One of the biggest problems for agencies is how to get more clients. According to HubSpot, 60% of agencies say finding new clients is the biggest pain point.
This may sound weird.
These agencies are great at getting leads and customers for their clients. But they struggle to generate leads and clients for their own business. Some are doing cold calling, sending cold outreach emails, or just waiting for referrals to come in.
It’s not your fault.
Many agencies put so much focus on helping their clients get more leads, get more sales, and increase their revenue. But they neglected their own business.
They don’t have a team in place to generate new leads and close the sale.
If you’re looking to grow your business, you need a steady and predictable stream of new clients. You need businesses coming to you, wanting to buy your services.
You’re in the right place. Here are 5 ways to get more clients without spending a fortune.
Before you start working on getting more clients, it’s most important to know who your ideal client profile (ICP) is.
Many people think that focusing on a small niche means you’re missing out on a lot of potential clients. But the opposite is true.
By narrowing down your focus, you understand your client base, get to know their pains, and craft your sales message specific to them.
When you carefully define your niche, your message will resonate with your ICP. They see you as the market leader. And you're the go-to agency in the mind of your ideal clients.
ICP also helps align your internal team. When sales and marketing teams work together, companies see 36% higher customer retention and 38% higher sales win rates.
Step 1. Look through your list of clients. Identify who you enjoy working with, businesses that you believe in, and businesses that you find fulfilling.
"When you work with the clients you love, you'll truly enjoy the work you're doing; you'll love every minute of it."—Michael Port in his book Book Yourself Solid
Step 2. Interview your best past and current clients. Ask questions to find out about their pains, needs, and desires. For example:
What problems were they trying to solve?
How have they tried to solve it in the past?
Why did they choose you?
Step 3. Compile the information and create your ideal client profile.
Your happy clients are the big leverage that you have to get more clients.
I know you believe in your services and the results you can deliver to your clients. But potential clients may be skeptical. They’re wondering:
Is it going to work for me?
Who else have you generated results for?
Is it worth investing in you?
Social proof boosts your credibility. It helps make your message more convincing. And it helps you to convert your prospects into clients.
Showcase the reviews on your website and any other marketing materials. Let their words do the selling for you. It’s more powerful than saying good things about yourself.
Use your clients’ stories for storytelling. Highlight the problems they were having and how your solution helped them. Stories draw your prospects in. And you get to connect with them emotionally.
You can also create case studies from your clients’ results. Then use them as a lead magnet to attract ideal clients to you.
Social proof is effective in getting you more clients. It’s important to ask for testimonials from your happy clients. Make it a part of your deal process to ask for a testimonial after delivering results.
If you want to supercharge your testimonials, videos are more effective than text.
Why? Because video looks more real and personal compared to text. Viewers get to see the tone, body language, and physical cues. And it helps to transfer stronger emotions to the viewer.
If you’re in business for the long term, this is one of the best ways to get consistent warm leads coming to you.
Rappers understand this concept well. They collaborate with other rappers to leverage each others’ following. The collaboration helps both rappers to increase their audience, popularity, and fan base.
Partner up with companies that are in a non-competing industry that is serving the same ideal client profile. That’s why it’s important to have your ICP defined first. You’ll have an in-depth understanding of all their problems, pains, and needs.
Let’s say you’re a Facebook ad agency or a lead generation agency serving the medical industry. You can partner up with a web development company, equipment providers, or software providers.
“If you want to go fast, go alone. If you want to go far, go together.”—African Proverb
You want to look for a win-win-win situation. First, your client wins because they get more leads and business coming their way. Your partner wins because they got a referral fee and look good to the client for recommending a reliable vendor. And you also win because you get more clients.
You can meet them at conferences, ask for referrals from people you know, or connect with them on social media.
Don’t be the guy that’s out there spamming, “Hey, refer me to some of your clients and I’ll give you a referral fee when they sign up.” Instead, focus on adding value and building a relationship when approaching potential partners.
Treat your partnerships like an ATM. You can’t make a withdrawal from any ATM without first depositing money into your account.
Deposit value in your partnership ATM by getting to know your partner, being helpful to them and treating them like a friend.
For example, you have a client that’s looking for appointment booking software. You could approach your potential partner and pass a referral to them first.
In future, they’re more likely to reciprocate and pass you some of their clients who would need traffic and leads.
You may have heard that “Content is King.” But you don’t want just any content. To get more clients, you need compelling content. This positions you as a thought leader in the industry.
According to 88% of decision-makers, thought leadership has a positive impact on how they view an organization.
Don’t just limit yourself to your own blog posts. You can create content in the forms of guest blogging, podcasts, or uploading videos on YouTube.
Clients are just like a cat. If you approach a cat, the cat runs away. But if you have something the cat wants, like a can of tuna, the cat comes to you.
They would have gotten so much value from your free content. Why not pay you to do the work, so they can focus on other parts of their business.
If you’re planning to use different forms of content, a good way is to start with video content first. Then you can repurpose what you’ve created to make even more content.
You can hire a video editor to make short clips for your social media. Then you can extract the audio and use it as podcast episodes. And you can hire a copywriter to craft a blog post from it.
Research shows 71% of B2B buyers use searches as their main source of information. Content gives you the opportunity to rank on Google, bringing you inbound leads. And compelling content will softly sell to them, helping you to get more clients.
You’ve done all the hard work for your marketing. You have all these leads coming in now. That’s 90% of the work done.
Now you’re left with the last 10%. That is closing the deal. Many agencies struggle in this last 10%. Their prospects don’t show up for appointments.
Prospects tell them to send a proposal and “I’ll get back to you”. They send the proposal and never hear back from the prospect again.
Or they're worried the constant follow up is making them look needy and desperate.
If you don’t do the last 10% well and close the sale, you don’t make anything. So it makes sense that if you want to get more clients, you need to close more deals.
Running an agency is tough. You have to deliver results to the clients, managing the cashflow of your business and generating new business leads for your agency.
Why not work with professional closers who specialize in closing high ticket deals? Best of all, they are commission-based and you only pay them when they produce results for you. It’s a win-win for both you and the closer.
These are the 5 ways you can take action right now to get more clients coming. It allows you to scale your business without high costs. They are:
Get clear on who you want to work with.
Let your happy clients do the talking.
Create a win-win-win partnership.
Create compelling content.
Close more deals.
If you have any needs related to creating content or copywriting, let us know how we can help by filling out this form.
Vincent Tandiono writes for businesses who want to scale their revenue. He has trained as a copywriter with Dan Lok Education. He uses psychologically-geared copy to inspire your customers to take action. He especially enjoys working with breakthrough products that impact the lives of your ideal customers.Hire Vincent