THE SECRET TO GENERATING LEADS EVERY DAY FOR DIGITAL AGENCIES

@JSWENK

IS THIS YOU?• DO YOU DEPEND ON REFERRALS? • LONG SALES CYCLE? • TAKING ON THE WRONG CLIENTS?

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YOU’RE PROBABLY WONDERING HOW ARE OTHER AGENCIES

GENERATING QUALITY LEADS?

3@JSWENK

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4

BUT, RIGHT NOW YOU HAVE A PARTNER THAT CAN EASILY MISLEAD YOU…

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5@JSWENK

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YOU NEED THE RIGHT

6

SYSTEM@JSWENK

WHO THE HECK AM I?• Husband, Father of 2 boys (Luke &

Chase) • Agency Advisor • Host of the Smart Agency Master Class

http://smartagencymasterclass.com • #ASKSWENK Show

http://youtube.com/jasonswenk

7@JSWENK

8

FOUNDED

SOLD!

@JSWENK

3% ACTIVE CROWDED7%30%30%30%

OPENNOT YETUNCONSCIOUSNEVER

67%

10@JSWENK

UN-GATED CONTENT

GATED CONTENT

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MOST PEOPLE THINK…

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THEY NEED TO START WITH AN UN-GATED

STRATEGY@JSWENK

THIS IS NOT A TARGET MARKET

@JSWENK

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ME TOO AGENCY

13@JSWENK

BE SPECIFIC ON WHO YOU ARE TARGETING & UNCOVERING THEIR CHALLENGES1

@JSWENK

16@JSWENK

DON’T FOCUS ON YOU. FOCUS ON THEM!

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SOLVING A CHALLENGE IS THE EASIEST WAY TO GET THEIR

ATTENTION!

@JSWENK

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BY ASKING QUESTION YOU CHANGE THE FOCUS TO THEM.

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WHEN YOU PICK A NICHE, YOU’RE JUST MARKETING TO YOUR NICHE.

19

YOU STILL CAN TAKE ON WORK FROM OTHER

NICHES@JSWENK

CAPTURING INFO2@JSWENK

@JSWENK NO

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@JSWENK

@JSWENK

HELL NO

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25

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Monthly visitors 1,000

Leads captured on AVG site (1-5%) We’ll use 2.5% 25

Leads captured on Good site (10-30%) We’ll use 15% 150

Missed Opportunity 125

HOW MANY OPPORTUNITIES ARE YOU MISSING OUT ON?

HOW MUCH IN REVENUE ARE YOU LOSING?

# OF LEADS X CONVERSION RATE X REVENUE PER CLIENT = LOST REVENUE

125 X 10% X $10,000 = $125,000 / MONTH

TRAFFIC PROBLEM?

PAID “TARGETED” TRAFFIC3@JSWENK

PROBLEM: I FOCUSED ONLY ON COLD TRAFFIC1. Lead cost kept increasing. 2. The conversion kept decreasing.

@JSWENK

1. INCREASING LEAD COSTS 2. DECREASING CONVERSIONS

COLD

WARM

HOT

PROGRESSIVE PROFILING4@JSWENK

WHY?• Segments your list so the right people go into

the right campaign. • Deliver the best content that is relevant to

them. • Determine who is on your list. • 94% success rate.

@JSWENK

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BREAKING YOUR CAMPAIGNS INTO SIMPLE

MILESTONES THAT DYNAMICALLY BEHAVE

DIFFERENT BASED ON THE USER’S ENGAGEMENT.

36@JSWENK

HOW TO START1. Determine what is the last thing a prospects has to do

before they will engage in your core offering? 2. List out all the decisions they need to make in order to get

them to the end. 3. Every decision is a milestone, and every milestone has a

contingency. 4. Contingencies lead to other campaigns bolted together.

@JSWENK

@JSWENK

MILESTONE MARKETING

MILESTONE MARKETING5@JSWENK

IMPORTANT!!!!!!You may be thinking you can continue doing the same thing you have always

done…

40@JSWENK

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BUT DON’T YOU THINK YOU NEED TO BE DOING

SOMETHING DIFFERENT TO GET A DIFFERENT

OUTCOME?@JSWENK

PROBLEM!!!!!!YOU DO THIS FOR YOUR CLIENTS, BUT

NOT YOUR AGENCY. WHY?

42@JSWENK