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hello everybody my name is James blackwell and in today's video I'm going to talk around how to win more clients [Music] so after speaking to quite a few recruitment owners over the last few weeks that book thing cause with me and even joined the program and noticed a lot of agency owners or people looking to start really struggle with the business development side of things and and how do we win clients how we would pitch our services how do we offer unique selling propositions to our customers so and taken back to when I started my agency all I did was make sure that I would go out and meet people face to face every single week so I would target myself to go to three meetings a week minimum while meeting business owners or heads of department I'm actually just showcasing what our business does seeing if we can help in any way in terms of any tricky rules and really just being personable because there's a lot of agencies out there so it's very competitive so once you really drill down into your niche market and you in each location stick to it and just be really consistent with going out to see people so that's one of the wanting is John Timm is generating appointments so how do you generate appointments so you want to have I've talked about this before you want to have a dream 100 this so chat homes talk smart very well in the ultimate sales machine one of my favorite books which I've recorded the previous video you look back through the YouTube channel you'll probably be able to find a little review about that but you really want to drill down and build a dream 100 list of companies that you actually want to work with because then you can put fundamental stages in place of how you're going to engage with them on a consistent basis until you win that meeting and then when the pitch and then you win the client so consistency is key because you're not going to just suddenly write down the list of the top companies you want to work with and all of a sudden within a blink you're gonna win them on exclusive or retained it will take time and every client is different so that we chunk method needs to be different so there's a lot of different ways are discussing my program as well around how you can engage with that client to add value back so one of my favorite guys I follow on YouTube a lot is Gary Vaynerchuk he is quite a influential marketeer across the world now and he owns a company called vaynermedia and he he actually wrote a book one of his first books was called like Jab Jab right hook and what he means by that is you want to give value by the job is like the value so you're never asking to sell first or sell your services you give them better value so might be market valuable market data feedback Hubbard a bit on we share in a post hubbub of offense there's lots of different things you can do within your market to give that value first and then in the ward you go ahead with the right hook and say look could we work together or a way that we could potentially help you also well so I've always had that in green than me to make sure that I give value first in the market so that's one of the top tips I give as well as making sure you given value person service could be asking for their business so the nerves that thing that I've noticed a lot of agencies doing is they don't have like his sets crook John how they win clients on demand like they don't have actual lead funnel and that's one of the key things for like wrong an agency is you need a consistent client beautiful that works on autopilot that jenna is generating leads and it consciously coming in so you've always got a good breadth of clients coming in and jobs so jobs to me are the lifeblood of the agency so we've got enough job so I know my guys are skilled enough and we've got the processes in place to make sure we didn't deliver the top percentage of those and actually fill those positions because at the end of the day the client is the person that pays so yes it's hard to find the candidate in a lot of markets in Canada is king but you really need to look after your clients ladies and gentlemen that's the one of the key things up I'm going to take away from the business development video today is really look after your clients give them love give them attention give them value value value and then deliver on what you promise that you'll say well and you can only ever deliver in you in a micro niche and you stick to that market consistently over 1 2 3 4 5 years and that's what will win in the long term like I'm playing the long-term game here with my agency that's why we've stuck to our market now I have look to expand to different areas and Boston in the US we do better work in the northwest we haven't talked to London for example or haven't even done finance as a as an arm to our business even though this opportunity because the more diluted you get in your brand they're less effective that's going to be because the voice had turned the message the people out to speak in the office if they're all speaking the same language and working in the same market and working in the same way the results get better more effective and the message is simple and it could spread through and it keeps you focus so one of the other things I would say any business development and when you'll generate the clients is stick to that me now when you get started you do have the opportunity to work different balls and we were guilty of that as well so I would say collect the money in my gear one you were just trying to survive so the start of phase when you phone 0 200k you're just taking whatever you can get to get through the door needs to show off beyond the vision to where you want to get to with your new client niche but if things fall outside of that church on a case-by-case basis in terms of is the world fillable could I get a fee from this it will be worthwhile cash is king as the offset so that's one of the things I'd said yeah one listen you will just need to defend so you're the hungry lion in the desert trying to find your next feed so do it the right way give fantastic value offer your services but one of the things I would say is make sure you're getting paired to make sure you're going out there to survive in year one and then once you've built up enough cash to give yourself a good living but also to give you as your agency some fundamental cash in the bank so you can stop building for the future and start building out your agency to be that micro boutique agency that you want it to be so any more questions pop the comments down below I've watched and I read every comment and I'll try my best to reply to every single one so I really appreciate and the engagement and I get from all of you guys and girls on YouTube so again smash that like button and if you haven't subscribed subscribe and let me know your thoughts below guys thank you hi thanks for watching today's video if you'd like what you seen please like and subscribe button with entrepreneur gems so you keep up to date with all of the updated videos if you've got any questions or comment I'd love to hear from you so please drop a comment in entrepreneur m's below and we look to answer those on a weekly Q&A video keep an eye out for any future videos that would be posting I'll be popping the video in here or be every one or two days thank you