how would you like to double your
agency's revenue by doing less sound interesting well if you've watched any of
my videos more than one you've probably heard me say the phrase little hinges
swing big doors it's a philosophy that guides the way I run an agency and the way I coach other agencies on how to run theirs and the idea is simply to do less
work with fewer clients and you will be able to make far more money with a lot
less stress it sounds wonderful and it is so let's check it.
I've got six areas that I would like to share
with you that will help you streamline your business so that your ideal client
comes right to you and says yes I want to work with you and they treat you with
respect they treat you as the expert that you are that is ideal you get to do
creative work you get to do your best work you get to be paid very well for it
and your clients are very happy with you and refer you to other people that are
just like them that are eager to work with somebody like you so here's number
one the first thing you need to do to double your revenue is to have fewer
clients little hinges swing big doors is all about having the smallest number
of clients generate the most revenue for you when you start out.
you probably take whoever you can
get as a client so some of those are gonna be smaller clients as your company
grows your expenses are gonna grow with it and some of those older clients are
no longer going to be profitable they were profitable when it was just you you
know paying your bills paying for your lifestyle but as soon as you started
hiring as soon as you started expanding those initial clients probably don't
pay the bills anymore and if you're stuck in the idea of I'm just gonna go out
and get more and more clients what's gonna happen is you're gonna go get more
of those small ones you're gonna end up with 20 or 30 or in a case of one of my
clients 240 smaller accounts that are going to churn out.
They're going to be a big pain in
the butt is what they're gonna be and so what I would like to see you do at
especially if you're a smaller agency is to have about 10 to 12 clients
eventually, you'll grow into 20 24 clients and then maybe 36 and so forth maybe
you'll grow up into those areas like a larger agency but when you're a small
agency you some contractors a couple of employees you only handle a few clients
so what I want you to do is cut out all small clients and start ramping up I
call it client stacking and start stacking new Digital Marketing clients that pay you far more
money than the previous ones and then in time you can go back to the older ones
and raise the rates on them and if they like what you do.
they will go yes that's worth
paying you extra to continue getting these great results if they're not too
keen on that the third eye which is most of the time they're going to leave and
that's okay because it will make more room in your life so that you can go get
another client who's bigger than the one that is far more profitable you will
generate a lot more revenue by just simply trimming out the unprofitable
clients the second thing you need to do is have less gear in quotation marks
because in a social media marketing agency what is the gear that we have mostly
software maybe a camera may be a microphone some lights because we're shooting
some film but for the most part we don't have a lot of things that we need to
spend money on but somehow from all the clients I've worked with over the last
two decades they end up with a lot of gear.
they end up with a lot of types of software
that stops getting used with clients that are doing several million dollars a
year I go through their business and in many cases I will find $1,000 a month
that we can immediately put right back to the bottom line simply by getting rid
of software that people don't use so, I want you to go through your business and
take a look at where you're spending money on expenses that you really don't
need that you're not getting a significant ROI on you may find that just doing
certain things manually.
I know automation the cool thing everybody
wants to automate everything but a lot of times that automation is not giving
you the ROI that simply doing things manually pen-and-paper sort of thing if
you go back to that simplify your business you're going to end up making more
money the third thing you have to do is specialize part of the tenant of little
hinges swing big doors is that you have to simplify what you do you have to
streamline down to a specialty not necessarily a niche but a specialty what are
you amazing at what are you the best expert at so have you ever been to a
website where it says we specialize in and then there's this long list of
things like web design print design branding design.
I'm actually on a site right now reading it
and here we go branding design web designs creative brand agency creative corporate
internal comms that is the specialties of just one site that I just picked at
random just happen to find them on the internet an agency and those are all the
things that they list on their website that they specialize in that means they
specialize nothing anytime someone says they specialize and then lists a whole
bunch of things they're trying to be everything to everyone and as the old
cliche goes if you try to please everyone you will please no one and that is
the biggest cause of a lot of agencies work they try to be a one-stop-shop and
in the process of trying to do everything they do none of them very well and
then they end up with unhappy clients they end up with clients that end up
churning out and that leads me to the fourth thing and that has a clear
identity what do you stand for who are you what do you do what do you solve.
what is your passion what is the thing that
you're gonna bring to the table that no one else on this planet can do for a
client have clarity of who you are clarity of message clarity of who
you serve to figure out what your identity is don't be schizophrenic no don't
have multiple personality disorder have a single identity the one thing your
prospects can look at you and say they do this and it is for me the fifth thing
after you've gotten clarity is to have a simple funnel you don't want
complexity you want to simplify everything your business little hinges swing
big doors it's not just about clients it's about everything we want the
smallest number of everything in our business so that we can maximize the
revenue and ultimately maximize profits a simple website matter of fact you
don't even need a website a simple way for your target prospect to contact you
is all you need you to need a solid clear message your clear identity and a simple
way for them to contact you you can then amplify that with things like social
proof credibility indicators so on my website I have a simple way to work with
me and you'll see the buttons all over the place where it says enroll enroll
now and it's simply going to the sales page read the sales page if it's for you
you fill out a form and then we can talk that's it there's no complexity in how
I approach my clients to work with me and it's the same thing with my clients I
don't want them to have a whole bunch of funnels I don't want them to have a
bunch of entry points I don't want them to have a bunch of exit points for all
of their traffic send them to a simple offer a simple message show them proof
that you are the expert that is for them a friend of mine Rob Hanley has super
simplified this he just uses Instagram stories he shares some concepts in a
story and then at the end of it says DM me message me that's it and it is
bringing him high quality clients he's not using a website he does have a
website but even on his website it simply hears some testimonials and here's my the email address he's only wanting people to reach out to them that have gone
through his stories that see the content that he's sharing and they understand
the message of what Rob does and it fits with what they need and then they DM
him that's it that's the super simple funnel and that leads me to the sixth
thing which is focused promotions you don't want to have a generalized promotion
for everyone you want to focus in on your identity your clear message it's
called message to market-match you want to know exactly who you serve and you
give them a message that resonates with them and then you focus your promotion
you don't want to be doing ads everywhere you don't want to be doing content
everywhere focus down like Rob he uses Instagram stories that's it like my
company contractor dynamics we do a lot of Facebook content inside of forums
and that drives massive amounts of high quality leads into our funnel it's a
super simple focused promotion don't go all over the place yet get good at one
way of attracting your ideal target prospect get good at that and then send
them into a simple funnel that educates them gets them pre-framed to speak with
you and then they talk to you that's it if you focus on these six key areas you
will have little hinges swinging big doors in your business so let me sum
that up for you one fewer clients - less gear specialization for a clear identity
five simple funnel six six six focus promotions cut your business back to just
those six things and you will rapidly double the revenue in your business.
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