:52 | more sales that you're going to get but |
| 00:01:50 | 00:01:54 | literally all day every day needs to be |
| 00:01:52 | 00:01:55 | focused on that pitch side and then so |
| 00:01:54 | 00:01:57 | it's almost like hunting in the |
| 00:01:55 | 00:01:59 | beginning and then you know building a |
| 00:01:57 | 00:02:01 | long term asset we want to build systems |
| 00:01:59 | 00:02:02 | we want to build potentially other we'll |
| 00:02:01 | 00:02:04 | tok about the things we want to build |
| 00:02:02 | 00:02:05 | but you want to be it more of a farmer |
| 00:02:04 | 00:02:07 | you want to start getting people showing |
| 00:02:05 | 00:02:09 | up to you and really I think that's |
| 00:02:07 | 00:02:11 | that's marketing right versus sales |
| 00:02:09 | 00:02:12 | versus say so in the early days all in |
| 00:02:11 | 00:02:14 | on sales then |
| 00:02:12 | 00:02:16 | you start to get cashflow and you start |
| 00:02:14 | 00:02:17 | to get your kind of legs beneath you |
| 00:02:16 | 00:02:18 | your sea legs on at that point you want |
| 00:02:17 | 00:02:20 | to build marketing systems and we're |
| 00:02:18 | 00:02:22 | gonna start with sales and go into |
| 00:02:20 | 00:02:24 | marketing so number one on the five ways |
| 00:02:22 | 00:02:27 | to get more customers is cold outreach |
| 00:02:24 | 00:02:29 | now Tim are we toking like email stuff |
| 00:02:27 | 00:02:32 | here what what do we mean by cold |
| 00:02:29 | 00:02:35 | outreach currently cold outreach really |
| 00:02:32 | 00:02:37 | falls under what are you good at are you |
| 00:02:35 | 00:02:39 | good on the phone well then you should |
| 00:02:37 | 00:02:43 | do cold outreach on the phone if you |
| 00:02:39 | 00:02:45 | have a great list that you can connect |
| 00:02:43 | 00:02:46 | with through email well then do email |
| 00:02:45 | 00:02:48 | but what I'm seeing is that it's getting |
| 00:02:46 | 00:02:50 | really hard to get people on the phone |
| 00:02:48 | 00:02:53 | it's getting even harder to get people |
| 00:02:50 | 00:02:55 | to actually respond to an email so the |
| 00:02:53 | 00:02:57 | one thing and it's temporary but it's |
| 00:02:55 | 00:03:00 | working amazingly well right now is |
| 00:02:57 | 00:03:03 | reaching out to people on LinkedIn who |
| 00:03:00 | 00:03:05 | fit exactly the kind of business that |
| 00:03:03 | 00:03:06 | you wish to work with as a business |
| 00:03:05 | 00:03:09 | owner I see it all the time right my |
| 00:03:06 | 00:03:12 | email inbox get spammed out by cold |
| 00:03:09 | 00:03:13 | pitches right now they're able to find |
| 00:03:12 | 00:03:16 | my email account they're just sending to |
| 00:03:13 | 00:03:18 | bulk emails at my domain etc etc and I |
| 00:03:16 | 00:03:20 | think most business owners are in this |
| 00:03:18 | 00:03:22 | space physical brick-and-mortar business |
| 00:03:20 | 00:03:24 | owners probably even more than I do so |
| 00:03:22 | 00:03:26 | they're overwhelmed in their inbox and |
| 00:03:24 | 00:03:29 | you want to be able to stand out in an |
| 00:03:26 | 00:03:30 | uncrowded environment and right now I |
| 00:03:29 | 00:03:32 | think what you're saying is the the |
| 00:03:30 | 00:03:35 | LinkedIn are you toking about the |
| 00:03:32 | 00:03:37 | direct message inbox in LinkedIn yes so |
| 00:03:35 | 00:03:39 | LinkedIn direct message inbox is one of |
| 00:03:37 | 00:03:41 | these places where a you know who they |
| 00:03:39 | 00:03:42 | are and what they do right based on |
| 00:03:41 | 00:03:44 | LinkedIn they build out their profile |
| 00:03:42 | 00:03:45 | you know if you're toking to the chief |
| 00:03:44 | 00:03:46 | marketing officer you know what company |
| 00:03:45 | 00:03:48 | they work with you can do a little |
| 00:03:46 | 00:03:49 | research to find out how big is this |
| 00:03:48 | 00:03:52 | company how many employees do they have |
| 00:03:49 | 00:03:53 | how much money do they make then you |
| 00:03:52 | 00:03:56 | could do a bit of research so you can |
| 00:03:53 | 00:03:58 | come at that pitch with with some kind |
| 00:03:56 | 00:03:59 | of information but you're able to get a |
| 00:03:58 | 00:04:02 | lot of detailed information so your |
| 00:03:59 | 00:04:03 | audience is hyper targeted again how |
| 00:04:02 | 00:04:04 | many times are you pitching the right |
| 00:04:03 | 00:04:06 | kind of people who have the potential |
| 00:04:04 | 00:04:09 | saying yes and then what's your close |
| 00:04:06 | 00:04:11 | ratio and you're not in a crowded place |
| 00:04:09 | 00:04:12 | and now that we just brought this live |
| 00:04:11 | 00:04:15 | on YouTube what's gonna happen to this |
| 00:04:12 | 00:04:17 | method oh well it's already getting |
| 00:04:15 | 00:04:20 | crowded that's why I said this is |
| 00:04:17 | 00:04:23 | temporary yep not one type of marketing |
