Importance of Niching Down w/ Ryan Stewart on EP42 of TWIDM
Aug 22, 2023
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Ryan Stewart, SEO vet, joins Jacky Chou and James De Lacey for a casual chat. They discuss Ryan's unexpected journey from the shoelace biz to running a niche-focused agency. Topics include consulting tips, lead gen, and client relations. Get insights on niching down in digital marketing and the benefits of specializing in specific industries like law firms. Learn about effective sales strategies, the different models in digital marketing services, and the challenges faced by law firms in advertising. Plus, discover how to sell high ticket services through video marketing.
WebRIS has achieved explosive growth by niching down and catering specifically to law firms, understanding their unique challenges and providing tailored SEO strategies.
WebRIS's sprint model for SEO services emphasizes operational efficiency and scalability, allowing for streamlined delivery of services and driving tangible business outcomes.
The speaker highlights the significance of a customer-oriented approach, emphasizing the importance of understanding the market intimately and continuously refining offers to cater to client demands.
Deep dives
WebRIS: Offering Sprint Models and Niche-Specific SEO for Law Firms
WebRIS, an agency specializing in search marketing, has developed a unique sprint model for their services. This model focuses on operational efficiency and scalability, allowing agencies to implement systems and processes for delivering consistent results. Additionally, WebRIS has successfully niched down to cater specifically to law firms. By understanding the specific needs of law firms and providing tailored services, WebRIS has been able to achieve explosive growth in this market. Their services for law firms include comprehensive SEO strategies, such as local search optimization, content marketing, link building, and paid advertisements like local service ads. Their offering is designed to drive leads and phone calls for law firms, aligning with their primary goals and maximizing ROI.
The Power of Niching Down and Offering Valuable Solutions
WebRIS emphasizes the importance of niching down and offering valuable solutions to clients. By specializing in serving law firms, they have been able to understand the unique challenges and needs of this industry. This client-focused approach has allowed them to deliver more impactful results. Rather than selling generic SEO services, WebRIS focuses on solving specific problems for their target audience and generating tangible business outcomes. Through their blueprint training program, they teach agencies how to identify their market position and develop offers that effectively address the needs of their target clients.
The Sprint Model: Optimizing SEO Services for Efficiency and Scalability
WebRIS's sprint model for SEO services has attracted attention from agencies seeking more efficient and scalable operations. This model allows for streamlined delivery of services by productizing SEO and breaking it down into shorter sprints or projects. It emphasizes delivering results rather than simply providing a service. The sprint model has proven effective in reducing costs, increasing profitability, and simplifying hiring processes. WebRIS has also leveraged this model to cater to law firms, offering a combination of local SEO optimization and local service ads to drive leads and phone calls. By understanding the specific needs and goals of law firms, WebRIS has tailored their offerings to maximize their clients' marketing success.
Revenue Split and Profitability
In the podcast episode, the speaker discusses the revenue split and profitability of their three companies. The top line revenue breakdown for the companies is as follows: Web Risk - 50%, Blueprint - 40%, and Ryan's Store Consulting - 10%. However, when it comes to profit, Ryan's Store Consulting is the most profitable with 95% profit margin. The consulting business operates as a one-man show with subcontracted work, resulting in a set monthly income. Web Risk, surprisingly, generates more profit than Blueprint due to better margins and a more efficient system, despite the company ceasing paid advertising. The speaker emphasizes the importance of high-profit businesses and their focus on making money to live a fulfilling life.
Streamlined Sales Process and Customer-Oriented Approach
The podcast also delves into the speaker's customer-oriented approach and a streamlined sales process. Instead of relying on traditional sales representatives, the speaker has implemented a three-part sales process supported by a sales admin. The process starts with an initial discovery call, followed by a marketing analysis and a follow-up call. The goal is to ensure alignment between the agency's services and the client's needs. The speaker highlights the importance of understanding the market intimately and continuously refining offers to cater to client demands. The speaker also emphasizes the significance of making prospects excited through deep understanding of their problems, rather than focusing solely on selling. The use of Video Sales Letters (VSL) is mentioned as a highly effective method for selling high-ticket services, such as law firm marketing. The speaker highlights the impact of educating prospects with VSLs tailored to address their pain points.
Tune in to Jacky Chou, James De Lacey, and SEO vet Ryan Stewart for a casual chat in EP42. We jump from Ryan’s unexpected start in the shoe lace biz to the ins and outs of running a niche-focused agency. Grab a coffee and tune in for tips on consulting, lead gen, and the lowdown on client relations. Let’s get into it!
Tune in to Jacky Chou, James De Lacey, and SEO vet Ryan Stewart for a casual chat in EP42. We jump from Ryan’s unexpected start in the shoe lace biz to the ins and outs of running a niche-focused agency. Grab a coffee and tune in for tips on consulting, lead gen, and the lowdown on client relations. Let’s get into it!
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