Scripts, Templates, and Client-Winning Strategies included
Note: This guide is most useful for: solo service providers, freelancers, solo coaches & consultants, and small digital marketing teams (1-10 teammates).
Maybe you want to offer marketing services to local businesses… or maybe you want to target online businesses. Whoever it is you’re targeting, this guide will help you get more clients.
Why Going Solo is Your Superpower
Most guides treat “selling digital marketing” as a one-size-fits-all game. But as a solo pro, you’re competing with agencies that have sales teams and case studies.
Your advantages:
Lower overhead costs = better pricing for clients
Hyper-personalized digital marketing service (you’re their main contact, not “Account Manager #3”)
Niche expertise (e.g., “I only work with vegan beauty brands”)
Let’s turn your solo status into a sales magnet.
Niching Down & Positioning
Let’s dive deeper into choosing and dominating your perfect niche. Most solo providers make the fatal mistake of trying to serve everyone without understanding their target audience.
“But won’t narrowing my niche limit opportunities?”
I hear ya.
Actually, specializing helps you:
Charge more than generalists
Simplify your marketing (you know exactly where your clients hang out)
Build authority faster
The “Triple-Filter” Niche Selection Framework
Identify 3 key elements to come up with effective digital marketing strategies:
Industry: Choose based on your experience or passion
Service: Pick one core offering you can master
Client size: Focus on businesses making $X annually
For example, instead of “I do Facebook Ads,” yours could look something like:
Industry: Real estate agents
Service: Facebook ads
Client size: Independent/solo real estate agent
Putting it together:
“I help independent real estate agents get 20+ qualified leads monthly through Facebook Ads.”
Action Step:
Do the industry, service, client size exercise. Don’t just think about it. Actually write it down.
Service Packages Clients Actually Buy
The “Done-For-You + DIY Hybrid” Model
Solo clients want flexibility. Combine hands-on work with DIY elements to appeal to both busy clients and budget-conscious prospects.
Example Package:
$997/mo “SEO Jumpstart” (search engine optimization is key in bringing in traffic)
Done-For-You: Keyword audit + 2 blog posts
DIY Add-On: Video walkthrough of their Google Analytics account showing them how to analyze crucial KPIs so they can do it themselves
Upsell: Monthly 30-min coaching call (+$197)
You can use tools like Ahrefs or SEMRush.
Value-Based Pricing
To justify your fee, frame it as an investment instead of an expense.
E.g.
My $2,500 LinkedIn Ads package → 15 qualified leads → 2 clients @ 5k revenue → 300% ROI
Pricing Psychology
Charge 20-30% less than agencies but position as more personalized.
Use “boutique pricing” language:
Agencies charge $3k/mo for 5 blog posts. You get those same posts + direct access to me (a 10-year niche specialist) for $1,499.
Action Step:
Decide the type of service packages you want to offer clients, including their pricing.
Outreach That Converts (without a sales team)
(many thanks to Imgflip for the memes)
Before sending cold emails, you need to find the right prospects.
If you’re targeting solo real estate agents, spend time where they hang out online. Search Instagram for hashtags like #realestateagent or #realtorlife and look for individual agents, not big agencies.
On LinkedIn, use filters to find “Real Estate Agent” or “Realtor” who are solo practitioners or have “Independent” in their title.
Follow relevant Facebook groups like “Solo Real Estate Agents Network” or “Independent Realtors Community.”
This targeted approach is much more effective than randomly messaging public speaking coaches or corporate real estate firms who aren’t your ideal clients.
Once you’ve built a list of solo agents, you can personalize your outreach based on their social media activity – maybe they recently posted about wanting more buyer leads or struggling with their property listings’ visibility.
Then, you can use this proven cold email template:
Cold Email Template
Subject: [Their Offer] + [Result]?
Body:
Hi [First Name],
I helped [Similar Business] get [X] booked calls last quarter using [Specific Tactic].
Can I share 2 quick ideas tailored to [Their Business]? 0 pitch – just value.
Best,
[Your Name]
Cold Email Example
Here are 2 examples of that cold email template filled out:
Subject: Yoga Studio + 23 New Members?
Hi Sarah,
I helped Mindful Flow Yoga get 23 new membership sign-ups last quarter using Instagram Reels ads targeting local wellness enthusiasts.
