How to Generate 100 Leads on Clutch Monthly

Summary

In this webinar, the speaker discusses the significance of using Clutch and other review platforms for lead generation and sales. Emphasizing a strategic approach, they highlight the importance of consistent, high-quality reviews, market presence, and tailored marketing efforts. They provide insights into optimizing Clutch profiles, the impact of paid subscriptions, and the benefits of building strong relationships with review platforms. The speaker also shares tips on managing negative reviews, leveraging customer testimonials, and the value of having a dedicated team member to handle these tasks. Attendees are encouraged to stay engaged for a comprehensive Q&A session.

Takeaways

• 😀 The speaker starts by welcoming the participants and mentions the session's structure, including a presentation and a Q&A segment.
• 😀 Emphasizes the importance of staying until the end for Q&A and potential surprises.
• 😀 The speaker apologizes for any design issues in the presentation, attributing them to the platform used.
• 😀 Discusses the significance of Clutch and other review platforms for the agency's lead generation and sales.
• 😀 Highlights the agency's success on Clutch, achieving top positions and the benefits of being highly ranked.
• 😀 Mentions the impact of reviews on consumer trust and buying decisions.
• 😀 Explains the detailed strategy used to optimize Clutch profiles, including service line focus and customer reviews.
• 😀 Shares insights into how the agency handles negative reviews and maintains a high customer satisfaction rate.
• 😀 Provides data on lead generation, conversion rates, and sales from Clutch, emphasizing the importance of having a strategic approach.
• 😀 Encourages building a strong online presence and treating platforms like Clutch as long-term investments for sales and marketing success.

Q & A

What is the main topic of the presentation?

The main topic of the presentation is discussing the importance of Clutch, a review platform, for businesses, particularly for agencies looking to source clients and establish themselves as industry leaders.

Why is Clutch considered important for agencies?

Clutch is important for agencies as it serves as a primary source for lead generation, helps in building trust with potential clients through reviews, and acts as a sales tool to differentiate from competitors.

How does the presenter plan to structure the presentation time?

The presenter plans to allocate 30-40 minutes for the actual presentation and about 20 minutes for the Q&A session, ensuring time is available to answer all questions from the audience.

What is the significance of having a high number of reviews on Clutch?

A high number of reviews on Clutch signifies trust and reliability to potential customers, as 92% of buyers purchase from companies with trusted reviews. It also helps in establishing expertise and authority in the industry.

How does the presenter intend to address questions during the presentation?

The presenter will attempt to monitor the chat during the presentation but cannot promise to answer questions in real-time. However, they encourage questions to be posted in the chat for a more interactive session.

What is the strategy for using Clutch as a lead generation platform?

The strategy involves optimizing the service lining to focus on categories that generate the most leads, maintaining a high average rating, and ensuring a good number of reviews to establish trust with potential customers.

Why is it beneficial to have a dedicated landing page for Clutch?

A dedicated landing page for Clutch helps maximize conversion rates by providing a tailored experience for visitors coming from Clutch, making it easier for them to engage with the company and increasing the likelihood of converting into leads.

How does the company manage its presence on Clutch?

The company manages its presence on Clutch by having a dedicated customer success manager who can provide insights into which categories generate the most leads and by focusing on service lining that aligns with their lead generation goals.

What is the presenter's view on the importance of the design of the presentation platform?

The presenter acknowledges the importance of design but also points out that the platform's demo did not import the intended design, which they apologize for, indicating that the focus should be on the content rather than the presentation's aesthetics.

How does the company ensure it stays in the top position on Clutch?

The company ensures it stays in the top position on Clutch by continuously pushing the envelope, optimizing their profile, focusing on service lining that generates the most leads, and maintaining a high number of positive reviews.

What is the presenter's advice for companies looking to improve their Clutch presence?

The presenter advises companies to focus on lead acquisition, brand visibility, expertise and authority establishment, and building trust with potential customers through a high number of positive reviews on Clutch.

Outlines

00:00

🎥 Introduction and Presentation Overview

The speaker welcomes the audience to a webinar, noting the number of attendees and the registration count. They outline the session's structure, which includes a presentation followed by a Q&A segment. The speaker emphasizes the importance of staying until the end for questions and surprises and mentions that the presentation will be recorded for those unable to attend. They also address a technical issue with the presentation's design, apologizing for any discrepancies due to the platform used.

05:01

🔑 The Importance of Clutch for Agencies

The speaker discusses the significance of Clutch as a platform for sourcing clients and generating leads. They share their experience with Clutch since the early days of their company, Balons, and how they have consistently improved their ranking, now achieving the top position for two consecutive years. The speaker promises to share insights on lead generation, costs, and benefits of being listed on Clutch, highlighting its role not just as a lead generation tool but also as a sales tool due to the trust buyers place in reviewed companies.

10:04

💡 Leveraging Clutch for Brand Visibility and Trust

The speaker explains how Clutch helps establish expertise and authority, using their top ranking as a selling point in client conversations. They discuss the importance of reviews for building trust with potential customers and mention the impact of social proof on buying decisions. The speaker also talks about the importance of confirming locations on Clutch for local listings and the significance of maintaining a high average rating to attract clients.

15:07

📈 Clutch's Impact on Lead Generation and Conversions

The speaker delves into the specifics of how Clutch contributes to lead generation and conversion rates. They share average numbers of website visits, leads, opportunities, and deals generated from Clutch, emphasizing the platform's effectiveness. The speaker also discusses the importance of having a dedicated landing page on Clutch to maximize conversions and mentions the different strategies for optimizing exposure or conversion rates.

20:09

🚀 Strategies for Optimizing Clutch Listings

The speaker provides strategies for getting the best exposure on Clutch, including the importance of the service line, company size, and language support. They discuss the impact of the company's size on subscription costs and the importance of confirming locations for local visibility. The speaker also highlights the significance of maintaining a high average rating and a large number of reviews to improve listing positions.

25:12

📊 Analyzing Clutch's ROI and Sales Cycle

The speaker shares data on the return on investment (ROI) from Clutch, including the cost per lead and the number of clients acquired over three years. They discuss the sales cycle, average deal size, and retention rate, comparing these metrics to other lead generation channels. The speaker also emphasizes the importance of not just considering marketing acquisition costs but also sales effort and cost.

30:12

🛠 Tips for Enhancing Clutch Profile and Rankings

The speaker offers practical tips for enhancing a Clutch profile, such as focusing on the quantity, relevance, and quality of reviews. They discuss the importance of client experiences, case studies, and industry recognition for improving a company's score on Clutch. The speaker also addresses the challenge of negative reviews and the proactive approach to turning dissatisfied customers into advocates.

35:13

🤝 Building Relationships with Clutch for Long-term Success

The speaker stresses the importance of building a strong relationship with Clutch, treating them as partners rather than just a listing service. They share personal experiences of engaging with Clutch, such as collaborating on articles and webinars, which has led to a more beneficial partnership. The speaker encourages attendees to invest in nurturing this relationship for better results.