| 00:04:20 | 00:04:25 | not one type of sales is ever going to |
| 00:04:23 | 00:04:27 | last and be amazing forever |
| 00:04:25 | 00:04:29 | ruin everything yes marketers ruin |
| 00:04:27 | 00:04:32 | everything we all we always flood in and |
| 00:04:29 | 00:04:35 | we do the exact same thing everyone else |
| 00:04:32 | 00:04:37 | is doing and it kills it so the reason I |
| 00:04:35 | 00:04:40 | brought that up is because as |
| 00:04:37 | 00:04:41 | implementing this in 2020 and beyond you |
| 00:04:40 | 00:04:43 | have really high likelihood of getting |
| 00:04:41 | 00:04:44 | some great leads and some great clients |
| 00:04:43 | 00:04:47 | from this but be thinking strategically |
| 00:04:44 | 00:04:50 | right like yes use this method but think |
| 00:04:47 | 00:04:52 | about why this method works and as this |
| 00:04:50 | 00:04:54 | method gets kind of potentially overrun |
| 00:04:52 | 00:04:56 | you need to be thinking about where that |
| 00:04:54 | 00:04:57 | next inbox is you need to be thinking |
| 00:04:56 | 00:05:00 | about where that next connection point |
| 00:04:57 | 00:05:03 | is that you have for people that most of |
| 00:05:00 | 00:05:05 | your other competitors don't have access |
| 00:05:03 | 00:05:07 | to correct so that brings us to number |
| 00:05:05 | 00:05:10 | two and this one I this was like my |
| 00:05:07 | 00:05:14 | must-haves on the list running a meet-up |
| 00:05:10 | 00:05:15 | running a local meetup calm and this is |
| 00:05:14 | 00:05:19 | the the become a star in your backyard |
| 00:05:15 | 00:05:21 | approach and I want to dovetail on what |
| 00:05:19 | 00:05:23 | we just finished with how do you show up |
| 00:05:21 | 00:05:24 | in an environment where there's not a |
| 00:05:23 | 00:05:25 | lot of noise there's not a lot of |
| 00:05:24 | 00:05:28 | distraction there's not a lot of |
| 00:05:25 | 00:05:30 | competition well when you host a small |
| 00:05:28 | 00:05:31 | event in your local market and you |
| 00:05:30 | 00:05:33 | invite local business owners to learn |
| 00:05:31 | 00:05:37 | about the basics of digital marketing |
| 00:05:33 | 00:05:40 | you literally have their undistracted |
| 00:05:37 | 00:05:42 | undivided attention maybe a little bit |
| 00:05:40 | 00:05:44 | divided but but none of the competitors |
| 00:05:42 | 00:05:46 | who are using cold outreach teammates in |
| 00:05:44 | 00:05:49 | the Philippines or in India are able to |
| 00:05:46 | 00:05:51 | have that level of connection that you |
| 00:05:49 | 00:05:52 | can get with a meetup group do you have |
| 00:05:51 | 00:05:56 | anything on the meetup or might just all |
| 00:05:52 | 00:05:58 | in on this one okay I'm not keen on it |
| 00:05:56 | 00:06:02 | totally cool mostly because of the local |
| 00:05:58 | 00:06:05 | part right right I am NOT a local agency |
| 00:06:02 | 00:06:07 | type kind of person because of the types |
| 00:06:05 | 00:06:09 | of people that you're going to get in |
| 00:06:07 | 00:06:11 | front of it's gonna be harder to make |
| 00:06:09 | 00:06:14 | more money sure at the beginning like I |
| 00:06:11 | 00:06:17 | said make sales right so do it make |
| 00:06:14 | 00:06:19 | sales get the ball rolling but you're |
| 00:06:17 | 00:06:21 | unlikely to stay there right because |
| 00:06:19 | 00:06:24 | we're in a global economy the best thing |
| 00:06:21 | 00:06:26 | you can do in building a an agency is |
| 00:06:24 | 00:06:29 | get clients that are not in your |
| 00:06:26 | 00:06:31 | backyard clients who have money lots of |
| 00:06:29 | 00:06:32 | money and I think honestly another way |
| 00:06:31 | 00:06:34 | of possibly saying this and excuse me if |
| 00:06:32 | 00:06:36 | I'm putting merging them out but the |
| 00:06:34 | 00:06:38 | odds of you finding really high-value |
| 00:06:36 | 00:06:39 | clients in your backyard are probably |
| 00:06:38 | 00:06:41 | small you can find the |
| 00:06:39 | 00:06:43 | the clients who will have small ish |
| 00:06:41 | 00:06:46 | budgets the the local yoga places the |
| 00:06:43 | 00:06:47 | restaurant owners etc but if when you |
| 00:06:46 | 00:06:49 | grow your agency to where you're |
| 00:06:47 | 00:06:50 | servicing businesses that do ten million |
| 00:06:49 | 00:06:51 | dollars a year twenty five million |
| 00:06:50 | 00:06:53 | dollars a year and thirty million |
| 00:06:51 | 00:06:55 | dollars a year the contract size that |
| 00:06:53 | 00:06:57 | that's a big deal for you is a very |
| 00:06:55 | 00:07:00 | little deal for them but your local yoga |
| 00:06:57 | 00:07:03 | studio that that ratio flip-flops right |
| 00:07:00 | 00:07:05 | yak is five hundred dollars a month for |
| 00:07:03 | 00:07:07 | a really small business is based on is |
| 00:07:05 | 00:07:09 | big time and they're gonna be stressed |
