Transcription
Hey guys, Sabri Sube here. And in today's video on Hey Sabri, I'm gonna be answering my hard char max questions. So his question is, "Hey Sabri, how do you get clients without a portfolio or resume when you're just starting out or you're starting an agency?"
The reason I want to answer this question is just because it's not just from my heart. Like, I'm getting a lot of questions about how do you get going when you're just getting started and you don't have a portfolio. Like, how do you go out there and get clients? And everybody thinks it's like this huge, massive, like wall that they need to cross over because, you know, prospects ask me like, "Oh, could you send me some some case studies or some client referrals?"
And the thing that you need to understand is that is not a real objection. What it is, is just a stall, right? Because what I mean by that is, you know, when someone's saying like, "Oh, you know, cuz you send me through like some case studies that you've got," basically what they're telling you is that they think that whatever you pitched them is not going to work, right? They think that they're looking for some steel silver secret bullet or some little piece of data that you can give them that's just going to be like, "Oh, okay, awesome. This is perfect. I'm gonna sign up."
And I learned this the hard way. You know, I've got a client in like a fit-out space. And this was back when I was cold calling people. And I got this person ranking page one, position number one for their big money keyword. It was like 38 bucks a click, office fit-out Sydney. And then I had that case study, all, you know, the growth in traffic, how many leads, all of that kind of stuff. And then I was like, "Awesome, I'll be able to use this. And then I'll be able to go around and I'll be able to call up all the other fit-out companies all across Australia and just show them this and show them the incredible results that I've achieved. And then they will just buy with no resistance, right? Because there is no risk, it's already proven."
You know, I was guaranteeing results. So I was like, "Yeah, look, this is gonna be done." And then I got on the phone and I started cold calling these people. And I got into pictures and I got into dialogue with them. And I'll say, "Yeah, look, these are the results that I've been able to achieve, you know, for this client in the exact same industry that you're in, for just in a different market. And this is kind of, you know, the results that they've got." And to my surprise, these people did not buy. They weren't like, "Yeah, that sounds awesome. You've already got a lot of experience in this space. You've already proven that you can get results. Let me do it, right?"
And that's how I learned, right? And it really just shows the fact that like, it's not a real objection because essentially, like what it is, is that someone just saying like, you know, "I don't believe what you said," or "You haven't built the value high enough," with the value of what you're pitching exceeds the price that you're asking for, right?
So the thing that you really want to focus on when you're starting out is being able to understand your prospect's problems better than anyone else in your market and being able to articulate that problem to your prospect better than they can themselves. Because when you're able to do that, they automatically believe that you are the best person to provide the solution to that problem. Because it's the thing that I just keep on harping on about is that like, we obviously get paid to solve problems. So you want to find those prospects and really be able to have a conversation with them and be able to articulate like the problem that they're experiencing better than they can themselves. And really just provide so much value to them throughout that whole experience and understanding of the problem.
Then you can really just go out there and be like, "Look, I understand this. This is exactly the problem that you're solving. This is exactly how I'm gonna help you solve it to get the result that you want." And if you find that, you know, in your mind that you're really struggling with people saying, "Oh, can you send me case studies? Can you send me case studies?" You know, you need to understand that there is a reason that that prospect is telling you that.
And what I suggest that you do in the beginning is don't work for free. A lot of people say that and most people are broke, right? What you do want to do is basically offer a reduced price, heavily reduced, 50% for instance. And say that you will do it at this fee, but in exchange, you also want to get a video testimonial as a result of that, right? And that's a way for you to build the value on your normal price. And then when you obviously, you say, "I'll reduce it down for you at the 50%," but I want a video testimonial. You partner that with being able to articulate the problem. And that will help you go out there and get clients.
I've been in this position many times where I haven't had any clients and I've had to pick up the telephone and cold call strangers and sell them for high retainers. So I'm not speaking from some ivory tower where I've always been in the position where I've had lots of money to spend on marketing. No, I've been in the trenches on the front lines, having to go out and get clients when I have no clients. So I understand this. But I suggest you have to listen to me when I tell you that that is not a real objection. It is completely a stall. You just need to go on there and let them know you understand the problem and that you are the person to solve that problem.
I hope that helps. Hey guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day. And if you've got any questions about any of the content that I covered in this video, just basically leave a comment with hashtag Hey Sabri in the comment section. And every week, we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
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