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Creating a Client Attraction System

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Client Attraction is one of small business owners biggest challenges. Learn from Business Success Coach, Donna Price, the how to create your client attraction system. She will guide you through a step by step process. For audio, visit her radio show: www.blogtalkradio.com/leadershipnavigator for the two part series. – PowerPoint PPT presentation

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Title: Creating a Client Attraction System


1
Creating a Client Attraction System
  • A Consistent Flow of New Leads

2
Compass Rose Consulting
  • Donna Price, Founder President
  • 25 years of working with people to achieve their
    goals and live their dreams.
  • Author of Launching Your Dream
  • 18 years non-profit administration experience
  • Masters Degrees in Education and Recreation
    Administration

3
Compass Rose Consulting
  • Focus on team development/team building
  • Trained as a coach and facilitator in Executive
    Coaching and Business Coaching
  • Certified program leader of Best Year Yet
  • Trained marketer and Internet Marketer with Matt
    Bacak, Terri Levine, Alex Mendossian

4
We Grow Businesses
  • We work with Individuals, Small Businesses
    Companies
  • On a Mission to do the extraordinary, with
    boldness and
  • with a Passion to succeed and the commitment to
    do what it takes.
  • We help you make it happen.

5
Presentation Goals
  • Importance of Growing Your Business
  • Danger of Depending on a handful of clients
  • Systemizing your strategy
  • Expanding your reach
  • Growing your expertise

6
Simple as 1, 2, 3
  1. Gather Leads
  2. Build Relationships
  3. Move People into Business Funnel

7
Know Your Market
  • Clearly identify your target market
  • Who is your ideal client?
  • What do they look like?
  • What do they do with their free time?
  • Where do they shop?
  • Where do you find them?

8
Create an Intentional System of Acquiring New
Leads
  • Create a strategy for gathering leads
  • Gather leads from where your market is
  • Generate leads all the time!!
  • Develop strategies that are ongoing and
    consistently result in new leads, new business

9
Needs Analysis
  • Focus on whats in it for them
  • Their needs
  • Listen Hear what target market is telling you
  • 90 percent of all purchases are made to relieve
    pain
  • Focus on the problems the prospect has
  • Create a sales questionnaire

10
Today, we are going to focus on building your
network of contacts in multiple ways---
  • multiple streams of new leads

11
New Lead Strategies
12
Offline Strategies
  • Marketing in Person

13
New Leads Networking
  • The Leads Funnel
  • Network in valuable places for you
  • Where you network depends upon where your ideal
    clients are
  • Where your target people are

14
Create a Strong Network of Contacts
  • Build your network of contacts
  • Collect Business Cards EVERYWHERE
  • Even in the grocery store
  • Softball field
  • Church

15
New Leads Networking
  • Chambers
  • Business Networks
  • Church, Clubs, Associations
  • Sports golfing, sailing, softball, soccer
  • Kids events school, afterschool events.ie
    scouts, 4-H
  • Associations where YOUR target market is

16
New Leads Referrals
  • The Leads Funnel
  • Referrals ? ask clients contacts for referrals
  • Many business owners hesitate BUT this can be
    your best source of new business. Who do you go
    to? Someone from the yellow pages or someone a
    friend recommended

17
New Leads Trade Shows
  • Trade Shows ? collect business cards follow-up
  • Have something at your booth to entice and engage
  • Have a door prize to collect business cards
  • Include info on your sign that indicates they are
    signing up for your list
  • Follow-up, follow-up, follow-up

18
New Leads Speaking
  • Speaking/Training/Tele-Seminars? generates new
    interest
  • Builds your expertise
  • Builds rapport

19
New Leads Book Publishing
  • Book Publishing?
  • Builds your expert status
  • Builds rapport credibility
  • Creates another stream of income leads

20
New Leads Advertising
  • The Leads Funnel
  • Advertising ? newspaper, online, with a STRONG
    call to action
  • Many Marketers put together campaigns with
  • NO Call to Action

21
New Leads CARDS
  • Referral Cards
  • Post card offering a discount for bringing a
    friend
  • Reward always say thank you
  • Gifts gift certificates, coupons, something to
    acknowledge and thank the person.
  • Progressive bigger and bigger along the way.

22
Strong CALL to ACTION
  • Prospects can become leads when you give them a
    way to ACT
  • Advertising with NO call to action is ineffective
  • Websites with NO call to action MISS new leads
  • Flyers, brochures, newsletters etc. each need a
    STRONG call to ACTION

23
Call to Action
  • Send people to your website to pick up your FREE
    report, tip sheet, secrets revealed
  • Call 800 number for FREE report
  • Take our FREE assessment, inventory.
  • Your Goal is to GET their contact information so
    that you can continue marketing to them.