| 00:07:07 | 00:07:12 | which means they're going to stress on |
| 00:07:09 | 00:07:14 | you yeah and and it makes it harder for |
| 00:07:12 | 00:07:16 | you to get them really good results or |
| 00:07:14 | 00:07:19 | if you do get really good results for |
| 00:07:16 | 00:07:21 | one one person like at a yoga studio and |
| 00:07:19 | 00:07:23 | then you do something for a hair salon |
| 00:07:21 | 00:07:26 | you might not get good results for that |
| 00:07:23 | 00:07:27 | hair salon or a HVAC company or anything |
| 00:07:26 | 00:07:30 | like that you if you're jumping around |
| 00:07:27 | 00:07:32 | you might not get a repeatable results |
| 00:07:30 | 00:07:34 | got it and and then even if you are |
| 00:07:32 | 00:07:37 | getting repeatable results for you for |
| 00:07:34 | 00:07:39 | yoga studios you're gonna cap out to the |
| 00:07:37 | 00:07:42 | number that you're gonna have available |
| 00:07:39 | 00:07:43 | to you in your local area right so so I |
| 00:07:42 | 00:07:45 | would would it be safe to say that you |
| 00:07:43 | 00:07:48 | think going into a specific vertikal |
| 00:07:45 | 00:07:50 | like becoming the chiropractor SEO |
| 00:07:48 | 00:07:52 | person and that way you can kind of |
| 00:07:50 | 00:07:54 | duplicate out the systems you learn |
| 00:07:52 | 00:07:56 | their audience their customer avatar |
| 00:07:54 | 00:07:58 | once and then you're able to kind of go |
| 00:07:56 | 00:07:59 | roll that out in market after market |
| 00:07:58 | 00:08:02 | after market or market after market okay |
| 00:07:59 | 00:08:04 | so again the whole idea here is where |
| 00:08:02 | 00:08:06 | are you at and how ambitious are you and |
| 00:08:04 | 00:08:08 | how bad do you need those sales |
| 00:08:06 | 00:08:10 | personally I grew a very lucrative |
| 00:08:08 | 00:08:12 | agency through the meetup method which |
| 00:08:10 | 00:08:15 | is why it's on here but I 100% agree |
| 00:08:12 | 00:08:17 | with everything Tim says the meetup |
| 00:08:15 | 00:08:19 | actually dovetails to number five so |
| 00:08:17 | 00:08:21 | you're gonna see how this could actually |
| 00:08:19 | 00:08:23 | be leveraged two ways so let's go on to |
| 00:08:21 | 00:08:25 | number three number three is speaking on |
| 00:08:23 | 00:08:28 | stages now Kim this is something that |
| 00:08:25 | 00:08:30 | you do you just were on stage in a |
| 00:08:28 | 00:08:34 | couple places where else in Thailand |
| 00:08:30 | 00:08:37 | Bangkok Thailand so how does speaking |
| 00:08:34 | 00:08:39 | from stage translate to generating |
| 00:08:37 | 00:08:42 | income and sales as an agency owner |
| 00:08:39 | 00:08:44 | it's called Authority the there's this |
| 00:08:42 | 00:08:47 | when you're standing on stage you're |
| 00:08:44 | 00:08:51 | automatikally elevated over everyone |
| 00:08:47 | 00:08:52 | else and and the way humans are wired is |
| 00:08:51 | 00:08:55 | anyone with staff |
| 00:08:52 | 00:08:56 | this automatikally must know something |
| 00:08:55 | 00:08:58 | yes |
| 00:08:56 | 00:09:01 | I don't know why we are that way but as |
| 00:08:58 | 00:09:04 | humans anyone who is elevated is someone |
| 00:09:01 | 00:09:05 | who needs to you need to do business |
| 00:09:04 | 00:09:08 | with you need to know that person |
| 00:09:05 | 00:09:10 | there's a thought process of like well |
| 00:09:08 | 00:09:12 | you know theoretikally I'm at this event |
| 00:09:10 | 00:09:14 | they may be in this fancy lanyard I paid |
| 00:09:12 | 00:09:15 | them money of course they vetted this |
| 00:09:14 | 00:09:18 | person of course they know like there's |
| 00:09:15 | 00:09:20 | a leveraged trust that happens and |
| 00:09:18 | 00:09:22 | there's the perception literally like |
| 00:09:20 | 00:09:24 | they are physically above you but |
| 00:09:22 | 00:09:25 | they're really truly is something well |
| 00:09:24 | 00:09:28 | if there belong say is there clearly |
| 00:09:25 | 00:09:29 | expert and the theory is and I have a |
| 00:09:28 | 00:09:32 | bunch of friends who do this |
| 00:09:29 | 00:09:34 | the theory is you go you do your stik |
| 00:09:32 | 00:09:35 | you teach you give lots of value and a |
| 00:09:34 | 00:09:37 | few people from that audience are gonna |
| 00:09:35 | 00:09:39 | say hey I came here for an expert to |
| 00:09:37 | 00:09:40 | help me with this gigantik problem that |
| 00:09:39 | 00:09:43 | was worth me flying to this event and |
| 00:09:40 | 00:09:45 | investing in this event that's my guy or |
| 00:09:43 | 00:09:48 | that's my gal why because you're on |
| 00:09:45 | 00:09:49 | stage you've you really clearly showed |
| 00:09:48 | 00:09:51 | them the problem that they have right |
| 00:09:49 | 00:09:52 | those who are able to kind of |
| 00:09:51 | 00:09:55 | communicate the problem we have better |
