This hack will 3x your lead flow

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Most agencies suck at selling themselves.

We spend so much time focused on our clients’ results that we don’t get around to fixing our own marketing.

Earlier this year, I made one switch in my messaging that made all the difference.

In just a few months, it increased the number of leads I get by 3x.

Instead of talking about my solutions, I focused on talking about my potential clients’ problems.

The Context

Sitting on nearly every agency’s website these days is a word salad of narcissistic platitude.

“We’re the #1 agency for XYZ”

“AI powerhouse”

“We’ve spent $1,000,000,000 on ads”

Perhaps a passing nod is made to whoever the agency is supposed to be helping but other than that? Unclear benefits claims and total self absorption.

A lot of my early content was like that.

Focused on all the ways I could help.

All the things I could do for potential clients

All the cool things about my agency.

I was, I confess a narcissistic marketer.

Then something funny happened.

One day I was reviewing sales calls for my sales team.

The agency owner on the call (who later become a client) confessed that he was working 14-16 hour days just to keep up with everything.

He wanted to take time off vacation and spend time with his young family, but neither of those was happening because he didn’t have a team he could trust.

Running low on time, I published a newsletter

Three steps to 3x your leads

1. Record and watch ALL of your sales calls

The most obvious benefit of doing this is you’ll almost certainly get better at sales by doing this.

If you’re truly terrible at sales, your sales calls are probably also pretty self centered.

Asking more questions can fix that. Here’s a few of my favorites:

- what got you interested in hopping on this call today?
- what are you currently doing to fix X problem?
- how long have you been trying to solve x problem?
- I noticed from my research that you’re already doing ABC, why are you looking at our solution instead of sticking with ABC?


2. Write down exactly what your potential clients say to you

You really want to take note of the exact words people are saying to you.

You probably remembered your prospect saying “I want to increase my ROAS” but in reality, they might have said “I want to turn Facebook into a reliable marketing channel.”

While the two phrases may seem insignificant to you, the difference is ENORMOUS when you go to market to your clients.

Using your words = self obsessed

Using their words = problem obsessed

3. Rewrite your website, newsletter, social content, cold outreach etc to primarily focus on the problems and phrases you gathered in step 1.

Now, when prospects see your agency, you aren’t interrupting them, not really.

Instead what you’ve done is entered the conversation that is already taking place inside their head.

My clients are already thinking about how to stop working 16-hour days. It’s not an interruption for them to read my little email on how much it sucks to work that much– they’re already thinking that.

Our job as marketers is to enter that conversation, show that we understand the pain, and then gently nudge people to a solution to their problems.


Where to find the time to do all this?

Most agency owners I talk to are fully aware that their marketing for their own agency is… subpar.

The issue is they’re usually too weighed down with the day to day of managing client communications, fulfillment, bookkeeping, and talk to the referrals they get to proactively work on their marketing.

That sucks because it keeps them trapped in a very stressful, but not very fast growing operations… potentially forever.

The solution here is simple, but not easy.

You need to find A+ talent to buy back enough of your time to focus on growing your agency.

If you’d like help figuring out who you should hire, finding great talent, and vetting if they’ll be a good fit for you, schedule a call with one of Go Carpathian’s recruiting specialists.

They can help you find, vet, and hire the top talent from Eastern Europe and South Africa for a fraction of the price as a US equivalent.

Oh and as a bonus, the next 5 people to hire Go Carpathian to fill a role for them will get plane tickets for two to Europe.

→ Click here to schedule your free consulting call with a recruiting specialist

Until next time,

Nathan

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Nathan Fales
Co-Founder | Lean Leverage & Go Carpathian
Helping you hire the best & the brightest
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