How To Land Your First Agency Client [Complete Guide]

A digital marketing agency is NOTHING without a few clients. In this video, I’ll walk you through a STEP BY STEP method for making contact, qualifying leads, and making proposals to prospective clients to show you how to land your first agency client!

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Qualifying Clients - 00:58
In order to get new marketing agency clients, you’ll need to qualify them to determine if the business they provide is going to provide a net positive for your agency. Qualified leads are guaranteed to have higher ROI and close rate. This ensures that people who are interested in using your digital services are a good fit as prospective clients.

Before you’re ready to qualify leads, you’ll want to ask yourself a couple of questions: Who is your target audience? What are your buyer personas? And how much of a discount are you willing to give? A prospective client will view you as a strategic partner, not just a service vendor because they view digital marketing as an investment, not just an expense.

Where Can I Find New Clients? - 03:30
Now, it’s one thing to sort out the good clients and the not-so-good clients and determine your strategy around that knowledge, but where does one even find new clients to begin with? Consider using freelancing platforms, such as Upwork and Freeeup. You can also meet new prospects at networking events, which you can find on sites such as Meetup and Eventbrite. Try to get involved in your community (business networking), seek out speaking engagements, or write a blog to let potential clients know more about your expertise in digital marketing.

The Discovery Call - 09:30
So, let’s say you’ve got a lead and you’re ready to start qualifying them; it’s time for THE DISCOVERY CALL. This is your chance to lead a two-way conversation and qualify your lead to determine if they’d make a good fit as a client, for you, and if your agency is a good fit for them! Ask a few questions to qualify your candidate, such as:

What is the biggest single problem your business is experiencing today?
What have you done to fix the problem so far?
Have you hired an agency before?
What made you decide to look for a replacement?
What does success look like to you, both in terms of qualitative and quantitative results?

This last one, specifically, will help you gauge the kind of results you’ll need to deliver to your client to meet in order to meet (or exceed!) expectations.

A few more tips for your next discovery call: Make sure to ask questions based on your buyer’s journey. Avoid questions that will only give you a “yes” or “no” answer, and phrase your questions in a manner that allows your prospect to communicate more. Practice “active listening,” and take notes!

The Proposal - 12:13
Finally, once you’ve qualified your prospective client and you’re ready to close, it’s time to make a client proposal. Your proposal should include the following items:
- A brief overview of your agency’s background.
- Project Overview. This will be informed by your client’s current situation, previous marketing strategies, and how you plan to help. You’ll want to provide a timeline for your project, with any potential obstacles you can foresee, including possible delays on either end.
- The Result. This will include your revenue/result goals, KPIs, and other metrics, as well as how often you plan to report these values.
- Scope of Work. This will be a comprehensive breakdown of your project’s cost and the payment schedule you expect for the services provided.
- Letter of Intent / Contract. This includes a brief summary of all the things mentioned above, as well as each party’s obligation in the agreement.

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Видео How To Land Your First Agency Client [Complete Guide] канала Cereal Entrepreneur - Jordan Steen