24
New Leads Internet Marketing
25
Start With Websites
  • People expect businesses to have a website
  • They will judge your business on your site
  • Types of Websites
  • Branding Site
  • Sales Letter
  • Squeeze Page

26
Enhance Your Business via the Internet
  • Web Presence
  • Build rapport
  • Capture data
  • Make Sales
  • Auto-Responders
  • Keep in touch
  • Increase Credibility
  • Build Rapport
  • Build relationships
  • Promote

27
Remember
  • Strong Call To Action

28
Making Your Site Work
  • Traffic to your site is a BIG KEY to making it
    work
  • 1st traffic
  • 2nd capture data
  • 3rd build relationships and rapport
  • 4th market your products and services

29
Strategies Driving Traffic to Your Site
  • Press Releases
  • Social Media LinkedIn, Google, Facebook,
    Twitter, Pinterest.
  • Video YouTube, Google Hangouts
  • Directories
  • Links on your siteLinks pages within the site
  • Google Ads
  • Forums, Chatrooms
  • Articles
  • Slide Sharing
  • Tele-Classes/Webinars
  • Radio Shows
  • Blogging

30
KeyWords
  • Start with keywords and do research.
  • They are the words that people use to search for
    information on the web.
  • KeyWord Density
  • Your keyword density is used to compare you to
    others that are using the same keywords.
  • Use the Right words.
  • Research your keywords
  • Look at the number of people searching the word
    and the amount of competition
  • Use more obscure words

31
Use Your KeyWords Everywhere
  • Place your keywords
  • In your meta tags
  • In your page descriptions
  • In your web copy
  • In your headlines
  • In your press releases
  • In your articles
  • In your article descriptions
  • Every Where
  • In your Signature on Forums
  • In your blog posts
  • On your profile pages on social media sites
  • In your video marketing descriptions
  • EVERYWHERE.

32
New Leads Blogging
  • Every website NEEDS/SHOULD have a BLOG
  • Content is vital on Google
  • New content ranks
  • Blogging increases your web traffic
  • Blogging can interact with all of your social
    networks

33
Blogging Keeps Your Site Fresh
  • What to Blog about
  • Articles
  • Tips
  • Quotes
  • Checklists
  • Controversial opinions
  • How Often to Blog At least 3 times per week

34
New Leads Connecting Via Social Media
  • Google Plus
  • YouTube
  • Google Circles
  • Google Maps
  • Google Business Page
  • If you are NOT on Google you need to be!
  • Its GOOGLE
  • It helps your site to rank
  • Hangouts/YouTube are both BIG traffic drivers

35
New Leads Connecting Via Social Media
  • Linked In
  • Business Professionals
  • Connect with target market
  • LinkedIn
  • Professional Business Resource
  • Search for target market
  • People you want to meet
  • Share information, provide value, help people to
    meet
  • Answer questions
  • Join groups and participate

36
New Leads Connecting Via Social Media
  • Facebook
  • Place to Connect
  • Business Page
  • Groups
  • Events
  • Facebook
  • Shifted to older age group
  • Drives Traffic to site
  • Business Page a MUST
  • Engage
  • Provide value coupons, info etc.

37
New Leads Connecting Via Social Media
  • Twitter
  • Live Feed
  • Can Build Relationships
  • Monitor Reputation
  • Join Tweet Chats with Target
  • Twitter
  • Not the right platform for all businesses
  • Can be a good resource for engagement if you have
    the resource to monitor

38
New Leads Connecting Via Social Media
  • Pinterest
  • Picture Driven
  • Driving More Traffic
  • Pinterest
  • Driving more traffic than other social media
    sites
  • Great for retail businesses
  • Important to share info outside of your business

39
New Leads Connecting Via Social Media
  • Other Sites
  • Merchant Circle
  • Manta
  • Storeboard
  • Squiddoo
  • Blogger
  • Other Sites
  • Can provide web presence for a business that
    doesnt have a site
  • Often rank higher than actual site
  • Can provide SEO value
  • Often send out emails to their members about
    member events, coupons etc.

40
Engagement
  • Social Media is about relationships.
  • Engagement builds relationships
  • Each social network is just like a networking
    group how do you build relationships or engage
    in person
  • Each site gives you another network of people

41
Enhance Your Business via Email Marketing
  • Build a database of interested prospects and keep
    in touch with them Aweber, Get Reponse, Mail
    Chimp
  • Share information with prospects via
  • Tele-classes
  • Blogs/RSS
  • E-books
  • E-courses
  • Tip Sheets

42
They Say The Money Is In the LIST
  • List Building is Lead Generation
  • How many new leads do you need/want in your
    business?
  • Set your goal
  • Develop your list building strategies
  • Online
  • Offline

43
New Leads Press Releases
  • Public Relations ?
  • Use press releases locally, nationally,
    internationally.
  • Distribute information on websites.