40:14

🌐 Going International and Overcoming Outsourcing Stereotypes

The speaker discusses the company's experience of operating internationally with a significant portion of the team based in Ukraine. They highlight the importance of not being perceived as an outsourcing company but rather as a premium provider with high-quality services. The speaker reflects on the ability to be successful in the US market despite being based internationally and the value of building a strong international presence.

45:15

📰 Conclusion and Encouragement to Subscribe for Updates

In conclusion, the speaker thanks the audience for their time and encourages them to subscribe to their newsletter for weekly updates and insights. They mention the value of the information they share, which is based on their own experiences and strategies that have contributed to their company's success. The speaker also invites questions from the audience and promises to address them.

Keywords

💡Clutch

Clutch, in the context of this video, refers to a leading business-to-business ratings and reviews platform. It is central to the video's theme as it discusses the importance of Clutch for B2B service providers like Balons, emphasizing its role in lead generation, brand visibility, and establishing expertise and authority within an industry. The script mentions how Balons has been with Clutch since its early days and has managed to secure top positions in its rankings.

💡Lead Generation

Lead generation is the process of identifying and cultivating potential customer interest in a product or service. In the video, it is highlighted as one of the primary reasons why Clutch is important for Balons, as it is a platform that helps in sourcing great clients and generating leads through its reviews and listings.

💡Balons

Balons is the company being discussed in the video, which appears to be a B2B service provider specializing in areas such as sales outsourcing and call center services. The video uses Balons as a case study to illustrate the benefits and strategies of leveraging Clutch for business growth and client acquisition.

💡Sales Tool

A sales tool refers to any instrument or method used by salespeople to enhance the sales process and close deals. In the video, Clutch is described not only as a lead generation platform but also as a sales tool that helps in selling by building trust with potential clients through positive reviews and testimonials.

💡Trusted Reviews

Trusted reviews are customer testimonials that influence purchasing decisions. The script mentions that 92% of buyers purchase from companies with trusted reviews, underlining the importance of positive feedback on platforms like Clutch for businesses to gain the trust of potential customers.

💡Conversion Rate

Conversion rate is the percentage of visitors to a website that take an action such as making a purchase or filling out a form. The video discusses the conversion rates Balons experiences from Clutch leads, indicating how many of those leads turn into opportunities and eventually clients, which is crucial for evaluating the effectiveness of Clutch as a lead source.

💡Service Lining

Service lining, as used in the video, refers to the categorization of services a company offers on platforms like Clutch. It is important because it determines how a company is positioned within different categories and can affect the type of leads generated.

💡Market Presence

Market presence indicates how visible and recognized a company is within its industry. The video emphasizes the significance of market presence on Clutch, as it is one of the factors that influence a company's score and listing position, affecting how much the company needs to pay for sponsorships.

💡Customer Success Manager

A customer success manager is a professional responsible for ensuring clients are achieving their desired outcomes while using a company's product or service. In the script, Balons has a dedicated customer success manager who provides insights into the performance of different service categories on Clutch, aiding in strategic decision-making.

💡Landing Page

A landing page is a single web page that appears from clicking on a link in search engine results or an online advertisement. The video mentions the importance of having a dedicated landing page for Clutch, designed to maximize conversion rates by providing a tailored experience for visitors coming from Clutch listings.

💡Bidding System

A bidding system, in the context of this video, refers to the method Clutch uses for companies to secure top listing positions. The script explains that companies can 'bid' for higher positions, with the cost per bid being influenced by the company's rating on the platform.

💡Digital Presence

Digital presence refers to the online visibility and impact a company has, which includes its website, social media activity, and online reviews. The video stresses the importance of a strong digital presence to effectively utilize Clutch and reduce the cost of sponsorships by increasing market presence and client engagement.

💡Negative Reviews

Negative reviews are unfavorable testimonials left by customers on review platforms. The video discusses strategies for minimizing negative reviews on Clutch, such as going the extra mile to satisfy customers and change their perspective, as one negative review can significantly impact a company's reputation and marketing efforts.

💡Planhat

Planhat is a customer relationship management tool mentioned in the video. It is used by Balons to manage customer interactions and track the status of reviews, case studies, and testimonials, which is crucial for maintaining a strong presence on Clutch and other review platforms.

Highlights

Introduction to the webinar and the importance of Clutch for B2B lead generation and sales.

Clutch's role as a primary source for sourcing clients and its significance in the agency's growth.

The presenter's experience with Clutch since the early days of Balcons and the strategy to push the envelope further.

Achieving top positions on Clutch and the impact on lead generation, cost, and perks received.

Clutch as a sales tool and its influence on buyer decisions based on trusted reviews.

The importance of brand visibility and expertise in establishing authority in the market.

The significance of trust from potential customers and the role of reviews in the competitive landscape.

Strategies for optimizing Clutch profiles to maximize lead generation and conversions.

The cost implications of company size on Clutch's subscription model and strategies to manage costs.

The importance of confirmed locations on Clutch for local listings and brand visibility.

The impact of average ratings on customer perception and the strategy to maintain high ratings.

The presenter's approach to dealing with negative reviews and the emphasis on customer satisfaction.

Maximizing digital presence and its influence on reducing costs and improving Clutch rankings.

The role of customer relationship management tools in tracking and encouraging client reviews.

Best practices for working with Clutch and other similar platforms for lead generation and sales.

The presenter's personal newsletter as a resource for in-depth strategies and insights on business growth.

Closing remarks and the invitation for questions, emphasizing the value of the shared knowledge and experience.

