How Do Marketing Agencies Get Client's

by Leib08
18 replies
I own a marketing agency that focuses on SEO, Google advertising, and Web Design, and I have relations with other marketing agencies. It seems like everyone has the same problem: How do I get more clients?

I'm curious what are agencies doing to get clients? It is crazy that 93% of marketing agencies rely entirely on referrals, why do you think this is?
#agencies #client #marketing
  • Profile picture of the author Jason Kanigan
    Where did you get that 93% number?

    Look--go to Josh Nelson's Digital Marketing Agency Success group on Facebook. Get his free ebook the 7 Figure Agency Roadmap. It's right there in the About section. He has a client retention book that recently came out on Amazon/Kindle as well. That's everything you need. Just do what he says.

    I don't get anything for recommending Josh or his group...it's a good group, he's effective and consistent, even hosts good events. The information is right there. It's up to people to get up off their butts, stop thinking the grass is greener on whatever other side, and get to work following the roadmap. There are plenty of success stories in the group.

    Also get into Alen Sultanic's group Nothing Held Back. It's the best group I've seen in 10+ years.

    If you genuinely have no idea what to do, these two groups will set you straight. If you're looking for magic bullets and don't want to work, nothing will help.
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  • Profile picture of the author Frank Donovan
    Originally Posted by Leib08 View Post

    It is crazy that 93% of marketing agencies rely entirely on referrals, why do you think this is?
    Maybe they're just not that good. I mean, seriously, if marketing agencies can't work out how to market themselves effectively, what are they doing in business?
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  • Originally Posted by Leib08 View Post

    It is crazy that 93% of marketing agencies rely entirely on referrals, why do you think this is?
    I've seen that 93% figure a lot when talking about referrals. I think a survey was taken once that said something about "93% of clients said they would give referrals if asked".

    But "93% of marketing agencies rely entirely on referrals" doesn't sound right.

    My experience is that only the top few percent of any business uses referrals exclusively.

    And it takes years to build up the client base and good will that is necessary to get enough referrals to grow a business.

    If they use referrals exclusively, what services are they selling their marketing clients? I'm assuming they would also use these methods to sell their services.
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  • Originally Posted by Leib08 View Post

    I own a marketing agency that focuses on SEO, Google advertising, and Web Design, and I have relations with other marketing agencies. It seems like everyone has the same problem: How do I get more clients?

    I'm curious what are agencies doing to get clients? It is crazy that 93% of marketing agencies rely entirely on referrals, why do you think this is?
    Do you have case studies from previous clients that you can use as a marketing piece? Direct mail and renting mailing lists is an option. You could do an endorsed mailing, or run a testimonial style ad of a business owner who've had results from doing business with you.
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  • @Leib08,

    Originally Posted by Leib08 View Post

    [SNIP]How do I get more clients? I'm curious what are agencies doing to get clients?[/SNIP]
    Advertise. Network. Publish. Promote.

    I own a 17-year old digital marketing business.
    • I advertise in pro B2B platforms like LinkedIn and in communities like this one here;
    • I network with my peers in relevant industries. These are fellow business owners, product devs, organization leaders, CEOs, CMOs and so on across local and international platforms;
    • I publish captivating content that shows my target B2B audiences the authority of my business in relevant niches and industries; and
    • I then promote this content across directly and laterally relevant publishing networks ...

    What's been working well for us since our inception in 2005 up to this day is this step-by-step strategy:

    1. Publish captivating niche authority content in LinkedIn for our business page;
    2. Join relevant LinkedIn groups where my target B2B audiences hang out;
    3. Participate in meaningful discussions about hot news and topics related to my business and target audience's interests;
    4. Create service offers related to those hot news and topics;
    5. Advertise my newly created promos and deals in LinkedIn;
    6. Develop enticing custom B2B propositions and captivating business letters with compelling CTAs for my target prospects in LinkedIn; and
    7. Use LinkedIn InMail to send out my proposals to my target prospects ...

