How Harry Signed 12 SMMA Clients Via Cold Calling

The video is about how Harry signed 12 new clients for his agency through cold calling, and it includes an interview with Harry discussing his background and journey into starting his agency.

This video by Jordan Platten Extra was published on Aug 4, 2023.
Video length: 34:07.

This video is an interview with Harry, a member of an Academy, who shares his experience of signing 12 new clients for his agency through cold calling.

Harry explains that he initially worked as an account manager for dpd and had a reselling business on the side. He came across the YouTube channel of the interviewer and started learning about ads and marketing. He eventually joined a course on affluent and used his skills to run ads for his own business. Harry then leveraged his network and started helping others with their e-commerce sites, achieving great results.

He later switched to lead generation and focused on aesthetics clinics, which led to further success.

• Harry used to work as an account manager for dpd.
• He started a reselling business for designer clothes.
• He came across the YouTube channel and bought the course to learn ads for his own business.
• He made 14k in a month through reselling and running ads.
• He realized he couldn't sell other brands without permission and decided to leverage his skills for his own company.
• Harry started doing Ecom for a while but got complacent and his results dipped.
• After the iOS 14 update, he found it hard to jump back on.
• In 2022, he switched to lead generation and started doing ads for his sister's aesthetics clinic.
• In the first month, he booked in 3.5k worth of clients for her.
• Harry signed 12 new clients for his agency through cold calling.
• He used a script and made around 100 calls per day.
• He focused on building relationships and providing value to potential clients.
• He offered a free audit to generate interest and showcase his expertise.
• He closed deals by demonstrating the potential return on investment for clients.
• Harry learned the importance of consistency and staying focused on outreach.
• He plans to continue growing his agency and expanding his client base.
• He wants to improve his sales skills and learn more about scaling his agency.
• He is grateful for the support and resources provided by the Academy.
• He encourages others to take action and believe in their abilities to succeed.
• Harry used to love designer clothes and realized the value of selling them.
• He found a company that allowed him to list his new stuff and make a business from it.
• He started his agency by creating a page and building from there.
• Harry started off with e-commerce clients but transitioned to lead generation.
• Lead generation is more powerful and allows for more control.
• Getting clients in e-commerce was harder due to competition.
• Getting clients was difficult because Harry didn't have enough to show his results.
• It was harder to get results with e-commerce compared to lead generation.
• Bringing someone into a system and having an appointment setter was more effective.
• Harry initially thought cold calling was pointless but realized its power.
• He started cold calling local businesses, especially aesthetic clinics.
• Cold calling was where he signed 99% of his clients.
• Harry initially used scripts he found online, but realized they were too generic.
• He now starts the call by addressing the person by name to make them feel more comfortable.
• He avoids mentioning ads or marketing right away and instead focuses on the potential client's pain points.
• He asks if they are currently taking on new clients and if they can handle more clients.
• If they push back or have objections, he asks about their plans for growth or expansion.
• Harry emphasizes the importance of following up with potential clients.
• He keeps a follow-up list and contacts them again when the timing is right.
• Many people appreciate the follow-up because they often don't hear back from other callers.
• Consistency and keeping your word are key in building trust and credibility.
• Following up shows that you are serious and committed to helping them.
• Harry uses the question "Can you handle it?" to play on the potential client's ego.
• By asking if they can handle more clients, it triggers their desire to prove themselves.
• If they say no, Harry explores their plans for growth and offers solutions to their objections.
• Pushing back and addressing objections can lead to more meaningful conversations and opportunities.
• Controlling the frame of the call and speaking with authority can lead to more successful outcomes.
• Harry was doing around 50-60 cold calls per day before going on holiday.
• Consistency and volume are important in cold calling to increase the chances of success.
• Being consistent with daily cold calling helps build momentum and improves skills over time.
• Even a few meetings from a large number of calls can lead to significant results.
• Harry's success with cold calling is a result of his dedication and persistence.

How Harry Signed 12 SMMA Clients Via Cold Calling - YouTube

Harry's Background and Journey

• Harry used to work as an account manager for dpd.
• He started a reselling business for designer clothes.
• He came across the YouTube channel and bought the course to learn ads for his own business.
• He made 14k in a month through reselling and running ads.
• He realized he couldn't sell other brands without permission and decided to leverage his skills for his own company.