Transcripts

let's start off so hey everyone who just

joined I'm happy to have you here uh we

have um we have 70 people right now so

we had about 200 people registering but

we're gonna have a recording of this so

for those that um that are not here uh

we might share the recording but um I

will have 60 minutes today 40 minutes 30

40 minutes for actual presentation and

then we have about 20 minutes for Q&A so

stay until the end and make sure that uh

you guys have um you know I will make

sure that I have time to answer all your

questions so please stay until the end

for questions and for some surprises all

right so obviously um I will try to look

at the chat while I'm presenting uh but

I cannot promise you to answer questions

um but we'll try to make it as a

dialogue so if you have any questions

meanwhile don't wait until the final Q&A

just drop the chat I will make sure that

I'm looking at the chat CH while I'm

presenting uh and U and yeah all right

so what I'll do let me pull the screen

right now I'm doing the presentation

here um can you put Plus in the chat if

you see it if you see my my slides you

should see them right now yeah perfect

perfect so first off I wanted to say

that my team did amazing job designing

it but uh the platform that we're using

demo um some so it kind of didn't import

the design uh so I'm apologize for that

so if you see some weird things about

the design it's it's not me it's the

platform but we will do a better job

next time so I I just wanted to kind of

apologize for that all right so guys

today we're talking about the clutch um

the reason why clutch is so important

for balcons um and and I'm going to talk

for about 30 minutes about that

is clutch and other review platforms are

one of the main sources for us as an

agency to sourcing great clients um and

I explain to you in a minute why is that

all right so first off I just wanted to

say that we've been with with clutch

since the very beginning uh days of of

balcons and every next year we're trying

to push the envelope further and further

so uh somewhere like in 2020 2021 we uh

we were um in the top three positions in

cled and then now the second um um

second year in a row we are in the top

one position so I'll tell you

what happens if you're to adopt one on

clutch right how many leads you generate

what is the cost and what perks you get

you know being the um you know listed as

as the number one now um um a here asks

um um whether we're GNA be publishing it

yes we'll publish it on our YouTube as

well as uh we'll send link to all the

people that registered for this so don't

worry about that all right

so here's what I want to understand guys

like the reason why we are on clutch is

we not just wanted to to look at clutch

as the lead generation platform or tool

to generate leads but also it's a sales

tool it actually helps selling so you

all know a lot of agencies when you go

to their websites even check out balin's

website you go you see clutch Awards you

know different uh tax you're going to

see different testimonials the reason is

that 92% of the buyers um actually uh

purchase from the company that had

trusted review so I never go and I and

never buy a you know a software without

actually checking the reviews and

knowing that this is the top software in

in in their space right 23% of the

buyers actually use PTP recommendation

so that's why communities list listings

different people we follow LinkedIn that

have hey these are my top five favorite

tools they are very important for us and

they affect our buying decisions right

and then about 25% or 24% of the buyers

they actually also look for information

on social and of course clutch is not

social but I just want to you to

understand that this is all our kind of

connected things all right and that's

actually the reason why balons was

investing so much into being present

across all those platforms um is that

it's a it's it's a sales tool for us

right um all right so basically what it

does for us lead acquisition uh we

generate leads uh using clutch and and

other similar platforms it give us a lot

of brand visibility so there's a lot of

different PR going into there so you'll

see that it's November so you'll see a

lot of um um listing start publishing

hey this are the top 10 companies hey

this is the top five this is the leader

like clutch G to be releasing um top

10,000 companies worldwide um and then

other journalists starts picking it up

like everyone is like start referencing

so every all the agencies start saying

hey I'm the top five top four top three

and everyone is looking hey who is the

top one right so it going to generate a

lot of a lot of different traffic so uh

so it's a lot of brand visibility um

obviously expertise and Authority

establishment you know like it's it's

the reality but whenever you're the top

one your sales team is using that so um

like I remember when um in one of the

key categories that I'm going to talk

about um in a second uh when science was

the the the top one and we were like top

two or top three um they used that as

the selling point so when they talk to

someone with a client they say hey well

we're the leaders we are the top one and

then client's like oh yeah so you must

do uh something right right so now

balons being the top one we can tell

that to the client hey we're top one in

one category we know what we're doing

let's go right so it's a lot of like

expertise Authority establishment and

then it's a trust from potential

customers right if you have five reviews

or four reviews or 10 reviews and then

your competitors has 100 reviews

obviously they will go with the

competitor I remember when I started I I

was inspired by the comp company called

client boost I did you guys in the chat

did you guys put in the chat plus if you

know client boost if you know what one

of who I'm talking about so client boost

Google client boost so client boost is

this advertising company and when you go

and check the their reviews they have

something like I don't like 2,000

reviews something insane so because they

have so many reviews obviously they

probably done some good job for the

customers so they might have a very good

conversion so again trust with potential

customers right so this is the the

design that I mentioned that the so this

should here you would have seen all the

logos of um of where Balin is listed and

here is a QR code that you can uh you

can uh scan and you will go to the all

the listings for all SAS and all service

companies can someone uh put Plus in the

chat if that QR code Works uh can put in

the chat if you were able to scan the QR

code and actually works and you

were um and you added can't access it

can't access um okay so if um if um

there's anyone from the balcons

Anastasia can you can you send in the

chat uh the link to the listings um I'm

sorry about that uh someone from the

balcon team will go ahead and put that

and put the link in the chat so don't

worry I'll just GNA go ahead here so all

right so we are the number one so this

is how sort of like profile on cled

looks for us and search something that I

didn't know from the beginning but

something that you should pay a lot of

attention to so first off your ranking

in the clle also depends on

how what kind of leads you're going to

generate and how they going to promote

you so the service lining is super

important so the fact that uh

um uh the fact that um you can tweak the

service lining will position you in each

category different and I'm going to talk

in a second about the different

categories and important being with your

one category because like for example on

clch Balin as an employment setting

agency can be in a sales Outsourcing

call Center Crum Consulting content

marketing email marketing you name it

right but then depending on what

percentage of the service I have a focus

then it will help me to promote in

certain category so if I want to if I

know that email marketing category

generates the best number of leads for

me then what I'm doing I'm putting my

focus on the service lining of the IM

marketing right and then the sales

Outsourcing and call center start being

like additional service offer service

lining for me so because I know that the

email marketing is the best for me so um

here is um the question that you might

have how would I know which service line

fits better for where I am at right so

there are two things here first you can

it's it's just the testing right so what

we did we've um and this is something

that uh our um our CMO back then did he

sort of like started tackling with the

different settings to be able to see uh

which setting kind of or which service

lining and which category provides more

leads so that's what we did in the very

beginning now we also have a dedicated

customer success manager who can tell us

so we look at the categories and we can

we can ask him hey these are the 10

categories can you tell me what is the

traffic what is the number of clicks

what are the average leads that I you

see in that category and then if that's

the category for me then I can kind of

put my focus in in in in in there right

so this the service lining are super

important um obviously the your average

ACD is also important here as well um um

price per hour they is automatically

calculated but something that is very

important really is the your size

because the the more people you're going

to have um the higher your cost of

subscription for colle going to be so

that's why um and I I hope there's no

one from clut here right if there's if

anyone is from clut Team here put Plus

in the chat if there's no one from the

team then I can tell you a secret right

so although balcon is already surpassed

