I followed this blueprint to grow my lead generation agency from nothing to $100,000 per month in less than 6 months. If you've been struggling to reach five-figure months while seeing others easily reach six and seven figures, this video will provide the answers. I used the same blueprint to grow my agency, Otter PR, to $7,000 per month with 65 full-time staff. This video is long and full of valuable information, so it's best to watch it on a computer and take notes. Use the timestamps to navigate the video and revisit sections if needed. Regardless of your experience level, I urge you to pay attention to each step. Many agency owners skip important information because they believe it's not necessary, but it can make a difference in your success.
The key to reaching $100,000 months is addressing the overlooked aspects that are hindering progress. The first step is choosing a profitable niche. I will provide examples of niches that have great potential in 2024 and are currently underutilized. The next step is creating a compelling offer for lead generation services worth $100 million. This offer should set your agency apart from the competition and be irresistible to potential clients. I will share our own offer that converts 40% of qualified calls into paying customers. Additionally, I will guide you through the necessary tools and processes to successfully scale your agency to $100,000 per month. Without the right technology and systems in place, attempting to scale your agency will lead to issues with staff and clients.
If you need help reaching your revenue goals, I will show you how to onboard and manage clients effectively to keep them happy and referring others. I will share our strategies for maintaining a low dispute and referral rate, as well as the tools we use to provide our services. Additionally, I will teach you how to create an automated lead generation system for your agency that produces high-quality leads at a lower cost than your competitors. I will also explain how we convert cold leads into sales-ready calls at a 30% rate. Lastly, I will share our agency-specific sales and closing techniques that you can implement in your own business. If you find this information valuable, please consider liking the video.
Instead of immediately deciding whether or not to like something, it may be better to wait and consider all the steps first. Many entrepreneurs may think that choosing a niche will limit their opportunities, but in reality, selecting a niche can actually increase your chances of success. By focusing on a specific niche, you can target a specific audience and charge higher prices for your specialized services. This can set you apart from generic lead generation agencies and help you stand out in a crowded market. When choosing a niche, it's important to select one that has enough potential clients to reach out to.
Selecting the right industry can be a difficult decision, but I will do my best to help you. Consider if the industry has a strong financial presence and if they require lead generation. I used a chatbot to generate a list of fast-growing and profitable industries such as Information Technology services, Legal Services (particularly business law for corporate clients), accounting and financial services, and marketing and advertising agencies. These industries have potential for high profits and a need for new clients. However, I would advise against choosing the marketing and advertising niche.
Marketers may have high profit margins because they are difficult to market to unless you target a specific industry. Some industries that are good for PR agency lead generation include HR and staffing agencies, commercial real estate, healthcare consulting, engineering services, manufacturing, SAS providers, telecommunications, construction, business consulting, environmental services, event planning, graphic design, logistics, supply chain, training and development, energy and utility services, automotive suppliers, and more. It is important to consider how successful you think you will be in a specific industry before targeting it, such as deciding to serve marketing agencies and aiming to land them as clients.
Do you have confidence in consistently delivering positive results for your clients every month? If you can't produce results, your clients may not stick around, leading to the need to spend more on acquiring new clients. For example, specializing in helping companies secure investors for seed money may sound lucrative, but in reality, cold email campaigns to VC firms and investors may not be effective. It's important to find a niche that not only generates leads but also has the ability to pay you and is in a growing market. Consider focusing on AI consultants or agencies, as AI is a growing trend in popularity.
Consider these factors when making your decision. If you're unsure about what to choose, here are some recommendations. Lead generation for PR agencies is a stable industry that has been around for a long time. Leads in this industry are valuable and in high demand. Another option is lead generation for AI consultants and agencies, which is a growing field with a lot of potential for success. My niche is in Business Consultants, but we have a diverse range of leads coming in through our YouTube channel. To create a standout $100 million lead generation offer, think about how you can differentiate yourself from other agencies. For example, you could approach a ghostwriting company with a unique lead generation proposal.
Your company, BookLeads.com, specializes in generating leads for ghostwriting companies with a proven track record. Your unique system generates 10 qualified calls per day for bookwriting companies, and you have case studies and testimonials from 10 similar companies on your website. This makes it easier to reach out to potential clients and close deals. In contrast, generic lead generation agencies may not be as effective because they lack industry-specific case studies.
