How To Land Agency Clients By Tapping Into Industry Associations And Groups
Become Known, Liked, Trusted, And Proven
Be Omnipresent To Association Members And Leaders
When I say “Omnipresent”, I mean:
At their events
In their email inbox
On their social feed
In their mailbox
Yep, omnipresent! You want them thinking of you when they think about how to market their niche business.
Here Is An Extensive List Of The Association Tactics That Have Worked Best For Us
We’ve tried a lot of things. Here is what’s worked best for us:
► Join the association / group most relevant for your niche market.
► Get the member list (mail, phone, and hopefully email). If the contact information is not provided, reverse scrape it.
► Sponsor the events (booth, lanyards, etc.). Actually show up and hang out in the evening and at the mixers. Connect with other members.
► Look for opportunities to speak at their events.
► Run webinars / training specifically for their group (this works pretty well).
► Send an intro package to the members. Be sure to get the new member list every month and send them a nice welcome.
► Email them on a consistent basis with value-added content specific to their needs.
► If the association has a Facebook Group, get added to it.
► Upload the member list as a custom audience on Facebook for targeting.
► Add them to your direct mail list. This is huge! Send them a quarterly printed newsletter with relevant and valuable information.
► MAIL THEM
If you run webinars (which you should!), burn the content to CD and send it to members in the mail with a print-out of the workbook.
If you do industry interviews (you should be doing this too!) burn those to CD and mail it out to them, as well.
This Strategy Can Seem Like A Lot Of Work
But Think About Associations As A Concentrated Population Of Highly Qualified Prospects
I’m thinking of doing a deep dive training on how to leverage associations and groups to accelerate the growth of your agency. If you’d be interested in that information, put “Association Deep Dive” in the Comments section on the video page.
I started my local internet marketing agency in 2011. We started with ZERO clients and ZERO revenue. Now, we bill $425,000 per month ($4.5 Million per year), and grow every month.
There are three keys to that kind of digital agency growth:
► Choose a niche and focus intensely on serving it.
► Position yourself as THE expert in that niche.
► Serve your niche clients better than any competitor can.
In fact, our business is growing so consistently that we have awards to prove it. We have made the Inc. 5000 list of fastest-growing US companies four years in a row—2016, 2017, 2018, 2019.
You can watch a video where I explain how we grew our agency to the Inc. 5000 list by clicking here.