In this video, the presenter outlines a systematic inbound marketing approach for digital marketing agencies focused on building a high‑quality prospect database and nurturing it to generate inbound client leads. He emphasizes the importance of a "know, like, and trust" (KLT) relationship with contacts, citing Dan Kennedy and Frank Kern, and explains how agencies can acquire contacts through industry associations, paid ads, and cold outreach. The core problem identified is that most acquired leads never convert because agencies fail to engage them after capture. The solution presented is a disciplined nurturing cadence of two to three value‑added emails per week, using persistent yet helpful messaging inspired by Chet Holmes' "Ultimate Sales Machine" model. The content stresses delivering actionable insights (e.g., website conversion tips) rather than hard sales pitches, and eventually offering a clear help proposition to lower sales resistance. The video concludes with a call to join a free Facebook group for further agency growth strategies.
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The other key piece to getting inbound leads and opportunity is having a database, right? And more important, a database of people that know, like, and trust you. I'm a big fan of Dan Kennedy and especially Frank Kern, and I was at the InfoSummit probably like 7 or 8 years ago, and one of the things that really stuck with me that Frank Kern said was, "The money isn't in the list, it's in the relationship with the list." Right? So you have to be in a place where the people in your niche that are sitting in your database know, like, and trust you. They have a relationship with you before they even try to do business with you. And you have to be rolling out new relevant content on a consistent basis. Really, that's the crux of inbound marketing. Is this making sense so far? You guys with me? Okay. So what usually happens is we wind up with a list of some sort if we're doing any proactive marketing, right? We join the association of the niche. Like William said, you climb one mountain. I'm gonna really encourage you, you find that mountain and you go deep with it, right? Don't just cold call a couple people. Join the association, get involved, and get a list. You do marketed leads, like you run some Facebook ads, you run some pay-per-click advertising, you get people to raise their hand. And ideally you're doing some cold email, right? There's great tools out there to scrape databases and just make cold introductions to people to get their attention. But what happens usually is those people don't convert. 99% of the time they have some interest, Or they show no interest, but they're in our database and they don't convert. And really the question becomes, what are we doing with them after they wind up in our database? And the sad reality is often nothing happens, or we don't have a database, which is even a bigger, a bigger concern, right? The power is in the relationship to the list, and the most important thing you can be doing on a weekly, monthly, annual basis is building your list and developing relationship with them. So what do we do? How do we nurture the database? Well, from what I found to work well, you want to touch them 2 to 3 times per week via email. And you gasp. 2 to 3 times a week? Man, well, they might get annoyed. I don't even send them an email once a month. Deliverability rates the way that they are, most of the times they don't see your email. People are extremely busy, so it's really hard to get their attention. One of the most powerful things we did was we started touching the people in our database multiple times. And really what we want is for them to go, and this is Chet Holmes, The Ultimate Sales Machine, to go from, I've never heard of this guy, he claims to understand internet marketing for plumbing and HVAC contractors, to, I've heard of that guy, he kind of showed up at a couple places and I've gotten a couple emails from him, to yeah, that guy's really annoying. I mean, he's a little bit annoying, he emails me all the time, he sends me stuff in the mail and I'm kind of irritated, to yeah, maybe I'll give him an opportunity, sounds like he knows what he's doing and he's pretty persistent, to yeah, I'm a client and that guy's amazing. That's the kind of marketing you want to do to the people within your database. We want to add value in these 2 to 3 touches. So when we're sending these emails, it's not, "Hey, what's up? You ready to do some internet marketing? Hey, I can help you get 5 or 6 new leads a month." It's value-added. It's, "How can you generate better results online? How should you optimize your website for conversion?" Right? It's things that they will find interesting and relevant. That way you're not showing up and bugging them, but you're showing up with value. And we wanna nurture the database and ultimately offer help. You can't just put out content and hope that someday somebody says, "Well, that guy was pretty cool. How do I chase him down?" Offer the opportunity. Let them know, "Hey, this is what I do. This is what I specialize in. I would love the opportunity to show you how I can help." And I promise you, if you build a database and you start to put out relevant content on a consistent basis, you're gonna get clients coming to you with very low sales resistance.
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/group. That's 7figureagency.com/group. It'll take you to the Facebook group, and I'll get you added right away. Look forward to seeing you in there.