Transition to Lead Generation

• Harry started doing Ecom for a while but got complacent and his results dipped.
• After the iOS 14 update, he found it hard to jump back on.
• In 2022, he switched to lead generation and started doing ads for his sister's aesthetics clinic.
• In the first month, he booked in 3.5k worth of clients for her.
• He decided to rebrand and niche down to focus on aesthetics.

Harry's Success with Cold Calling

• Harry signed 12 new clients for his agency through cold calling.
• He used a script and made around 100 calls per day.
• He focused on building relationships and providing value to potential clients.
• He offered a free audit to generate interest and showcase his expertise.
• He closed deals by demonstrating the potential return on investment for clients.

How Harry Signed 12 SMMA Clients Via Cold Calling - YouTube

Lessons Learned and Future Plans

• Harry learned the importance of consistency and staying focused on outreach.
• He plans to continue growing his agency and expanding his client base.
• He wants to improve his sales skills and learn more about scaling his agency.
• He is grateful for the support and resources provided by the Academy.
• He encourages others to take action and believe in their abilities to succeed.

Background and Journey into Starting the Agency

• Harry used to love designer clothes and realized the value of selling them.
• He found a company that allowed him to list his new stuff and make a business from it.
• He started his agency by creating a page and building from there.

Transition from E-commerce to Lead Generation

• Harry started off with e-commerce clients but transitioned to lead generation.
• Lead generation is more powerful and allows for more control.
• Getting clients in e-commerce was harder due to competition.

Challenges with Lead Generation

• Getting clients was difficult because Harry didn't have enough to show his results.
• It was harder to get results with e-commerce compared to lead generation.
• Bringing someone into a system and having an appointment setter was more effective.

Cold Calling and Getting Clients

• Harry initially thought cold calling was pointless but realized its power.
• He started cold calling local businesses, especially aesthetic clinics.
• Cold calling was where he signed 99% of his clients.

Harry's Approach to Cold Calling

• Harry initially used scripts he found online, but realized they were too generic.
• He now starts the call by addressing the person by name to make them feel more comfortable.
• He avoids mentioning ads or marketing right away and instead focuses on the potential client's pain points.
• He asks if they are currently taking on new clients and if they can handle more clients.
• If they push back or have objections, he asks about their plans for growth or expansion.

The Importance of Follow-up

• Harry emphasizes the importance of following up with potential clients.
• He keeps a follow-up list and contacts them again when the timing is right.
• Many people appreciate the follow-up because they often don't hear back from other callers.
• Consistency and keeping your word are key in building trust and credibility.
• Following up shows that you are serious and committed to helping them.

The Power of Playing on Ego

• Harry uses the question "Can you handle it?" to play on the potential client's ego.
• By asking if they can handle more clients, it triggers their desire to prove themselves.
• If they say no, Harry explores their plans for growth and offers solutions to their objections.
• Pushing back and addressing objections can lead to more meaningful conversations and opportunities.
• Controlling the frame of the call and speaking with authority can lead to more successful outcomes.

Harry's Daily Cold Calling Routine

• Harry was doing around 50-60 cold calls per day before going on holiday.
• Consistency and volume are important in cold calling to increase the chances of success.
• Being consistent with daily cold calling helps build momentum and improves skills over time.
• Even a few meetings from a large number of calls can lead to significant results.
• Harry's success with cold calling is a result of his dedication and persistence.

Cold calling strategy

• Harry used to make 20-30 cold calls per day, but now he focuses on making as many calls as possible in an hour.
• He has improved his efficiency by spending less time between calls.
• He stays focused and doesn't let previous calls affect his mindset.
• Harry's conversion rate on meetings has been high.
• He has a revenue-based guarantee that he offers to clients.

Unique pricing strategy

• Harry charges clients based on what they are comfortable spending on ads.
• If a client is not comfortable with a higher monthly fee, Harry starts them at a lower fee and increases it once they see results.
• He doesn't charge clients until he has booked them a certain amount of revenue.
• The guarantee amount depends on the type of treatment or offer the client is running.
• Harry's goal is to grow with his clients and provide them with confidence in his services.

Revenue-based guarantee

• Harry explains to clients that the lifetime value of a customer is often higher than the initial cost.
• He offers a guarantee that covers the client's ad spend and a little extra.
• The guarantee amount increases as the client's revenue increases.
• Harry hits most guarantees within two weeks.
• Clients have confidence in the guarantee because Harry wants to grow with them.

