Transcript
Joe Troyer: James Saunders asks for 10 steps to get, no he asks for steps to get the first 10 customers for an agency. So, 10 steps to get your first 10 agency customers. Guys if I had to start all over again, literally start from scratch, and I was going to run a brand new agency. I wasn’t going to take any existing knowledge. I wasn’t going to take any existing customers into this agency, I was literally just going to start from scratch in a brand new vertical. I’m going to share with you guys exactly what I would do, literally step by step by step.
Joe Troyer: For those of you guys that are on the call, and you have a new agency, or an agency without a customer, or an agency with less than five customers, this is what I would do if I were you as well. First and foremost, get legal. No, don’t hire an attorney. Go file for your business. Go file for your LLC in my example. In the United States, if I was just starting out, I would go file for an LLC, a limited liability company.
Joe Troyer: Second, I would sign up for a merchant account. Folks you always want to be careful when you sign up for merchant accounts. If I was in your guy’s shoes, or just starting out, I would sign up for Stripe and PayPal Payments Pro. The reason for both, number one is security. If one stops working and won’t let me charge customers, what do you do? Got to be able to charge them somehow. You don’t want your revenue to go from $20,000 a month to zero grand in a month because you can’t simply charge customers’ credit cards.
Joe Troyer: Folks, yes, this literally has happened to me. It’s not fun. You always want to have a backup plan. The other reason is if you have Paypal Payments Pro, you’re going to be able to take PayPal payments as well from your customers. An important thing to note though about taking true recurring payments, you want them to be that. You don’t want your customers to have to authorize every single month that “Yes, you did do what you said you were going to do. So yes, you can have that payment. Let me approve that.”
Joe Troyer: You don’t want to be doing that every month. You will end playing bill collector, and you’ll have two full-time jobs, building an agency and playing bill collector. You need to be able to truly take on recurring payments.
Joe Troyer: Three, decide on one niche. Just one, that’s all.
Joe Troyer: Step four, figure out one severe problem in that niche that you decided on in step three that you can solve for free. For free. At the end of the day folks, when you’re starting a brand new business, I’m assuming you probably don’t have a whole lot of money to invest in that business. Even if you do, why wouldn’t you create an amazing offer that gets everybody and their mother in that niche excited about your offering and basically be able to grow grass roots instead of dumping all of that money into advertising?
Joe Troyer: Just come up with a really good offer, and you’ll grow like freaking wildfire without half the work and without half the advertising budget, or 90% of the advertising budget. Come up with an amazing offer and solve it for free.
Joe Troyer: Step five, come up with an upgrade package. Typically, in the agency type of realm and world, I would typically recommend for about 500 bucks. Now, you’re going to want to test this yourself. Okay? In some niches, $500 is going to be a good amount of money. In other niches, $500 is going to be anything. If you’re working with personal injury attorneys, and you’re like, “For 500 bucks I’ll do this.” They’ll probably laugh at you.
Joe Troyer: They’ll probably actually look down on you because you’re charging them so little. They may even think that you can’t help them because you’re charging so little. Just be cognizant of that. I try to give you some criteria in here and tell you exactly how I would do it, but understand that there are times where this isn’t going to work. If this doesn’t work and somebody laughs at you for $500, by all means ask why. Figure out the root of the problem.
Joe Troyer: So for that $500 … I’m sorry for that, had to cough … For that $500, you should be adding on more additional deliverables and things that you’re doing to that free offer. They should be very connected. It shouldn’t be like, “I’m going to give you free reputation management and then the $500 upgrade packages. I’m going to record 30 videos for you and rank them on Google.” Folks, they’re not fucking connected. They got to be connected. It should help round out that solution.
Joe Troyer: Whatever you do to solve and you do it free, think about the next step or two that you could take or that you could do for somebody that was completely done for you that you can offer for 500 bucks.
Joe Troyer: Next up, step six, come up with a core offer for at least $1,000 a month minimum. In an agency, or freelancer even type of role, I don’t believe that you guys should be offering any type of services for under $1,000 a month ongoing.
Joe Troyer: Step number seven, give away 10 free packages.
Joe Troyer: Step number eight, get five of the people, five of the 10, to upgrade from the free package to the 500 bucks. Congratulations, you just pocketed 2,500 bucks.
Joe Troyer: Step nine, get one $500 upgrade to become a core offer customer for $1,000 a month. As long as you have about a three month stick rate, which is shit in the agency world, it should be close to a year if not longer. You just pocketed, what is that? 5,500 bucks for 10 free giveaways.
Joe Troyer: Last but not least, guys, step number 10, shout about your services from the top of every freaking rooftop that you guys can. People ask all the time, “Should I try LinkedIn? Should I do cold emails? Should I do Voice Drop? Should I do cold calls?” Do them all, but understand at the end of the day that you’ve got to focus on one first. You got to get that one to work. You got to nail the messaging for that one.
Joe Troyer: You got to build a system around that one then hand it off and you go focus on the next one. Now you have something to compare it to. You know the cost and you know how long it takes for Voice Drops versus cold email.
Joe Troyer: Derrick says, “Covered in a previous training.” Right, yes I did. This is a little bit different fashion. This is truly 10 steps. I have broke this down in previous courses and previous trainings, but not quite this fluid and in 10 steps.
Joe Troyer: Nice, nice. Another answer that should have been a course all in and of itself. Awesome. Glad you guys like it.
