The Magic Follow Up Formula

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I recently wrote an article about how frequently to stay in touch with you prospects. Stay in touch too frequently-you get annoying. Conversely, if you’re not in touch regularly, you’re out of sight and out of mind. If you missed it-you can read the article here.

Anyway, the article must have stuck a cord since I got a bunch of emails asking a great follow up question which is-what should I say in the email sequence?

Let me give you ...

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The most important page on your website

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A client asked the other day, “What’s the most important page on a website?” It’s a good question and I’m not sure there’s just one answer, (but here’s my opinion.)

Obviously, the landing page and the opt-in page(s) that promote your lead magnets are crucial. But, one of the biggest challenges that most providers of high-value services face is, How to convert the people who opt-in to actual paying clients? Couple that with the issue of How can I avoid spending so much time with ...

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Video For Consultants, Advisors & Experts

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Bob Berg in his book Endless Referrals famously states,  “All things being equal, people do business with, and refer business to people they know, like and trust.”

Which raises the question, How can we accelerate the time it takes for prospective clients to know, like & trust us?”

An important question for any consultant, advisor or expert.

The “know” component is straightforward. If you’re not visible, no one is going to know who you are. The trick is to be visible where your prospective clients hang out. ...

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How to gain access to senior level decision makers

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As the holiday season recedes, the challenge of How are we going to grow our business in 2015? moves from the theoretical, to the here & now. As we both know, good intentions don’t mean anything without implementation. That’s why as a dose of inspiration, I thought I share with you a success story from 2014.

Although the client in this particular case is a consulting firm, the strategy is applicable to many businesses-particularly those who are seeking B2B clients.

The client-a Denver based ...

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Why I Delete Your Emails

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Here’s why I delete your emails (and a simple solution you can implement today that will get me reading them again).

Ready? Here’s why…

I’m not interested.

Big surprise.

If someone’s interested in your emails, they’ll read them.

If they’re not, they won’t.

Pretty simple.

Pretty obvious.

So, why don’t you just send emails that they’ll be interested in?

That seems like a pretty simple solution. But…

How do we know what they’re interested in?

The answer?

We ask them. Here’s what I mean.

Someone opts-in to your list. The next day (while ...

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How to get prospects to re-engage with you

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This is an ADVANCED strategy which is really only suitable for companies with established intelligent marketing funnels.

Mort was pretty proud of his list. “Over 100,000 opt-ins” he crowed.

Except…in reality, 98,000 of those people never read the emails he sent. That sat on his list like some sort of indigestible mass, clogging up his email delivery system.

Sure, having a large list is better than having a small one. But, if the majority of people aren’t reading your materials, there’s no benefit ...

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Escaping Sales Hell

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If you love what you do, but hate having to sell your services, you’ll find this helpful.

Most everyone I’ve met who offers advice or services, truly loves their work. They love helping their clients reach their goals and solve problems. They love being able to devote their time to their passion. They love everything about their profession, except for one thing.

The hate sales.

“It makes me feel like I’m having to justify the value of what I do.” is the comment ...

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A Great Follow-Up Email Sequence

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To set the stage, let’s remember that there are two components to the marketing system.

  1. Get new prospects to engage with you and become subscribers.
  2. Convert those prospects into actual paying clients.

The role of the email sequence is on the CONVERSION side of the equation. It’s real tricky to get brand new people to opt-in using cold emails, so personally I wouldn’t recommend it.

The question now becomes, once they’ve opted in-what should you send them? I recommend a series of 7 emails ...

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Get prospects to call you with this simple technique

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I want to share with you today a simple technique to get prospects to call you. Actually, I’m going to give you two methods, which you can use independently or together, that will enable you to stop chasing after prospects. Let’s take a look at both of them.

The first is a simple sentence that you can use either at the end of your blog posts, or in the sequence of emails you send once someone opts-in for your free offer. ...

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Using Peer Pressure (but only for good)

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Let’s talk today about peer pressure. Like a lot of sales conversion techniques, it is extremely powerful, but it can blow up in your face if you’re not careful. So, here’s how to use it for your maximum benefit.

Peer pressure is used by virtually ever industry to sell most everything. It goes under a number of different names, my personal favorite is, “benchmarking”.

I love the term “benchmark”. First it makes me sound smart. “We benchmarked your results against others in your ...

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