Drop Servicing – How I Get Clients Effortlessly (Full Course) 2023
Now here’s something I’m embarrassed to admit. Before I started my first business, I had what I call a “build it and let them come” mentality. I thought that if I just made an offer, any offer, there would be a stream of people waiting to buy from me. It was like a dropkick to the chin from reality to learn that this is not how business works – at all. In business, there’s a harsh truth I needed to understand.
And that is…
You can be the best at what you do but if you don’t have a way of getting clients, you’re not going to make any money. And a company that doesn’t make money will fail.
Getting clients is what matters the most, and almost everyone will tell you that it’s the hardest thing in the world. Now I, of all people, know how difficult it can be. But after building multiple successful businesses, I now realize something. It doesn’t need to be. Not even slightly. The thing is – most business owners shoot themselves in the foot. They make getting clients hard by going about marketing and sales the wrong way completely.
Take me for example. When I started, I was doing everything to get clients. I sent cold emails to companies in my home city. I spend countless hours DM’ing people on LinkedIn. I threw away a painful amount of money on Facebook and Google ads. Basically – I had no idea what I was doing. But do you know the craziest thing about it? Through sheer ridiculous persistence and a heap of luck – I got a few sales. But when I tried to scale, it was a disaster. I’ll tell you why in a moment, but the point is – I wasn’t able to scale my business to those that freedom income numbers we’re all shooting for.
And that was for a pretty straightforward reason. If you’re marketing and sales system isn’t as optimized as possible, you can’t scale it up. There are some problems you can’t throw money at. If you think you’re just gonna go from spending $1000 and getting $2000 back to spending $10,000 and getting $20,000 back, you’re in for a shock. Scaling a business that’s full of issues will only amplify those issues. You’ll end up trying to scale by spending $10,000, and you’ll only get $9000 back. That’s pretty traumatizing.
And that’s what happened when I tried to scale. I tried scaling up with cold email – but it tanked. Then I said cold email sucks. So I tried Google ads, got a few sales, and thought, “This is it!” and tried to scale like a madman. Can you guess what happened? I crashed and burned a shit ton of money in the process.
Then I threw the Google ads plan in the bin and thought, “Well, Facebook will be easier.” I got a few sales there, but then scaling it was a nightmare. I was scratching my head, trying to figure out what the problem was even though it was staring me flat in the face.
Now, before I continue – don’t get me wrong, guys. You can easily hit $10,000 to $50,000 per month with any of these marketing channels. But if you really want to go big with your drop servicing business, you need to think like a real business.
You can’t just build some little trick business selling a service and then hire someone on Fiverr to do it for you. Service arbitrage is cool, but that’s not a REAL drop servicing business. Here, we’re building a proper agency that’s completely virtual to give you freedom whilst being able to drive revenue like a Ferrari and scale high like a tsunami. Maybe I should have been a rapper instead.
But now let me spoil the story for you. I wasn’t flopping around from failure to failure forever. I eventually figured this out to the point where finding clients became effortless. I genuinely mean that, too. I got to the point where I would check my email in the morning to see my inbox full of orders. I would go for lunch with a friend and leave my phone for an hour. When I came back to it, I’d made an easy few thousand dollars. That’s what I mean by effortless. But how did I figure this out? How DO I get clients effortlessly now?
Well, one day, I realized something. I’m sure you’ve heard of the 80/20 rule, otherwise known as the Pareto principle, right? It’s where roughly 80% of the effects come from 20% of the causes. Once you build a system, you’re going to get 80% of the results from the first 20% of that system. If you aren’t sure let me give you an example. It sounds abstract until you start trying to build a business – but then it becomes completely bloody obvious.
For example, that means that if you focus on just one marketing channel, such as cold email, you’re going to get 80% of the desired effects of revenue at 20% of the scale. And as you try and scale up this marketing channel, your results will go up. Sounds great, doesn’t it? Why don’t you just pour your life savings into it, then? Well, hold your horses, Billy Shoemaker, and listen to this. Yes, your returns go up – but at a diminishing rate. So, let’s say you’re spending $2000 on the system and getting $8000 back. If you tried scaling up, you might spend $3000 and can get $10,000 back. Yes, you still got an extra $2000 from the extra $1000 spent. That might seem good, but your returns are diminished. Instead of a 4X return on spend, you’re getting a 3.33X return on spend, so it’s actually slightly worse.
It’s kind of like a bodybuilder going to the gym. When you first start working out, you’ll build 80% of the muscle in the first few years. But then, after that, you need to put in increasingly more effort to get those little 1% gains. These are massive diminishing returns.
