How I land high-value clients consistently at my Agency I Digitorm.

Every time we process a payment at DIGITORM , a notification pops up in our Business Development Space on Google Chat.

From closing deals and issuing invoices to receiving payments, everything is automated through Zapier.

(Shoutout to Hayyan Niamatullah , my partner at Digitorm, who is a wizard at building operations and process automations).

Zapier has to be my favorite automation tool. A Zap, simple to set up, but works beautifully.

But I’m not here to talk about Zapier. I'm here to talk about how we land high-value clients consistently at Digitorm.

Client acquisition might seem simple, but it’s the nuances that matter. We’ve experimented with various methods at our agency and continue to do so. However, our significant growth has been fueled by directing Paid Search traffic to dedicated Service Landing Pages.

I’m not claiming this is the best or only way—it’s just what has worked for us at Digitorm, enabling us to scale rapidly.

Here's a breakdown:

Landing Page > Google Search Ads > CRM > Email Automations > CLOSE > Payment Collected

??. Landing Page (Service Offering):

We continuously test offers and angles to determine what yields the best long-term conversion rates, not just on the PPC front, but also in terms of Client Lifetime Value.

For instance, on our Ecommerce Page, starting with an offer for a simple store setup/revamp and then upselling Marketing and Store Management has resulted in higher conversion rates and LTV compared to leading with Marketing.

We structure our landing pages to pre-qualify prospects. This approach not only results in higher quality leads but also improves the show-up rate on bookings.

I’ll probably end up writing an entire separate post on this, but the 4 core aspects we focus on are:

1. Outcome-Driven: We highlight what prospects can achieve by partnering with us, right in the initial sections of the page.
2. Clarity of Service: We explain how our services work and what they include. The key is simplicity—remember, you are the expert, not the prospect.
3. Next Steps: We clearly outline the steps from payment to onboarding and project kickoff once a client commits.
4. Trust and Credibility: It’s essential to build trust with prospects who may not be familiar with your agency. Including portfolios, case studies, and client reviews on our page helps establish credibility.

B. Google Ads:

1. Keyword Research: We use Google Keyword Planner to select high-intent keywords with good search volume but low to mid competition. These keywords are incorporated both in our ads and on our landing pages.
2. Copywriting: Our ad headlines and descriptions are crafted to include these primary keywords.
3. Tracking: We utilize Google Tag Manager to ensure all tracking events are correctly recorded. This is crucial, because we don’t want to end up with missing or inaccurate data.
4. Set up and Launch: We launch a Search Campaign around the vertical.
5. Optimization and Scale: We monitor and optimize our campaigns on an ongoing basis, to ensure they are scalable and set up for success in the long run at a healthy Cost Per Acquisition (CPA).

C. LEAD

After extensive testing, we found optimizing for Calendar Bookings and Form Submissions to yield the best results in terms of lead quality and conversion rates. These actions funnel prospects into our CRM and mark them as leads.

D. CRM > Email Automations > CLOSE > Payment

Having a CRM is extremely important and worth the investment. At Digitorm, we use Hubspot’s Sales Suite. Every lead is automatically assigned to a Sales Rep based on calendar availability and relevance to the service offered. Email automations confirm bookings, send reminders, and facilitate communication from the Sales Rep. Again, all of this possible by having HubSpot (CRM).

Then the Sales Rep assigned takes the call with the lead. We go for the “First Call Close”. As mentioned above, we focus on high-quality leads pre-qualified through the landing page which allows us to directly close on the first call as compared to having a qualifying call first.

Also, important to note here is that we have our Sales Team trained to direct and lead conversations in a way that leads to either a YES or NO at the end of call. (More on this later I promise….)

Finally, the last part. Once a client is ready to move forward, payments are processed upon closing, seamlessly moving from our CRM to our invoicing system, and confirmed via our internal Google Chat Space for Business Development.

Now I can already hear a lot of you saying PPC is expensive and risky. Before we became profitable on the front end, we did a lot of testing, tweaking, and optimizing our funnel, ads, and our sales processes. But, once you’re through that phase, you have a consistent flow of qualified leads, clients, and more cash collected at the end of the day.

And that's pretty much about it. If you found this post helpful, please react, comment, and share on the main post. I’m open to discussions and would love to hear your thoughts in the comments!

Stay tuned for more detailed posts on each phase of our process. Follow to ensure you don’t miss out!