While those of us who have hit traction spend 90% of our time servicing clients.
The “aha” moment for agency owners is when they realize that mainly focusing on client acquisition is like pouring water into a sieve.
Better to focus on keeping your clients, so they continue to pay you– then grow with you (paying more). And then referring their friends.
If you don’t have any clients yet– and suffer from not having a client base, solid reputation, money to pay for marketing, or team to do the work– then partner with a larger player who will give you their small leads or sub work to you.
But either way, you shouldn’t be focusing most of your time prospecting for new clients.
You’re not paid for that 90%.
And that’s why new agencies go under since that 10% slice of their time must cover their operations.
Get 90% of your time on stuff that makes you money– from clients who trust you and are already willing to pay you.
Closing deals is actually easy– doing the campaigns is harder and where you make the money.
Dennis Yu
Dennis Yu is co-author of the #1 best selling book on Amazon in social media, The Definitive Guide to TikTok Ads. He has spent a billion dollars on Facebook ads across his agencies and agencies he advises. Mr. Yu is the "million jobs" guy-- on a mission to create one million jobs via hands-on social media training, partnering with universities and professional organizations.
You can find him quoted in major publications and on television such as CNN, the Wall Street Journal, Washington Post, NPR, and LA Times. Clients have included Nike, Red Bull, the Golden State Warriors, Ashley Furniture, Quiznos-- down to local service businesses like real estate agents and dentists. He's spoken at over 750 conferences in 20 countries, having flown over 6 million miles in the last 30 years to train up young adults and business owners. He speaks for free as long as the organization believes in the job-creation mission and covers business class travel.
You can find him hiking tall mountains, eating chicken wings, and taking Kaqun oxygen baths-- likely in a city near you.