When structuring your offer, there are three common approaches that have been successful. The first is pay per lead, where companies like PayPerLead.com charge you for each qualified call or lead they generate for you. The exact cost per lead is typically not disclosed upfront due to variations in lead value.
Generating leads for a PR agency can be challenging because not everyone needs PR services. However, each client is worth thousands of dollars. The positive aspect of this model is that it is easy to sell, as clients know exactly what they are paying for – qualified calls. This creates a sense of trust and accountability. On the other hand, if you cannot generate leads for the client, you may end up wasting time, money, and resources on a lead generation machine that does not work. This could result in the client leaving after a month, leaving you with a financial loss. It is important to establish a strong industry presence before transitioning to a pay-per-lead model.
One way to generate leads predictably is by using a system that has been successful for multiple companies. If you decide to charge for each lead, it is common to charge between $400 and $1,000 per lead. If a company agrees to pay you $500 per lead and you are able to generate 20 leads in a month, you could make $10,000. This is more profitable than other models. Another common model is the agency model, where clients pay a set monthly fee regardless of the results. This can be a month-to-month, 6-month, or 12-month commitment and is considered the easiest and safest way to start a lead generation agency.
I recommend using a retainer model for your clients because it provides predictable monthly revenue. If you do a good job, your clients are likely to stay with you. Even if you don't deliver the expected results, at least you have covered your costs with the retainer fee. Retainer fees with an agency model typically range from $2,000 to $5,000 per month. Our agency, for example, offers a mid-tier package at $3,000 per month, which includes sending 50,000 emails. We do not guarantee a certain number of qualified leads due to the diverse industries our clients are in. If you consistently work in the same industry and can predict results, offering lead guarantees may be an option to consider.
Instead of offering a guarantee, we provide a set number of emails sent or people contacted. There is a setup fee for new clients, especially for those who only want to use our services for one month, which is the most challenging and costly month to serve. The setup fee varies depending on the package chosen, with the middle package at $500, the smaller package at $350, and the top package at $650. However, the setup fee is waived for clients who sign up for a longer term. I suggest checking out our pricing page on Otter Leads for more information, but it's recommended to stay within these price ranges. It may be difficult to reach these email sending goals at the beginning, but it takes time to scale up. I do not recommend guaranteeing specific lead numbers when starting out, as it can lead to client disappointment and disputes. Lastly, the one-time fee model has been successful in building a lead generation business.
A generation machine is a service where you hand over all software to your client after receiving a large upfront fee of $10,000 to $20,000. This model can be beneficial for those who do not have a large team to manage regular client calls and ongoing management. However, it may require multiple iterations to produce results due to issues with the copy and targeting. This model can be appealing to clients who prefer a one-time fee structure. Our unique offer involves a hybrid of the agency model and one-time fee model, where clients start as agency clients but have the option to take over after 3 months. This offer has helped us close 40% of our qualified calls.
The way we manage the lead generation system we created for our clients is a unique offer that helps us close deals successfully. Clients appreciate feeling like they are investing in a product rather than just subscribing to a service from an agency indefinitely. This way, they get the best of both worlds. It is crucial to make sure the lead generation machine is fully operational before handing it over to clients. To build a scalable agency, you will need essential tools such as a website, payment processing system, contract management tool, calendar tool, CRM, email marketing platform, project management tool, team communication platform, and integration capabilities. There are even more tools that may be necessary, but fortunately, there are tools available that can help with most of these requirements.
I highly recommend using Go High Level as an agency owner, as it offers a wide range of tools such as website and funnel building, payment processing, contract creation, team calendars, CRM with marketing automations, and more. It allows for unlimited contacts and staff, all for a low price of $49 per month. To access this deal, simply like the video and comment about Go High Level. Additionally, consider using a project management tool like Aana to collaborate with team members on projects, which costs about $112 per month per user. While costs can add up quickly, it's worth it for the efficiency and organization these tools provide.
If you're looking for a project management tool, AppSumo offers lifetime deals on several options that are worth checking out. Make sure the tool you choose can integrate with Zapier, a popular automation tool. Zapier connects different apps and services, allowing you to streamline your workflows. You can get an unlimited Zapier account for $29 per month on zapsunlimited.com, saving your company hundreds of dollars in automation fees. It's important to have a reliable communication platform for your team, so consider signing up for a professional messaging service instead of using Whatsapp or text messages.
