Do you have a lead problem?

If you have an existing agency with anywhere between 3 and 30+ clients, I’m willing to bet you don’t have a lead problem. 

Sure, more leads, and fresh blood couldn’t hurt and I’ll bet you’d love to have an influx of more opportunities.  But if you have existing clients, your focus on new leads is probably limiting your agency’s overall growth.

Here’s what I mean…

When I first started my agency I was hungry for leads.  I was just trying to figure out how I could get more opportunities to help businesses with their digital marketing.  And, guess what… I got really good at it.

I got so good at generating leads it seemed I always had a new prospect to talk to.

These leads would come from…

… referrals

… local networking groups

… SEO & PPC

… Facebook ads

… strategic alliances

I even built up the courage to just talk to random businesses I happened to be in and turn them into opportunities.  It was amazing.

But while I was cooking up new leads, I was neglecting something else in my agency… 

I was neglecting the open wallets of the clients I was already serving.  You see, there were lots of clients I built websites for, SEO, PPC, you name it.  These clients already knew me, they liked me and were pleased with the work I did for them.

But I hardly ever went back to them to see if there was MORE stuff I could help them with.  It wasn’t as if I didn’t realize there was a good opportunity with these clients, there were just some good reasons (or so I thought) I didn’t go back…

Things like…

• I felt like the client JUST spent money with me
• I thought it was too soon, they haven’t seen results yet
• It was hard enough to get them to spend money the first time
• I didn’t think I had anything new to sell them
• I just forgot to do it
• Or, I thought old clients weren’t as “fun” as new clients

But the main reason was… I had a lead generation habit.  I had built my entire business around lead acquisition.

If you wanted to double your agency, it would be FAR easier to double the value of each of your current client contracts instead of trying to find twice as many clients.  

In fact, there’s a study that proves it.  Marketing Metrics reports that it’s up to 14x more likely you’ll sell to a happy existing client compared to a new client.

Running an agency is hard enough.

Stack the cards in your favor.

That’s why my best advice for agencies with 3 to 30 clients is to quit the lead habit and go back to those clients whose wallets are open and desperately need your help.  You should do it, or your competitors will.

If you want to learn more about how  to increase the value of each client, I encourage you to apply for a call with our director of coaching. Let's explore what's possible for you and your agency.