RFM153 – Generating Leads through the 1/9 Rule

RetainFM – Build your Digital Agency on Recurring Revenue

Main talking points include:

Reasons Digital Agencies complain about leads:

• They "don't have any"
• They "don't know where to find them"
• The "don't have the time"

... All excuses...

What I've actually found is that all the digital agencies I've coached have easy access to leads, they just don't (really) know what to do when they've got one... so they pass on it or don't even class it as a "lead".

The 1/9th Rule

Firstly, you need to understand your customer. Is this:

• Industry Specific
• Business Type Specific
• Location Specific

Create of grid of 9 squares and fill it with how your service (or services) directly help that customer.

Examples:

• Help them sell products reliably online
• Help them rank in the search engines
• Take the pain out of unreliable web hosting
• Help them integrate their website, product management and CRM systems through seamless integrations
• ...

When you have your 9 blocks... ONE of them will become your marketing tool. This one needs to be:

1. Something that is a specific need of your client
2. Something the client COULD do on their own – it might be convoluted, but they CAN do it if they really want to
3. Something that will make a real-world difference to them today
4. Something that you can create a marketing hook for
5. A lead into the other products and services you offer

Create a resource that helps the client with that ONE thing. This NEEDS to work and be accessible to them

• PDF
• Video
• Podcast
• ...

You then go 110% into that ONE block:

• Create content about it
• Engage on Social Media about it
• Search for people looking for help with X
• Run Ads about it (if you do this, people could even submit their details through the ad)
• Make it your topic of choice on guest podcasts
• Speak from stages about it
• Become the number 1 person known to help with it in that niche

And et voila... you have leads.

The REALLY daft thing about all of this – this is all advice you'd give to your clients, but Agencies are notorious at not taking advice for themselves.

Part 2 – coming next week – what to do when you have a lead!

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