uh you know 300 people we didn't change

it here because once we change it uh we

sort of

like then our subscription going to be

more expensive something like 230% so if

we are spending about 10 grand on clutch

this month then it's going to be $3,000

more which obviously I don't want to

spend right and uh then uh the question

well if you spend if you put the that

you have 300 people what's going to C

it's going to affect your Le gen it's

not so it's just sort of like it's the

the clutch thing it clutches thing to be

able to you know make money of the

bigger companies of the bigger size but

as longer as I can keep at the smaller

size of the company and the clutch being

the leader the lower the subscription

going to be for me so please don't tell

anyone don't tell that Michael told you

this okay um obviously you can put the

languages here it's also important if

you can support with the different

languages uh you know the time zone Etc

uh there's no there's nothing here uh

here about the location but uh there's

also a location part is very important

here and the reason is that if you don't

have a verified location on clutch

you're not going to be um listed on a

local listing so for example if uh you

put that you you are your your

headquartered in United States but let's

say you have several offices and you

didn't confirm that United States

location um and you will see on your map

on C that it's blurry that it's not like

a clear visual map if that's going to

happen then um you're not going to be

positioned on the local listing so if

someone from the United States going to

Google like the best legent agencies in

the US and if you kind of are in the US

but you don't have a confirmed location

you're not going to be there right so

what you need to do is to confirm the

location right you need to make sure

that if you guys are international uh

make sure that you confirm every

location you're in so balons have four

offices so we confirm four locations so

now we can be listed and in in in

different location right so obviously

average trading is very important toll

reviews are important um and the reason

is that um if your average rating is

below

4.5 or 4.4 then like you know like it's

uh no one going to be looking at you

because like it's 4.4 it's like you know

it's like when you go to a restaurant

you have a 4.9 restaurant and 4.4 so the

4.4 is like suspicious already right so

obviously don't want to have five right

because five is also weird like but 4.8

is like 4.78 and 4.9 are the the great

marks all right and obviously the total

number of reviews right so anyhow so

these are the sum of the numbers that on

average we're getting from clutch across

all the categories right so on average

about 2,000 people are reviewing our

clutch pce page after that um about you

can see here about 90% will go and

actually click on on on the Balon

website um and and then out of that we

probably are generating something like

100 sales qualified leads uh they are

turning into about sales 65 average

opportunities and then it's about

between three to eight deals a month so

if you look at the conversions so the

conversions might be as low as 5% and

can be as high as like 12% so between 5

to 12% is average conversion per signed

client right um and again these are very

these are good numbers and the reason is

that that obviously although you can see

there is a huge discrepancy between and

the conversion between the website

visits and actual leads is not as high

so it means that not all all the the the

sort of like the visits are are

qualified but um it doesn't mean that

they need to go ahead and register right

now maybe people are shopping around so

they will go ahead and visit again in a

month or two months and so on so forth

so um that's why um the idea is that

the way your strategy for The Clash can

can can be is oh here you go that's a

new feature of of the did you know know

that the new iOS feature here you go hey

all right so um you might have two

strategies the first strategy is how I

can have the the the best exposure right

like for example if you if you go to

clutch and you see digital marketing

digital marketing has one of the best um

exposure so it can generate like you

know five times that in terms of the

visit right but in terms of the the

conversions actual conversions that will

be much lower so your strategy might be

into exposure or your strategy might be

into actual conversion so you don't care

about the exposure as long as you can

maximize your number of leads and

opportunities so we are trying to find

the silver lining here of course because

the for the exposure you need to pay

more because then you need to be listed

in the more listings right and I'm going

to talk about that in a second right but

um the conversions are also important

because then act you can um generate

your your kind of you know arrowy here

right now um the the reason the way how

we are maximizing our conversion uh to

get more contacts right is and I'm going

to show you here in a second um is um

actually going to send you the link uh

in the chat right now um so if you go to

Balon page um on clutch let send you

link in the chat here here we go um you

will see that we have a dedicated

landing page for CLS so you click on

that from clut then you'll see hey

welcome from clutch and then the the the

the the landing page was specifically

designed to maximize the conversion and

once we when we um deploy that landing

page it actually help us to increase the

conversion so it's a small thing but it

actually uh you know get a better job

done so um that's why like if you are

spending your money with clutch and with

other platforms and if it's going to

take you additional $100 to build or

$200 to build a landing page do that

because um you can remove all the fuss

uh because like obviously the conversion

from the landing page will be much

higher than just forwarding people to my

homepage right because on the homepage

you could be totally different um game

all right so all right moving on this is

the funel that we have uh over the

course of three years so three years

doing this with clutch we generated

something like 2,000 leads uh we had uh

something like um 5006 uh five 5006

sales qualified leads that turn into

something like 400 opportunities and

then we've closed 85 uh new clients um

as a result of this so when we

calculated our total spent on clutch

then our cost per lead was something

like um 100 140 bucks which

is not high but at the same time it's

not as low as you might expect so that's

why like for those if you guys have an

quisition channel that is um more

effective than this one right if you you

have ads if you have outbound if you

have organic if you have social if you

can generate leads in my category right

because you might some of you guys might

be in the lead gen space as well but if

you are then that's what the numbers uh

we have you know being the top position

on clutch um you know three years uh

three years in a row but something that

I worth mentioning is the sales cycle

right if we're talking about the one

deals the sales cycle and the average

ACV and then the retention rate of this

clients is higher of course than with

other channels so that's something that

you need to keep in mind right so um

yeah but then something that also worth

mentioning is these are the isolated

funnel from the clutch right so if you

look at this and you're like okay should

I be on clutch right and then you might

as I mentioned you might have some other

channels that are more cost effective

this one than the answer will be it

I don't need right I I it's better for

me to go and and do something else that

might be a good answer but as I

mentioned in the beginning of this

presentation that is also a trust

building and the sales tool so being top

of the clutch also help with other

channels so if you generate leads from

the outbound or from ads or from other

channels right being the top of the

listings being the top of the clutch

would help you to close on a higher rate

across the board not just with clutch so

that's why when you think about this

it's not just about the marketing

acquisition but also about your sales

cost and and and your sales effort so

again look at this um all right

so yeah so I don't like the design of

here sorry about that so I'm just

quickly gonna tell you so the top

positions are secured through through

payments um it's an auction and then

anyone can outbeat with a higher beit so

here's how it looks like for those that

um haven't seen that or maybe you've

seen that but here's how it looks so um

these are like five top positions for

the balons right so we have League

generation and services we have sales

Outsourcing appointment setting call

center and B companies these are the top

five best position for me right these

are the clicks that we get um on um you

know on on our website from from from

this position you see there is a priv

profile view and the click through the

difference is

that you can see that some people go to

the listing and they go and just click

on the website right so they even don't

look at the the profile right so you can

see about two two twice more people go

directly to the website rather than

checking the profile the reason is that

they go to the listing they even don't

drill down in the profile you click on

the website so essentially being on top

of the list are more important that

having the the very nice profile inside

so if you sort of like kind of think and

then you're like okay we're gonna

optimize our web our our clle page we're

going to put more cases we're going to

put the nice description we're going to