Could I share 2 quick ideas tailored to Peaceful Heart Yoga? 0 pitch – just value.
Best,
Alex
Another example:
Subject: HVAC Company + 47 Service Calls?
Hi Mike,
I helped Johnson’s Heating & Air book 47 new service calls last quarter using Google Local Service Ads in the Phoenix area.
Could I share 2 quick ideas tailored to Desert Comfort HVAC as a local business? 0 pitch – just value.
Best,
Alex
Why This Works
Social proof without bragging
Specificity beats vague “I can help!”
Low-commitment ask: they just need to reply a “yes” or “no”
Voice Note Hack
Send 45-second LinkedIn voice messages instead of text. Because no one is doing it, your message will instantly steal the show.
Note: The above template works for direct messaging on social platforms too.
Action Step:
Write a cold outreach message using the above template.
Simple Sales Script + Template
Initial Discovery Call Script
Opening:
Hi [Name], thanks for booking this call. To make the most of our time, I’d love to learn what brought you here today?
Key Questions:
What’s your current monthly revenue?
What marketing efforts have you tried before?
What would success look like in 90 days?
Close:
“Based on what you’ve shared, I think we could help you [achieve specific goal]. Would you like to hear about our approach?”
Follow-Up Email
Post-Call Email Template
Subject: Next steps for [Their Business Name]
Hi [Name],
Great speaking with you today about [specific pain point they mentioned].
Based on our discussion, here’s what I recommend:
[Customized Strategy Point 1]
[Customized Strategy Point 2]
[Customized Strategy Point 3]
I’ve attached our proposal outlining how we can help you achieve [their goal].
Would you be free for a quick 15-minute call tomorrow to discuss any questions?
Best,
[Your Name]
Post-Call Email Example
Subject: Next steps for Peaceful Heart Yoga Studio
Hi Sarah,
Great speaking with you today about struggling to attract new students to your yoga classes during weekday mornings.
Based on our discussion, here’s what I recommend:
1/ Launch targeted Instagram Reels ads to reach work-from-home professionals in your area looking for morning fitness options.
2/ Optimize your Google Business Profile to appear in “yoga near me” searches, highlighting your 6 AM and 9 AM class schedules.
3/ Create an email nurture sequence for first-time students to encourage them to become monthly members.
I’ve attached our proposal outlining how we can help you achieve 30+ new monthly memberships within 90 days.
Would you be free for a quick 15-minute call tomorrow at 2 PM to discuss any questions?
Best,
Alex
If you want to automate this (so you don’t have to manually remember to send the email), you can use an email marketing tool for solo creators.
Action Step:
Create your call script and follow-up email.
Closing & Negotiation Scripts
When selling a digital marketing service, you’ll get pushbacks. You’ll get objections. And that’s totally okay.
This table should help you handle those objections:
| Objection | Rebuttal |
|---|---|
| “Fiverr does this for $50!” | “Those gigs use templates. I customize everything to your brand voice and goals.” |
| “The proposed scope is too big.” | “I offer a 2-week ‘test drive’ at $497. If you love it, we roll into the full package.” |
| “Your prices are too high.” | “I charge based on the ROI I deliver. My last client saw a 3x return within 60 days.” |
| “We already have someone.” | “Great! I’d love to audit your current results and show you 3 areas where you’re leaving money on the table.” |
| “We can do this in-house.” | “You could, but working with me lets your team focus on core business while I handle the specialized marketing.” |
| “Let me think about it.” | “Of course! While you’re deciding, I’ll send you a case study of how I helped [similar business] increase leads by 40%.” |
| “We don’t have the budget.” | “I understand. Let’s look at your customer lifetime value and calculate how many new clients you’d need to make this investment profitable.” |
| “I need to check with my team first.” | “Of course! I’ll send you a detailed proposal you can share with them, highlighting the ROI other teams have seen.” |
| “Can you guarantee results?” | “While no one can guarantee specific numbers, I can share real data from similar clients who saw 30-40% growth in 90 days.” |
| “We’ve tried this before and it didn’t work.” | “I understand your hesitation. Let me show you what we do differently and why our approach has a 90% success rate.” |
For more tips on closing deals, see here.