And the same is true when scaling a marketing channel. Now you’re probably wondering, how do you fix this problem? What’s the smarter thing to do? How can you scale while still getting the highest return on your investment possible? All good questions, and I’ve got three steps that will solve the problem for you.
Step #1 – Scale A Marketing Channel Until Your Returns Diminish
Two words. F#ck it. If your returns are going to diminish, then ride that horse all the way to the stable. Just don’t bring it home with you. Letting the racing metaphors go for a moment – you might start Facebook advertising for your drop servicing business, so you spend $100 to start, and you get $1000 back, then you spend $200, and you get $2000 back, then you spend $300 and you get $3000 back. So far, so good. The returns aren’t diminishing yet, so you keep on scaling. But then suddenly, you spend $400 and only get $3500 back. Do you hear that creepy noise in the distance? That’s the sound of diminishing returns. Now, it’s time to scale back down to where you’re at your highest ROI.
Now, I admit this is a bit of an oversimplification, but it’s how my brain works. Simple words and big, colorful pictures keep my attention. But I want to illustrate to you guys that you should scale a good marketing channel until your returns start diminishing because it’s at this point where you can really make or break your business. A lot of people make the mistake of scaling when they shouldn’t and stretch themselves too thin. At the point of diminishing returns, you can spend more time optimizing your system if you want, but it would be a better use of your time to move on to the next step.
Step #2 – Add Additional Marketing Channels And Scale As Much As You Can
Now that you’ve reached a point of diminishing returns, most of the time, it’s smarter to move on to a separate marketing channel. You’re likely going to get a much better return on your investment because 80% of the effects come from 20% of the causes. For example, now that I’ve scaled Facebook ads as much as I can, I might switch over to Google ads so that I can get the highest possible ROI. I’ll go through the same cycle again. That means testing, optimizing, and modeling from my competitors to figure out how to maximize my results on that marketing channel before I move on to the next one.
Bouncing around like this is called the leap-frogging model of marketing channel expansion, by the way. Choose a marketing channel, optimize and scale as much as you can then move on to the next one. But to make this work flawlessly, don’t forget this next step.
Step #3 – Rank Your Marketing Channels In Order From Highest To Lowest ROI
Do not miss this step. Because when you’ve ranked your channels, you can see what the easiest and fastest ways are to get sales. Then you can double down on them. In order to scale your business, you can start with the easiest methods and focus on the more difficult ones later on. I’m going to give you the ideal order in a second. But first, let me emphasize something. The more touchpoints you have with a potential client, the higher the conversion rate will be.
For example, if following up once increases your conversion rate by 50%, then following up twice increases it to 70% and three times to 85%. You’ll hear the creepy sound of diminishing returns with each follow-up, but it’s still worth it to do. These small increases in conversion rates become more important as you scale up your marketing efforts. What I’ve found to be the optimal number of times to follow up is lucky number 7.
Now, let me ask you a question. Do you like David Attenborough? Obviously, you do. Who doesn’t? And that’s good because now we’re going to get biological and talk about the ideal ecosystem for getting clients in our sleep.
The Ideal Marketing Ecosystem
If you want to get clients on autopilot, you need to have a full ecosystem map for getting them. And let me break it down for you. Now, you have two branches here: marketing and sales. In marketing, you have it split with both free and paid methods. We want to do the free methods first to get our first few sales for free. Then, we reinvest that money into the paid methods, which will allow us to scale up our business. This is the order you should build it in. Now, make sure you’re listening because you’ll want to write this down.
In order to take advantage of the Pareto principle and avoid diminishing returns, you’ll start off with a cold email. Then, you’ll use appointment setters and social media outreach. Then, once you’re getting decent sales from these, you’ll expand into paid methods such as LinkedIn ads, Google ads, and Facebook ads.
That’s the marketing side of things – but what about sales? When it comes to the sales part of the equation, you need to have a seven-step follow-up system following up with potential clients by leaving voicemails, following up with emails, connecting on social media, and retargeting.
If you have this entire drop servicing marketing and sales system built out, not only will you maximize the results you get and scale much more easily. But you’ll also close clients at a much higher conversion rate than if you didn’t have the sales system.
This ecosystem all works together to support one another and increase both the revenue you get from your sales and the number of clients that decide to buy from you. This becomes a flywheel. When it starts spinning, it allows you to grow faster and makes it easier to hit your drop servicing goal.
So that’s how I started getting clients in my sleep while surfing. Now, if you want to learn more about starting your online drop servicing business, click the link in the description below this video to watch the free 3-hour training on the 3-step process we used to build a new online business and make $12,000 in 6 days, See you in the next video.