How to Get Your First Clients

How to Get Your First Clients

Stuart Trier Prospecting Leave a Comment

Hey guys, Stuart Trier here from SEO Cheat Guides. Today, I want to talk to you about how you can get your first clients. I’m going to hop off the screen and walk you through a presentation. I hope you get a lot out of it. Here we go.

By the end of this video, how to build your first lead generation system is what I want you to know. I want you to be able to land new clients, earn testimonials, generate referrals, gain experience, deliver ROI on the time and energy you put into this, and build a predictable growth strategy for your business.

Simple is beautiful. What does this mean? Well, what you need to know is simple scales. That’s the most important thing to take away from this presentation. We want to keep things simple because simplicity is scalable, and anything that gets too complex, it’s really hard to scale up.

We have a simple three-step process. We want to be able to attract, convert, and deliver. We want to build leverage systems because we know we can’t leverage your time or your effort. What does that mean? It means that if we wanted to grow your agency five-X in the next 12 months, you’re not going to work five times harder and you’re not going to put in five times as much time, but if we build you a system that’s scalable, we’ll be able to five-X your agency fairly easily.

First thing we want to do, step one is build a list of local prospects. Once you pick your niche, finding those businesses in your local area, these can be things like chiropractors, dentist, roofers, whoever you want to work with. The greatest place to start is in your local area because they’re going to be more receptive to want to speak to you. The idea is with this system, you go out, and you learn it yourself. Every system I teach you is exactly the same in that you learn the system, you document the system, you hand off the system. The idea is you’re building that perfect system to attract your ideal client. You’re going to build it step by step, you’re going to hand it off, free up your time, and continue to elevate the value of your time.

Step number two is to check the following. Do they have a Facebook business page? Do they have a Facebook banner that looks nice? It’s either yes or no. They’re binary things. You’re looking for people that don’t have a Facebook presence in your local area for the local niche or for the niche that you want to target.

Step number three is to contact that business owner and offer them either setup a free business page or setup a banner for them, free. You can reach out to them either by cold email or by cold calling. It doesn’t really matter. The point that you want to convey to them is that you want to do something for free.

Step number four is to build that conversion process. How are we going to convert them from that offer into them becoming clients. Although you’re not getting paid on this first thing, you’re moving them from somebody that doesn’t know who you are to the next step in the process, so we want to make them an offer. We just need to determine do you want to do that with a video sales letter where you’re educating them on the value of a Facebook page or you’re educating on a value having a nice visually appealing Facebook banner. You do that with the video sales letter, you do that with a one-on-one call, or you could do that with a webinar where you’re demonstrating value. You want to explain the biggest questions they’re going to have.

Why are you willing to do this for free? You’re willing to do this for free because you’re trying to build your portfolio. You’re trying to collect testimonials, and you’re trying to demonstrate value, and you make sure that you stress what the benefits to them are. The benefits to them is their prospects are online, and you want to help them present a proper image to their clients.

The next step is delivery, and that is step number five. We have two items that we’re offering for free. Step one is to find a designer who could build these banners for you. You want to look either on upwork.com, fiverr.com, onlinejobs.ph. You want to find someone who’s typically doing this for 20, $25 a banner, and you want to make a deal with them to say you’re going to buy 30 banners, but you’re only willing to pay $10 each. You’re bulk-buying. That’s the thing to take away from this is that you want to find somebody who’s willing to work with you on a bulk price. Then you want to build a checklist of the information required for your client to get this banner delivered.

The other thing to take away from this is we’re building a system, and as part of that system, we want to create a templated email that you can send directly to your client that you just landed. It’s something along the lines of, “Dear Joe. Thanks for taking me up on my offer to create a free, new Facebook banner for your business page. As I explain, I’m doing this, demonstrate value, build my portfolio, and collect client testimonials. I believe in clear communication and delivering on what I promise so my team will deliver your free banner in three business days after we receive the following from you: your logo, any image or picture you want included in the banner, and any special directions you may have. Just shoot this back to me. Once we have the above, our team will pull together your free banner, and I’ll email it to you within three business days.”

What have you done there? You set the expectation, you told them what you need, and you’ve already told them when you deliver, that they can expect that you’re going to ask for a testimonial and a referral, and they know why you’re doing this. Remember, building a system so you’re able to scale it, this could mean hiring 5 graphic designers, 3 graphic designers, 20 graphic designers. The process is always going to be the same, the client’s always going to get that same email, the information’s going to come into you, it’s going to get forwarded to that graphic designer, they’re going to build it. Doesn’t matter if you’re building 30 banners in a month, 60 banners in a month, or 180 banners in a month. All it means is how many graphic designers do you have on retainer.

Step six, build out a step-by-step guide. How to set up a Facebook business page. This is really important. You need to have that step-by-step guide. You want to make a checklist of the information you need in order to fill in a Facebook business page. You need to design an easy form for your clients to fill in. You can do this in a number of ways. You can either create a form on a webpage or you can create a Google Doc that you send to them where they just fill in the information. The idea is that you’re making it really simple to collect the information that they need to give you in order for your team to go out and build that Facebook page.

Now that you have both checklist and a step-by-step guide, you have that whole process documented. You want this guide so it’s easy for you to delegate it to someone else to set it up like the VA or an employee, and you need that checklist of information so that it’s easy to pull all that information you need from that client.

