When you’re trying to get your new Facebook ad agency off the ground, it can be difficult to add clients to your list when you have no experience—no testimonials and no working results.
Zilch. Nada. Nothing. Oh, the #struggleisreal.
But, guess what? You have to be a beginner before you’re anything else. Heck, we all start from scratch with no experience, no reputation, and certainly no referrals.
Yet, let me tell you, there are businesses out there looking for someone just. Like. You. Someone who is optimistic about their potential and ready to put in the hard work.
After all, this isn’t a magician show where clients begin appearing out of thin air. Nope. That won’t happen overnight. So, instead, you must put forth the effort to reach out and turn yourself into a well-oiled-client-landing-machine.
And, that’s why I’m here today—to share with you the six guaranteed steps to talk your next client into working with you. No experience necessary.
Sound incredible? You bet! Let’s dig in…
1. Before all else, locate your ideal client in your community.
When you’re in the beginning stages of your Facebook ad agency, the last thing you want to do is attempt to add new clients to your list who are halfway across the country. Instead, you actually want to locate your ideal client in your community.
Reason being, successful local businesses are all about establishing relationships with others in their neighborhood. So, you’ll get started off on the right foot towards winning a client if you simply stay focused on your fellow locals.Want to get your first #Facebook agency #client? Look within your own neighborhood to start… Click To Tweet
Plus, you’ll be able to visit them in person to help build up the level of trust and confidence they have in you and your service. Thus, allowing you to eventually expand to clients who run their business from afar.
2. Woo them with the “Donut Bomb.”
After you’ve pinpointed your ideal client within your neighborhood, you’ll need to deliver them something that’ll make them (and their employees) delighted. And, that something is what we at AdLab like to call the “Donut Bomb.”
The task is simple. Pick up one to two dozen donuts on a particular morning and deliver them to your potential client’s place of business, along with a “sweet” note—before things get busy for the day. The note should quickly state your name, what you can bring to the table (your business), your contact information, and a blurb to enjoy the delicious treats!
A special, yet modest delivery like this goes a long, long way. So, if you want to spark a potential client’s interest in who you are and what you can do for them, go ahead and woo them with the “Donut Bomb.”Want to spark a potential client's interest in you? Deliver them the #DonutBomb… Click To Tweet
3. Don’t give up, follow up.
Once you’ve made it this far, you’re already in a better spot than most as it’s not easy to actually go out into your community to acquire new clients. So, our advice to you is: don’t give up, follow-up.
To do just that, on the same day you make your “Donut Bomb” drop off, go back to your soon-to-be-client’s place of business. And, be sure to speak with the same person you spoke with when you delivered that sweet treat—whether it was the receptionist, office assistant; you name it.
Then, remind them of your company and that you’re in the process of building something brand new to help their business get new customers, clients, patients, and so on. And, ask for 15 minutes to meet with the office manager (aka the person in charge) to discuss how to get some help with your new service.
Most importantly, you shouldn’t ask if you could help them with it. But, rather, you’d like to get help with it. When you make that teeny, tiny tweak to your request for a meeting, you’ll make it easier to get your foot in the door and propel yourself into the next step!
4. Pitch a trial.
You got the 15-minute meeting. Now, it’s time for the fun part—getting your prospective client to take a chance on you. Trust me when say that it’s pretty easy. That’s because it’s not about having the experience under your belt to throw into your pitch.
Instead, it’s about how you phrase your pitch.It's about how you phrase your #newclient pitch. Not about the experience you do or don't have… Click To Tweet
To help you get the job done, here’s a straightforward script you can copy, using a dental office as an example:
“We’ve been working on a way to get leads into a dental office using Facebook. And my friend, who initially walked me through this, has been helping dentists from Arkansas get a ton of people through the door using it. I’ve been looking for a local office here to help me test it out.”
If they say they’re in, cheers to you! And, if not, be sure to walk them through the process because, chances are, they want to know a little more before they sign on the dotted line. As soon as they agree, here’s what to say next:
“Here’s the deal. Because you’re helping me out, I’ll do all of my usual work for free. If you guys pay for $100 in Facebook ads, I’ll go to work for you.”
