Neil Patel is a great content marketer and self-promoter. He’s built multiple multimillion-dollar companies. According to his Quicksprout bio, his first successful internet business was an SEO firm. He employed focused content marketing as a client acquisition strategy.
Neil Patel would create an article on a company he wants to work with. This piece was a sales pitch for what he could accomplish for the corporation. Once the piece was completed, he would contact the company and inform them of the material he had generated.
You may utilize smart guest blogging to acquire clients in the same way. Eli Overbey provided the finest example I’ve seen. He contributed a targeted guest article to OK Dork. Kissmetrics was the company he wrote about, and he eventually became a client. The article may be found here: https://okdork.com/a-complete-audit-of-kissmetrics-seo-and-inbound-marketing/
your case study is another type of focused content marketing. If you’re looking for clients, we recommend that you include at least one case study on your website. You may and should use them in your outbound marketing activities. In the part below, I’ll go through how to gain clients utilizing this strategy.
At this point, you have a list of ideal clients. Now comes the difficult part. You must persuade them to hire you over a competitor. This is the point at which you must pitch your service to the company.
Direct Pitching: How to Get Clients
Pitching is when your outbound marketing plan comes into play. The process of pitching clients is something that can and should be automated. Let’s go through how to pitch clients like a pro.
I employ a mix of Google docs & Trello to handle my outbound marketing (you can easily exchange this information online or have a VA handle it for you). Here’s a sample of the Launch Space excel sheet I’m using. I’ve masked out the clients’ names but kept the titles visible.
While you are free to use whatever heading you like, make sure to capture all contact information for possible clients. Keep track of when you contacted the customer and how you reached them. This makes managing the follow-up easier for you.
Track client reactions with a traffic light system (orange for outreach, red for no, and green for yes). The system operates as follows:
- At the start of the week, send an email to the possible customer.
- If you do not receive a response, send a second request three days later.
- If no response messages the potential customer through another social channel/ phone the potential client the next day.
- Message the possible client on their Facebook page at the start of the next week.
Face-time is a vital aspect of your company presentation when looking for new clients (or audio time). When I make a proposal, my goal is to get the potential client on the phone, or even better, a video chat. The reason for this is straightforward…
Research by Albert Mehrabian, A UCLA professor discovered that words account for 7% of a message. The remaining 93 percent is determined by tone, facial expression, and body language. If you try to gain clients by simply emailing them, they will miss 93% of your message.
That’s a lot, which is why the goal of your outbound marketing presentation should be to talk with a possible client. When you get someone on the phone, the quantity of information you’re delivering and your capacity to persuade a client increases by 45 percent. Get a potential customer on a video chat, or even better, a face-to-face encounter, and you will be able to express more of your message.
This is critical. Face-to-face conversation allows you to create trust, overcome difficulties, and persuade your potential new customer in ways that email communication cannot. After all, how well you get along with the person you’re talking to is an important factor in every commercial transaction.
How to Make Contact with Potential Clients
Let’s take a breather. Before you make a call, you must contact the appropriate person inside a corporation. This frequently necessitates getting past the company guard dog.
In a large corporation, the secretary is the person who responds to the general email address. Their goal is to eliminate time wasters and assist their boss in working effectively. You don’t need to give the secretary your entire marketing presentation; all you need is the correct email address. When I’m looking for new clients, I start by sending a broad email that looks like this:
Hope you’re having a great day. Would it be possible to get the email address for the person in charge of sales and marketing at COMPANY?
The goal of this initial email is to initiate a dialogue or obtain the contact information for the person in the company with whom you must engage. Make your pitch only when you’ve established contact with the appropriate individual. To obtain new clients for my business, I use a variant of this email template.
I hope you’re doing well. EXPLAIN WHAT YOU CAN OFFER.
I created a short 2-minute video going over what we do here: URL
Watch the video. If you’re interested in WHATEVER YOUR SERVICE IS I’d love to arrange a Skype call to discuss this further.
Look forward to hearing back from you,
Pitching via video is a technique I discovered from Daniel Di Piazza in an article on how he increased his eLance clients. It may sound silly, but every time I’ve used this in a pitch then met with a customer, it is one of the first things we’d discuss in the video.
It’s alright if you don’t want to produce a video. Instead, try something like this:
You’ll ultimately get clients on the phone if you use a variant of these email templates and the technique I just detailed. Depending on your personality, you may find the next section quite tough.