In your Slack account, you can add as many people as you want to your Slack Channel for free with minimal restrictions. You can also integrate Slack with other tools through Zapier, which can be very helpful. As your organization grows beyond 10 people, it is recommended to invest in HR software to manage and track employees, including managing time-off requests. Bamboo is a user-friendly and affordable option for HR software, costing around $1,000 per month for a team of 65. Additionally, using a recruiting and hiring tool can save time by streamlining the job posting and resume review process, as well as tracking the hiring process efficiently.
In our agency, we utilize a tool called breezy. HR which serves as a recruiting agency within our organization and is managed by one person. We also use pandadoc for all agreements with clients and staff. While I recommend high-level contract tools like pandadoc or DocuSign once reaching $100,000 per month, using go high level for contracts is sufficient until then. Building an agency involves using various tools, and I may be overlooking some. If you need help deciding on tools for your agency, feel free to message me on Instagram at @leadjen. I am passionate about this topic and eager to assist.
Now, let's discuss crucial aspects that many overlook but can make a significant difference in agency growth, such as onboarding and operations. To scale effectively, having clear standard operating procedures (SOPs) is essential.
For both the initial training process and the daily tasks of your operations team, it is important to have standard operating procedures (SOPs) in place. These SOPs are detailed step-by-step processes that you create to onboard and train new employees consistently. By following these procedures, every new client will receive the same level of service and success. If you are interested in our agency's specific SOP for onboarding and operations, it is available to insiders as part of our exclusive course and community.
After securing a deal with a client and receiving payment on your website, it is important to follow a set of steps to create a positive first impression of your agency. This initial onboarding process is crucial for determining how long a client will stay with you. A standard onboarding flow typically includes certain key steps.
After making a payment, clients are directed to an intake form and then asked to fill out a contract before moving on to a welcome call. The goal is to streamline the process and get to the welcome call quickly by reducing any obstacles between payment and the call. A helpful tip is to redirect clients from the payment page directly to the intake page, where they are encouraged to complete the form in 5 minutes or less. Keep the intake form simple and avoid using complicated language. The final section of the intake form should include the company's terms and conditions, as well as a signature field for the client to sign.
At this point, the client has already paid for the service and completed an intake form with their name. Once they submit the form, an Automation in go high level will capture their signature and place it in the contract they agreed to. This automation will then send the signed contract to the client. If you need a step-by-step guide on how to set this up, message me on Instagram with the word "contract." After payment and form completion, clients typically sign the contract within the same hour. If you have a small team, redirect clients to schedule a welcome call after filling out the intake form. For larger teams, ensure the client is assigned to an account manager promptly.
As a manager, your responsibility is to ensure that new clients are assigned to an account manager promptly, who will then reach out to them as soon as possible, ideally within the first hour. Each step in this process should be tracked in your project management tool, such as Asana, and in Slack, especially if an alert needs to be sent to the account manager. You can use Zapier to automate the creation of tasks for the client, including subtasks for each onboarding step, and assign the project manager to the task. If a client pays but does not complete their intake form, contract, or book their welcome call, it is the responsibility of the salesperson who closed the deal to ensure these tasks are completed. Clear guidelines should be outlined in the SOP to prevent confusion and ensure the work is completed efficiently.
Once the client has fulfilled their contract, the money belongs to you officially and cannot be refunded or disputed if there is a solid legal agreement in place. The welcome call is crucial and the salesperson must be present to introduce the account manager and make the client feel confident about their purchase. The account manager should thoroughly research the client and their business before the call to ensure a successful interaction and avoid any mishaps.
When receiving a call unprepared, it may not leave a good impression. However, if the account manager arrives prepared and well-researched, it can make a positive impact on the client. It is important to impress the client during the welcome call by presenting a specific strategy and demonstrating value. In my agency, we often have a lead magnet ready for the client by the time of the welcome call, showing initiative and efficiency. To further enhance the client's first impression, consider sending a handwritten thank you card and a personalized gift. Automation tools like zapier and simply.com can help streamline this process.
