How I added $6,224 MRR in 2 weeks for my $60K+ marketing agency (without paid ads) — Transcript

Full transcript

1. 0:00Less than 2 weeks ago, I stood on stage
2. 0:01in front of a group of business owners
3. 0:03and showed them exactly what we do to
4. 0:05help them rank higher on Google and get
5. 0:06more customers. And now we've already
6. 0:08added over $6,000 in recurring revenue
7. 0:10from that one talk. In this video, I'll
8. 0:12show you exactly how I got this
9. 0:13opportunity, exactly how much it cost
10. 0:14our business to add all these customers,
11. 0:16and at the end, I'll show you how you
12. 0:17can do this for less money even as a
13. 0:19beginner. If you don't know who I am, my
14. 0:20name is Clay from Review Harvest. You
15. 0:22can see last month we did almost $60,000
16. 0:24just helping local business owners get
17. 0:26more reviews and rank higher on Google.
18. 0:27And now you can see month to date, we're
19. 0:28not even 2 weeks into month, we're
20. 0:30already up 50% from where we were last
21. 0:32month, and that's all because of this
22. 0:33opportunity. So here's exactly what
23. 0:34happened. We went to an event in Dallas
24. 0:36called Scoop Con. It's the largest pet
25. 0:38waste removal conference in the world.
26. 0:39For a couple days, about 120 pet waste
27. 0:41removal business owners go to this
28. 0:43conference where they learn more about
29. 0:44running their business and trying to
30. 0:45grow. The conference itself cost about
31. 0:47$2,500 for us to be a sponsor and for me
32. 0:49to get a spot on stage to speak in front
33. 0:51of everybody. And then it cost about
34. 0:52another $1,500 for travel and the hotel
35. 0:54room. We never had a booth. You can see
36. 0:56here's our booth here. So we spent about
37. 0:57$1,200 to get a booth. So all in we
38. 1:00spent about $6,000 to make this event
39. 1:01happen. And we've been selling a package
40. 1:03where these business owners get more
41. 1:04reviews, a website, and we help optimize
42. 1:05their Google Business Profile. And
43. 1:07currently we sell that for $389 a month,
44. 1:09but we charge quarterly. So upfront it's
45. 1:11about $1,200. We've already sold 16
46. 1:13people. I expect we'll sell a couple
47. 1:14more over the next week or two. And so
48. 1:16we've already collected over $18,000 in
49. 1:18cash from this event. But if that $6,000
50. 1:20sounds like a lot to you right now, I
51. 1:21get it. It was a lot for me in the
52. 1:22beginning. So I'm going to show you how
53. 1:23you can execute this strategy for a
54. 1:25fraction of the cost and still get
55. 1:27similar results. So the people that put
56. 1:28on this Scoop Con event, we've known
57. 1:29about for a little while. They reached
58. 1:31out to us asking if we want to sponsor.
59. 1:32But these type of opportunities are all
60. 1:34over the place. Almost every single
61. 1:35industry has five to 10 events every
62. 1:37year where business owners gather up in
63. 1:39a room to learn how to grow their
64. 1:40business. All in all, we got about 50
65. 1:42leads to fill out the form, and we got
66. 1:43about 30 people to complete the audit.
67. 1:45At the event, our goal was pretty
68. 1:46simple. Get as many leads as possible
69. 1:48and try to book as many of them onto our
70. 1:50calendar for the next week so we have
71. 1:51the opportunity to sell them on our
72. 1:52package. Between the bookings we were
73. 1:54able to get at the event and then
74. 1:55following up with the leads afterwards,
75. 1:57we're able to book about 30 calls over
76. 1:58last week and this week. And these are
77. 2:00high-quality, super warm calls. I talked
78. 2:02to most of them face-to-face. They
79. 2:03recognize me and that's built a lot of
80. 2:05trust. Also, one of the great things
81. 2:07about these events is that you get
82. 2:08somebody that's already investing in
83. 2:09their business. They're spending money
84. 2:11to go to this event, so you know this
85. 2:12business is a priority to them and
86. 2:14they're wanting to grow. The first day
87. 2:15we were just working the booth.