| 00:09:52 | 00:09:57 | than we can communicate it ourselves are |
| 00:09:55 | 00:09:59 | those who we think can answer and solve |
| 00:09:57 | 00:10:03 | the problem so a well-formed crafted |
| 00:09:59 | 00:10:04 | speech on stage I mean the sale is |
| 00:10:03 | 00:10:05 | closed |
| 00:10:04 | 00:10:07 | literally the sale is closed up there |
| 00:10:05 | 00:10:08 | it's a logistiks they will find you in |
| 00:10:07 | 00:10:10 | the hallways I need to hire you |
| 00:10:08 | 00:10:12 | literally it becomes like it is an |
| 00:10:10 | 00:10:13 | amazing positioning from that |
| 00:10:12 | 00:10:16 | perspective here's the other cool part |
| 00:10:13 | 00:10:18 | um a lot of these types of events are |
| 00:10:16 | 00:10:20 | looking for speakers they want new |
| 00:10:18 | 00:10:22 | talent they want speaking talent you can |
| 00:10:20 | 00:10:24 | often throw your hat in the ring and |
| 00:10:22 | 00:10:26 | speak for free sometimes and hey if I |
| 00:10:24 | 00:10:28 | was running agency I would pay to be on |
| 00:10:26 | 00:10:29 | stage because I would know my numbers |
| 00:10:28 | 00:10:31 | and I know how well that works and |
| 00:10:29 | 00:10:33 | obviously there's the whole pathway of |
| 00:10:31 | 00:10:36 | when you get really good at this you can |
| 00:10:33 | 00:10:37 | actually get paid to be on stage so it |
| 00:10:36 | 00:10:40 | covers the cost of the event all of it |
| 00:10:37 | 00:10:42 | and you're getting clients from it this |
| 00:10:40 | 00:10:45 | one also dovetails into number five but |
| 00:10:42 | 00:10:48 | first we got number four which is paid |
| 00:10:45 | 00:10:51 | workshops yes so running paid workshops |
| 00:10:48 | 00:10:54 | and Tim I want to run with this okay we |
| 00:10:51 | 00:10:56 | are doing that in our agency where we're |
| 00:10:54 | 00:10:59 | running paid workshops around the United |
| 00:10:56 | 00:11:01 | States for our demographic and we're |
| 00:10:59 | 00:11:03 | putting about anywhere from twelve to |
| 00:11:01 | 00:11:05 | sixteen people in a room we just booked |
| 00:11:03 | 00:11:08 | a we work |
| 00:11:05 | 00:11:11 | a conference table and we bring 12 to 16 |
| 00:11:08 | 00:11:13 | people in for a four-hour workshop we |
| 00:11:11 | 00:11:15 | bring them in we bring in a lunch we |
| 00:11:13 | 00:11:17 | bring in some snacks and stuff like that |
| 00:11:15 | 00:11:22 | and we have them paid to be there for |
| 00:11:17 | 00:11:24 | this 4-hour event and that is actually |
| 00:11:22 | 00:11:26 | profitable we actually make us more than |
| 00:11:24 | 00:11:29 | a small profit but a small profit off of |
| 00:11:26 | 00:11:31 | just doing that workshop out of the |
| 00:11:29 | 00:11:34 | people who attend that workshop we end |
| 00:11:31 | 00:11:37 | up getting about 40% of them as clients |
| 00:11:34 | 00:11:38 | afterwards that's huge man yeah like a |
| 00:11:37 | 00:11:40 | Sporty's percent close rate so here's |
| 00:11:38 | 00:11:41 | what's happening right you you take the |
| 00:11:40 | 00:11:43 | show on the road |
| 00:11:41 | 00:11:45 | proverbially right so you take this from |
| 00:11:43 | 00:11:47 | metro to metro to Metro you do your |
| 00:11:45 | 00:11:48 | advertising to fill this or you have |
| 00:11:47 | 00:11:50 | your lists or whatever you've been doing |
| 00:11:48 | 00:11:52 | work with people you get enough people |
| 00:11:50 | 00:11:54 | into this room for a low price are you |
| 00:11:52 | 00:11:55 | you comfortable sharing like for a |
| 00:11:54 | 00:11:57 | four-hour thing what kind of price |
| 00:11:55 | 00:11:59 | points is it costing to get in I mean |
| 00:11:57 | 00:12:02 | obviously it's a giant variable yeah so |
| 00:11:59 | 00:12:05 | the one thing we're learning is don't go |
| 00:12:02 | 00:12:09 | cheap right don't do $50.00 don't do $90 |
| 00:12:05 | 00:12:12 | at least do two hundred two hundred and |
| 00:12:09 | 00:12:14 | fifty dollars for 95 yeah it like 250 or |
| 00:12:12 | 00:12:16 | 500 depending on the funnel because |
| 00:12:14 | 00:12:19 | we're still we haven't even tested above |
| 00:12:16 | 00:12:21 | 350 yet got it we've not tested above it |
| 00:12:19 | 00:12:23 | perfect it's working |
| 00:12:21 | 00:12:25 | right right so we're making money so |
| 00:12:23 | 00:12:27 | we're even tentative about testing |
| 00:12:25 | 00:12:29 | higher and try it cuz we're not trying |
| 00:12:27 | 00:12:31 | to make a profit on the workshop on the |
| 00:12:29 | 00:12:34 | front end we're trying to make a profit |
| 00:12:31 | 00:12:37 | after the workshop right so if we're |
| 00:12:34 | 00:12:39 | able to just make money this way s |
| 00:12:37 | 00:12:41 | what's fine but I would say you need a |
| 00:12:39 | 00:12:43 | to at least a two hundred dollar price |
| 00:12:41 | 00:12:48 | tag on it for a for for a for our |