Action Step:
Thoroughly review the objections and rebuttals above. Memorize it so it’s easy for you to handle the objections elegantly WHEN clients throw them at you. Yes they WILL have these objections. It’s not a a matter of if, it’s a matter of when.
Social Proof Hacks When You Don’t Have Many Case Studies Yet
No Clients Yet? Use “Mini Case Studies”
Even 1 project can become 3 case studies:
Before/After Metrics: “How I Got a Yoga Studio 17 New Clients in 30 Days”
Client Spotlight Video: 60-second testimonial (film it yourself on Zoom)
Data Snapshot: “37% Traffic Increase in 6 Weeks” (screenshot Google Analytics)
Don’t wait for “perfect” results – even small wins can become compelling case studies when presented properly.
Testimonial Template
Can you share how [specific result] impacted your business, especially in terms of social media management? A 1-sentence reply would mean the world!
Testimonial Example
Hi Sarah, can you share how the 37% increase in website traffic impacted your yoga studio’s class bookings? A 1-sentence reply would mean the world!
Here’s another one:
Hi Mike, can you share how the 23 new client bookings from Google Ads impacted your dental practice’s revenue? A 1-sentence reply would mean the world!
Key Elements
The key elements here are:
Mention a specific metric/result
Connect it to their business outcome
Keep it short and easy to respond to
This approach works well because it:
Makes it easy for busy clients to respond quickly
Focuses on concrete results rather than vague feedback
Helps get quantifiable testimonials that are more persuasive
Action Step:
Create your first mini case study this week using the 3-step process outlined above.
How to Take Orders/Payments
Once a prospect wants to pay, the quickest and most cost-efficient way to take their payment/order is to use CartMango (disclaimer: this is our tool).
Quickest because it’s specifically built for solo creators/service providers – meaning we can streamline the tool to only take into account the use cases for this specific group of folks (YOU). We don’t build features for anyone else. And this leads to the tool being super easy to use.
Most cost-efficient because it’s totally free to use for at least 2025. We don’t take any fees or commissions from you. The only thing you pay is Stripe/PayPal payment processing fees, which you pay directly to them.
Start selling with CartMango with a totally free account (for 2025).
Common Mistakes to Avoid When Selling Digital Marketing Services
Trying to Serve Everyone
Many solo pros make the fatal mistake of targeting everyone instead of understanding their target audience. We’ve talked about this earlier. But it’s worth repeating because it’s THAT important.
Taking On Too Many Clients
Keep your client load manageable – quality over quantity. Focus on delivering amazing results for a smaller number of high-value clients.
Competing Only on Price
Many beginners charge too little, thinking low rates will win clients. This leads to financial struggles and makes clients doubt your quality. Instead, price based on the value you provide and target clients who appreciate quality over cost.
Poor Client Communication
Solo pros often fail to set clear expectations and boundaries. Be upfront about:
Realistic timelines
Expected results
Communication schedules
Project scope
Make sure all these are written down.
Not Having Formal Processes
Many freelancers wing it without proper systems.
Create clear processes for:
Client onboarding
Regular reporting
Payment collection
Ignoring Client Retention
Many businesses focus only on getting new clients while neglecting existing ones.
Remember: keeping current clients happy is easier and more profitable than constantly hunting for new ones.
Not to mention those who’re satisfied with your work are more likely to refer their network to you.
Not Marketing Consistently
Many solo pros only market when they need clients. This creates feast-or-famine cycles. Keep marketing even when you’re busy to maintain a steady pipeline of leads.
Trying to Do Everything Alone
Being independent doesn’t mean you have to do everything yourself.
Consider:
Using automation tools
Hiring virtual assistants for admin work
Partnering with other freelancers for specialized tasks
Setting Unrealistic Expectations
Overpromising to win clients is a common mistake. Don’t promise “100% increase in traffic in one month.” Instead, set realistic goals and overdeliver on them.
Not Tracking Results
Many freelancers fail to properly track campaign performance (e.g. in local SEO efforts). Without data, you can’t prove your value or improve your strategies. Always track key metrics and share wins with clients.
Remember: Success as a solo digital marketer isn’t about being everywhere or serving everyone. It’s about finding your niche, delivering exceptional value, and building systems that help you grow sustainably.
Action Step:
Create a “Business Health Checklist” to avoid these common mistakes.
