SEO and Digital Marketing Services – Who Does Your Business Need?
As a digital marketing agency owner, I know all about the pains and frustrations of wanting to grow your agency but just not knowing the best way to do it, which is why in this blog post, I want to cover my top seven strategies that I’ve used over the years to massively grow my revenue, my profit, my customer base and build the agency of my dreams so you can do the same.
So, if you’re interested in learning about the latest and greatest marketing strategies, tools, tips, tricks, and tactics, well, you may want to consider subscribing and hitting that notification bell.
Growing Your Business with a Digital Marketing Agency
Alright, so, if you’re here now, it’s because you want to grow your digital marketing agency which I first have to commend you on because wanting to grow your agency is a very noble pursuit.
The more you grow, the more people you’re going to be able to serve, and the more people you serve well, the more they’re going to be able to serve in turn.
And thus, we fuel the business, we fuel capitalism, and we make the world a better place.
Now before we dive into the tips, real quick on my history just so you know who I am and why I’m qualified to talk about this, I’ve had a digital marketing agency for years, I started way back in the day by offering things like web design and social media.
Over the years, that evolved into SEO and a lot of search engine marketing and then that evolved even further to where we are now which really focuses on online advertising like Facebook ads, Instagram ads, YouTube ads, and Google ads.
And that essentially is where we’re at now.
Now, when I first started the business years ago it was a very, very sketchy start, as I’m sure you can remember when you first started your agency.
It was only when I drew a line in the sand and said this is the point where I’m going to make it or I’m essentially going to quit, give up, and go back and get a job again, well that’s when things really took off because I was willing to do the things that I’d been previously unwilling to do and that’s really what we’re really gonna be focusing on here is essentially leveraging the things that most of your competitors aren’t willing to do, which is gonna give you a leg up and allow you to really just blast them out of the water.
So with that said, this first tip is gonna sound a little counterintuitive.
After all, if your goal is to grow and scale your agency, why would you want to do the unscalable?
Well, essentially the unscalable things are often the ones that have the most traction, especially when you’re trying to grow and really hit that next level.
After all, there’s no substitute for face to face conversation.
Now, this is a mistake thatI made a few years ago.
As my agency started to explode, I started to move further and further away from those personal relationships and those face to face conversations.
Breaking the Business Plateau with Digital Marketing
In turn, the business kind of ended up plateauing, and it was only when I started to recommit myself as the agency owner to doing those unscalable things like meeting clients in person, following up, doing a lot of really personal interaction.
Well, that’s when things took off again because my clients started to really understand that I truly, genuinely cared about them and about their success and I was willing to do the things that others were not.
Applying Principals with Digital Marketing
This next tip, I’m sure you’ve heard before, but it’s the 80/20 rule or Pareto principle, and we need to apply the 80/20 principle to your entire business.
Now, if you’re not familiar with the Pareto principle, really quick, it essentially states that 80% of your results are gonna come from 20% of your efforts.
And again, 80% of your revenue, probably gonna come from around 20% of your clients.
If you offer multiple services, 80% of those are gonna account for only 20% of your revenue and 20% of those services are gonna account for 80% of your overall revenue.
So, again, looking at things holistically, when you map everything out, let’s say you’re offering five different services, odds are pretty good it’s gonna be one or two that are providing the most bang for your buck.
Again, when you line out all of your clients, it’s probably going to be those top 20%, top 30%, that are going to account for most of your revenue.
So what does this mean?
Well, when you look at all these things, it’s going to allow you to identify those services that are actually profitable and really driving your business forward and the ones that you can probably let go of.
Same things with your clients
When you really look at them, it’s going to allow you to pinpoint the ones that are providing the most revenue, so you can not only do a better job for them, but you can find the traits that are similar between them all and go out and get more clients just like them.
This next tip is one I’ve fallen victim to countless times before and essentially what you want to do here is give them what they want, not what you want.
Even though you are the digital marketing expert, you know the business inside and out, you know what’s probably best for them, they may come to you looking for something completely different.
Now, it is obviously going to be wise and ethical and honorable and authentic to end up giving them what they need in the end, but at the beginning, if they say they need just social media management, you’re best to approach that conversation and the client that way and then pitch them on the other things that they really should be doing after that.
So, it’s really hard to sell someone something that they don’t want or don’t think they need.
It’s a lot easier to give them what they want and then convince them afterwards by showing them what you’ve done for them but how it could be so much better and really that’s the way that you want to approach this direction. Hamiltonwebs.com has been through a lot of different client interactions in the past.
When it comes to running a digital marketing agency, there’s a number of different things that go into it.
There’s obviously the sales, there’s the marketing, there’s the fulfillment or the operations of the client work, there’s the finance side, and then there’s all of the other areas that go into it like the mindset and the team building and the leadership and the management, all that other stuff.
Digital Marketing As a Business Owner
Well, you as the digital marketing agency owner, you’ve got a very unique skillset and essentially you want to stay operating in your zone of genius.
Maybe this is actually doing fulfillment for clients or maybe it’s getting on the phone and signing up clients or maybe it’s just designing all the marketing behind the scenes and letting someone else handle the sales and operations of the business.
Whatever it is, the better that you’re able to identify and really articulate what you do best, the better you’re gonna be able to get everything else off your plate.
This means you’re gonna have less stress, you’re gonna have more time, and your client results are gonna skyrocket because you’re gonna be doing what you’re doing best and other people are going to be able to focus on doing what they do best.
Win-win, all around.
The next tip that we have to cover if you want to grow your digital marketing agency is that you do in fact need to niche down.
