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How we DOUBLED our revenue in 2023 · Marketing For Tradies

• 0:00
  SPEAKER_00: In 2023, we worked with less clients overall compared to the previous year, but we doubled our revenue.
• 0:08
  SPEAKER_00: How was that possible?
• 0:10
  SPEAKER_00: We didn't increase our pricing for existing clients.
• 0:14
  SPEAKER_00: We didn't introduce new offers or programs.
• 0:18
  SPEAKER_00: We didn't do any paid marketing or post on social media a lot at all.
• 0:25
  SPEAKER_00: How do we double our revenue?
• 0:27
  SPEAKER_00: In this episode, I'm going to take you through exactly how we were able to do this because I think it will be really valuable, insightful, and enlightening for people that are wanting to grow their business but maybe overlooking this one very important strategy.
• 0:43
  SPEAKER_00: Now, this isn't going to be a very long episode, so I'm going to cut straight to the chase.
• 0:48
  SPEAKER_00: The way we were able to double our revenue without doing any of those things I mentioned in the start of this episode was because we focused a lot of time and energy on how we could better serve our existing clients.
• 1:02
  SPEAKER_00: I think this is something that a lot of people forget about when they're marketing and wanting to grow their businesses.
• 1:09
  SPEAKER_00: They focus a lot on new business and new clients coming in.
• 1:13
  SPEAKER_00: But how are you delivering an amazing experience and getting your clients' results?
• 1:18
  SPEAKER_00: How are you retaining those clients?
• 1:21
  SPEAKER_00: And how are you then getting referrals from those clients as well?
• 1:25
  SPEAKER_00: Those three steps can make a huge difference in your overall revenue.
• 1:29
  SPEAKER_00: Wouldn't you rather serve less clients and make more money and actually be able to have the time and energy to make sure that those clients are getting the best results?
• 1:39
  SPEAKER_00: Well, that was a question I asked myself at the beginning of 2023 when I realized I was focusing a lot on getting new business.
• 1:47
  SPEAKER_00: Instead of really looking at the client base that we already had and asking myself, how can we do more for these people?
• 1:55
  SPEAKER_00: How can we serve them better?
• 1:57
  SPEAKER_00: And physically asking them what they needed and then selling them on that next thing that they needed that we knew that we could deliver.
• 2:06
  SPEAKER_00: So we looked at those three steps post-sale, and we, like I said, spent a lot of time and energy on figuring out how we could do these things better.
• 2:15
  SPEAKER_00: Starting with delivery, we audited and optimized all of our internal systems and processes.
• 2:22
  SPEAKER_00: That made us way more efficient.
• 2:24
  SPEAKER_00: We were able to deliver within the timeframes more effectively, and we had a higher client satisfaction.
• 2:31
  SPEAKER_00: The overall experience for the client, the feedback we got had improved significantly as well.
• 2:37
  SPEAKER_00: We knew that we already had a good system and process for website design packages, but there is always room for improvement.
• 2:45
  SPEAKER_00: So we really overhauled that entire process internally and for the client side as well.
• 2:50
  SPEAKER_00: So we're able to create a better experience and better outcomes for clients in those initial projects, which is the majority of new clients that do come into the business, which are for website design packages.
• 3:03
  SPEAKER_00: So we so we really mastered delivery.
• 3:06
  SPEAKER_00: We then looked at how we were retaining clients.
• 3:09
  SPEAKER_00: So we already had a high retention rate overall, but this was on a very small retainer.
• 3:14
  SPEAKER_00: So I had to look at and physically ask my clients and reach out to them and have these conversations about how we could continue to serve them at a higher level.
• 3:24
  SPEAKER_00: The no-brainer option for this was through SEO.
• 3:28
  SPEAKER_00: This was one of our higher-tiered retainers.
• 3:31
  SPEAKER_00: We were already getting great results for the people that had converted from website build into ongoing SEO maintenance or management.
• 3:39
  SPEAKER_00: But there were a lot of people that hadn't made that transition over because they didn't really know that that's what we offered and we weren't actively trying to upsell them.
• 3:48
  SPEAKER_00: But we looked at how we could convert more of the people that were in our client base into that higher retainer, not just for the revenue, but because we knew that we could really serve and help these people at a higher level.
• 4:02
  SPEAKER_00: And that allowed us to increase the customer lifetime value, which is obviously very important and for a business.
• 4:10
  SPEAKER_00: But not only that, these initial website builds that a lot of them would have just sat there and probably just maintained the amount of traffic and leads and new business that was coming in through their website if we hadn't done the ongoing SEO, are now seeing major growth within their business because we're able to continuously optimize their site and get them seen in search, which is bringing in new inquiries, new leads, and new sales month after month.
• 4:39
  SPEAKER_00: So we're serving them at a higher level.
• 4:42
  SPEAKER_00: We're getting compensated for that obviously through increased revenue, increased retention, and on a more subscription basis.
• 4:52
  SPEAKER_00: But the outcome or goal for the client is to get them more exposure and your more business coming in.
• 4:59
  SPEAKER_00: We then had to look at how we were getting more referrals.
• 5:02
  SPEAKER_00: So we improved delivery, we improved retention, and now we wanted to improve how many referrals we were getting.
• 5:10
  SPEAKER_00: So there was a few things that we implemented here.
• 5:12
  SPEAKER_00: The first was in our offboarding sequence, we added just an email that actively asked our clients to refer us to their family, friends, or colleagues if they knew someone that may benefit from our services.
• 5:26
  SPEAKER_00: We also implemented an affiliate program, which means that those people that did refer other people to us were rewarded if someone went on to become a client.
• 5:35
  SPEAKER_00: And we also asked or actively asked our clients more consistently to leave us a review.
• 5:42
  SPEAKER_00: I consider a review to be somewhat of a referral to.