88. 2:16Basically, we had a spot where people
89. 2:18are walking past and we were just trying
90. 2:19to grab them and ask them about their
91. 2:20business, talk to them, and then
92. 2:22honestly just try to get them to fill
93. 2:23out that QR code, get their information
94. 2:25and start to follow up. Also, a lot of
95. 2:27times one-to-one, we'd be away from the
96. 2:28booth and my goal was just, "Hey, let me
97. 2:30get your phone number." That's a lot
98. 2:31better than just handing out your
99. 2:32business card because now I have a
100. 2:34contact that I can follow up with. It
101. 2:35can be a little bit awkward just to try
102. 2:37to pull people to your booth or just to
103. 2:38try to start a conversation with them.
104. 2:40So, typically all I was asking was,
105. 2:41"Where's your business based out of? How
106. 2:43long you've been doing it? How are
107. 2:44things going?" I was just trying to ask
108. 2:45very easy questions to get the
109. 2:47conversation rolling. I wasn't diving
110. 2:48straight into, "What are you doing for
111. 2:50marketing? Why aren't you using this?"
112. 2:51One thing that I realized about halfway
113. 2:52through the event was that the people
114. 2:54that had the VIP badges typically had
115. 2:56bigger businesses. And so, most of these
116. 2:58events will have certain levels like a
117. 2:59general admission and then a VIP. And a
118. 3:01lot of times your time's better served
119. 3:03trying to chase those VIP people because
120. 3:04they do have a bigger business, they
121. 3:06spent more money to be there. One thing
122. 3:07that was really helpful as well is that
123. 3:08my wife was there, so we could have two
124. 3:10people at the booth. That way I could go
125. 3:12out and pull people to the booth and she
126. 3:13could talk to anybody that was walking
127. 3:15by the booth. It'd be pretty hard to do
128. 3:16one of these events all by yourself. You
129. 3:18could definitely do it and you'd still
130. 3:19get great results, just probably not as
131. 3:21good as if you had two people. Part of
132. 3:22our $2,500 sponsorship spot was that I
133. 3:25got to speak on the last day of the
134. 3:26event. And at first I didn't realize how
135. 3:28important this was, but as I started
136. 3:30talking to one-on-one people and
137. 3:31explaining what we do and how we do it
138. 3:33and how we could help them out, I
139. 3:34realized how much leverage really is
140. 3:36having 150 people in front of you and
141. 3:38getting to talk about everything that
142. 3:39you do right in front of them and
143. 3:41hopefully try to provide some value.
144. 3:42Almost all the other vendors that spoke
145. 3:44kind of just pitched. They didn't
146. 3:45provide a lot of tactical value. And so,
147. 3:47one of the reasons why I think my
148. 3:48presentation did really well was I went
149. 3:50through things that they could do to get
150. 3:52more views without us. I went through
151. 3:54things that they could do to optimize
152. 3:55the Google Business Profile without us.
153. 3:57Giving them really tactical things that
154. 3:58they could go and do in their hotel room
155. 4:00right after the event. Literally, every
156. 4:02time I'd flip to a new slide,
157. 4:03everybody's grabbing their phone out and
158. 4:04getting a picture. And so, if you do get
159. 4:05the opportunity to speak in front of
160. 4:07these people, try to provide value. Try
161. 4:09to give them real tactical things that
162. 4:10they can change. Don't overwhelm them
163. 4:12with technical speak and don't overwhelm
164. 4:14them with all these crazy things that
165. 4:15they they're not going to be able to
166. 4:16execute. Try to give them golden nuggets
167. 4:18that are really easy so they actually
168. 4:20feel like they got some real value and
169. 4:21were able to improve their business even
170. 4:22if they don't work with you. If you want
171. 4:24to see the exact presentation that I
172. 4:25did, comment slides down below and I'll
173. 4:28send you a link to the free community
174. 4:29where you can see exactly all 70 slides
175. 4:31that I went through and how tactical I
176. 4:32got. Basically, the whole premise of my
177. 4:34speech was like, "Hey, here are the
178. 4:35things that you can do right now. Here's
179. 4:36all the other things that we do for
180. 4:37you." And at the very end, I just showed
181. 4:39a list of all the things that we talked
182. 4:40about and all the things they need to
183. 4:42do. I said, "If you want us to fill that
184. 4:43for you, we can for $389 a month."