Your initial phone contact or meeting may be nerve-racking (but, it is a vital element of how to gain a new client for your business). I made a mistake the first time I proposed Launch Space, but don’t worry, you’ll get better. With experience, you’ll be able to get into a rhythm, adjust, complete transactions, and get new clients for your company.
Inbound marketing is the inverse of your small company marketing plan. This is where you convert the thousands of visitors to your website each day into paying customers. It’s all about the statistics. Your website is a wonderful place to start with inbound marketing website design.
The homepage is one of your website’s top five most frequented pages. Again, the goal is to develop a squeeze page that organically entices your potential customer to buy your service.
As previously stated, the design hierarchy should be the same. Begin with the hero picture. The call to action is followed by social evidence, testimonials, services, and a final call to action. But you already know that.
Remember to properly configure your menu in addition to prominently presenting your services on your site. Because English speakers scan from left to right, locate your services on the menu’s left side. Remember to keep the number of links in this section to a minimum!
When attempting to gain new clients through inbound marketing, the next step is to analyze your services page. Consider your service page to be a squeeze page. Write a good headline and an introductory paragraph Don’t overwhelm your visitor with information or selections while you try to persuade them to buy.
You may either create a service or sales page with the main information above the fold or write a lengthy form sales page (Amazon does both and you can guarantee their sales pages have been split tested to death). For more information on writing copy and the structure of a long-form sales page check out this article.
Basic SEO for Inbound Marketing
SEO stands for website hierarchy. To demonstrate the principle of website hierarchy, people frequently use pictures that resemble a sophisticated back scratcher.
SEO may seem perplexing to you. Instead of thinking about Google crawlers scanning your website, consider it from the standpoint of your readers. The goal of website hierarchy is to make it easy for your users to locate the greatest material on your site. It goes somewhat like this…
Insert logical links to the strongest material in your first two paragraphs. For example, if you’re writing about logo design, the majority of your logo design articles should connect to your best/most significant logo design material. All of these connections inform Google about the information you believe is valuable. More significantly, it enhances the likelihood of your target audience viewing specific pages.
The sales/service sites to which you’re linking are more likely to rank on Google. As a result, when selling a service, I advocate drafting lengthy form sales letters. This assists Google in determining the nature of the sales page and indicates that this page may be valuable for those seeking for that service on the Internet.
If you want to delve a little more into website structure, I recommend reading Kissmetrics’ essay. Just keep in mind that the goal isn’t to trick Google, but to organize your material in a way that helps your readers while also helping you gain more consumers.
Inserting a banner picture into all of your articles is another technique to persuade folks to visit your service page. This should be done in the first four paragraphs of your text. Below is an example of a software firm that employs this strategy.
How to Get Clients with Email Marketing
The checkout page is the most common site of abandonment for an e-commerce shop. I was conducting some research and came across a quote from a Shopify employee who stated that online companies lose up to 50% of clients during the checkout step. That is MASSIVE!
Amazon circumvents this with their one-click buy button (the only firm that can do so). Many e-commerce sites use checkout recovery to limit the quantity of lost leads. By the way, email retargeting is another term for it.
You could tell me you don’t have an e-commerce store. That’s all right. The same holds true for your services page. You’re not attracting people who are interested in your service.
To gain new consumers, you may employ a Facebook retargeting pixel or an exit-intent lightbox. Yes, lightboxes irritate some people, but they work. convert better than regular opt-in forms.
f you are doing email retargeting to get new customers you should use a drip email series. The email series that works for your business will depend on the service you’re offering, the niche you’re in and the clients you want to attract. So while I can’t give you the perfect template I can give you some email marketing tips.
In an email drip series, each email you send has to have a purpose. To get new customers you need to create different emotional responses or use logic to attract customers. Here’s a drip series I’ve used in the past to get clients:
First email: Greetings
Say hello. Introduce yourself and your firm. Include information about who you are, what you do, and who you’ve worked with. Insert a link to the case study you created at the end.
2nd Email: Pitch Your Service – Limited Supply
Sell your product or service. You want these potential clients to either respond to your email or schedule an appointment. Create scarcity in your email by restricting the amount of time you’re available for appointments (this does not seem logical, but the less time you are available for the more people want to talk to you).
3rd Email: Act Now – Fear
It’s nearly too late. The world will end, their lover will abandon them, and their life will come to an end. Unless they act now, they will never see what you have to offer.
You don’t have to be so theatrical, but you get the point.
There’s a lot of actionable information in this article to help you find clients and attract customers to your business.