make it like fancy and all of that uh

think that 50% of the people would

actually don't see that they go straight

to your website so optimizing your

landing page on the website actually can

be more uh more you know more important

conversion wise right but anyhow you

have click through rate you have page

use and you have a position right so you

can see that some of the positions here

we have four position three position and

you can see here that essentially I can

upgrade to the second or I can upgrade

to the first one if I want to spend more

the reason we are not upgrading here is

that

we've seen that the conversion or the

traffic from this position are lower

from this one so for us as the company

it's not beneficial to pay more

conversion wise so we are comfortable

let's say spending let's say if you know

let's say I'm spending one $1,000 here

and I'm top three I'm okay with that

because like we've analyzed that say I

wanted to for me to go to Gold I need to

then be platinum I need to spend $3,000

more and then let's say I will generate

20 more clicks or 15 more clicks it just

doesn't make sense right so uh my

message here for you guys then there's

no like done deal here so as soon as you

identify the let's say top five listings

that you have try to optimize those

listings and look per listing right and

I'm going to show you in a second like

some other conversions here but it's a

bidding system so uh the the higher you

are in the rating the lower cost per bit

for you going to be so for example if

Balin wants to bid in a different

category

right then for us the cost for bid in

that category would be much higher so I

can go and bit in the digital marketing

space like even though we don't offer

digital marketing Services right we we

do appointment setting so uh I can go

beid with against them uh so I would

just need to pay to pay more but if we

were in that category we're obviously

going to be spending less that's why

it's actually an interesting model

because then in this way you're trying

to stay in your lane um but then if

you're expanding your services you're

you can sort of like you can use your

profile to be able to compete with other

guys and like for example like what we

did a few months ago I think like six

months ago we tried to go into digital

marketing just to see how traffic looks

and we've let's say spent $9,000 we

spent three four months in that category

we generated a lot of traffic uh we we

actually uh ranked like number two or

number three in the digital Market best

digital marketing companies in the

United States and like uh with with sort

of like not offering digital marketing

right uh we get a lot of traffic we get

a lot of visits very few conversions and

then we obviously traffic is not

relevant for us right so so the message

here uh when you optimize your profile

identify the top listings AB test them

see which one works don't necessarily

need to be on the top position all of

them only to the ones that show you the

best conversion of the best exposure and

the ones that don't just be in in a less

position that that you can be all right

this is some of the this is the results

that we get from uh from from some of

the listings so again apologize about

the um about

the review sorry about the design I

actually going to have my team um

changing the presentation for the

YouTube uh for the recording so when

you're going to have recording you're

going to have a nice presentation here

so here the the way you see it is uh

this is the number of leads we get this

is the number of sales qualified leads

um number of opportunities and then

number of closed deals and then number

of uh law deals so uh per listing right

so the way we measure it is like give me

info per listing how many leads I get

how many sales qualified opportunities

how many clients were the best

conversion and then obviously we realize

that some conver like this ones like

call center right we had zero clients

right so although we might have exposure

we we can be you know in the top of the

list but it doesn't make sense for us to

to pay for it so now because it's it's

for position right like because we're

not closing so that's why we're going

that but then for example Le generation

have the and then uh have the best um

have the best closing for us the best

exposure that's why we are competing for

the first position and we're going to be

kind of you know in that that category

anyhow so a few things for you because I

know we have like some 10 minutes and

then I'm open for the question so make

sure that you put the question in the

chat I will go through all the questions

so if you think about the question just

put it put it in the chat all right so

factors that influence listing positions

like quantity relevance and quality of

uh reviews again very important to

maximize how many reviews what is the

reviews um etc etc something that don't

a lot of people realize but you know

that for you to submit a review on

clutch uh you have uh two ways you can

either do it through the platform

directly go and submit review in the

clutch or you can call them and they ask

you submit bya phone reviews that are

submitted by a phone have much higher

rating than the one submitted through

the uh um through the platform that's

why like if you have a customer that can

actually call clutch uh then it's better

for them to to give clutch a call than

rather than uh the same goes with for

example um private and open so if some

if your clients are submitting the

review where they hiding their like

their name or their company or something

like private um they have a

lower reputation than if it's like first

name last name company name uh etc etc

so try again I'm going to talk about how

to work with the customers to sort of

like maximize your reviews but the point

here is that uh you know you need to

always um try to maximize whether it's a

phone or it's an open and and sort of

like work with the customers uh

obviously proven track record so I I

didn't show you my our profile but if

you go use our profile and click off our

case status you're going to see that

there is a lot of uh different uh case

studies and um a lot of different arise

and metrics and information so we're

trying trying to keep everything up to

date not just with regards to our

description but actually putting our

case study page uh there as well um

company marketing efforts mean a lot uh

the reason is that as I mentioned like

you generate a landing page uh there you

also and I'm going to talk that in a

second how to get um how to get position

higher with clutch uh whatever you're

doing with your marketing um and with

your PR is actually very important

because the online presence so actually

here's what I want to show you so you

have for you to get on the top of the

listings you also not just need to have

the reviews and pay more right but how

you you can pay less right that's the

question like okay I can pay 20 grand to

clutch I'll be top one right but what

can I do to pay less for you to do to

pay less you need to have your score

balkin has four score 40 out of 40 and

we really spend a lot to get to this

point so the three things that affect

the score reviews as I mentioned number

reviews quality of the reviews uh

consistency reviews etc etc etc uh

client and experiences this is um about

the actual uh reviews that you're

getting in terms of like what is the uh

rating of the review comparing to your

competitors and as well as your casy

studies Inc Etc this one is one of the

most hard the the most difficult to get

and the reason is that it's the market

presence for you to get you need to have

industry recognition so you need to have

Awards not just award from clutch but

others so that's why um what we did uh

we have a um a PR specialist and one of

her um responsibilities is to actually

work with um award um with with with

with sort of like award giving platforms

right like everyone who gives reward to

enlist participate submit work with them

to be able to have those rewards then we

can sort of like submit to uh to he

through clutch and then we can get this

Market presence and and that was

actually fun thing like I remember 2021

we had like

9.8 or 9.9 and because of that uh we

ranked as number one in the PID featured

but as a number two in the actual like

top right no not the one that we're

paying for but one the one so the

science was the first one and we were

like what can we do to bid them and they

um they had the high rating because of

the number of views they had but their

Market presence was also low so we we

maximized our Market presence and we

sort of like bid them to an INE to be

able to to rank higher so the market

preses is is very important so that's

why going to the point about your online

presence right so if you don't have a

good online presence you don't have

dedicated people working with rewards

working with digital marketing building

landing pages you cannot maximize their

results of of or effect from the CLI

that's why you need to pay more and we

you know we don't want that right uh

size and the quality of the clients that

the company works with this is also very

important because like if you um submit

reviews with the clients midsize or

Enterprise um obviously people on C or

clients uh that you're going to receive

they will notice that so if they go and

check your review and then all the

companies are between 11 to 50 people

then the conversions will be you know

lower and then also clutch will put that

you are you servicing midsize companies

Enterprise companies small companies so

again uh this this is is very important

and then the number of metrics like

