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Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 01. The Big Boys
Duration: 08:45
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[00:00 -> 00:04] All right, so this lesson I decided to call the big boys because
[00:05 -> 00:11] Before you start going after clients you need to understand what type of clients you need to go after or want to go after
[00:12 -> 00:15] Before you start spending a lot of your efforts
[00:15 -> 00:20] Trying to land a big dog and I want to give you some ideas of some of the
[00:21 -> 00:28] Advantages and disadvantages of doing that the big boy clients, you know the clients that are paying you five or ten thousand dollars
[00:28 -> 00:36] They can be obviously very profitable, but they can hurt and what I mean by that is the reasons why you would want
[00:36 -> 00:42] Those clients is because you need fewer of them to obviously have a great business
[00:42 -> 00:46] You know a very profitable business if you land, you know
[00:46 -> 00:51] Maybe you just want to land one of those and or two of those and you already make a ten thousand dollars a month
[00:51 -> 00:56] That's obviously great right less people to manage less
[00:56 -> 01:00] You know less clients to go out and have to get
[01:00 -> 01:08] There there's a you know, so that's obviously a big advantage and obviously more revenue per client the big disadvantage of that is
[01:08 -> 01:11] Do you really want to put all your eggs in one basket?
[01:11 -> 01:15] I'm just going to use this number because let's say you go out and land two clients, okay?
[01:15 -> 01:18] You're making ten thousand dollars a month out of the gate
[01:18 -> 01:19] awesome
[01:19 -> 01:24] What happens if you lose one of those clients your revenue just dropped by 50%
[01:25 -> 01:31] That's obviously a very big hit, okay, so that's one disadvantage another disadvantage is
[01:31 -> 01:37] If you don't have a lot of experience, it's going to be hard to find those clients. It's going to be hard to speak to them
[01:38 -> 01:45] It's going to be hard to sell them. They're going to want to know what you've done in the past and you just don't have the experience
[01:45 -> 01:53] Another disadvantage is you really better know what you're doing when it comes to your ads or whoever's doing your ads better know their game
[01:54 -> 01:57] Because with these companies there's no loyalty
[01:58 -> 02:01] If when they're spending you know if they're paying you five grand
[02:01 -> 02:07] They're probably spending twenty five fifty thousand dollars a month an ad spend right if they're spending that kind of money
[02:07 -> 02:14] They expect you to have make a good return on that they expect you to you know
[02:14 -> 02:17] Knock it out of the park and there's not going to be a real long
[02:18 -> 02:24] Trial period a setup fee for these companies. They don't blink at it, right because they're already spending so much money
[02:24 -> 02:27] They're not going to waste money waiting for you to try to make a campaign
[02:28 -> 02:30] Work when you're learning it
[02:30 -> 02:33] So they will move on to the next company in a heartbeat
[02:33 -> 02:40] There is very little loyalty and another big disadvantage is when you're working with a client that big
[02:40 -> 02:44] They expect you to be kind of at their beck and call
[02:44 -> 02:49] You might you're not touching base with these guys once a month. You're touching base with them. Maybe once every other day
[02:50 -> 02:57] Sometimes multiple times a day at a minimum. They may want you to come down and speak to them in person wherever they're at
[02:58 -> 03:00] It's not a
[03:00 -> 03:05] Client that you just you know send that email out to and deal with them once or twice a month
[03:05 -> 03:08] You are dealing with these people a lot
[03:09 -> 03:14] Because they're paying you a lot of money and they expect you to answer the phone and not to schedule
[03:14 -> 03:21] They're paying you to pick up that phone when they call now a situation like this is I have a
[03:21 -> 03:27] Friend who has her own agency and she has five clients. That's it
[03:27 -> 03:34] She only has five clients. The thing was is that they're big clients. Okay. She knows what she's doing
[03:34 -> 03:36] She's very good at her job
[03:37 -> 03:38] but
[03:38 -> 03:46] You know she's got one client that I think was around 40 to 45% of her revenue and that client was very loyal for a long time
[03:46 -> 03:52] But they kept wanting her to do different things and do some new things. So when remarketing came out they were all over that
[03:53 -> 03:57] Then they wanted to do you know some kind of some cross-platform stuff, you know
[03:58 -> 04:03] Retargeting from Google Ads to Facebook and so she was only doing Google Ads
[04:03 -> 04:07] But she went out and she learned Facebook just to keep this client happy
[04:08 -> 04:13] And then they got she got to a point where she's like, I don't know what to do here. I can't keep up with this
[04:13 -> 04:18] You know, they call me pretty much every day or every other day. I'm working my butt off
[04:18 -> 04:23] I'm trying to figure out all these new platforms, but it's just her and an assistant and
[04:24 -> 04:30] They just pushed and pushed and pushed and and they had the right to I mean they were they you know, that's their business
[04:30 -> 04:32] It's not anything negative towards them
[04:32 -> 04:39] She just couldn't handle it anymore and they ended up moving to a large agency that could run
[04:40 -> 04:46] Facebook ads and Google ads and SEO and do it all under one roof and head floors of people, okay?