| 00:12:43 | 00:12:51 | workshop and this keeps you from being |
| 00:12:48 | 00:12:53 | seen as oh this is just gonna be a pitch |
| 00:12:51 | 00:12:55 | right because anything that's less than |
| 00:12:53 | 00:12:56 | that especially if it's free cuz I've |
| 00:12:55 | 00:12:59 | seen some people try to do it for free |
| 00:12:56 | 00:13:00 | everyone coming in knows they're going |
| 00:12:59 | 00:13:02 | to get sold they get the game they |
| 00:13:00 | 00:13:04 | understand that they've seen in the real |
| 00:13:02 | 00:13:06 | estate market right yeah all there's |
| 00:13:04 | 00:13:08 | been a lot of pitches in the opportunity |
| 00:13:06 | 00:13:10 | world that followed that model yes |
| 00:13:08 | 00:13:12 | so by pricing it at a point where |
| 00:13:10 | 00:13:15 | there's a clear value exchange on the |
| 00:13:12 | 00:13:17 | front end it's a it changes the |
| 00:13:15 | 00:13:18 | perspective in the mind of the client of |
| 00:13:17 | 00:13:20 | this is a value experience I'm going |
| 00:13:18 | 00:13:22 | get value I'm gonna be able to walk in |
| 00:13:20 | 00:13:24 | and walk out with my done list or walk |
| 00:13:22 | 00:13:26 | out with a to-do list or it's it's a |
| 00:13:24 | 00:13:27 | workshop not a sales pitch yeah and they |
| 00:13:26 | 00:13:30 | get a workbook and they get all that |
| 00:13:27 | 00:13:33 | stuff and then at the end we do say hey |
| 00:13:30 | 00:13:36 | we do have continuing education we have |
| 00:13:33 | 00:13:38 | more more available to you and we tend |
| 00:13:36 | 00:13:42 | to get people booking appointments right |
| 00:13:38 | 00:13:44 | then at the event that want to find out |
| 00:13:42 | 00:13:46 | about our other programs and then over |
| 00:13:44 | 00:13:49 | the course of say a month or so we get |
| 00:13:46 | 00:13:51 | that total of about a 40% conversion |
| 00:13:49 | 00:13:56 | rate perfect but you know at first it's |
| 00:13:51 | 00:13:59 | about 25% right of day of day of that go |
| 00:13:56 | 00:14:02 | right into our sales funnel and then |
| 00:13:59 | 00:14:05 | it's a usually about a month that we get |
| 00:14:02 | 00:14:09 | the other 40% so there's levels of |
| 00:14:05 | 00:14:11 | brilliance in this number one is that so |
| 00:14:09 | 00:14:14 | the theory is and not theory it's proven |
| 00:14:11 | 00:14:16 | that you're more likely to make a second |
| 00:14:14 | 00:14:18 | sale from a past customer than you are |
| 00:14:16 | 00:14:19 | to make a new sale to a new person right |
| 00:14:18 | 00:14:21 | it's easier to make a second sale to |
| 00:14:19 | 00:14:23 | someone who bought from you so if you |
| 00:14:21 | 00:14:25 | think about the idea of a tripwire in |
| 00:14:23 | 00:14:27 | the digital completely digital world |
| 00:14:25 | 00:14:29 | this is like a physical world version of |
| 00:14:27 | 00:14:31 | that so their likelihood of buying the |
| 00:14:29 | 00:14:33 | you know high tiket over the course of |
| 00:14:31 | 00:14:34 | two three years this could be tens of |
| 00:14:33 | 00:14:37 | thousands if not hundreds of thousands |
| 00:14:34 | 00:14:38 | of dollars in a contract that likelihood |
| 00:14:37 | 00:14:40 | of saying yes to that goes up |
| 00:14:38 | 00:14:42 | significantly because of that small |
| 00:14:40 | 00:14:44 | first purchase that's the first one |
| 00:14:42 | 00:14:45 | number two is you're the educator right |
| 00:14:44 | 00:14:48 | you're coming in you're teaching you are |
| 00:14:45 | 00:14:52 | already positioned as a paid educator |
| 00:14:48 | 00:14:53 | which clearly they wouldn't doubt your |
| 00:14:52 | 00:14:55 | skills that would be for them to go |
| 00:14:53 | 00:14:56 | against kind of their their thoughts |
| 00:14:55 | 00:14:58 | they're already on the there's some |
| 00:14:56 | 00:15:00 | psychology on that but we do get some |
| 00:14:58 | 00:15:02 | people who are skeptiks right well they |
| 00:15:00 | 00:15:05 | come in first at first I go oh you know |
| 00:15:02 | 00:15:07 | I gave you the $200 but I'm not too sure |
| 00:15:05 | 00:15:08 | that this is gonna work out and but by |
| 00:15:07 | 00:15:12 | the end of the workshop they've learned |
| 00:15:08 | 00:15:14 | so much that they're like oh yeah you |
| 00:15:12 | 00:15:15 | guys know what you're toking about and |
| 00:15:14 | 00:15:17 | that's part three is the the ability to |
| 00:15:15 | 00:15:19 | demonstrate experience when someone pays |
| 00:15:17 | 00:15:20 | for the event they're not gonna are |
| 00:15:19 | 00:15:21 | they're not gonna be sitting on their |
| 00:15:20 | 00:15:22 | cell phone they're not to be distracted |
| 00:15:21 | 00:15:24 | they're not gonna be on Facebook the |
| 00:15:22 | 00:15:25 | whole time if they paid 200 bucks to be |
