our agency leads ran dry

In todays email I want to talk about leads.

Like many agencies I speak to, our SEO agency used to rely on referrals to get leads. It was inconsistent, and sometimes months would go by without a new referral.

Eventually, we were then forced to build self sustaining, consistent lead machines.

Here's the 4 methods that worked:

1. Post case studies on Linkedin/X
Not just "look what we did", but more "here's how we did it". Don't be afraid of giving out the sauce, it's the sauce that's going to get you leads. You'll need to have an active profile so make sure you're commenting and connecting while posting. This is a budget option but requires at least 1hr/day manual work.

2. Create 'system' lead magnet
Package up your methodology into an ebook/course/video and target a specific audience. The methodology should solve a problem (SEO, paid, get more clients, increase conversion, improve operations etc). Run ads to this and create a funnel which leads them into a call and a DFY service. This takes a little more set up than other options, but once the funnel is optimised can be the most effective.

3. Run ads to discovery call
This one works best when you run the ads for a specific market. Show case studies for that market, and lead the prospect into booking a free 'no strings attached' discovery call, where you walk them through your methodology - give away the sauce. Easy way to get up and running with ads > call. May get a lot of people who don't want to 'jump on a call' so potential for wasted ad spend.

4. Run ads to a productised offer
If your offer is somewhat productised or 'packaged' you can clearly display them on a lander, and allow prospect to buy and onboard themselves. Works better for lower ticket, but can work for higher ticket too, no problem - people buy Teslas this way for $100k+. Google Ads can work well for this method as you can target people who are searching for what you're buying. This takes set up, but for the right offer, can be the cleanest simplest way to run an agency.

Leads are essential to a business, without them, there's no need to optimise anything else. Nail the 4 above and you'll never run dry.

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And that’s a wrap for this week. Hope you enjoyed. As always, hit reply if you have any comments or questions, I read every one.

Thanks

Joe Davies