[04:46 -> 04:49] So that's where that can be a very tricky
[04:49 -> 04:55] Or a very slippery slope when it comes to those big clients now some people would say well
[04:55 -> 05:00] I would rather have the big clients. Why why do you want the $500 clients?
[05:00 -> 05:01] And my
[05:01 -> 05:09] Experience is because number one they're easier to sell it's much easier to talk to there's a lot more mom and pop businesses
[05:09 -> 05:14] Then there are businesses who are spending 25 30 40 50 thousand dollars a month in ad spend
[05:15 -> 05:20] Okay, it's much easier to talk to those mom and pop businesses because they're looking for us
[05:20 -> 05:25] They're looking for my services and there's the numbers are much higher
[05:25 -> 05:31] They're much easier to sell on something that's $500 versus 5,000 or even a thousand dollars, right?
[05:31 -> 05:34] Not only that it's much easier for me to
[05:35 -> 05:38] Um show a return on that investment
[05:38 -> 05:41] So if I've you know if they have an average
[05:41 -> 05:42] $400 sale
[05:42 -> 05:48] I have to get them just over one client a month to cover my costs and then we cover their ad spend
[05:48 -> 05:54] And the poof they're they have a return on their investment. Okay, so it's much easier to do that it's easier to sell
[05:54 -> 05:59] It's easier to find those clients and I've always preferred to go that route
[05:59 -> 06:01] I have had some of the big boys before
[06:02 -> 06:09] When you when you're working for the big dogs, you know, they they almost treat it like as if you work for them now
[06:09 -> 06:11] You're no longer an agency owner
[06:12 -> 06:16] You are an agency owner that works for them and they're going to treat you like that
[06:17 -> 06:20] Uh, you know, you don't have a lot of say in what they want to do
[06:20 -> 06:25] They do come to you for your expertise and it just really depends on the company and the individuals you're working with
[06:26 -> 06:30] But they expect, you know, they crack the whip quite a bit with the smaller clients
[06:31 -> 06:33] We can manage them much easier
[06:33 -> 06:38] Um, if you lose one not a big deal, you can give get three more waiting to come in the door
[06:38 -> 06:39] Okay
[06:39 -> 06:46] I prefer being able to send an email every month automated right to talk to my clients because I know the majority of them
[06:46 -> 06:49] We do great work for them and they don't even care to even speak to us
[06:50 -> 06:53] Um, sometimes we go months without talking to clients
[06:53 -> 06:57] Uh, you know certain clients because they're just like, you know what everything's going great
[06:58 -> 07:00] Yeah, yeah, there's just keep doing what you're doing
[07:00 -> 07:04] It's much easier to keep these clients long-term help them grow their business
[07:05 -> 07:08] To be completely honest with you. I personally love
[07:09 -> 07:11] Having a hand in these clients business
[07:12 -> 07:16] When I get emails saying that somebody had to hire people because of what we're doing
[07:17 -> 07:24] That makes me happy like that is my joy, right? That is that is why I love this business
[07:24 -> 07:28] You're not going to get that from, you know, uh, a huge company
[07:28 -> 07:33] They're like, hey, you're doing your job. Go. We want more. We want more. We want more
[07:33 -> 07:35] You're at our beck and call
[07:35 -> 07:40] These clients are they come to you and they appreciate it and they they they value you
[07:40 -> 07:45] And you see that a lot more and you feel that a lot more and I know that might seem like touchy feely
[07:46 -> 07:50] But it's true. That's one of the reasons why I like working with the smaller clients
[07:51 -> 07:53] I completely understand
[07:53 -> 07:58] The agencies that want to work with the bigger clients with that if you're going to do that though
[07:58 -> 08:01] You're going to need somebody that's working on those ads
[08:02 -> 08:06] All day every day because if they're paying you $5,000 a month
[08:07 -> 08:09] They're essentially saying you're our employee
[08:09 -> 08:11] We could pay somebody
[08:11 -> 08:17] Uh to come off the street that you know knows google ads can work in our offices and pay them
[08:17 -> 08:21] $60,000 a year to run these full time for us. That's what they're doing
[08:22 -> 08:24] They're just paying you to do it
[08:24 -> 08:28] They could just as easily hire somebody internally and sometimes they do
