How To Land Clients Without Testimonials Or References

“How do I land clients in a new niche without credibility or testimonials?”

This is one of the most common questions I get asked in both my paid and free groups.

If you are entering a new industry but have no testimonials or references in that niche, then landing clients can be difficult.

Well, today you are in luck!

In today’s video, I discuss four different methods on how to approach a client when persuing a brand new industry.

These methods have all been tested in my own business and will give you the extra edge when closing the deal.

1. Show them your experience in other verticals.

2. Show them a customized funnel or your lead generation brand.

3. Record a ‘behind the scenes’ video of how your funnels work.

4. Be Transparent. Pay Per Lead is a win-win for both parties!

It is crucial to prepare yourself before the sales call. If you want to land a particular client, then it is essential to go above and beyond and demonstrate what you can bring to the table.

Clients love seeing a visualization and will be impressed with your extra efforts.

Good Luck!

VIDEO TRANSCRIPT

Hello everyone, it's Dan Wardrope here from Flexxable.

Today I wanna talk to you about how to land pay-per-lead clients if you don't have a testimonial or any case studies of clients in that particular vertical or industry, okay?

And this is one of the big questions that a lot of our students have and it's a question that people ask me all the time.

There's a few things I can do or that you can do in order to move forward and land these clients without that case study or testimonial.

So the first thing is most of us or most people are doing marketing, digital marketing, running Facebook ads, have got experience in some industry, right, in some vertical.
 
 So whenever you're approaching someone new, I do what I call a kind of grandfather-type deal, a grandfather deal for that particular client.
 
 So I'll say, "Listen, Mr. Client, Mrs. Client, "you're right, we haven't got any experience "in this industry. 
 
 "However, we have got a great deal of experience "in this other industry, XYZ, "and we're looking to use our expertise "to move into a new market "and you're one of the first people we've reached out to 
 
 "because your business looks like it can really scale "and you can get some good results "and we can help grow with you.
 
 "So what we'll do is we'll figure out a good deal "where we get paid on performance "or we get rewarded more based on how things go "rather than a kind of upfront pay-per-lead deal, right?
 
 "So maybe you can pay for the ad spend, "and we'll just get paid "when some conversions start coming in "or some leads are converted your end "and you'll pay us a slice of the commission "for when that happens, all right?
 
 "We don't normally do this "but because you're a new client "and we haven't got much experience in this industry, "even though we're very experienced, "this is a deal we can offer you now "and it's not gonna be around forever "type thing, all right?"
 
 And if you're transparent with them like that, and you have a goal of kind of helping them in mind, then they'll usually be receptive to something like that.
 
 The next thing is if you can possibly before the call, sometimes after the call, is show them the funnel prebuilt, ready for them, okay? 
 
 And I know this sounds like a lot of work but in this day and age, with tools like Leads Hooks and Unbounce and ClickFunnels, et cetera, 
 
 you can actually build something pretty quickly.
 
 It's maybe not what the traffic is gonna see but it's gonna be enough to convince a client that you're serious and it also shows them that you've got some get up and go about you, and you're keen and you wanna make this work, all right? And that says a lot.
 
 I think if I was approached as a business owner, and someone produced the entire funnel between the initial sales call and the next day, then that's a pretty good sign that this particular person or businessman is very much wanting to make this work. 
 
 So show them the funnel. A lot of the times in pay per lead, we have specific lead generation brands which are really kind of sexy and they have a bit of pizazz about them and they've got some really personality and we actually show those brands to the client, all right? And you can do all of this upfront. 
 
 So either show them the funnel or show them your lead generation brand website, and that usually does a great deal to impress them, all right?
 
 And you can have all of them done and built without any experience in advance of the call or within 24 hours, okay? 
 
 It's pretty easy to do and it's always a good tactic. And yeah, it takes time, and it's work, right?
 
 But come on, you've gotta start somewhere. 
 
 The third thing we do, which is kinda linked to the second thing is that we will record a little Loom video or a screencast of what is going behind the scenes.
 
 So a lot of times clients need to visualize what's happening, right? 
 
 So what we'll so is we'll put up an ad or like an ad in Facebook or whatever, we'll show them what that looks like and then we'll say, "When people click on their ad, "they go to this page, right? 
 
 "And this is what it looks like.
 
 "But the magic, Mr. and Mrs. Client "is what goes on when behind the behinds the scenes." And then you can go under the hood and show them behind the scenes with inside your quiz software. 
 
 A lot of the time we use survey funnels and quiz funnels and things like that. 
 
 Or it could be an advertorial funnel but at least you can show them what it looks like. 
 
 I think what clients really love is getting leads that they're gonna close, that fit their criteria.
 
 So you can say, "Mr. Client, if 100 people hit this funnel, "then we're gonna kick out 50 of people "'cause they're not a good fit for what you guys offer, "and you can put them into a drip sequence on email "or you can actually pass them onto one "of your business colleagues "or whatever, it doesn't really matter.
 
 "But we're only wanting to bring you the best quality leads "and this is how it looks."
 
 And if you can show them via a video and visualize it for them, then you've got a really good chance of closing that deal. 
 
 So that's another good step.
 
 And the last one is be transparent with commercials, right?
 
 There's no point in trying to hide too much, all right?
 
 We're all business owners here, we're all entrepreneurs, and both parties need to make money. 
 
 So you need to be transparent. 
 
 If this client that you're speaking to can make, let's say they make $2,000 or 2,000 pounds on a closed kind of case or a closed lead, then they probably need to be, their CPA or their cost per acquisition of that needs to be probably below 1,000 because they've got to make profit, they've got their staff overheads and things like that to pay.
 
 So if you can say that if we give you 10 leads for 50 bucks each, and the usual conversion rate is 10%, then it's gonna cost you 500 to land a closed client rather than 1,000 so there's gonna be plenty of margin in it and I think we can get the leads for 25 bucks, which means we're doing well, you're doing well, both parties are winning and this is a scalable solution. And if you can be transparent and run through these figures in a professional kind of logical manner, 
 
 then clients tend to enjoy that type of conversation too.
 
 So there we go.
 
 Four really good tips on how to close pay-per-lead clients without testimonials.
 
 The good thing is with pay per lead is that it's a low entry point offer.
 
 Especially in these economic times, it's very much an offer that converts.
 
 So get your offer in front of as many people as you can and watch the deals being done and hopefully these four tips will help you.
 
 Speak soon.