reputation industry HQ number of obite I

already mentioned that to you right so

you already have that so we talked

through that um now talking about the

one of the very important things here is

the negative reviews right like so

like what can you do as a service

provider to minimize the negative views

that you're getting because as clients

are sign you know are adding their

positive views the same way they will be

adding the the negative reviews right so

I don't have the exact answer to this

question however want I want to say that

if our strategy from the entire time of

Balin was to maximize our digital

presence maximize our sort of like

reputation build a good strong

reputation maximize our work with clutch

and AD listings we need to care about

all the negative use that's why if we

have a customer that who is not 100%

satisfied with the service we deliver we

will go one extra mile two extra miles

to be able to change that person opinion

because if they go and they put you know

0.5 stars on clutch then in our in our

minds right the cost that we will spend

or we are spending on our marketing will

be much higher than the cost of

additional service that we can offer for

that customer for free for him or her

not to go and clle and and submit that

review so that's our logic so that's why

our delivery team always maximizes

working and impacting each and every

customer not just because of the

reputation or not just because we care

about the customer but um the reality is

also we care about the reputation and we

care about things like clutch right

that's why really try to uh build a

process uh in your business in your

agency where you kind of maximize

working with negative ruse right so um

so here at the Balon best practices U of

working with clutch and other platforms

similar to clut right

so all right so we treat listings as

lead generation channel right so every

listing for us is the channel that's why

um we have a dedicated person who is

working with all this listings so it's

not a just marketing thing we have a

dedicated we call marketing operation

specialist whose job is to work with

different listings update Max maximize

um

optimize work with reviews etc etc uh we

have tailored instructions for sales

team on how to negotiate with clients

and I'll show you our dashboard in a

second so if you're staying with me uh

for another 5 10 minutes I will show you

our dashboard as I mentioned we have a

dedicated individual who work with

clutch and with others on a daily basis

and we ensure that that person um you

know that person's keep eyes to uh to

put us on top of of of of the crowd uh

we mentioned reviews and awards on our

website again uh when you go to bel's

website scroll down you're going to see

a word page and on the word page you can

have C clutch and other rewards we also

have Awards in our signature section uh

we also have Awards in our mailbox we

also have rewards on our LinkedIn page

so awards are great right they show

trust and reputation so um they help um

similar to our email SS for requiring

leads with craft tailor emails to

encourage clients to leave reviews yes

and I'm going to talk about a second

about that and then we said go skpi for

each platform that's also true so we

looking about this strategically so when

we know that we wanted in two years to

dominate G2 for example like we've

always put a lot of focus on clutch but

lately we start also thinking about the

G2 as the platform and we um so what

what happened was now like this year

next year we're focusing on maximizing

our G2 work so we work with them with

their team we work with like optimizing

AB testing figuring out what we can do

better and then we've actually seen some

good progress and good results happening

from that so by strategically having a

clear kpi per platform would also enable

you to be more successful right so um

this is the sort of like the the the

five steps that I if I were you I would

take um you know if um how so the the

question here is um how I can get the

review so if you see the screen here

this is um I'm sure I cannot I cannot

zoom it so if you can zoom in um so

basically this is a sort of like the

dashboard we are using the tool that

we're using for those dashboards is plan

hat I actually H everyone I I put the

name in the chat um I everyone I

encourage you to if you don't have a

customer relationship tool not the CRM

for the sales but CRM for your existing

customers if you don't have and you use

spreadsheets or you use HubSpot or

anyone use plan hat so it's one of the

best tools if if if you want to um for

me to do the entire webinar talking

about how we work with plan hat and what

amazing things we do with plan hat put

Plus in the chat or just um you know

send us an email to whatever or just in

Social just hey balcons I want to know

how to use plan hat right and I I can do

a dedicated webinar about the plan hat

but this is a screen capture of the

dashboard we've uh We've created for our

sales team where you're going to have a

client name you're going to have their

location you're going to have the link

to their clutch review and by the way

you see here this a link to to to Google

go drive the reason the link is to

Google Drive is clutch have this weird

system of reviews where if you put the

new review it changes the link of the

old ones so you cannot actually link to

a specific review so what we do we click

on review we can download it so in your

profile and class you can actually

download the review and then we would

categorize review in our Google drive

with regards to their industry and their

client so now uh every uh you know every

client have their review here uh we also

have the link to the case St the client

submitted the case study as well as

video testimonial and we put their

industry their health how much time they

with us was their ACV etc etc the reason

why we did it in this fashion is our

sales team have access to this dashboard

so whenever they need a they work with

the client or they prepare for the call

right and then clients say hey can you

send me you know relevant referrals or

case studies from uh from my industry or

whatever right what they do they go to

the dashboard they filter based on the

industry or client size or ICP or their

location and they all have all the links

handy like across the board case study

review YouTube Etc and they just bump

that to to the customer obviously that

helps a lot their customer Journey right

so um so that's why um because we have

this sort of like dashboard right now we

can think about like okay these are all

the clients we work with these are all

the submitted review with the good

health right but then here are the

customers that have a good health that

been with us and they didn't submited

the review and there might be a lot of

those right so now the way we are doing

is that we have this process of

detecting the right customer so

depending on where we as the company are

heading with regards to our acquisition

let's say uh next month we're going to

be focusing on top three Industries

advertising marketing computer software

Healthcare right so we go and we analyze

how many testimonials case studies video

testimonals we have for those Industries

because we know that our sales team

going to attack those Industries now

next month so we as a marketing team the

way we are doing this we are going to

that dashboard we are checking whether

we have enough reviews video

testimonials and case studies to be

prepared for the next month if we don't

then our operation specialist that works

with the reviews go and start working

with our delivery team to identify the

customer that can leave those reviews

work on those case studies create the

video testimonials quickly then we have

the entire process of uh sort of like

work working with that customer um and

obviously our account managers have some

weekly calls so they can might just

communicate with the customer if the

customer give this summed up and then we

have a guide like we've created a

library of like step-by-step guide to

help to guide the customer uh to

simplify the process of submitting the

review and I'll be honest with you like

you have 10 customer they're super happy

with you they're your raving fans they

are the you know they're you're the best

Partners you've done amazing job for

them you ask them guys can you subit the

review for us they will tell you

absolutely Michael 100% we're going to

do that you know how many will actually

out of 10 put in the chat the number out

of 10 customers how many would actually

submit the review uh after you ask them

and say you sure how many about 25 to

30% yes so two three customer exactly

that's right and the reason is that they

all are super busy uh they all just have

some other things they all love you but

then they don't need to spend time or

they just forget about that so you need

to follow up so having the right process

and simplifying for the customers to

actually get them to that point and

being persistent about that is the game

changer so if you have a customer who

committed to submit this review you have

followup once twice three time give them

the guide work with them do that with

them and you actually precisely get them

to the Finish point you can actually

maximize that so obviously out of 10 not

all will submit but at least seven or

eight will submit in that way but you

need to be professionally persistent

about that once we realize that and once

we actually even put this as the kpi for

our delivery team so our account

managers have different kpis and one of

those qpi is actually a marketing kpi so

they have a certain number of reviews

per client they need to get per month to