| 00:15:24 | 00:15:27 | in this event they're gonna be there |
| 00:15:25 | 00:15:29 | with you and you really help them |
| 00:15:27 | 00:15:31 | understand how the game works how Google |
| 00:15:29 | 00:15:32 | whatever that part you do of the game |
| 00:15:31 | 00:15:33 | they |
| 00:15:32 | 00:15:37 | walk away with this new level of clarity |
| 00:15:33 | 00:15:39 | like damn okay and then that thought of |
| 00:15:37 | 00:15:40 | like what to do this right that's a lot |
| 00:15:39 | 00:15:41 | of work man I don't know my boys I don't |
| 00:15:40 | 00:15:44 | know if we could actually pull this off |
| 00:15:41 | 00:15:45 | oh you'll do it for me great 40% |
| 00:15:44 | 00:15:48 | conversion rate so it all kind of work |
| 00:15:45 | 00:15:51 | out together and then number five is |
| 00:15:48 | 00:15:52 | content marketing now in the beginning |
| 00:15:51 | 00:15:54 | we toked about kind of the hunting |
| 00:15:52 | 00:15:56 | versus of the farming right the the I |
| 00:15:54 | 00:15:57 | need to go out and make sales |
| 00:15:56 | 00:15:59 | immediately so you need to be having |
| 00:15:57 | 00:16:01 | one-to-one conversations with people |
| 00:15:59 | 00:16:03 | while you're doing that it's really |
| 00:16:01 | 00:16:05 | smart to be building out your marketing |
| 00:16:03 | 00:16:07 | stream ok Marketing is everything that |
| 00:16:05 | 00:16:08 | happens before the sale then the selling |
| 00:16:07 | 00:16:10 | is that moment of when you're making |
| 00:16:08 | 00:16:12 | your offer and content marketing is |
| 00:16:10 | 00:16:15 | hashtag winning I mean that's why this |
| 00:16:12 | 00:16:18 | channel has 120,000 subscribers Tim's |
| 00:16:15 | 00:16:21 | got a channel what's your channel it's |
| 00:16:18 | 00:16:24 | 2150 2150 how do they find your channel |
| 00:16:21 | 00:16:26 | miles Becker's link below hard up above |
| 00:16:24 | 00:16:29 | all the way to the channel find me |
| 00:16:26 | 00:16:31 | through my channel subscribe to his |
| 00:16:29 | 00:16:32 | channel but here's the thing it's a long |
| 00:16:31 | 00:16:34 | process right it took me three years to |
| 00:16:32 | 00:16:36 | really gain momentum in this Tim you've |
| 00:16:34 | 00:16:38 | been publishing videos left right like |
| 00:16:36 | 00:16:40 | what are your thoughts on content |
| 00:16:38 | 00:16:42 | marketing as a content marketer is it is |
| 00:16:40 | 00:16:45 | it the quick and easy win no no but the |
| 00:16:42 | 00:16:47 | wins that you do get are powerful wins |
| 00:16:45 | 00:16:49 | because you've already demonstrated your |
| 00:16:47 | 00:16:51 | knowledge you've already demonstrated |
| 00:16:49 | 00:16:53 | that you're trustworthy somebody they |
| 00:16:51 | 00:16:55 | built a relationship with you you know |
| 00:16:53 | 00:16:57 | one sided but they've built a |
| 00:16:55 | 00:17:00 | relationship with you and then you start |
| 00:16:57 | 00:17:02 | getting people saying please work with |
| 00:17:00 | 00:17:03 | me they sell themselves first through |
| 00:17:02 | 00:17:05 | the relationship and right so we both |
| 00:17:03 | 00:17:07 | leverage videos so we've spent hours and |
| 00:17:05 | 00:17:09 | hours and hours of putting out video |
| 00:17:07 | 00:17:11 | content and viewers are able to watch |
| 00:17:09 | 00:17:13 | video after video after video furthering |
| 00:17:11 | 00:17:14 | the relationship getting to know us |
| 00:17:13 | 00:17:15 | seeing that we're not just pitching left |
| 00:17:14 | 00:17:17 | and right we're actually teaching right |
| 00:17:15 | 00:17:19 | and that that moves the relationship |
| 00:17:17 | 00:17:20 | forward but it takes time it takes time |
| 00:17:19 | 00:17:22 | to put out those videos it takes time to |
| 00:17:20 | 00:17:24 | the algorithm work now here's one of the |
| 00:17:22 | 00:17:26 | cool parts I mentioned that several of |
| 00:17:24 | 00:17:28 | these dovetail into number five so the |
| 00:17:26 | 00:17:30 | meetup group if you're running a local |
| 00:17:28 | 00:17:33 | meetup group well record it if you're |
| 00:17:30 | 00:17:35 | doing a tok once a month twice a month |
| 00:17:33 | 00:17:37 | record your toks this can go up onto a |
| 00:17:35 | 00:17:39 | video this can go on a YouTube channel |
| 00:17:37 | 00:17:40 | you can put it onto a podcast you can |
| 00:17:39 | 00:17:43 | make blog posts out of the content that |
| 00:17:40 | 00:17:45 | you're putting out so your short term |
| 00:17:43 | 00:17:48 | near focus kind of contour your meet |
| 00:17:45 | 00:17:50 | strategy can support a longer-term |
| 00:17:48 | 00:17:51 | marketing strategy with the content that |
| 00:17:50 | 00:17:54 | you have you mentioned in another video |
| 00:17:51 | 00:17:56 | the business owners who show up you can |
| 00:17:54 | 00:17:58 | actually do podcasts with them you can |
