Reader, you need to get better at closing clients

How To Close Clients Like A 6 Figure Marketing Agency

Reader —

In the last few emails, I gave you a roadmap

A roadmap you can follow to start your agency and run it to $50k/m before the year ends

But I’ve been talking to the community and realized they’re facing a conundrum:

How do I actually land my first client!?

Or in simpler terms, how do you get the ball rolling.

This is a breakdown of the prospecting, onboarding, and closing process 6fig agencies are using:

(You might want to save this)

Prospecting is an art

And you can quote me on this.

To over simplify things, you have 3 objectives here:

Finding the right clients
Setting up an outreach process
Closing your clients

Now let me elaborate...

1. Finding the right clients:

Before you land your first client, you need to define your offer AND define your ideal client

This will set you apart from freelancers on Fiverr and Agency Owners looking to scale to 6fig

Your ideal client will be someone who has the most to gain from your offer

And will be willing to pay you for it

Here’s an offer a Utopian is making for his email marketing agency:

Your store is bleeding money every single day

With email marketing, we can help you generate 30% revenue, without you spending an additional dime on ads

If we don’t start generating revenue in the first 30 days, you don’t pay us a dime

Now, if you’re starting out from scratch, YOU NEED TO WORK FOR FREE

A big part of closing a client is showcasing your results/case studies.

Not having one will be a HUGE red flag for your client

Start offering your service for free, just for the first month, in exchange for a testimonial.

You can, later on, use the results to pitch to the next client.

2. Setting up an Outreach Process

2 routes I would start with

Route 1: Begin Twitter

Open a Twitter account, create a list of the top accounts in your niche you’d want to engage with, post witty comments under their tweets
Find accounts in your follower range
Begin DMing them and understand that growing with them will make you the next wave of "large accounts" during the year
Take convos to telegram and start shouting each other out
Post 2-3 threads every single week with value & case studies
Stay consistent Promote offer 4X/week

Route 2: Cold emails

Use our Cold email marketing course and pick up Cold Email Wizards Course inside for a massive discount
Follow those steps entirely and cold email a dozen people a day
Continuously follow the prospecting strategy, and lead them all to our website to book calls. Aggressively follow up with potential leads.
Understand that outreach is a numbers game. 50 outreaches will not change your life. Thousands are needed

Here’s a template message @GoodMarketingHQ has shared:

Closing Your Clients

Your sole objective of a closing call is to disarm their defensive mechanism.

They NEED to see how you can bring them value, and your service can legitimately improve their business.

Think of the call as your interview, if you lie on your CV then BS will only take you so far.

On your call, take the charge of the conversation.

But don’t sound desperate.

You need to be the ones asking the right questions, so the conversation goes forward and you can explain how your service will be beneficial for them.

Here are a few questions I ask:

What is your goal with the brand?
What is holding you back from reaching the goal?
How do you see (your_service) help you meet your goal?

The last question will give you an opportunity to set realistic and attainable expectations.

The final step of the call: Ask them to pay the sign-up fee

If a client ends the call saying: I will consult with my partner and get back

Then you've lost them.

Make sure they pay before the call ends.

Let me say that again: Make sure they pay before the call ends!

You can ask them if there are any queries they have that are holding them back.

If they say they need to consult with their partner, ask them to bring them on the call so you can address the issues if any.

Remind them that your service is what they need to meet their goals.

At this point, the call can go one of two ways:

1. They insist they need time - well then tough luck mate

2. They pay the initial cost (it can be 10% or half the payment)

This is when you need to act fast and show you’re taking charge.

Follow these steps:

■ Setup Slack - this needs to be your mode of daily communication

■ Setup Trello/Monday/Asana - a management tool which a. the client can easily understand and b. you can use for transparency so the client always knows what’s happening

■ Follow up with an email where you

- Thank them for their time

- Ask them for initial access: Klaviyo, Business Manager(s), Drive/Assets

- Ask them for branding guidelines: Logo, colors, tone, competitors

- Ask them for inspiration: This helps you identify what they want from your service

■ Give them time to respond back with the above but keep pinging them so they don’t feel like you’re asleep

■ Schedule a kick-off meeting

Kick-off meeting

A call where you check whether they’ve shared the resources you’ve asked for in the email and walk them through your SOPs

Your client needs to feel a part of your agency, yet at the same time, an exclusive member of a VIP club

I often record these calls so my team can get a clear understanding of the client's pain points and work to deliver results that beat their expectation.

Here’s an example of the document @adottanvir is using for his email marketing kick-off calls:

I have the full script for my kick-off calls available in Utopia, all you need to do is join.

After the kick-off, comes the actual work.

No shortcuts to this I’m afraid, but if you do your job right, provide reports to your clients, and present them with strategies on how you can help them grow - there’s no reason for them to not stick around with you.

Reader, starting a marketing agency in 2022 is not easy

There’s cut-throat competition between existing marketing giants

And they’ll do everything in their power to stop YOU

But that’s where Utopia stands out - it provides a safe haven for marketers to

Pick a niche and master a craft
Follow the agency path starting from ground 0
Creating stable cashflow and building fulfilling projects

Join Utopia today and tap into the wealth of knowledge that it offers

JOIN UTOPIA TODAY!

JOIN UTOPIA NOW

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The Utopia 1759 Britannia Rd E Mississauga, Ontario L4W 2A3

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