    Best of luck!
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    • Founder: Grayscale (Manila, PH) & SEO Campaign Manager: Kiteworks, Inc. (SF, US)
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  • Profile picture of the author agmccall
    Originally Posted by Leib08 View Post


    I'm curious what are agencies doing to get clients? It is crazy that 93% of marketing agencies rely entirely on referrals, why do you think this is?
    I would think they market themselves

    al
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    "Opportunity is missed by most people because it is dressed in overalls and looks like work." Thomas Edison

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  • Profile picture of the author Haroon Ballim
    Outreach
    You need to be willing to reach out to prospective clients .
    Cold Calling
    There are so many competitors out there , so be willing to work hard and make sure you deliver value .
    Word of mouth will get you moving , but you have to make that impression first .
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  • Profile picture of the author savidge4
    I own and operate a "Marketing Agency" I focus 100% within the community around me. I am a LOCAL Marketing Agency. It immediately separates me from any and every call a business owner might get from the "I can get your listing to #1" type calls a business owner might get.

    How to get clients... I have a method posted a number of times on this forum by using the "Contribute" APP for Google maps.

    You can run ads and do this and do that... or you can simply goto your local downtown and learn the art of cold calling ( walking in and speaking to the owner ) and closing deals - its not as hard as it sounds.

    No ads, no funnels, simple matter of fact face to face relationship building. I believe you should be able to close a client a week 50 weeks out of the year without breaking a sweat. I follow the same method about 2 hours a day 5 and 6 days a week and close 10+ new clients a week - obviously just starting out you simply do not need that many clients. 1 a week every week is very doable for a one man show.
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    Success is an ACT not an idea
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  • How do marketing agencies get clients?

    Well, marketing agencies sell their service of "getting clients for their clients".

    Whatever service you sell to your clients...shouldn't that be how you get your clients?

    Anyway, it's a thought.
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    • Profile picture of the author savidge4
      Originally Posted by Claude Whitacre View Post

      How do marketing agencies get clients?

      Well, marketing agencies sell their service of "getting clients for their clients".

      Whatever service you sell to your clients...shouldn't that be how you get your clients?

      Anyway, it's a thought.
      Sounds simple right? If it was that clear cut and simple we wouldnt see this question over and over and over.

      So the OP states:

      Originally Posted by Leib08 View Post

      I own a marketing agency that focuses on SEO, Google advertising, and Web Design...
      You ( Claude ) and I understand Google on a whole other level... you have executed and took advantage of Googles ability to reach local clients for you brick and mortar business.

      If you do a search for say " Website Designer " I am going to make a couple of blanket statement here... you WILL NOT see a single address in the business listings ( three pack ) phones numbers included are few and far between. Somewhere the ideals of NAP ( Name, Address, Phone number ) have gone right out the door. And because this is so universally consistent ( lack of NAP data ) you are a mathematical exception and will not be included in the list - ask me how I know that one?!?!?!

      but hey they all have websites. Going and looking at the website, ( and look at a few - they all look the same - its scarry actually ) and specifically looking at the work they have done just short of none of it will be local to them.

      Local search, as powerful as it is, is simply not on the radar of most Marketing Agencies. Google did a pivot years ago towards a more local search result, and the industry that caters to selling these services to local business' have simply ignored the pivot.

      Do a search for "Dentist" and you will see results for dentist near you... you will not see results for a dentist in LA unless you live there - this is the world over... geographically related search results... and Agencies still offer "SEO" vs "Local SEO" and most of them probably dont know the difference.

      When marketing a "Marketing Agency" the website itself... Its a losing proposition, with the exception of being a validation to you actually being a valid business.

      You sold a local business product / service... how many leads did you generate from a website? I would like to believe you and I are in the same boat and our outward sales approach far exceeds our inbound approach - and the website was a tool to validate your offer, but not an actual method to getting business.

      Offering Ads as a service... Not a fan of this one. I dont like and basically refuse to spend other peoples money - and charge them to do it. I would rather show them HOW for free, and then provide the needed tools for them to reach their goals IE the landing page, and the artwork for ads ( facebook etc ) And honestly think about this one... who searches for someone to run ads?