| 00:17:56 | 00:18:00 | find collab partners and people to |
| 00:17:58 | 00:18:01 | create content with in your local market |
| 00:18:00 | 00:18:03 | because you know when you sit down with |
| 00:18:01 | 00:18:05 | somebody it's a little easier we don't |
| 00:18:03 | 00:18:06 | do Skype interviews together it doesn't |
| 00:18:05 | 00:18:08 | work so we wait till we're together |
| 00:18:06 | 00:18:11 | because this is fun and easy then |
| 00:18:08 | 00:18:13 | speaking on stage I've spoken at several |
| 00:18:11 | 00:18:14 | events did you film these last events |
| 00:18:13 | 00:18:16 | here and there on my channel of course |
| 00:18:14 | 00:18:17 | he did right and he gives it away and |
| 00:18:16 | 00:18:19 | what does this do it's more great |
| 00:18:17 | 00:18:22 | content for the viewers it's more |
| 00:18:19 | 00:18:24 | positioning of like oh dudes on stage |
| 00:18:22 | 00:18:26 | it's not just when you're physically in |
| 00:18:24 | 00:18:27 | the audience that seeing the back of |
| 00:18:26 | 00:18:30 | everybody's head and you honest it right |
| 00:18:27 | 00:18:31 | there's it's not just in that moment in |
| 00:18:30 | 00:18:34 | that physical location that that holds |
| 00:18:31 | 00:18:36 | the impact it translates on video as |
| 00:18:34 | 00:18:38 | well so you can turn that into video |
| 00:18:36 | 00:18:40 | content that into podcast content and |
| 00:18:38 | 00:18:42 | then the paid workshops so you're doing |
| 00:18:40 | 00:18:44 | paid workshops you can record these paid |
| 00:18:42 | 00:18:47 | workshops and that can become an entire |
| 00:18:44 | 00:18:50 | digital business model you can build out |
| 00:18:47 | 00:18:53 | a self-service education portal so your |
| 00:18:50 | 00:18:54 | video viewers who are really interested |
| 00:18:53 | 00:18:57 | in more they could actually get the |
| 00:18:54 | 00:18:59 | digital version of that event without |
| 00:18:57 | 00:19:01 | going to the event maybe they're in a |
| 00:18:59 | 00:19:02 | small town maybe you're just not going |
| 00:19:01 | 00:19:03 | to their town they could buy it for |
| 00:19:02 | 00:19:05 | forty nine or ninety nine dollars online |
| 00:19:03 | 00:19:07 | go through it themselves what happens |
| 00:19:05 | 00:19:09 | again your position is the expert |
| 00:19:07 | 00:19:09 | they're like wow this person really |
| 00:19:09 | 00:19:11 | knows what they're doing you've |
| 00:19:09 | 00:19:14 | demonstrated your expertise in advance |
| 00:19:11 | 00:19:16 | and their likelihood of becoming a |
| 00:19:14 | 00:19:19 | long-term client goes up drastikally |
| 00:19:16 | 00:19:22 | from there and that's really I think how |
| 00:19:19 | 00:19:25 | you can mix two three four and five |
| 00:19:22 | 00:19:29 | together for a great marketing strategy |
| 00:19:25 | 00:19:30 | that almost makes selling irrelevant |
| 00:19:29 | 00:19:31 | right you still wanna have the discovery |
| 00:19:30 | 00:19:33 | call you still want to go through that |
| 00:19:31 | 00:19:35 | process but they're gonna come credit |
| 00:19:33 | 00:19:37 | card in hand ready and you're just |
| 00:19:35 | 00:19:39 | getting started the absolute fastest |
| 00:19:37 | 00:19:41 | quickest way is to go forward |
| 00:19:39 | 00:19:43 | relationships and make offers let people |
| 00:19:41 | 00:19:44 | know make sure they know you can help |
| 00:19:43 | 00:19:46 | them connect with them where there's |
| 00:19:44 | 00:19:48 | less noise which is in the direct |
| 00:19:46 | 00:19:49 | message box LinkedIn I would say |
| 00:19:48 | 00:19:51 | Facebook I would even say Instagram |
| 00:19:49 | 00:19:54 | there's a lot of ability to connect with |
| 00:19:51 | 00:19:56 | some important people because they're |
| 00:19:54 | 00:19:58 | not spammed out there like we are in the |
| 00:19:56 | 00:20:01 | inbox and I may answer my phone my phone |
| 00:19:58 | 00:20:02 | all day every day like don't call right |
| 00:20:01 | 00:20:04 | that just ain't the way did we miss |
| 00:20:02 | 00:20:07 | anything any final thoughts mr. Tim |
| 00:20:04 | 00:20:10 | Conley well on the content side I would |
| 00:20:07 | 00:20:14 | my sure I didn't let you in on a rampage |
| 00:20:10 | 00:20:15 | there so what we do with the content we |
| 00:20:14 | 00:20:18 | do film every single one of our |
| 00:20:15 | 00:20:21 | workshops we hire locally we find |
| 00:20:18 | 00:20:23 | videographer local brings in their own |
| 00:20:21 | 00:20:26 | equipment brings in lights bring |
| 00:20:23 | 00:20:29 | microphones bring in a good camera |
| 00:20:26 | 00:20:32 | sometimes multiple cameras and then we |
| 00:20:29 | 00:20:34 | have that person film the workshop they |
| 00:20:32 | 00:20:38 | are also tasked with filming some b-roll |
| 00:20:34 | 00:20:40 | so b-roll is right now you're watching a |