get to their success month or their

successful kpi think about that right so

if until we didn't Implement that as a

very rigorous process we couldn't push

the needle because of clients are too

busy the account managers have some

other things happening right like so

marketing was always struggling how we

can maximize that and once we created

this uh once we created this nice

dashboard uh once we've uh you know uh

kind of created this nice process it

starts happening right so these are you

can make a screenshot I don't want to

spend time on this uh about like what's

uh what you can do to maximize your

profile but really uh the game changer

is having this clear dashboard having a

clear map and clear strategy to

maximizing this and then having a

dedicated person and then every team

should be invested into maximizing this

you're going to be you know a winner in

this and obviously that's going to be a

Hu amazing sales tool for for your sales

team all right now I want you to scan

this QR code this is the QR code for my

newsletter every if you are not signed

up yet every Friday I push a a

newsletter I issue a newsletter where I

provide all of that that I just descri

described to you in dig Manner and this

is actually my job so bins actually run

um run itself we have a great leadership

team so what I'm doing is I'm focusing

I'm sharing right so as I said like I've

been in the trench just now I'm sharing

so if you scan this QR code you sign up

I already issued three additions um

force is coming tomorrow and then every

week at 12: PM I'm going to hit your

inbox with uh with with the blueprint of

how we build the balcons with all the

secrets all the tools all the links

everything so we even don't need to do

all all these webinars every time so if

you are reading that and and it's a long

read so I just want to tell you that I

put all the numbers all my thoughts

everything in there so it's not going to

be a a short newsletter with Three Links

no it's going to be a 10 15 minutes read

but um again um all right so uh thank

you so much for your attention we still

have 16 minutes uh and I have your

questions here so what I'll do let me go

and just kind of start uh pulling the

questions real quick so if you have some

questions put them in the chat and I

will answer those questions so let me

start from the beginning here all right

so

um Alex asked here so this is not really

a good point about the importance of

clut well no uh I know a company who

paid 40K for being in the end of the

first 10 in the web development so I

don't really understand that our Elites

understand that oh

so it's about the the Alex so it's it's

a great point but

think about that as the long-term

strategy right like when we started

balcons and we didn't have a budget

right we we had like our closest

competitors like we had callbox we have

science we have amazing guys from sales

rows and and others right they they had

3 30 40 50 70 reviews like and we had

like two three right so we started to

kind of maximize then review by review

every year and once we start adding the

volume like last year we added like

eight80 reviews right like because we

have more C customers right so but we

structure that process so you can so

like I don't encourage you to pay for

clutch um $4,000 uh I think that you

might be able to find some other sources

to generating leads uh for software

development at that price point uh of

course uh but I think that you need to

organically grow in those and and and

try to be the competition maybe not

necessarily clutch there are some other

platforms that uh can be open for

example like we didn't think about theu

now we work on them we have good firms

we have trust pilot so some there some

there the new ones that are happening

and starting so just think about that

okay Jana asked here does paid

subscription influence the generation

dramatically yes it does because the the

way it works Jana is uh when you click

on the listing uh so if you go new

Google best B2B generation companies the

the second link will be for clutch you

click on the clutch and then you will

see the the feature promote at least

first and this is a small button on the

top of the screen and not many customer

will be changing to recent or changing

to top or organic or whatever so it

actually affects affects a lot um all

right Sergey asks here how about annual

subscription on CL it's crazy idea for

them do you have a problem with

canceling anual subscription Serge I I'm

not paying annual subscription I like I

know everyone cares about their cash

flow right now and if anyone suggest me

right now now to pay for a year for

anything I wouldn't go for that like

maximum three three three three months

quarter so quarterly subscriptions so I

mean like if they offer an annual

subscription then either it's a good

deal or you just want to you spend that

marketing budget uh because you you want

to optimize your your your tax right so

I don't know but I we never pay for a

year it's we pay for quarter and then we

pay for some some for someone monthly um

uh all right should I should I CL

profile description and us be SEO

optimized um no I I don't think that

they should be SEO optimized they should

be conversion optimized so think about

that as the business card think about

that as the first message that customer

will will will will sort of like view

when they read that you need to capture

attention right like we we had this

message about like your customers are

ready to talk shop are you question mark

and we start of like help use that to

sort of like capture their attention so

I think you don't need to optimize it by

based on SEO you just need to optimize

that based on the conversion and play

around with different um you know with

different U descriptions but as I showed

you before right it's not about the

description it's about the place and and

this like rating and the numbers and so

on so forth so yeah did you test feature

listing do feature listing work better

than classic sponsorship in listing um

Alexandra it's a great question I don't

have answer for you for that one I think

like sponsorships are the best uh um I I

I don't think that featured would uh you

know would would would would sort of

like um so sponsor the past and then

feature it will be I think second does

it make sense to test paid sponsorship

if the sponsor if the proposed listing

position is below 10% yes it it does so

um when you go to listing the first like

five position are seen and by the way

we've tested the second and first

position and the the numbers are

something like

40% so in a way like if I the top one

and then the top two 40% of the people

click class but here is when what what

is interesting the rating is also very

important so if you compare balons and

Science and science has

4.4 H and we had 4.9 even if we are on

the second position some ratings because

we have a higher rating on the lower

position we generate the same number of

clicks because like if you have the

number one 4.4 and the number two 4.9

logically you're like oh these guys have

higher but these are the number one I

want to check both so that's kind of the

like the you know psychology uh works

but I definitely think that you need to

to work on the TCH how can we get the

recording so recording will be sent to

your email address the one that you used

for the recording for this uh webinar

all right um Alex asks what is the best

strategy for the software development

company on clutch with three4 Kai

monthly cludge budget wow uh Alex that

is a good question I didn't look at the

software development category for clutch

to be honest with you um and I think

think that the problem with the software

development um generally um is that you

you either work with midsized or

Enterprise customers so you don't have

volume of customers or if you have so

the idea is that if you wanted to start

working on and and start kind of oving

and clutch in 2023 they need to have

volume right like for example balcons

have hundreds on ongoing clients right

now so if 60 or 70% of clients are super

satisfied with with our work we can

generate you know like 50 100 200

reviews every year right and if you work

with like 10 20 30 clients you just

cannot get the volume enough to to bid

the competition right so um so now you

think you need to think about the volume

how you can where you can get the the

clut reviews maybe you can ask some your

partners maybe you can ask clients of

the clients maybe you can give some

other promotions I know maybe you can

maximize client every every every time

you you can you know what we did we

actually put um we put in the contract

that um if you're happy with our work we

wanted we would use your uh we will use

uh your company name and uh in in our

marketing materials including clutch and

some something like that so in this way

we can maximize that um as well but uh

to be honest with you I think that for

three 4,000 budget um I think that I

will

um I will look for some other sources I

wouldn't say honestly like if I were in

software development and I have C

I would probably get to a point where

I'm comfortable in my rating let's say

top 10 or something but um but then I

won't I won't pay I I pay just just the

the bare minimum okay er ask here do you

offer some present or bonus to clients

for their reviews um it's a you know

what it's a great question era so yes

and no again depending on our needs so

if we know that in November there will

be this new top 100 best companies in

the world that that will be calculated

based on the number of reviews and we

really wanted to make sure that we are

the number one then we I might go to our

