TLMM #019: The 3-Part Magical Formula To Never Ending Local Small Business Leads & Clients

Read time: 4 mins

In this week’s issue, I want to talk about how to efficiently prospect, get leads, and ultimately get more clients as a Local Small Business Consultant or Digital Marketing Agency Owner…

I can tell you from my own experience, that prospecting for clients is a daunting task and it’s the #1 reason most Local Small Business Consultants fail.

So with that in mind…

Let’s dive in!

 

The Magic Formula To Having A Successful Digital Marketing Agency

This isn’t “rocket surgery” (Kernism) by any means…

And in fact, once I reveal it to you…

You’ll likely say, “No duh! That’s it?! That’s all there is to it???”

But sometimes you have to go back to the basics…

And it’s easy to overlook the simplest concepts even if they’re right under our noses.

So if you’re serious about having clients and making money in your business as a Local Small Business Consultant or Digital Marketing Agency…

And NOT just playing business.

Read on…

Because if you’re not doing these things I’m about to share with you…

Sorry to be so blunt, but then you DON’T have a business…

You have a HOBBY!

First things first…

You must have a solid “foot-in-the-door” product or service.

Secondly…

You must have a solid prospecting method or strategy to find local small businesses who have a problem that you can help solve immediately for them.

And finally…

You must have a solid plan to actually do the work where day in and day out you’re prospecting for leads who can potentially turn into clients.

With that being said…

I’m going to break down each of the aforementioned parts that make up this “magic” formula for success as a Local Small Business Consultant or Digital Marketing Agency Owner.

 

Part 1: A Solid “Foot-In-The-Door” Product Or Service

From my 14 years of experience as a Local Small Business Consultant…

I’ve tried just about EVERYTHING you could possibly imagine!

And from all of my own trial and error…

There are several different products/services I highly recommend you consider offering as your primary “foot-in-the-door” service.

Here are 8 solid services to offer your prospective clients:

1. Facebook Retargeting Ad Campaign ($99/mo. to manage only – ad spend is on the business at $5/day or $150/mo.)
2. Social Posting Service (Daily – $99/mo.)
3. Email Newsletter Service (Monthly – $99/mo.)
4. Blog Posting Service (Monthly – $99/mo.)
5. Hybrid Sales Funnel Website ($299 – $499 upfront and $99/mo. for website hosting and maintenance/changes)
6. Email Marketing Service (Weekly – $399/mo.)
7. Review Repurposing Service (Monthly – $99/mo.)
8. Facebook Lead Form Ad Campaign ($199 – $299 upfront and $99/mo. to manage only – ad spend is on the business at $5/day or $150/mo. PLUS provide 7-Day follow-up email automation)

Now you don’t have to offer all of them…

Just pick one and go with it!

Then after you’ve had some success, you may want to consider adding a second, third, fourth, etc.

 

Part 2: A Solid Prospecting Method And Strategy

Next, you will need to have a prospecting method that makes it easy to identify local small businesses who need your help.

Even better if you can get one of these prospecting methods to match up with your “foot-in-the-door” product/service…

Because when these two things align…

That’s when the “magic” happens!

By doing it this way…

You will have a lot more success early on in your prospecting process.

You’ll end up with a whole lot more YESES with a lot less nos.

Again there are several different prospecting methods and strategies to choose from…

But here are the ones I highly recommend you consider implementing as soon as possible:

1. Facebook Pixel Method (business who have a website, but don’t have the Facebook pixel installed)
2. Facebook Ghost Town Method (businesses who have a FB business page, posted to it in the past, but have not posted to it in a long time) 
3. Free Listing Method (businesses who you add to your local directory website for free)
4. Google Maps Method (businesses who have unclaimed Google Maps listings)
5. Website Hosting Method (businesses who don’t have a website)
6. Google Messages Method (businesses who have a claimed Google Maps/GBP/GMB listing, but don’t have the messaging featured enabled)
7. Repurpose Reviews Method (businesses who have reviews, but are not taking advantage of them)
8. Facebook Leads Method (businesses who are running FB ads, but not a lead form ad campaign)
9. BONUS (Outbound Prospecting Method): Facebook Ad Method (setup your own FB lead form ad campaign for $5/day or $150/mo. and follow-up with them through email automation(s) selling them your digital marketing service(s))

Again, you don’t have to use all of them…

In fact, I wouldn’t use more than one of them until I was getting leads and converting those leads into clients.