So, the $100 is money they’re putting on the line to have you do the work at no cost. If the trial doesn’t succeed, you’ll come back to them and say, “Listen, this didn’t work. Didn’t have it dialed in.” And, you’ll go from there.
But, the main point is, you’re pitching a trial run to gain some knowledge on what works and what doesn’t, and build your client list from square one.
5. Always remember your angle.
Do you think asking your prospective client to take a chance on you and pay you a bunch of money will work to your advantage? Nope. Here’s a better question to ask to get your first business opportunity:
“Would this be something that you might want to work with me on?”
In short, always remember your angle: you’re letting them know about your Facebook marketing company, but that you haven’t done this before. And, you need their help. Just like they need more leads.
6. Prepare to swing back against any objections.
Throughout this process, there’s no doubt you’ll face objections from your prospective client. That’s why the team at AdLab has put together a list of common questions we’ve heard over the years to prepare you to swing back with nothing but courageous responses.
Take a look:
- “Can you email me the information?” Feel free to do so. Record a short video walkthrough explaining the features/benefits of the service you offer. But, be sure to avoid sending any links to actual funnels or explaining the details of your free trial. Instead, request a good time to meet in person to discuss. If an in-person meeting isn’t feasible, setup a video conference as a last resort.
- “I don’t have the budget for Facebook ads.” Your service is a sophisticated way to target potential customers who are most likely to spend money with your client. If $100 isn’t affordable or they don’t have the budget, thank them for their time and move on.
- “I already have a ‘Facebook guy’.” You’re not there to steal them from their “guy.” You’re simply there to let them know you can be of help to them.
- “Facebook doesn’t work; I’ve tried it before.” You’re goal isn’t to convince them that your process works. You know it does.
- “I don’t want to encourage ‘freebie seekers’.” (Groupon, etc.) The process you’ll work through for local lead generation uses unique targeting designed to weed out customers who aren’t ideal for them. You won’t just shoot ads out to everyone hoping you’ll get a few that may be interested. Instead, you’ll focus on people who already have a reason to purchase from your clients, making them more likely to convert.
Get acquainted with these questions and sample answers, and you’ll be able to keep your cool and win your first client. Also, if you find yourself in need of some extra help answering a client’s question with grace, check out this blog post.Prep to respond to prospective #client objections & you'll keep your cool + win BIG… Click To Tweet
BONUS: Keep these phrases in your back pocket to help seal the deal.
We saved the best for last! By this point, it should be a no-brainer that we really, really, really want to see you succeed. So, we’ve put together a short list of seal-the-deal phrases to keep in your back pocket.
Check it out:
- I’m confident in my ability. If you have a strong desire to succeed and a passion for helping other businesses, there’s no reason why you shouldn’t be confident in your ability. And, your potential client wants to know you’re more than capable of handling this project.
- This is what you can expect. Take care of them and set expectations up front. Share your entire process, from a timeline for deliverables to who does what, a communication schedule, and so on.
- Let’s figure this out together. Again, there will inevitably be objections that come to the surface. Thus, if you don’t know the answer to a question your potential client has, let them know that you’re ready to work together to figure it out. Taking this approach will help your new relationship start off on the right foot as you illustrate your dedication to collaboration.
One thing is for sure: wooing people to work with you is an art.
And, unfortunately, there’s no exact roadmap that’ll guide you through all the right things to say and do to land every type of client under the sun—with little to no experience. Yet, when you put in the hard work and illustrate your passion to help a local business succeed, you’ll be rewarded.
Best of all, if you’re craving more information like what was shared here today, we’ve got just the thing: AdLab—an ever-evolving ad strategy course on all things Facebook advertising. Join now to grow your agency and generate profit for years to come.
Have questions or something to share about getting clients with no prior experience? Drop us a message in the comments section below. We’d love to hear from you.