185. 4:45Literally, after I got off stage, I had
186. 4:46people come up to me and say, "I'm in."
187. 4:47And they were just like ready to rock
188. 4:48and roll. Cuz I gave them all the
189. 4:50information, the price, everything that
190. 4:51we do on stage, but I framed it in a way
191. 4:54of like, "Here's how you can do it
192. 4:55yourself if you want to." So, although
193. 4:56the results so far have been great, the
194. 4:58next time I do this, I think I can
195. 5:00almost double the results by just doing
196. 5:02a few things. Number one, instead of
197. 5:03getting them on my own personal phone, I
198. 5:05would be texting them from our business
199. 5:07phone number that our sales guy has
200. 5:08access to. So, through HighLevel,
201. 5:10everybody has access to the same phone
202. 5:11number. So, I'd be texting them through
203. 5:12there instead of through my personal
204. 5:14phone number. The reason being, me and
205. 5:16my sales guy had some miscommunications
206. 5:18about who's been messaged to hasn't, and
207. 5:20everybody just didn't have the context
208. 5:22they needed. Another thing I would have
209. 5:23done differently, and I've done this in
210. 5:24the past, I don't know why, I just
211. 5:25forgot, but when you do get somebody's
212. 5:27phone number, take a selfie with them
213. 5:29and send it to them so they remember
214. 5:30your face, you remember their face, and
215. 5:32you remember who they are. When you're
216. 5:33texting these people, you want to say,
217. 5:34"Hey, here's my name, here's your name,
218. 5:36here's what I do, here's what we talked
219. 5:38about." That way you have plenty of
220. 5:39context on the 5-minute conversation you
221. 5:41had with this person a day, 3 days later
222. 5:43when you're trying to follow up.
223. 5:44Relationships in these events happen in
224. 5:453, 5-minute conversations, and it's
225. 5:47really hard to keep track of all of
226. 5:48them. So, making sure you take good
227. 5:50notes when you're texting somebody keeps
228. 5:52you in the know. The next thing I should
229. 5:53have done, and this would have been
230. 5:54huge, is if you can, ask for the
231. 5:55attendee list before you get to the
232. 5:57event. What we would have done is gotten
233. 5:58a list of everybody that's going, and we
234. 6:00would have used some sort of AI tool or
235. 6:01some sort of automation to prepare a
236. 6:03personalized audit for every single
237. 6:05business before they even got there.
238. 6:06That way, when we're at the event, we
239. 6:07say, "Hey, we have something custom for
240. 6:09you. We made it before we came." And
241. 6:10then you can show it to them, get their
242. 6:11information to send them that report
243. 6:13right away. That would have taken our
244. 6:14leads from about 50 to almost 150, and
245. 6:17would have made it a lot easier to start
246. 6:18these conversations. And then another
247. 6:19thing I would have done differently is
248. 6:20make the booth more interactive and fun.
249. 6:22Our booth was very simple, and we were
250. 6:24just our first booth ever, so we're
251. 6:25learning still. But they just scanned
252. 6:26the QR code, that's all it was. A couple
253. 6:28of other people there had like spin the
254. 6:29wheel or a couple of interactive games
255. 6:31and prizes that they were giving out
256. 6:33right away. A lot of times it was just
257. 6:34like spin the wheel, you could win some
258. 6:35sort of service that they offer, some
259. 6:37sort of discount, or you could win some
260. 6:38candy. So, they win something
261. 6:39regardless, so they're very incentivized
262. 6:41to actually come in and spin the wheel.
263. 6:42But that would have just made the booth
264. 6:43way more fun and memorable than just
265. 6:45scanning a QR code. So, here's the
266. 6:46beginner version of this that's not
267. 6:48$6,000. Almost every single city has a
268. 6:50local Chamber of Commerce. Typically,
269. 6:52it's about $200 to $300 to join the
270. 6:54Chamber of Commerce, and you can start
271. 6:56going to these events and just
272. 6:57networking. But a lot of times they
273. 6:59offer some sort of speaking arrangement.