By following the steps I outlined, you can extend your clients' satisfaction by two to three months. They will also likely share their positive experience with others. After the welcome call, we create a formal strategy plan for the client to sign before we begin work. This plan helps set clear expectations and ensures agreement in writing. If there are any discrepancies later on, we can refer back to the signed document. Our operations team will handle tasks such as purchasing domains, setting up email accounts, and creating workspaces efficiently.
Heating up those mailboxes and following a standard process is typically handled by our team of virtual assistants once the strategy plan is finalized. They can usually complete this task in less than a day. The most challenging part of the process is developing a lead list, crafting an engaging cold email sequence, and sometimes even creating a personalized lead magnet for each client. This requires a deep understanding of cold email marketing, psychology, copywriting, and other essential skills. Despite my efforts, I have been unable to outsource this aspect or create a universal template for all clients. This difficulty may stem from the fact that we cater to a broad range of industries, making it necessary to start each email sequence from scratch. I have developed cold email copywriting resources that you can access in the description. Despite hiring over 20 marketing copywriters, I still handle all the copywriting for our agency clients.
I personally create cold email sequences and build lead lists using apollo.io for my clients. This process takes me about an hour per client, but it is necessary to guarantee the success of each campaign and maximize the return on investment. Writing compelling cold email sequences with a high success rate is a valuable skill that can be learned through extensive training and studying numerous examples. I offer training and examples within my Insider community for those interested in improving their skills. It is important for new agency owners to handle client onboarding themselves in order to ensure their success. Outsourcing this task can be risky and may result in a negative impact on the agency's survival. When I attempted to outsource copywriting to my team or vendors, I encountered major challenges.
We used to spend a lot of time discussing and revising cold email copies with clients, which cost us a significant amount of money and resources. The final results were not effective. Now, once the email copy is approved, we immediately set up the campaign and configure the client's automations. The main automation we use is activated when a new lead shows interest, sending the client an email notification with detailed information about the lead. This allows the client to take prompt action. We include the lead's email, name, business, website, and phone number in the email. We use tools like Clearbit and Apollo to enrich this data. We do not waste time trying to schedule calls with our clients' leads or nurturing them, as this can be challenging and inefficient.
After the first week, the job becomes easier. It is recommended to have bi-weekly Zoom calls to review campaign results and lead quality. Asking for negative feedback during these calls is important to make necessary changes. During the calls, results of the campaign and generated leads will be shown, along with split test outcomes. It is essential to always be testing something new and running split tests to improve client results. Marketing and branding will also be discussed during these calls.
I can see that I'm sweating in this jacket, I just changed my outfit for the first time in the middle of a YouTube video, sorry about that. Let's quickly review marketing and branding. Marketing is the process of making something known or getting strangers to pay attention to your business or offer. Branding is equally important but often overlooked. To understand the difference between marketing and branding, think of throwing a house party and inviting a thousand strangers. Marketing is like the flyers you hang around town and people talking about the party to let strangers know there's a party. Branding is like the house itself – it's what strangers see and feel when they approach and enter the house. Is the house modern or rustic? What kind of people, food, and drinks are at the party? The branding is what attracts strangers to come inside and stay at the party, just like in your business.
Website design is a crucial aspect of your branding, including your logo, icon, fonts, and colors. Good marketing and branding are essential, so it is important to invest time in developing your brand before starting any marketing efforts. Consider hiring a web designer on platforms like Fiverr to create a professional website or funnel with case studies and testimonials. You can also seek media coverage for free publicity by contacting the author on Instagram. If you are starting out and lack testimonials, offer your services for free to friends to gather feedback quickly. When branding your company, choose a name related to your niche and use industry-standard colors and fonts for credibility and trust. For example, software companies may benefit from using blue and purple gradients. Building trust is the ultimate goal of branding.
To simplify the structure of your marketing funnel, you first need to focus on generating traffic at the top of the funnel. This involves reaching out to people who are unfamiliar with your brand, and it can be costly. It's important to be cautious of those who suggest running paid or search ads to increase awareness, especially if you are just starting out. Running ads without a solid stream of leads and income can result in a significant loss of money. Instead, consider creating a valuable lead magnet that addresses a small problem for your target audience. This should be something they find valuable and would potentially pay for. Examples of lead magnets include free courses, ebooks, cheat sheets, and free trials. Advanced lead magnets, like the one I use, involve exchanging an email for a valuable resource.
