Eric Siu explains how agencies get new customers: be genuinely interested in clients, do great work so they refer you, and partner with other agencies. Referrals and lifetime value matter more than chasing new leads.
Instead of trying to be interesting, be interested. This is like one of those Pious Guy things, like, yeah, listen, right? And honestly, it is like actually listening to, let's say I talk to you, Brett, what are the goals exactly? What are you trying to achieve and can we do it? And not being just one of those, let's say agencies out there that say we can do everything and volunteer for everything. Right. One of my podcast co-hosts is Neil and his agency has about 800, 900 people. And interestingly enough, his number one referral source for new customers right now is not SEO, it's not YouTube, it's actually referrals. And it's 'cause you do a damn good job and then people refer you, right? Your customers refer you. And also the lifetime value of your customers, they stay a lot longer because you do a damn good job. That's really just the snowball.
Like, your first client's always going to be the hardest one. And then, I mean, another good thing is work with other agencies to get clients. And if you do good work with that agency, they're going to bring you on. So it's from all spectrum, but word of mouth is very, very powerful.
