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Archives for October 2021

Connect and Contact

Have you become isolated because of the pandemic?

But I’m not really talking about social distancing here. 

What I mean is, have you stopped reaching out to your target audience?

I see way too many business owners doing so. But the truth is, the hiding that they’re doing is only risking the future of their businesses.

In the previous email, I described the first step in the selling cycle: you have to find people with money and a need that you can meet.

Once you do that, you must connect with them with the right message.

In the old days, there were two basic ways to do it. You could go door-to-door and pitch in person. Or you could do it over the phone through cold calling.

Today, however, we have so many new opportunities. In fact, it’s never been easier to reach the right people with your offer.

Social media is one of the most obvious channels to use, and for a good reason. Done right, it can be the most effective. Posting on Instagram, Facebook, and YouTube can help you amass a large audience and keep them entertained in these tough times.

Trust me, the returns are going to be high if you can make this happen. 

People welcome any opportunity to take their minds off the doom and gloom. If you give them a chance to do this, they’ll want to engage with you. This will almost inevitably result in more sales.

Now, social media is not the only way to connect and contact your audience. You can go on speaking engagements, send out emails, blog, and do a whole bunch of other things.

If you haven’t been reaching out enough, it’s time to step up your game. 

Just be careful not to dilute your attention on too many channels. Find out where your audience is so you can meet them there and build relationships for growing your customer base.

Consistency, Charisma, and Value

I have shown you some of the best ways to connect with your audience. And now, I want to go over essential tips for this.

As you know, there’s a blizzard out there for most businesses. 

People may be in isolation, but they’re also more connected than they’ve been. Every business is moving its marketing to a handful of channels. It’s becoming hard to cut through the noise and put yourself in front of your audience.

To make your messages more effective, there are three things that you must do.

First, you need to be consistent

You often won’t see immediate results for your marketing and sales efforts. That’s because they’re investments that will only pay off later. If you give up too soon, you’ll just be wasting your resources and not get a chance to experience the results.

Next, you need to show charisma and personality. 

No matter if it’s emails, articles, or YouTube videos, charisma is critical. If your messages are monotonous and generic, most people will ignore them. They’ll devote their attention to those who work harder for it.

To avoid this, you must find a unique voice and use it across all your marketing and sales efforts. This helps you to become recognizable and easily position yourself in the market.

And finally, you must provide lots of value to your audience. They need to feel as if you’re ready to help them for free before they’re willing to pay you.

To sum it all up:

Add value publicly, sell privately.

Irrespective of how you connect with your audience, show them that they have a lot to gain with you. Even if they’re not ready to buy right now, they will be one of these days. 

In the meantime, you should be building strong connections with every member of your ideal audience.

Find People with Money and Needs

Every business has a unique selling cycle. That means you can’t sell the same way for both high-ticket and low-ticket offers. Your sales process must also look very different, depending on whether you’re a wholesaler or retailer.

But that’s not all.

Many other factors influence the specifics of your sales cycle. However, some principles are universally applicable – your type of business doesn’t matter.

Over my next few emails, I’ll break down this cycle into actionable steps that can pump up your sales.

Let’s start with the first and vital step. It’s actually simple:

Find people with money and a need.

Because of the COVID-19 pandemic, your customers from a few months ago might not be your customers today.

For example, someone might’ve lost their job and is now relying on the government to support them. But as soon as that stops, they might not be able to buy from you anymore.

On the other hand, some people might need your products more than they did before. There might be a new audience for you to tap into.

Because of this, now’s the perfect time to do some research and revisit your customer base.

Naturally, the first thing you must do is to see who can afford your offer now. And then, you must see if there’s a particular need that you can meet. Find out how your offer fits into this new context and who might need your help.

Once you’ve done this, you must figure out where your audience is. 

Do they hang out on Instagram, Facebook, or maybe LinkedIn? Perhaps your audience is in church groups or trade associations? Whatever the answer, you must locate your audience so you can position yourself in front of them.

And finally, you need to see exactly what they want from you. 

Many people and businesses just want to survive this period, instead of searching for nice-to-haves. You must structure your messaging to reflect this need if you want to get in front of your audience properly.

So, have you done any of this so far?

If not, you’ve got to start soon. There is an audience for what you’re selling…

You just need to know where to look.

Be Awesome,

Blair Singer

Forget lead generation: Do this instead

When something goes wrong with your business, you might think that more leads will fix the problem.

So many entrepreneurs consider leads as some kind of cure-all that will get them more money and solve any challenges.

This might make sense…but only at first. The reality is that new leads can be very costly. It takes six times more time and money to generate a new lead than to sell to an existing client.

Because of this, chasing leads often wastes resources – without giving you the desired results.

There’s a much better way to sell. One that won’t cost you as much, but will generate much better results.

What you need to do is focus on your sales cycle.

Your sales cycle is the process that starts when you go looking for someone and ends with them giving you a check or a credit card.

It’s a multi-step process. And each step must be tight if you want to get the most out of your leads. Otherwise, you’ll just be burning through a ton of leads. Not only will you not make money, you’ll be losing it all the while!

You need to understand how every step in the sales cycle works and contributes to your success.

Think of it as playing golf. Everyone can hit a ball off a tee. But not everyone can get the ball in the hole. To be a good golfer, you need to understand the technique and the steps behind it.

Your sales cycle works the same. When you know all the parts of the game, you can master them and make your sales process highly reliable.

Here’s what I’m saying… Before you go chasing after new leads, find out if there are any on your list right now that you’re letting slip away. You’ll find that to be true in most cases.

Once you’ve found them, stop wasting your lead generation efforts and start working on your sales cycle.

Be Awesome,

Triple Your Income Without New Leads

I’d like to tell you a story about a successful client of mine.

Well, he’s successful now. But, when he first came to me, his business was in shambles!

My client owns a little massage clinic. And he had a pretty good way of generating leads. He’d put coupons for a free massage in the newspaper. And when someone claimed that free massage, he’d convert them into a paying member.

Every week, my client would get around 50 people coming to his clinic. He’d get about 15% of them to join his membership program that sold for $600 per year.

On average, that was $4,200 per week, if you assume seven new members. For the year, it was close to $210,000.

Not too bad…but, not that impressive either.

The problem was, my client was losing his mind over his clinic. Both he and his wife worked for hours on end, every day. His wife was pressuring him because he’d promised that they’d make a lot more money.

All in all, everything was getting to be too much. The reward was way too small to make all that work worthwhile.

That’s why the clinic owner came to me for help. He told me that he needed more leads to grow his clinic.

And right from the jump, he was wrong.

I explained that he didn’t need any more leads. In fact, he couldn’t afford to generate any more!

What he needed to do was to look at his processes and find the holes. 

With our help, this is exactly what he did.

After the training, my client started seeing positive changes right away.

Instead of the old $210,000, he now makes almost $600,000. And this happened without a single new lead!

The moral of the story?

What you think is wrong with your business might be far away from the real problem. Hang in there, and I’ll show you what you need to focus on to start selling more.

Be Awesome,

Blair Singer