[08:29 -> 08:32] But they're coming to you for your expertise if that's the case
[08:32 -> 08:36] And you have to be able to show that you can make a good return on that
[08:36 -> 08:41] So you're typically not working on you know 20 of those accounts unless you have a team
[08:42 -> 08:45] Wanted to point some of that out. Hope it helps. See you in the next module

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--- FULL TRANSCRIPT ---
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All right, so this lesson I decided to call the big boys because Before you start going after clients you need to understand what type of clients you need to go after or want to go after Before you start spending a lot of your efforts Trying to land a big dog and I want to give you some ideas of some of the Advantages and disadvantages of doing that the big boy clients, you know the clients that are paying you five or ten thousand dollars They can be obviously very profitable, but they can hurt and what I mean by that is the reasons why you would want Those clients is because you need fewer of them to obviously have a great business You know a very profitable business if you land, you know Maybe you just want to land one of those and or two of those and you already make a ten thousand dollars a month That's obviously great right less people to manage less You know less clients to go out and have to get There there's a you know, so that's obviously a big advantage and obviously more revenue per client the big disadvantage of that is Do you really want to put all your eggs in one basket? I'm just going to use this number because let's say you go out and land two clients, okay? You're making ten thousand dollars a month out of the gate awesome What happens if you lose one of those clients your revenue just dropped by 50% That's obviously a very big hit, okay, so that's one disadvantage another disadvantage is If you don't have a lot of experience, it's going to be hard to find those clients. It's going to be hard to speak to them It's going to be hard to sell them. They're going to want to know what you've done in the past and you just don't have the experience Another disadvantage is you really better know what you're doing when it comes to your ads or whoever's doing your ads better know their game Because with these companies there's no loyalty If when they're spending you know if they're paying you five grand They're probably spending twenty five fifty thousand dollars a month an ad spend right if they're spending that kind of money They expect you to have make a good return on that they expect you to you know Knock it out of the park and there's not going to be a real long Trial period a setup fee for these companies. They don't blink at it, right because they're already spending so much money They're not going to waste money waiting for you to try to make a campaign Work when you're learning it So they will move on to the next company in a heartbeat There is very little loyalty and another big disadvantage is when you're working with a client that big They expect you to be kind of at their beck and call You might you're not touching base with these guys once a month. You're touching base with them. Maybe once every other day Sometimes multiple times a day at a minimum. They may want you to come down and speak to them in person wherever they're at It's not a Client that you just you know send that email out to and deal with them once or twice a month You are dealing with these people a lot Because they're paying you a lot of money and they expect you to answer the phone and not to schedule They're paying you to pick up that phone when they call now a situation like this is I have a Friend who has her own agency and she has five clients. That's it She only has five clients. The thing was is that they're big clients. Okay. She knows what she's doing She's very good at her job but You know she's got one client that I think was around 40 to 45% of her revenue and that client was very loyal for a long time But they kept wanting her to do different things and do some new things. So when remarketing came out they were all over that Then they wanted to do you know some kind of some cross-platform stuff, you know Retargeting from Google Ads to Facebook and so she was only doing Google Ads But she went out and she learned Facebook just to keep this client happy And then they got she got to a point where she's