So now that you have your preferred “foot-in-the-door” strategy and a prospecting method picked out…

It’s time to get to work!

 

Part 3: A Solid Plan To Actually “Do The Work”

Have a solid “foot-in-the-door” product or service and having a solid prospecting method/strategy is all fine and dandy…

IF you do the work!

It’s ONLY two-thirds of the “magic” formula for success…

And this third part of the equation is the MOST IMPORTANT part.

Without it, the other two DO NOT matter!

Unfortunately, this is where MOST of you (Local Small Business Consultants and/or Digital Marketing Agency Owners) fall short…

This is typically because of one of the following reasons…

Raise your hand if any of these apply to you (my hand is raised as high as can be for the first two):

• You’re AFRAID to talk to businesses due to FEAR of rejection
• You’re too “BUSY” with other things in your life and ultimately PROCRASTINATING
• You have SHINY OBJECT SYNDROME and move on to the next digital product promising to “get clients”

So whether your lack of success stems from one of the aforementioned reasons I’ve outlined above or perhaps something else…

Either way, you simply can’t…

Have the amount of clients you desire…

Make the amount of money you desire…

Or have the level of success you desire…

If you’re NOT putting in the “grunt” work (and getting out of your comfort zone)!

Not to mention that this is the LEAST sexy part of the equation…

And in all honesty, it’s WHY most people shy away from becoming a Local Small Business Consultant or Digital Marketing Agency Owner.

Most people want EASY BUTTON success (think of the old Staples commercials)…

But what most people fail to realize is that there’s really NO SUCH THING!

In fact, almost all online business models REQUIRE some “grunt” work in order to be successful.

But I digress.

I’ve thought long and hard about this problem (prospecting for local small business clients)…

And I’ve always believed that whoever could SOLVE this problem would hold the keys to the kingdom so to speak.

With that being said…

I think I’ve finally come up with THE SOLUTION!

 

The Light At The End Of The Tunnel

So now that I’ve explained what it takes in order to be a successful Local Small Business Consultant or a Digital Marketing Agency Owner…

Consistency and discipline are the two key factors to prospecting for new clients.

Meaning, you have to do the work day in and day out, week-after-week, month-after-month, year-after-year.

And quite frankly, most don’t have the discipline to do the work consistently.

Myself included!

So there has to be a better way…

Ironically enough, this solution has been right under our noses this whole time.

Ready for it???

 

Virtual Assistants!

Like I said, this is NOTHING new…

But this is SOMETHING that has been completely overlooked when it comes to whether or not you’re going to be a successful Local Small Business Consultant and/or Digital Marketing Agency Owner.

I believe the reason it hasn’t been THE BE-ALL AND END-ALL SOLUTION is because of the following two reasons…

1. Most solopreneur’s DO NOT think they can afford a Virtual Assistant (VA).
2. Most Local Small Business Consultants and/or Digital Marketing Agency Owners DO NOT think they can effectively prospect for clients.

And there may be a third reason…

And that is that they have a mental block when it comes to VA’s…

As in, that the VA doesn’t have the necessary skills required to fulfill the digital marketing service(s) for the local small business clients.

But what if that wasn’t the narrative at all?

What if…

• The VA was affordable
• The VA had all the training and skills necessary

This, my friends, is what I’ve discovered…

And frankly, this is the missing link to your success as well.

Soon, I’ll be releasing more information about the solution I’ve been developing for you.

In the meantime, keep your head up and know you’re not alone…

And rest assured that there is HOPE for even those who believe that being a Local Small Business Consultant is NOT for them…

Or are about to GIVE UP…

Stay tuned!