In this presentation, the speaker outlines a two‑phase client acquisition system for digital‑marketing agencies. First, he describes outbound cold outreach: scraping or buying lists, contacting prospects via email, social messengers, calls, or voice drops, and the low conversion expectations (about 10 % close rate). He stresses that outreach alone is insufficient and that the real value comes from nurturing the acquired database—providing useful content, webinars, tools, and consistent communication so prospects view the agency as an authority and eventually choose to work with them. The speaker then contrasts this with inbound marketing, where prospects arrive pre‑qualified after exposure to the agency’s expertise, yielding much higher close rates (30‑50 %). He presents concrete scaling targets: 4‑5 new clients per month, requiring 15‑20 strategy sessions, which can drive a seven‑figure agency. The talk ends with a call‑to‑action inviting viewers to join a free Facebook group for ongoing agency‑growth strategies.
Chapters
So landing clients, right? One of our key plays is cold outreach. And so I just want to make sure I paint the big picture of this. So we scrape lists, we buy lists, we join associations, and we get names, emails, contact details, right? And then we, we do direct outreach, and we direct outreach via cold emails, through social messengers, through cold calls, through whatever mechanisms, through voice drops even, to get them to raise their hand. But the fact is, only a handful of the people will raise their hand. Like literally, out of your 500, if you get 10 or 15 people that raise their hand, that's a pretty good day, right? So it's, it's a percentage game, and it's the lowest percentage game in the business, right? If that's all you did you will not have a great business. It's a starting point. The next step is to nurture that database, to nurture the database so that they go from, "I got a random email from this guy," or, "I got a random series of emails from this gal," to, "This guy has added value to my life. He shared valuable resources. He's given me information. He's given me tools. He's given me things that move my business forward." So we have to nurture that database, and that's what's ultimately going to be the clients that you want to do business with. Not— you want the ones that raise their hand and they get the quick wins and get some momentum, but really your ideal client is the one that chose you. They feel like they know you and they're ready to do business with you, right? Does that make sense from an intuitive perspective, like the differentiation between cold prospect and somebody that has been nurtured by you? So in my mind, and this is kind of to the question that came earlier, you send the cold outreach through like Mailshake or one of these cold email platforms, but you definitely have to move them into a nurture database of some sort so that you can touch them, so that you can invite them to those webinars, so you can share your value with them. And that's where your true sustainable business is going to come from. So let's dive into that and really unpack how we build the, build the authority and nurture the database and nurture the list. So the problem again, as it relates to landing clients, when you're cold outreach like this, you chase, you're chasing them down, make no doubt about it. You're cold calling them, you're showing up in their inbox unexpected. Even when they do raise their hand, there's gonna be a hard sell. Right? If you get a client through cold outreach, a hard sell will ensue. And so your close rate's not gonna be nearly as high. Right? I would say a 10% close rate from cold outreach is pretty good. Because they don't know you. Like, they just got a random thing from you. They have no context to who you are. So your close rate's high. You gotta have a lot more sales appointments to get the same amount of client base. And ultimately, you know, it's hard to generate the sales. I think the biggest thing that helped accelerate our agency from where we're at to multiple 7 figures was a shift from just chase to inbound. So when I was at ReachLocal, chase was the only option, right? Cold calling, sitting in network meetings, chasing people, chasing people, chasing people, and there's a place for it, and it's got to be baked into what you do. But when we shifted from chasing to getting people to come to us, what I call inbound marketing, everything changed. So clients come to you pre-positioned to buy, right, because they've been exposed to your expert status. Your sales resistance drops, right? If they called you and said, hey, I want to hear what you said, what you can do for me, I've already seen what you did for these other plumbers, or I read your, your book, or I sat on that webinar and you shared these 5 principles that like really made sense to me. When they come to you like that, you can expect more like a 30 to 50% close ratio. You have plenty of appointments and you can get momentum and consistent growth. I think this is really critical if you're gonna get to the next level. You have to have, you have to have some inbound work in play. So the objective in my mind to really get this working right 4 to 5 new clients per month, you know, I think that's a sweet spot almost all of us should be able to hit. I know a lot of guys doing a lot more than that, but at that level you can get to 7 figures. You're probably gonna need like 15 to 20 strategy sessions per month. So that's people that are scheduled on your appointment, that are ready to go through your consultative sales process to get to $83,000 per month and 7 figures in digital marketing.
Well, I hope you got great value from that video. If you'd like more ideas, strategies, and techniques on how to really grow and scale your digital marketing agency, I'd like to invite you to join me. I run a free group on Facebook called Local Marketing Agency Success, and there I just share my best ideas and strategies on how to land clients on a consistent basis, how to serve them and really knock it out of the park for them, and how to retain your clients at the highest level possible. So would love to have you join us there. To get there, you can just type in 7figureagency.com/localmarketingagency.
Group.
That's 7figureagency.com/group. It'll take you to the Facebook group, um, and I'll, I'll get you added right away. Look forward to seeing you in there. Talk to you soon.