I am offering a free lead generation course along with access to a community and 8 million free leads. If you are interested in the lead magnet, you can find it in the description below. Even if you are not interested, it is still beneficial to go through my process to learn how I market and generate leads. To create a lead generation machine, start with cold outreach and identify your ideal customer. Set up an email sequence that includes your lead magnet in the first email. Do not immediately ask for a call or sale. Those who opt in for the lead magnet or respond positively have shown interest and can be considered good leads. Using Zapier automation, you can move these leads to an opportunity in Go High Level and begin nurturing them. Set up a nurture campaign in Go High Level that sends emails every few days with more information and value, along with the option to book a call. Additionally, consider trying out a few other methods to improve your lead generation strategy.
Improve your outreach campaign by using AI to personalize subject lines and first sentences, setting you apart from other lead generation companies. Utilize the built-in AI tool to easily add personalized columns to your leads list in minutes. Access detailed training on how to use this tool in a free course. Implement Omni Channel Outreach to increase your chances of capturing lead attention. When you have an interested lead, automate connections on LinkedIn and send messages. Consider running paid ads for middle of the funnel traffic, instead of top of funnel traffic, when someone shows interest in your lead magnet or calendar link. Pay attention to signals indicating a good fit and interest from potential leads.
In order to convert a potential customer into a sale, one strategy is to use a nurture sequence as discussed previously. Another method is through retargeting ads. By placing a tracking pixel on all links used in your initial outreach efforts, including lead magnet pages and URLs, you can integrate them with Facebook and Google pixels. This allows you to display retargeting ads to anyone who clicks on a link until they take the desired action, such as booking a call or downloading a lead magnet. Advanced automations can be set up using Zapier to automatically add interested leads to retargeting ad campaigns. It typically takes a consumer seven interactions with a business before they make a purchase, so it's important to provide multiple opportunities for them to do so. Utilizing platforms like Facebook, Instagram, Google, LinkedIn, and Twitter for retargeting ads is recommended. Specifically on LinkedIn, the in
Sponsored ads that target specific audiences are more cost-effective and efficient than general ads. To successfully close a deal, focus on improving your marketing, branding, and offer. A common sales mistake is talking too much – effective salespeople ask questions and actively listen. Instead of immediately listing the benefits of a product, ask the customer questions to understand their needs. By asking good questions and listening carefully, you can determine if a potential customer is a good fit for your business.
If you want to help potential clients, your job is to guide them in understanding the benefits of your service and answering any questions they may have. After a successful sales call, it is important to build a relationship with the lead by connecting with them on social media and finding common interests to engage in casual conversations. Sending a personalized proposal after the call is also a good practice, as it gives them a reference point for the discussion and shows that you care about their specific needs. Offering incentives, such as a free lead magnet for quick sign-ups, can also help in closing deals faster and for longer terms.
Consider the tools you have at your disposal to encourage potential leads to act quickly and commit long-term. Building an agency that generates $100,000 per month in revenue is a challenging process that takes time. It's important not to feel discouraged if you don't reach that goal in your first year, as it can take years even for experienced entrepreneurs. While I have provided a blueprint for a successful agency, it may not be sufficient on its own. It is recommended to outline the components of the blueprint in your business plan and dedicate time to studying each step in detail. This content is further broken down in my course, which also includes the necessary resources such as automations, contracts, templates, and a snapshot of our high-level operations. Additionally, there is a database of Zapier automations that power our business.
It is important to understand that reaching a monthly income of $100,000 on your own may be challenging. It is recommended to hire a virtual assistant, specifically from online job platforms like OnlineJobs.ph. These assistants are typically from the Philippines and speak English well. They are hardworking and can be hired for around $4 to $5 per hour. Building a good relationship with your virtual assistant is key. As your revenue grows, consider bringing on additional help, especially for sales. Keep in mind that others may not close deals as well as you do, and that's okay. Seek out mentors and a community of lead generation agency owners for support and guidance. This will save you time and money in the long run. Consider joining the Lead Gen Insiders Community for access to a network of agency owners facing similar challenges.
During this building process, I am here to support you and assist you on your journey. You can leave your comments on this video or send me a direct message on Instagram at @Leen. There are many companies in need of lead generation services, and I see you as a friend, not competition. If you found this helpful, please give it a thumbs up and consider subscribing to my channel for more help in achieving your business goals. Thank you and see you in the next video!
