When asked about their biggest challenges, 60% of agencies chose finding new clients.
The struggle is real.
In this guide, you’ll learn how to get clients using strategies that are working right now.
We reached out to six digital marketing agencies for their best pandemic-proof tips. By the end of this post, you’ll know how to attract ideal clients like bees to honey.
Ready? Let’s begin.
At least 80% of B2B buyers expect the same experience as B2C customers.
What this shows us: Clients look beyond rates when hiring agencies. They also look for personalized service, expansive knowledge, and convenience, among others.
Here’s how to improve your buying experience: Level up your process.
Let’s explore how it looks like in these examples.
Be Media, a digital growth agency in Australia, offers a free 45-minute marketing audit call.
These discovery calls are a goldmine.
CTO Shane Pollard recently did a teardown of a prospect’s retargeting ads and abandoned cart email sequence. He unearthed multiple errors — one of them being a broken 404 page — and offered high-level suggestions.
Be Media’s personalized approach creates high engagement and great partnerships with clients. It positions the digital growth agency as an expert.
What’s more, it conveys an irresistible message to prospective clients:
If Be Media can identify these money-making opportunities in a free 45-minute call, imagine what it can do with more resources.
Spreadsheets are useful, but let’s be honest: No client wants to wade through endless rows and columns of data.
It’s so tedious!
What clients really want?
Here’s an example to illustrate what we mean.
Compare these two reports:
The left shows a spreadsheet chock-full of mind-numbing numbers.
Clients will opt for the report on the right, as it effectively communicates their marketing results at a single glance.
(Automate all your marketing data in one report easily. Get your 10 FREE dashboards on DashThis for 15 days.)
In a survey of more than 600 B2B professionals, 75% of sales leaders and 70% of marketers agree that referrals enjoy higher conversion rates.
It’s no understatement then. Clients are your best assets.
Take Firewire Digital.
The digital marketing agency uses incentives (i.e., discounts for future projects) to reward current clients who recommend its services to other businesses.
Brogan Renshaw, the founder and director of Firewire Digital, counts referrals as his favorite marketing strategy. On average, clients refer to two new businesses a month.
When should you ask for referrals?
Kevin Miller, CEO and co-founder of GR0, suggests the first two to three months of results, as this is the stage where clients experience the ROI of working with you.
He adds, “During times of crisis when business owners look critically at every dollar spent, it’s much easier to get a new client when you already have a mutual point of contact putting in a good word for you.”
Pro tip: Remember to collect testimonials from these clients and show them off on your website. Better yet, write a case study!
Kristina Witmer, President of Witmer Group, focuses on building relationships with her vendor partners as they’re a continued source of referrals.
The phrase “building relationships” has been thrown around lately. Wondering how it looks like?
In Witmer’s experience, it can be something as simple as paying invoices on time or taking the initiative and asking if projects are a good fit for them.
She adds, “I respect my vendor partners’ time off. The more open communication I have with them, the better the result.”
68% of all website traffic is sourced from organic and paid search.
In other words, search engine optimization and PPC ads make a powerful acquisition strategy.
Marie-Joëlle Turgeon, the marketing manager at Bloom, shares:
“On the one hand, paid search advertising allows us to be present for users during their research process. On the other, we also want to rank higher on search engines to drive steady organic traffic and increase brand awareness.”
On the SEO front, Turgeon and her team frequently update their web pages with high-intent keywords. They also publish blog posts weekly.
In the last six months, Bloom saw a 192% YoY increase in organic traffic and 253% in organic conversions.
Here’s how to improve your content marketing efforts: Write content that meets the needs of your target market.
Back in February 2021, Dave Ashworth, a technical SEO consultant at Organic Digital, noticed his analytics skewed by spam — it sent over 4k visits!
He figured his potential customers must be experiencing a similar problem and wondering how to fix it, so he wrote a how-to guide.
Ashworth’s guide generated more traffic than the spam did.
It captured the attention of users, who ended up becoming new leads and paying clients.
Pro tip: Distribute your content to capture traffic. Here are four ways:
More companies are shifting their offline events to webinars in light of the pandemic.
Just on ClickMeeting alone, webinars rose from almost 60,000 in March 2019 to nearly 300,000 a year later.
Do you want to attract potential clients on webinars?
Consider this tip from Darian Kovacs, Jelly’s founding partner: Turn it into a live workshop, instead of a one-way presentation.
Kovacs and his team would invite a viewer to volunteer their website for a live SEO audit. The Jelly team would break down the tools they use and what to watch out for in a real-world scenario.
Jelly’s behind-the-scenes strategy highlights its expertise, which builds a great level of trust and connection with viewers.
On average, 2-8% of attendees will respond to a follow-up meeting. 20% or more will subscribe to Jelly’s email list or podcast.
What about the remaining attendees? Odds are, they’ll hire Jelly when they’re ready to outsource.
As Kovacs puts it, “We become top of mind when they think of who to hire. ‘Why not hire the experts?’ ‘Why not hire the smartest folks in the room who are willing to teach?’”
Handling business cards to random strangers you meet.
Applying for low-paid gigs on multiple job boards.
Sending dozens of connection requests on LinkedIn and waiting for anyone to bite.
Finding new customers shouldn’t take so much work.
We hope this guide has given you the confidence to get back out in the field and attract your ideal customer.
Even though this guide featured agencies, all these tips work just as well for anyone — small business owners, freelancers, startup founders, local businesses, you name it.
To recap, here’s what you’ve learned on how to get clients:
And above all else, upgrade your process.
Set up a personalized client discovery experience to wow prospects from the beginning.
Keep the excitement going — create high-quality marketing reports to communicate the ROI you got for them effectively.
You’ll stand out in a sea of competitors who still use spreadsheets, save each other time (thanks to automation), and earn more money down the road.
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