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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

The above is a brief introduction to 5 Ways To Get More Sales For Your Digital Marketing Agency.

Let's move on to the first section of 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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