274. 7:01Sometimes you have to pay a little bit,
275. 7:02sometimes certain levels of membership
276. 7:04are allowed to speak once a month, or
277. 7:05sometimes if you bring some sort of
278. 7:07prize, they let you speak as well. So,
279. 7:08find your local networking group,
280. 7:10whether it's a Chamber of Commerce,
281. 7:11whether it's a trade group, whether it's
282. 7:12BNI, whatever it is, find the local
283. 7:14event 20, 50, 100 business owners in the
284. 7:17same room that you can talk to. From
285. 7:18there, if you're able to get a speaking
286. 7:19arrangement, do exactly what I did by
287. 7:21trying to give away free value, and scan
288. 7:22a QR code to get their contact
289. 7:24information, and try to give away
290. 7:25something free to somebody that filled
291. 7:26out the form. And then from there, you
292. 7:28get a bunch of high-quality leads who
293. 7:29already know exactly what you do, and if
294. 7:31you're able to book the calls, typically
295. 7:32they're layups cuz they're super warm,
296. 7:33they've already seen what you can do.
297. 7:35When it comes to growing your marketing
298. 7:36agency, 99% of the content online is
299. 7:38cold outreach this and cold call that
300. 7:40and Facebook DM this, and that's great,
301. 7:42and that stuff does work. But truly
302. 7:43nothing replace getting in front of
303. 7:45people face-to-face. Nowadays with AI, I
304. 7:48think I think in-person events are more
305. 7:49valuable than ever because they can lay
306. 7:51eyes on you and just something about
307. 7:52that you just can't replace. If you're
308. 7:54not able to get a speaking gig at your
309. 7:56local networking group yet, that's fine.
310. 7:57Just go, grab people's phone number,
311. 7:59take a selfie with them, try to provide
312. 8:01some value for free. If you can just
313. 8:02walk into those conversations, realize
314. 8:04that you are somebody that knows how to
315. 8:06grow businesses based off marketing, and
316. 8:07just relax, and just have a conversation
317. 8:10and try to provide value to these
318. 8:11business owners. After talking to over a
319. 8:12hundred of these business owners at the
320. 8:14event, you truly do realize how much
321. 8:16information you have that they don't
322. 8:18that is very helpful to them. They're
323. 8:20afraid of SEO, they're afraid of Google
324. 8:21Business Profile, they don't know how to
325. 8:23get reviews, they're frustrated. And so
326. 8:24you truly do hold the keys that can
327. 8:27unlock some massive doors for them. And
328. 8:28when you go to these events, try to go
329. 8:30to the activities or the afterparties
330. 8:31that happen before or afterwards. Those
331. 8:33are times when people's guards are down,
332. 8:34you're just sitting there eating dinner,
333. 8:36you're sitting there playing at like
334. 8:37their casino night or whatever. That's
335. 8:39what they did at our event. like a
336. 8:40casino night. Um it was fake money and
337. 8:42stuff, but it was still fun. Like go to
338. 8:43the networking They had like a cornhole
339. 8:45tournament. Go there, play cornhole,
340. 8:46talk to people. That's when some of the
341. 8:47best relationships are made because
342. 8:49you're not going from talk to talk to
343. 8:50talk in like 10 to 15 minute breaks. And
344. 8:52when you just get in a room with a bunch
345. 8:53of other business owners that you can
346. 8:54serve, good things happen. We had
347. 8:56somebody that also did websites for like
348. 8:5860 plus clients. And we're like, "Hey,
349. 9:00we don't want to do this anymore. Can
350. 9:01you just take it off our plate for us?"
351. 9:02So we were literally able to add
352. 9:03thousands of dollars in recurring
353. 9:05revenue automatically just because
354. 9:07another business there didn't want to do
355. 9:08their websites anymore. So like I said,
356. 9:10comment slides down below. I'll send you
357. 9:11the link to that free community where
358. 9:13I'll show you the slides that I gave in
359. 9:14my presentation. And if you're
360. 9:15interested in all the templates,
361. 9:16snapshots, all the things that I use to
362. 9:17grow my business, we have a paid
363. 9:19community down below where we have two
364. 9:20coaching calls a week where I hop on,
365. 9:22meet you where you're at, and help you
366. 9:23grow your own marketing agency. If you
367. 9:24enjoyed this video and you want to see
368. 9:25how selling reviews to local business
369. 9:27owners changed my life, check out this
370. 9:28next video right here.