Adjusting service charges

• Harry's service charges increase as the client's ad spend increases.
• The goal is to make the pricing structure sustainable for both the client and the agency.
• Initially, the service charges were low, but they have become more sustainable over time.
• As clients see results and want to invest more in ads, the service charges increase accordingly.
• The pricing structure allows for flexibility and growth with the client's business.

Client Growth and Profitability

• Started with four or five clients, each paying $500 a month.
• As clients increased their investment, the agency became more profitable.
• Clients have jumped from $500 a month to $1,000, with some reaching $1,500 or $2,000.
• With more clients, the agency can be selective and work with those willing to invest.
• Even if clients start with a lower investment, they are expected to increase it once they see results.

Setting Expectations and Confidence

• During sales calls, Harry emphasizes that the initial financial figures are just the beginning.
• He instills confidence in his abilities and assures clients that their current investment will be minimal compared to future returns.
• By downplaying the current cost, Harry encourages clients to expect and be willing to pay more in the future.
• Harry charges a one-time setup fee of £200 to cover administrative work and appointment setter costs.
• Once the guarantee is met, clients are charged for the service.

Handling Unmet Guarantees

• If a guarantee is not met, clients are not charged for the service.
• If clients have still made a profit from their ad spend, they usually continue working with the agency.
• The agency learns from the first month to improve targeting and ad strategies for the second month.
• In some cases, if the service is not working well, the agency and client may mutually agree to end the partnership.
• There have been instances where clients have taken a break or pursued other options, but the majority of the time, guarantees are met.

Offer Development and Courage

• Harry came up with the offer of guarantees and increasing investment from the start.
• He did not start with a different offer and then transition to guarantees.
• Harry had the confidence to go straight into this offer without building up to it.
• He was able to develop this offer based on his understanding of the industry and client needs.
• Harry's offer is unique and not commonly seen in the industry.

Harry's journey into starting his agency

• Harry started off working for his sister doing ads and became confident in it.
• He reached out to ask about hiring an appointment setter because he was spending a lot of time calling people and they weren't comfortable speaking to a man on the phone.
• He was advised to invest all the money he was making into the appointment setter to have more time to find clients and grow the business.
• He currently has one appointment setter, Kathy, but is looking to hire another one because it's getting too busy for her.
• Harry is considering splitting the appointment setting tasks between two people based on their availability and experience.

Scaling the strategy and future plans

• Harry's strategy of cold calling and lead generation is scalable and can be replicated easily across most clients.
• He copies and pastes ads with different offers and treatments for different clients.
• Harry is considering hiring a media buyer to run the ads so he can focus on growing the business and starting a YouTube channel.
• He believes having someone run ads for his clients will give him more time.
• Harry plans to hire a media buyer in the next few months.

Managing clients and taking a holiday

• Harry recently went on a two-week holiday, which was his first since starting his agency.
• He informed his clients beforehand and delegated the appointment setting tasks to Kathy.
• While on holiday, Harry spent a few hours each day setting up ads and checking everything was running smoothly.
• He enjoyed having more free time and signed another client while on holiday.
• Harry is considering hiring a media buyer to have even more time for himself.

Setting goals and future plans

• Harry's goal last year was to reach $10,000 a month in revenue, but he failed.
• This year, his goal was to get 10 clients by the end of the year.
• By May, he had already reached that goal.
• Harry's goal-setting process is more calculated now, focusing on the number of clients rather than revenue.
• He plans to continue growing his client base and expanding his business.

Section 1: Harry's goals and approach

• Harry's goal is to have 25 clients by the end of the year, with each client spending a minimum of £1,000 per month.
• He believes that focusing on the number of clients rather than a monetary goal is more important.
• Harry acknowledges that the ultimate outcome is making money, but he emphasizes the importance of setting goals that make a difference to the business.
• He advises new agency owners to test different things and find what works best for them.
• Harry shares his own experience of facing setbacks and not giving up, emphasizing the importance of perseverance.

Section 2: Harry's advice for new agency owners

• Harry suggests testing out different niches to see which one works best.
• He recommends calling a small number of leads from each niche every day to determine the most successful one.
• Harry emphasizes the importance of not giving up and staying motivated despite challenges.
• He shares his personal experience of facing difficulties but eventually finding the right niche that worked for him.
• Harry highlights the significance of consistency and confidence in making cold calls.
• He mentions that he no longer sends emails because his focus is on making calls, which has been yielding results.

Watch the video on YouTube:
How Harry Signed 12 SMMA Clients Via Cold Calling - YouTube