delivery team and say hey guys we need

20 more reviews quickly can you check in

with a customer that didn't let the

review yet give them the special pricee

they give them promotion give them the

perk do something for them like a

referral client referral perk or

something for them to maximize that in

this way yes or if I know that the

number one is I'm just a few inches from

the number one and I need to get there

then I can do that right but just

generally uh giving a promotion for the

customer they're happy we're not doing

that in case we can get it for free of

course right because like every

promotion every special price everything

cost for the company a lot especially

when you do that at at scale so every

you know $100 Amazon card cost it as

well but again just depending it's it's

case uh case uh Case by case all right

so r m yes we're gonna get the recording

so a lot all right so what else we have

so there possibility to buy sponsorship

for a month or quarter only annual

subscription is it right no Alex

actually we are buying sponsorships

depending on the listing but some

listings have a monthly subscription and

some have a three- month subscription

but I think that um right now they have

the three months only uh yeah but again

the thing is that I'm their old customer

so maybe they G to have some exceptions

for you right but what I think is like

clage as any other company they're in

business of making money right so if you

reached out to your dedicated customer

success guy on the 29 or 30 of the month

like like before their month ends and

they have their own qpi and they have

their own bonuses based on the sale you

can tell them hey I'm ready to spend uh

I'm ready to sign up I'm ready to give

you my four

$4,000 if you're going to give me a

monthly monthly uh monthly fees or

something like that I'm sure that they

will be more talkative back that at at

that point right so it's it's more about

interactions right also something that

very um important to for you to know

guys um clutch and other they are like

Partners so treat them as the

relationship not treat them as just the

listing that you are there because like

they can give you much more than just

getting listed right so uh with that

being said build a relationship with

them one of the mistakes that my

marketing team um made in the past was

that they didn't build a good

relationship with clutch and other so

when I stepped in in the chief marketing

officer role uh one of the first thing I

did I started being more active with

clutch I did some collaboration with

them some articles some webinars I I

start talking about my experience with

clutch I I started being more active

getting on some calls with them and in

this way they were more active and and

they were considering us more as the

partner so it's it's more about sort of

like the the relationship rather than

just kind of uh you know just being like

one of their so that's why like really

um invest in that relationship and you

will see much uh much um higher result

right I think that one of my next

newsletters I'm definitely going to talk

more about this but uh um I'm actually

publishing tomorrow about the different

business models I think that a lot of

you guys should might might be

interesting in that one specifically

because I compared the uh like we have

people here the do software development

right like you have Project based per

deliverable um per hour outstaffing

retainer commission you name it there's

so many of them and balons went with the

retainer model and I explain why we're

doing the retainer and how this kind

might affect your scale and and and and

and generally the life cycle of of of

your agencies so might be uh very

interesting and then my next newsletters

obviously going to talk about um how to

get first clients how to scale what to

do with chart what to do with

acquisition and and and so on so forth

so all right do we have any other

questions we have three more minutes so

if anyone has any questions about the

clutch or I can answer any other

questions about just generally marketing

or or balons I will be happy to uh to do

that um if we don't have questions I

think that's that is it that I wanted to

all right we have question from andras

here for soft development as a service

um are there any more tips

um how can I subscribe for the

newsletter so I will I will put uh I

will put uh I will go to the slide to

show the newsletter Nick give me a

second here and then to answer Andre's

question let me just put the the

newsletter here real quick um all right

so here's the newsletter scan the Cod

and then you'll you you'll have that so

really tips for software development um

Andre um Andress so hire a marketing

specialist even though you guys might be

a great product maybe uh you have a

great solution a great engineering

marketing is one of the first people you

hire you need to build brand you need to

um you you need to build your marketing

and it's a long game so the sooner you

build the core the sooner you're going

to find the right marketing people in

the job the better don't Outsource

marketing marketing is key right so

although software development companies

are are used to be engineering driven um

uh one of the best things that that we

did were obviously being sales and

marketing driven as the company because

that got to help us with you know would

help us in Co and help us with this

recession and and help us with with

others so you know hire a marketing

special then right then second of all um

obviously um utilize your customers for

video testimonials case studies reviews

um referrals you name it like just use

that like go on LinkedIn like build a

relationship feature them just kind of

speak about that speak about the great

product you're doing right third is like

be

very um concrete no fluff like really

tell your unique IP intent right like

don't talk about the general stuff like

talk about your unique things right like

something that we realized I think like

last year where like we produced so much

marketing but it's a it's a copyrighting

it's like a marketing it's just for the

sake of traffic for the sake of organic

for the sake of this can we create more

meaningful more intent more hours like

what we are doing every day that we can

share that is us right that is ours so

we start generating more and more intent

more and more IP more and more like

sharing what is our unique what is our

unique perspective not something that

we've found or coped or something and

that helped a lot especially in a case

studies like actually talk about what

you've done even though it might be too

technical but that's fine like when I'm

doing this newsl like I had some

feedbacks about people that this is a

great newsletter but some people say oh

it's too long it's too concrete but then

when I think about this I was like hey I

really wanted to share all the thoughts

that I have ideas and for people to

actually think about themselves like oh

well I love that or oh it got me

thinking about this one like when you

when you read like like some some novels

right like you just kind of learn from

it and grow professionally and if I like

to have along with it like it's I'm

sure that there were people that would

appreciate that the same goes with uh

you know with with having not just the

optimized case study but they actual

that that work all right an to here how

can I subscribe I have you here off

topic question from Nick as I understand

your team is Russian speaking and you

are working on the US market do you

speak English internally as the prime

language uh yes Nick so we actually are

ukrainians and we have an office in

Ukraine and uh we have offices in

Colorado uh Delware Chicago and we have

something like 30% of our team in North

America and in Europe in Europe actually

are more now but English is our main

language in slack uh everywhere like our

notion everything is in English of

course and uh when you have a whole

hands meeting everyone is comfortable

everyone is is speaking English although

if people are chatting in Ukrainian

together that's uh that's fine with us

but like everything is obviously in in

in English and then um obviously we have

a um and actually I I speak about that

you know what check the third and fourth

newsletter when I talk specifically

about the strength of being

International as well as um tune in to

my next newsletter that I'll publish in

the week I actually wrote it already

where actually talk about um what how we

were able to be the best Pon setting

company in the United States with the me

being Ukrainian the leadership being

some of the ukrainians as well as uh you

know we have a huge chunk of Liberty in

Ukraine and we are not considered to be

an Outsource company right so we are not

Outsource we're not selling it for cheap

we're a premium provider with with a

with with a high monthly subscription

but with the high quality of the service

because Co changed everything right so

it's not about where you're based out of

it's about what you know and how you do

that and we've seen a lot of great

interational companies happening there

okay so thank you so much for your time

it's uh it's all for today thank you so

much guys for joining in please make

sure that um you follow our um um our

social you follow our um webinars you

follow our YouTube because we are

publishing a lot of those and believe me

every next webinar every next piece of

content that you're going to see from us

will include only about what we've done

what we know what we think about and um

and then obviously we're sharing we're

caring so thank you so much again have a

great rest of your

day okay thank you guys take care