I know you’ve heard this before, so before you skip the video and completely write it off, there is some merit to this, but I want to put in a few caveats.
I know you’ve heard that you need to niche down and niche down again and niche down again.
Well, this can in fact work and if you’re just getting started, it’s great advice, but as you scale up, it’s harder and harder to do because eventually you’re going to run out of market cap of a super micro niche, so you’re gonna need to expand a little more.
So what does this mean? Well, when it comes to going out there and acquiring new clients, you do want to be niche-specific but there’s no reason that you can’t target multiple niches at a time or subsequently or one after another or whatever it is.
Understanding Your Niche and Hiring a Digital Marketing Agency
When I’m talking about niches, I’m talking about not only the industry of, say, dentists, or chiropractors, or legal firms, or financial investment advisors or whatever it is, but also the services that you offer, whether it’s web design or SEO or online ads or whatever it is.
Essentially, you can choose either the industry or the service that you’re offering and really focus on that for the time being.
Once you’ve built that up to the level that you want, then you can move on to the next one.
So, yes, you do need to niche down, but you are able to have multiple different niches that you’re targeting with multiple different marketing campaigns in your own business.
The next tip is one of my absolute favorites and is largely responsible for massive growth in the very early years of my business and this is the willingness to outspend your competition.
So what do I mean by that? Well, if you’re operating in say, a local area, all you have to do is take a look at what other local advertising agencies or marketing agencies are doing in your area, and then do more of that.
Fortunately, in most cases, it’s not too hard to run a few more Facebook ads or allocate a few more dollars towards your SEO or put out a little more content than the competition.
All you really need to do is continue to outspend them and eventually, over time, that gap becomes so large that they really will never be able to catch you and never be able to takeover the market share that you’ve established.
Now, the easiest way to kind of ease your way into this is really to start small and just allocate an extra five or 10% of your revenue to your internal marketing budget.
Over time, as your revenue grows, that budget is going to grow along with it and it becomes a lot easier to essentially take over the market with content and value and more ads and staying top of mind among your target market.
You know, basically all the things you’re trying to do for your clients.
- Hey if you are a lawyer, then your law firm depends on what does your law firm depend on? A lot of lawyers thinkthat their law firm depends on leads, right, phone calls.
Nothing happens until you get a phone call from someone, whether they are involved in a personal injurycase, or estate planning, or family law, or criminal defense.
Your business does not do anything until a lead comes in the door.
So, I've been asked many times, we do marketing for somehigher end firms nationally.
We work with 65 firmsnationwide, my agency.
We get asked what isthe most important thing in a law firm to be successful? I used to think it was justleads, more leads, right? But the challenging thingwhen you're generating leads as a lawyer who owns a law firm, is actually not getting the leads as much.
It's more so how you handle the leads, and the higher the averagevalue of your average client, the more important those phone calls and emails that you get fromyour perspective clients are so the SMB Teamspecializes in lead generation for specifically small to midsize law firms nationwide.
Again we only work with really65 law firms nationwide.
We're very boutique, high touch, so one of the thingswe do is generate leads for our clients, we have anartificial intelligence software that we use, landing page layouts that converted 25% plus in PI, multiple practice areasand a very unique way of excluding demand and potential cases that aren't worth your time and competitor clicks andthings of that nature, but aside from thatsince we're so high touch with the clients we work with nationwide, we go ahead and we try and provide value in other ways than just generating leads for our clients and one thing we noticed is a lot of our clients actually, since we are generating leads for them, they didn't really needmuch more help there.
They were getting enough leads, the problem was how they were handling the leads that came in, particularly through phone calls.
The e-mails are fine, right? You get an e-mail, youfollow up with them, hopefully within 24 hours, you call them, that'sfine, that's a warm lead.
The challenge becomes people who call when they see an ad of yourson the Internet perhaps, not these word of mouth leads that already know of you, cold leads.
How do you handle those leads, so that every penny youspend on advertising is not going to waste, right? So what we've done is, for our clients, we put together a phone intake script, basically on best practicesthat we've split tested with the firms we work with, in terms of how to handlethe inbound phone call leads that you get on a daily basis.
It's only limited tothe initial phone call.
So this is really particularlyfor how a paralegal, or a receptionist, whoever'sfielding your initial calls, should be handling a callalong with some principles.
The reason why this is so important is 'cause I'm assuming if you'rewatching this advertisement, you are a lawyer andyou're quite successful, and we want you to be more successful, but before you go and reach out to us to generate more leads for your law firm, which I hope you do, I wouldhighly recommend you download this phone intake script.
To make sure that the wayyou're already handling your word of mouth leadsand your referral leads is replicated for your cold leads.
Before you go and spend thousandsof dollars on marketing, let's get this set up right, now.
So what I want you to doright now, below this video, is download our phone intake script that we offer to our lawfirm clients nationwide, for free, all you have todo is input a little bit of information about you, you downloaded the intake script, you have your receptionist,your legal assistant, whoever is fielding thecalls implement this, and you mark my words, you will turn more of yourphone calls into paying clients.
After you've downloaded this, I'm okay with you calling our company and having us give you a freelegal marketing consultation, but first I want you to download this.
Do it right now, obviouslyyou're watching this video so you're interested.
All you have to do isinvest another two seconds to go beneath the video, download it, get some educational value here, invest five minutes in your firm that could at least 5x the results you get from the phone calls yourfirm is currently getting, so I want you to do this right now and take action because taking action is what got you towhere you are right now.
So keep taking action and download the phone intake script now.
Thank you guys, this is Bill Hauser, I am the owner of the SMB Team and yeah, download it, do it, thank you.