Once you have that, it’s super easy to scale this up. You can take on 30 clients in a month, 60 clients in a month, 120 clients in a month because it’s going to be a repeatable process that your team will be able to deliver on. Anybody that needs to do it, you’re going to give this step-by-step guide to set it up, plus you’re going to get that checklist of information from the client. It’s going to got to the person setting it up, and they’re going to walk through that process.

You’ve system is built for scale. Now you have two lead gen services you can offer for free and offer at scale. That means that you can do it for 30, 50, 100 clients, and it won’t take you any of your time. Once you build the system that shows them how to do the step-by-step actions and you build out a checklist or a way for the clients to deliver information consistently to you without you having a one-on-one talk to them so you have that email template that goes out to them and tells them what you need, gets that information back, you have a process to deliver that to your either employee or VA, and they go and they follow your step-by-step guide and/or they go and build the banner as per your specifications.

Now you want to over deliver. You want to make sure this process you built is designed to wow your client. When you’ve delivered, the customer is happy. That’s when you ask for the testimonial. Either it’s a video testimonial, that’s obviously the best, or get them to post on your Facebook wall so that you can take a snippet of it and use it in your marketing copy.

Ask for referrals. People that receive this type of value, they’re going to be open to sending you referrals to other people in their business that you can also serve.

Once that’s done, you can take them to the next step in your value letter. The next step is to ask if they’re interested in improving website conversions. Maybe you educate them on retargeting pixels. You pitch them on a special you have for setting up their Facebook retargeting pixels. If you don’t know how to do this, I’m going to put a link below that you can download a free guide step by step. I’ll show you how to do it. It’s really, really easy. The point is you want to have something to offer them, and a great next step would be to talk to them about how to improve conversions in their business.

You offer to set up this Facebook pixel for them. Maybe you charge $99 for this, then if they want to manage the retargeting efforts, you can offer that as a continuity offer, and maybe you charge $200 a month for management of that, and obviously, you can move them to the next step in your value ladder and offer, core offer, maybe it’s SEO or PPC or Facebook Ads or content creation.

What I want to do is walk you through what the ROI on this system looks like. The total expenses to set this up, and what I’ve done is I’ve assumed your time is worth $50 an hour. If you’re just starting out, that’s actually a pretty high dollar amount, but I’m going to use it just to show you how easy it is to get an ROI when you build a system like this.

Build a list of prospects. I’m saying it’s going to take you five hours to build a list of 30. Contact the 30. I’m saying you’re going to take 10 hours to do that. Do the work. The work is really that step-by-step guide, the checklist, just organizing the whole process, getting it ready for scale. I’m going to give you another five hours to do that. I said you’re going to use VA help to build out the Facebook pages and/or build out the Facebook banners. Anything that you’re going to need hep with, I’ve given you 50 hours of VA time for this one process, and then banner costs, I assume you’re going to do 30 at $10 a pop, so that’s 300.

As you can see, the total investment here is $1,550. The breakout is listed for you here, and then I made some assumptions, and definitely these are assumptions. Everyone’s going to have different results, but I think these assumptions are actually fairly conservative. I’m assuming out of the 30 people that you’re pitching this free offer to, 10 are going to take you up on it. I assume that of the 10 that you deliver for, three are going to take you up on Facebook retargeting pixel setup for $99.

You’re taking advantage of the law of reciprocity, you’re delivering a huge value to them. When you pitch them on a $99 offer and you explain the value of retargeting, there’s a very high likelihood you’re going to land three clients at $99. I said you generate $297 in revenue from that.

One out of those three are going to take you up on $200 per month retargeting done-for-them service. I assumed that one person would stay with you for six months. They may stay longer, they may stay shorter, but I’m assuming six months is a fairly conservative number, especially if you’ve pre-framed it to say that it’s going to take some time to get traction, but once it does, you’re going to see a tremendous amount of ROI. That’s another $1,200 in revenue, and I assume one person out of the 10 you worked with would take you up on your core offer. In this example, I’m using SEO at a really low monthly rate of $500 per month, and I assume they’d only stay with you for six months, so that $3,000.

What you can see here is you’re going to generate $4,497 from this lead gen system, which is a 290% ROI on your investment, but remember, this is valuing your time at $50 an hour for all of these functions. Once you have this system built, you’re surely going to be able to get other people to do this for you, probably in the 10 to $15 an hour range, which will only serve to increase your ROI to a much larger level.

This is the value of having a scalable system because what ends up happening, once you have this in place, you don’t just send 30. You’ll be able to send 60 a month or a hundred a month, and that’s how you scale up your business to continuously generate leads and client activity. We’re elevating them in your value ladder.

You build this predictable growth strategy. Once you have the system like this in place, you just plug other people into the system like I said, and boom, you’re going to be in a situation where you’re able to fulfill at scale, and that’s what you really want. You want to have a system that’s scalable that doesn’t require you to be doing the physical work. You should be orchestrating it. You should be doing it the first time so that you can document it and put it in place and understand how the system works, and then all you’re going to be doing is looking for people to plug in to those spots to deliver that value. When you’re not paying $50 an hour, and you’re only paying 15, that ROI is definitely going to go up.

Well, I hope you got something from this. If you did, please hit the subscribe button below. Give me a thumbs up. Leave a comment or a question below. I’d love to engage with you here on the channel, and I’ll see you on the next video.

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