44
New Leads Press Releases
  • Press Releases
  • Use both an online and offline strategy
  • Distribute locally research at the library
  • Distribute online, for SEO
  • Use your keywords in the press release
  • Brainstorm the problems you solve
  • Most people are only interested in the WIIFM?

45
New Leads Press Releases
  • Press Release Calendar
  • Seasonal press releases
  • Goal 2-3 press releases each and every month
  • Enhances your website
  • Promotes traffic to your site
  • Builds your credibility and expertise because it
    is in the newspaper

46
Build an Intentional Follow-up System
  • Keeping in Touch with your market is a key to
    your ongoing successWhats your system to stay
    in front of your potential clients?

47
Keep track of your leads
  • What do you do with your leads?
  • Add them to your database
  • Be able to continue marketing to them
  • Know what you have done with each
  • Keep building your relationship with them
  • Give them business, make referrals
  • Give the valuable information that they can use
  • Be of service to them

48
? Build Relationships
  • Direct Mail
  • Newsletters
  • Postcards
  • Phone Calls
  • Workshops
  • Personal Notes
  • Personal Meetings
  • Articles
  • Tele-Classes
  • Video Emails

49
Build Your Marketing Funnel
An effective marketing funnel keeps building the
relationship.
50
Into the Funnel
  • The free items further qualifies them as a lead
  • Anytime someone downloads your tips, your
    report.you know they have a need for the
    information!
  • You have the opportunity to market
  • Have multiple items in your funnel

51
Free Offers
  • Information
  • Free reports
  • White papers
  • Articles
  • Tip Sheets
  • Newsletters
  • Tele-classes
  • Presentations
  • Personal Consultations
  • A sample of you, your work, your expertise
  • The Infamous Baskin-Robbins Taste Test!!

52
Lower Cost
  • Develop lower cost products or services
  • Books
  • CD sets
  • Services
  • Lower cost items get the person into your funnel,
    continue building the relationship, building you
    as an expert.
  • Whats next.

53
Mid Level Items
  • Costs a bit more
  • Can look the same as lower cost items
  • Service or product
  • Unique to your business

54
Big Ticket Item
  • Your main product or service
  • The big ticket item is often too expensive for
    someone to buy right off the bat --- they need
    that relationship.
  • Package of services/products
  • High cost service/product

55
Examples of parts of the funnel
  • Baskin Robbins taste test
  • Gym/Athletic Center one day pass, three month
    pass, year long pass
  • Massage Studio newsletter, 10 minute massage,
    massage, year long package of service
    (subscription)
  • Coaching strategy session, book, tele-class,
    coaching package

56
Marketing 1, 2, 3
  1. Generate Leads with your leads funnel
  2. Get folks into the marketing funnel build
    relationships
  3. Keep in Touch Marketing with valuable
    information, compelling offers and calls to action

57
Marketing 1, 2, 3
  • Build Relationships
  • Engage in business throughout the funnel
  • Make the sale of the bigger ticket item, when the
    prospect needs the service/product

58
? Engage in Business
  • Throughout the marketing funnel, sell
  • The clients needs
  • With a focus on service
  • With authenticity
  • Have fun
  • Be enthusiastic about your product or service
  • Create powerful scripts find a natural way of
    selling

59
Taking Action
  • Select 1-2 lead funnel strategies
  • Make a plan for them
  • Set up a follow-up system
  • Look at your marketing funnel
  • Add to your marketing funnel
  • Keep in touch
  • Engage prospects in business

60
Thank You
  • As a special Thank You I invite you to download
    my special report
  • 8 Keys to Business Success at
  • www.resourcesforentrepreneurs.com

61
Bizology.Biz
  • The Business Success System
  • Now available for just 149 Full Access or 27
    per month
  • 20 Lessons
  • Workbooks
  • Audios
  • Join Bizology.Biz tonight for just 99 full
    access pass

62
Pick Up a Book
  • Launching Your Dreams
  • Stop Day Dreaming and Live Your Vision

63
Contact Information
  • Donna Price
  • Compass Rose Consulting, LLC
  • 973-948-7673
  • dprice_at_compassroseconsulting.com
  • www.compassroseconsulting.com
  • www.bizology.biz

64
Love what you do, love what you sell
  • Fall in love with your marketing self
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