| 00:20:38 | 00:20:41 | role you're watching this thing and then |
| 00:20:40 | 00:20:43 | I'm gonna turn over this other camera |
| 00:20:41 | 00:20:45 | and this camera over here is like |
| 00:20:43 | 00:20:49 | running b-roll so they get interspersed |
| 00:20:45 | 00:20:51 | and those things make the video more |
| 00:20:49 | 00:20:53 | compelling when somebody's watching it |
| 00:20:51 | 00:20:55 | instead of just being you know toking |
| 00:20:53 | 00:20:58 | Heads smiles is boring videos right is |
| 00:20:55 | 00:21:02 | right brain dump and then then we have |
| 00:20:58 | 00:21:04 | testimonials recorded right after the |
| 00:21:02 | 00:21:06 | event we have anyone who wants to give a |
| 00:21:04 | 00:21:09 | testimonial about what they just learned |
| 00:21:06 | 00:21:12 | yeah and and we have it we have the |
| 00:21:09 | 00:21:18 | questions asked in such a way that they |
| 00:21:12 | 00:21:22 | tell us like oh I got this from not the |
| 00:21:18 | 00:21:25 | event but from the company right smart |
| 00:21:22 | 00:21:29 | oh my my partner business partner Joe |
| 00:21:25 | 00:21:32 | gave me this great information and and |
| 00:21:29 | 00:21:34 | or Joe gave me something that is |
| 00:21:32 | 00:21:36 | transforming my business and we asked |
| 00:21:34 | 00:21:38 | certain questions so that we get those |
| 00:21:36 | 00:21:40 | kinds of answers and so that we can use |
| 00:21:38 | 00:21:42 | them for more than just marketing our |
| 00:21:40 | 00:21:44 | next workshop we can use them to market |
| 00:21:42 | 00:21:46 | everything every everything because |
| 00:21:44 | 00:21:49 | they've said they haven't said words |
| 00:21:46 | 00:21:52 | that narrow on Thursday's workshop and |
| 00:21:49 | 00:21:54 | Boise I learned this right it's generic |
| 00:21:52 | 00:21:55 | in the sense of that that it becomes |
| 00:21:54 | 00:21:58 | more leverageable yeah you and then we |
| 00:21:55 | 00:22:00 | get to use it in in a variety of ways |
| 00:21:58 | 00:22:02 | then we mix in b-roll and we mix in |
| 00:22:00 | 00:22:05 | music and all these other things and it |
| 00:22:02 | 00:22:07 | goes from being a boring testimonial to |
| 00:22:05 | 00:22:10 | stuff that people actually will consume |
| 00:22:07 | 00:22:12 | on Instagram a Facebook |
| 00:22:10 | 00:22:15 | even on YouTube and third bar third |
| 00:22:12 | 00:22:18 | party credibility the the power for that |
| 00:22:15 | 00:22:20 | in your business is you know the one big |
| 00:22:18 | 00:22:22 | question that your people have the power |
| 00:22:20 | 00:22:23 | is amazing it's overwhelming the one big |
| 00:22:22 | 00:22:25 | question people have is can I trust you |
| 00:22:23 | 00:22:26 | right when you're like hey I'll do this |
| 00:22:25 | 00:22:28 | work for you whether it's in a DM |
| 00:22:26 | 00:22:29 | whether it's at a one-on-one thing the |
| 00:22:28 | 00:22:31 | the main actual thought they have is can |
| 00:22:29 | 00:22:33 | I trust you it's not even really can |
| 00:22:31 | 00:22:36 | will you do what you say and how do we |
| 00:22:33 | 00:22:38 | build the trust man those third party |
| 00:22:36 | 00:22:39 | testimonials that credibility from other |
| 00:22:38 | 00:22:41 | people that is one of the biggest things |
| 00:22:39 | 00:22:42 | that's why every sales letter that's |
| 00:22:41 | 00:22:44 | ever worked in the history of direct |
| 00:22:42 | 00:22:47 | response marketing is littered with |
| 00:22:44 | 00:22:48 | testimonials yeah I think that's |
| 00:22:47 | 00:22:51 | brilliant and this is really the idea of |
| 00:22:48 | 00:22:53 | get sales now but build marketing |
| 00:22:51 | 00:22:55 | systems so you can attract more better |
| 00:22:53 | 00:22:57 | higher tiket higher value clients in |
| 00:22:55 | 00:23:00 | the future this is how you can grow a |
| 00:22:57 | 00:23:02 | flourishing agency business I still |
| 00:23:00 | 00:23:03 | think that selling services 100% |
| 00:23:02 | 00:23:05 | undoubtedly the fast track to making |
| 00:23:03 | 00:23:07 | money and boy you can build a really |
| 00:23:05 | 00:23:10 | great business that can be run by others |
| 00:23:07 | 00:23:12 | in this model Tim Conley I'm gonna link |
| 00:23:10 | 00:23:14 | to his channel below he has a ton of |
| 00:23:12 | 00:23:16 | free content on how to build an agency |
| 00:23:14 | 00:23:18 | how to grow an agents how to sell all |
| 00:23:16 | 00:23:20 | kinds of cool stuff thanks for being on |
| 00:23:18 | 00:23:21 | Tim thank you for having me be sure to |
| 00:23:20 | 00:23:23 | thumbs up like subscribe do what you do |
| 00:23:21 | 00:23:26 | I appreciate you and I will see you on |
| 00:23:23 | 00:23:26 | the next video until then be well |
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