We recently launched a new service and added £144,000 a year to our agency.
Here’s precisely how ⬇️
We used three key steps:
1. Understanding the market with a waitlist (thank you, Daniel Priestley, for all the advice around this!)
2. Worked out the maximum number of clients we could take on
3. Created content that built trust
1:55 - Step 1: Understanding the market with a waitlist
We always met clients face-to-face to record their video content, but when a client from LA wanted to work with us, flying over seemed excessive and expensive, so we did the whole thing online.
It worked beautifully. We could still guide the client, providing hooks and prompts for each video and directing from the UK.
Naturally, we wanted to launch this as a service, but I wasn't sure if the demand was there. I thought the online aspect might deter people.
Instead of creating the service, we launched a waitlist using ScoreApp's template, which took just 20 minutes to set up.
The waitlist gauged interest and proved the service a winner. It also allowed us to ask our prospects questions about what challenges they faced with video content creation and what they'd like to see in a new service-we actually tweaked our offering based on that feedback.
3:01 - Step 2: Worked out the maximum number of clients we could take on
We worked out that we could take on four clients for this service based on our team’s capacity.
We always do this when we launch or reopen a new service. Our team's time isn't infinite, and we must know our limits before taking on clients - it's better for both the client and the team.
So announcing we had four wasn't a deliberate strategy to create urgency, but it naturally led to it. Prospects knew only a few spots were available.
4:32 - Step 3: Create content that builds trust
Throughout the month, we published blogs and videos on topics like:
- Everything You Need to Know About Our Online Short-Form Video Service
- 1 Million Views on KZitem for Our Client - This is EXACTLY How We Did It!
- The Best Examples of B2B Short-Form Video Marketing
- How Much Does B2B Short-Form Video Content Cost?
We continued to send this content to our waitlist (and entire email list), and sales calls were quick and effective because prospects were already well-informed.
The Results...
We didn't launch this service with a massive avalanche of sales - it took time because it's a monthly investment.
But the combination of creating demand, a natural sense of urgency, and building trust paid off. In just five weeks, we filled all four spaces, bringing us four wonderful clients and adding £144,000 a year to our agency.
Now, the service is closed while we work closely with our clients on their video marketing. In the meantime, we have a waitlist for when a space becomes available.
What about you? Have you tried a waitlist in your business before?
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