Category Archives for "Prospecting"

To Niche Or Not To Niche, That Is The Question

There’s a long-running debate in digital marketing on whether or not “niching down” is a smart move to do. Niching down essentially means positioning yourself as an expert in only that one niche, subject, or service, no matter if you are a consultant or selling fruit in the market. Continue reading

  • 5 years ago

3 Ways SEO Will Be Sold In The Future (And How To Not Get Left Behind)

As Gary Vaynerchuk puts it, marketers ruin everything. And I can tell you for certain that after speaking to hundreds of business owners over the years, some digital marketers have ruined the industry for one another.

Even though I often see businesses that have never let a marketer touch their website, the majority of sales calls I used to do included these objections:

I spent $20,000 on SEO with this other agency and we got no significant results. What are you doing differently?


The last guy we worked with penalized our site. How do I know this isn’t going to happen again?


Do you have any guarantees? I mean, I see your results and testimonials, but I have to pay you upfront for something I don’t even know is guaranteed to work…

My response: “Erm, well, we can’t guarantee something that is out of our control. Google changes everyday, but… we’ll try our hardest?”


The truth is, they though of those objections for one of three reasons: Continue reading

  • 5 years ago

How to Find Any Business Owner’s Name (and Email) In Seconds

[Update 8/15/2016: This quickly became my top-performing post getting hundreds of visits a day. Because of it’s popularity, I was inspired to actually create a software that automates all of the processes listed below. Checkout ScopeLeads here!]

In my business we send a lot of physical mail and email to cold prospects in order to gain their business. It is a lot better than cold calling because you can stand out more (with physical mail), and you can scale better (with email).

The process usually starts with preparing a prospecting list. A list of potential leads that fits your “sweet spot” market criteria. The sweet spot could be a different post for a different time, but once you have the list is when you start to send out your marketing material.

However most of the time you’ll find a prospect online whose website or marketing sucks, and you know you can really help them, but the owner’s name isn’t listed on the site and his email is not there either. You need his name to make the mailer/email more personalized, and you need their email to actually send it to them as opposed to it getting lost with the sales reps!  Continue reading

  • 6 years ago

The Ultimate Guide to Attracting Clients Through LinkedIn (Without Ads)


This is a post I’ve been really excited about for two reasons. First, it is the first “how to get clients” guide on the blog and that’s what I’ve always been known for and what I wanted the main focus of this site to be about. More to come on this! Second, it is the first guest post I’ve ever allowed on any site. If you have something unique you’d like to contribute, contact me.

I personally have tried this method and it works. Within the first two days of spending 3 minutes each day on it, I got my first consultation booked with a potential client. The only reason I decided to share it so soon is because I got so excited and I’ve now discovered dozens of others doing the same. Dave, take it away.


Lior is a good friend of mine, and he asked me to share with you guys an in-depth guide to a client-getting strategy that I’ve been using to grow my personal digital marketing consulting.

I’ve found that LinkedIn is a ridiculously good place to get clients for your digital marketing and SEO business. Continue reading

  • 6 years ago

Who Were The Top SEOs of 2014 And What Did They Do?

2014 was a good year in SEO for digital marketing consultants. It was like a “bull market” for us in terms of it getting easier to both do and sell. At the same time, the amount of people who got into doing and selling SEO as a service rose.

I know this because of the increase in Facebook group members, SEO related information products and services, software in the industry, and even the amount of people contacting me about how they can get into it.

But who leads the pack and what did they do differently? Let’s explore the best SEOs of the past year and what exactly they did to sell nonstop.

Continue reading

  • 6 years ago