      The number of searches for say website design is super small relative to all of the websites built. When you jump in and do some searching on these specific terms "SEO" "Web Design" etc look at the paid ads in these searches... you dont see Fiver running ads... you dont see Freelancer running ads... you do see an occasional upwork ad but not consistently. This indicates that the money spent does not create money earned. And then to think for 2 seconds you might be able to compete SEO wise for these terms - for the little guy in his moms basement... its simply not going to happen.

      The, as I SEE IT - only solution is to hit the streets... The whole idea of build it and they will come in this particular sector of business - it just doesnt work that way... BUT for the Bakery, or the Tire Shop or Wedding Gown store down the street... build it and they will come actually does work - as long as you are implementing "Local SEO" tactics.
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  • Profile picture of the author Devilfish168
    getting email leads as usual.
    You can see those SEO companies etc offer like 7 days trial testing their stuffs than those interested client will input their email for it.
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  • Profile picture of the author toysoldier80
    It just sounds like you have to continuously work 24/7 until your business is off the ground like any other business. I am not a marketing agency business expert, but from I am reading, referrals do help in growing that type of business. If referrals are a major type of way to grow this business, then I would definitely work that route as much as you can. Are you utilizing referrals at the moment? Have you tried? Almost sounds like you haven't tried to utilize the referral route to grow your business. I would also look into researching what other type of key methods were used to grow this type of business besides referrals.

    If your passionate about your business, then I would work tenaciously until the business is off the ground. Whether its referrals, email marketing, word of mouth, print advertising, SEO, paid advertising, whatever it is I would do it until you are off the ground.
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  • About Referrals...

    You have to have clients before you get referrals. A few clients is enough, provided they are excited about the results they got with you.

    I've read every book available on using referrals, from at least a dozen industries.

    The single best book I've read on referrals is Fearless Referrals by Matt Anderson.

    He teaches how to get referrals without sounding needy or greedy. Everything is in that book. You can get a used copy on Amazon for a couple of bucks.

    For a few decades I sold almost entirely by referrals from my own customers. This book gives almost exactly what I said to get referrals and the strategies I used to makes sure they were almost certain to see me and buy from me.

    But you still need at least a few clients to get you started with referrals.
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  • Profile picture of the author RMRC
    There are so many marketing agencies out there it's hard for clients to know who to go with. It's all about seeing results so if you can advertise/ reach out to business owners and show proof of good results and throw in some sort of guarantee, I know that's what got my attention when I was choosing a marketing agency.

    Best of luck!
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  • Profile picture of the author amitlrajdev
    By doing marketing of themselves and their agency. Building their personal and agency brand. Simple.
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    • Profile picture of the author DABK
      I believe the question was how do they market themselves; how they build their brand. In fewer words.

      Originally Posted by amitlrajdev View Post

      By doing marketing of themselves and their agency. Building their personal and agency brand. Simple.
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  • Profile picture of the author rclemente
    Hello, how is everyone doing?

    It does sound crazy that so many businesses do rely on referrals for their business, but at the same time it isn't crazy at all. I feel that the best type of leads that could turn into sales are from referrals. When you sell someone something, and they are already a buyer once they refer someone to you that person should know that he or she brought so half the job is done! Those are the best people to get! I have a doctor that only works on referrals and that's it. True, we shouldn't limit ourselves in Marketing just to referrals but referrals is the life blood of any business in my opinion!
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  • Profile picture of the author swiss degger
    Marketing agencies typically acquire clients through a variety of methods, including:

    Networking: Agencies often network with other professionals in the industry, such as other agencies, freelancers, and businesses, to build relationships and generate leads.

    Referrals: Satisfied clients may refer their friends, colleagues, and acquaintances to the agency.

    Cold calling and emailing: Agencies may reach out to potential clients directly through cold calls or emails, introducing themselves and their services.

    Online presence: Having a strong online presence, through social media, a website, and online directories, can help attract potential clients who are searching for marketing agencies.

    Advertising: Agencies may advertise their services through traditional or digital channels, such as print, radio, television, or online ads.

    Industry events and trade shows: Attending industry events and trade shows can help an agency meet potential clients, showcase their work and services, and stay current with the latest industry trends.

    Public relations: Agencies may use public relations tactics, such as press releases and media outreach, to generate visibility and awareness for their agency and services.
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