Avoiding Burnout as a Solo Service Provider
The 3×3 Rule
3 high-value clients max
3 days/week of client work
3 hours/day of deep work
Tools to Protect Time
Focus: Freedom.to (blocks social media)
Client Boundaries: Calendly buffers (no same-day meetings)
Red Flag Clients to Avoid
“I need this ASAP!” at 11 PM
Refuses to sign a contract
Ghosts after 3 revision requests
Action Step:
Create your “Anti-Burnout Protocol” this week.
Scaling to $10k/mo as a Solo Service Provider/Agency
The “Productized Service” Model
Turn your custom services into standardized, fixed-price packages that are easier to sell and deliver.
This approach helps you:
Scale without significantly working more hours
Attract clients who value structure
Deliver consistent results
Example Package: LinkedIn Profile Makeover ($2,497)
What’s Included:
Deep-dive profile audit
Keyword-optimized headline and about section
Custom banner design
Professional headshot guidelines
3 content templates (thought leadership posts)
30-day content calendar
60-minute strategy call
The Perfect Client Journey
1/ Lead Magnet (Free)
LinkedIn Profile Audit Checklist
5-Minute Social Media Health Check
ROI Calculator for LinkedIn Marketing
2/ Tripwire Offer ($47-97)
30-Day Content Calendar Template
LinkedIn Headline Formula Swipe File
Engagement Post Templates Pack
3/ Core Offer ($1,499/month)
LinkedIn Growth Management
Daily content creation
Engagement strategy
Lead generation
Monthly analytics
Weekly strategy calls
4/ High-Ticket ($3,500+)
Custom video production
LinkedIn ads management
Sales funnel setup
Monthly Revenue Breakdown Example
| Service Type | Price | Clients | Monthly Revenue |
|---|---|---|---|
| Management | $1,499 | 5 | $7,495 |
| Makeovers | $2,497 | 1 | $2,497 |
| Templates | $47 | 15 | $705 |
| Total | $10,697 |
Action Step:
Create your “Revenue Scaling Blueprint”:
Map out your service ladder
Build your first productized service
Set revenue targets
Print this blueprint and review your progress monthly. Focus on building one tier at a time, starting with your core offer.
FAQs
How long does it take to start seeing results?
Results vary by service and niche, but many successful solo service providers, freelancers, and consultants report initial wins within 90 days. Focus on setting realistic expectations with clients and tracking measurable metrics from day one. To promote your business, you can do SEO (social media marketing, outreach, and email marketing.
Do I need certifications to sell digital marketing services?
While certifications aren’t mandatory, they can boost credibility and justify higher rates. Consider starting with free certifications from Google Analytics, Google Ads, or HubSpot to demonstrate expertise in your chosen niche. Also, a strong online presence is helpful in getting clients.
How many clients should I take on when starting out?
Following the 3×3 Rule mentioned in the guide, start with no more than 3 high-value clients. This allows you to deliver exceptional results while maintaining work-life balance and preventing burnout.
What’s the minimum budget I should accept from clients?
Your minimum should cover both your time and the potential ROI you can deliver. For monthly retainers, many solo service providers start at $1,500-2,500 per month to ensure profitability and attract serious clients.
Should I offer discounts to get my first clients?
Instead of discounting, offer a “test drive” period (2 weeks at $497) or smaller package to prove your value. This maintains your positioning while giving clients a lower-risk way to try your services.
So That’s How to Sell Digital Marketing Services. Your Turn Now…
The global digital marketing industry was valued at $410.66 billion in 2024 and is projected to reach $1,189.5 billion by 2033, growing at a compound annual growth rate (CAGR) of 11.22% from 2025 to 2033
Source: imarc
Given the huge demand, it makes so much sense to offer digital marketing services to those who need them.
Success as a solo digital marketing provider isn’t about competing with large agencies or racing to the bottom on price. It’s about leveraging your unique advantages – personalized service, specialized expertise, and agile delivery – to attract and retain ideal clients.
Focus on:
Choosing and dominating a specific niche
Creating standardized, value-based packages
Building systems for consistent delivery
Maintaining a manageable client load
Continuously marketing, even when busy
Your solo status isn’t a limitation – it’s your superpower.
Use it to provide the personalized, high-touch service that larger agencies can’t match.
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