like, I don't know what to do here. I can't keep up with this You know, they call me pretty much every day or every other day. I'm working my butt off I'm trying to figure out all these new platforms, but it's just her and an assistant and They just pushed and pushed and pushed and and they had the right to I mean they were they you know, that's their business It's not anything negative towards them She just couldn't handle it anymore and they ended up moving to a large agency that could run Facebook ads and Google ads and SEO and do it all under one roof and head floors of people, okay? So that's where that can be a very tricky Or a very slippery slope when it comes to those big clients now some people would say well I would rather have the big clients. Why why do you want the $500 clients? And my Experience is because number one they're easier to sell it's much easier to talk to there's a lot more mom and pop businesses Then there are businesses who are spending 25 30 40 50 thousand dollars a month in ad spend Okay, it's much easier to talk to those mom and pop businesses because they're looking for us They're looking for my services and there's the numbers are much higher They're much easier to sell on something that's $500 versus 5,000 or even a thousand dollars, right? Not only that it's much easier for me to Um show a return on that investment So if I've you know if they have an average $400 sale I have to get them just over one client a month to cover my costs and then we cover their ad spend And the poof they're they have a return on their investment. Okay, so it's much easier to do that it's easier to sell It's easier to find those clients and I've always preferred to go that route I have had some of the big boys before When you when you're working for the big dogs, you know, they they almost treat it like as if you work for them now You're no longer an agency owner You are an agency owner that works for them and they're going to treat you like that Uh, you know, you don't have a lot of say in what they want to do They do come to you for your expertise and it just really depends on the company and the individuals you're working with But they expect, you know, they crack the whip quite a bit with the smaller clients We can manage them much easier Um, if you lose one not a big deal, you can give get three more waiting to come in the door Okay I prefer being able to send an email every month automated right to talk to my clients because I know the majority of them We do great work for them and they don't even care to even speak to us Um, sometimes we go months without talking to clients Uh, you know certain clients because they're just like, you know what everything's going great Yeah, yeah, there's just keep doing what you're doing It's much easier to keep these clients long-term help them grow their business To be completely honest with you. I personally love Having a hand in these clients business When I get emails saying that somebody had to hire people because of what we're doing That makes me happy like that is my joy, right? That is that is why I love this business You're not going to get that from, you know, uh, a huge company They're like, hey, you're doing your job. Go. We want more. We want more. We want more You're at our beck and call These clients are they come to you and they appreciate it and they they they value you And you see that a lot more and you feel that a lot more and I know that might seem like touchy feely But it's true. That's one of the reasons why I like working with the smaller clients I completely understand The agencies that want to work with the bigger clients with that if you're going to do that though You're going to need somebody that's working on those ads All day every day because if they're paying you $5,000 a month They're essentially saying you're our employee We could pay somebody Uh to come off the street that you know knows google ads can work in our offices and pay them $60,000 a year to run these full time for us. That's what they're doing They're just paying you to do it They could just as easily hire somebody internally and sometimes they do But they're coming to you for your expertise if that's the case And you have to be able to show that you can make a good return on that So you're typically not working on you know 20 of those accounts unless you have a team Wanted to point some of that out. Hope it helps. See you in the next module

