how to generate more leads for your digital agency
TRANSCRIPT
THE SECRET TO GENERATING LEADS EVERY DAY FOR DIGITAL AGENCIES
@JSWENK
IS THIS YOU?• DO YOU DEPEND ON REFERRALS? • LONG SALES CYCLE? • TAKING ON THE WRONG CLIENTS?
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YOU’RE PROBABLY WONDERING HOW ARE OTHER AGENCIES
GENERATING QUALITY LEADS?
3@JSWENK
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BUT, RIGHT NOW YOU HAVE A PARTNER THAT CAN EASILY MISLEAD YOU…
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YOU NEED THE RIGHT
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SYSTEM@JSWENK
WHO THE HECK AM I?• Husband, Father of 2 boys (Luke &
Chase) • Agency Advisor • Host of the Smart Agency Master Class
http://smartagencymasterclass.com • #ASKSWENK Show
http://youtube.com/jasonswenk
7@JSWENK
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FOUNDED
SOLD!
@JSWENK
3% ACTIVE CROWDED7%30%30%30%
OPENNOT YETUNCONSCIOUSNEVER
67%
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UN-GATED CONTENT
GATED CONTENT
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MOST PEOPLE THINK…
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THEY NEED TO START WITH AN UN-GATED
STRATEGY@JSWENK
THIS IS NOT A TARGET MARKET
@JSWENK
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ME TOO AGENCY
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BE SPECIFIC ON WHO YOU ARE TARGETING & UNCOVERING THEIR CHALLENGES1
@JSWENK
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DON’T FOCUS ON YOU. FOCUS ON THEM!
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SOLVING A CHALLENGE IS THE EASIEST WAY TO GET THEIR
ATTENTION!
@JSWENK
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BY ASKING QUESTION YOU CHANGE THE FOCUS TO THEM.
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WHEN YOU PICK A NICHE, YOU’RE JUST MARKETING TO YOUR NICHE.
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YOU STILL CAN TAKE ON WORK FROM OTHER
NICHES@JSWENK
CAPTURING INFO2@JSWENK
@JSWENK NO
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@JSWENK
@JSWENK
HELL NO
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Monthly visitors 1,000
Leads captured on AVG site (1-5%) We’ll use 2.5% 25
Leads captured on Good site (10-30%) We’ll use 15% 150
Missed Opportunity 125
HOW MANY OPPORTUNITIES ARE YOU MISSING OUT ON?
HOW MUCH IN REVENUE ARE YOU LOSING?
# OF LEADS X CONVERSION RATE X REVENUE PER CLIENT = LOST REVENUE
125 X 10% X $10,000 = $125,000 / MONTH
TRAFFIC PROBLEM?
PAID “TARGETED” TRAFFIC3@JSWENK
PROBLEM: I FOCUSED ONLY ON COLD TRAFFIC1. Lead cost kept increasing. 2. The conversion kept decreasing.
@JSWENK
1. INCREASING LEAD COSTS 2. DECREASING CONVERSIONS
COLD
WARM
HOT
PROGRESSIVE PROFILING4@JSWENK
WHY?• Segments your list so the right people go into
the right campaign. • Deliver the best content that is relevant to
them. • Determine who is on your list. • 94% success rate.
@JSWENK
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BREAKING YOUR CAMPAIGNS INTO SIMPLE
MILESTONES THAT DYNAMICALLY BEHAVE
DIFFERENT BASED ON THE USER’S ENGAGEMENT.
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HOW TO START1. Determine what is the last thing a prospects has to do
before they will engage in your core offering? 2. List out all the decisions they need to make in order to get
them to the end. 3. Every decision is a milestone, and every milestone has a
contingency. 4. Contingencies lead to other campaigns bolted together.
@JSWENK
@JSWENK
MILESTONE MARKETING
MILESTONE MARKETING5@JSWENK
IMPORTANT!!!!!!You may be thinking you can continue doing the same thing you have always
done…
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BUT DON’T YOU THINK YOU NEED TO BE DOING
SOMETHING DIFFERENT TO GET A DIFFERENT
OUTCOME?@JSWENK
PROBLEM!!!!!!YOU DO THIS FOR YOUR CLIENTS, BUT
NOT YOUR AGENCY. WHY?
42@JSWENK