Getting More Business is the Common Denominator Most Everyone is Facing
Imagine, if I handed you a “magic wand” that you could wave over your biggest challenge. As a business owner, entrepreneur, or executive of a knowledge-based enterprise, what would you want it to do for you? I suspect you would probably say something like, “More business, revenue, income, profit, or clients.”
Russell Brunson, author of the book Traffic Secrets (May 2020) says, “The biggest problem that most entrepreneurs face isn’t creating an amazing product or service; it’s getting their future customers to discover they even exist. Every year, tens of thousands of businesses start and fail because the entrepreneurs don’t understand this one essential skill: the art and science of getting traffic (or people) to find you.”
The messages on this blog usually relate to the “Mastering Your Inner Game” process, which is based on Peter Drucker’s timeless principles. Drucker, considered the greatest management thinker ever, was the author of 39 books including the timeless, best-seller, The Effective Executive. Of particular importance is his Harvard Business Review article, “Managing Oneself” in which he said, “Success in the knowledge economy comes to those who know themselves, their values and how they best operate.” Drucker also famously said, “Unless you can manage time, you can manage nothing else.” Those timeless principles are the foundation of The Mastering Your Inner Game process and the first stage of The Profit Accelerator Roadmap for entrepreneurs, business owners, and CEOs of professional service firms.
Stage Two of the Accelerator Roadmap for individuals, professionals, and executives is under construction and will include my discoveries amid what is now called the Great Recession. That was when I realized that traditional sales and marketing strategies were no longer going to work. I began the shift to online marketing which significantly accelerated my progress to sustainable profitable growth. Many economists claim the current economic climate is worse than it was during the Great Recession. Is it time for you to consider automating your marketing process?
Six Traffic Secrets
Consider the following six strategies Russell Brunson covers in Traffic Secrets:
1. Identifying your dream customers
You cannot effectively be all things to all people
2. Discovering where they are already congregating
During the pandemic, they are not at face-to-face meetings anymore
3. Learning how to “work” your way in
You need to build a relationship before they will be interested in what you have to offer
4. Understanding how to “buy” your way in
Acquire traffic that you own and a lead-generating system you control
5. Creating your own publishing platform
Someone once that you must publish or perish (blogs, books, articles, and other authority amplifiers).
6. Building your own distribution list.
Recognize that it may take 7 to 12 touches before a lead will even notice you
A Proven Formula
Marketing guru, Dean Jackson teaches the Five Star formula for rating prospective clients. Dean advises using the following scale and not proposing a solution until they have all five stars.
The First Star: Willing to engage in dialogue with you and together build a trust-based relationship
The Second Star: You believe them to be fair, friendly, and cooperative; someone you would enjoy working with.
The Third Star: Willing to acknowledge their pain or problem; no pain, no prospect (yet)
The Fourth Star: Intention to take action within the next ninety days; otherwise nurture them until they are ready.
The Fifth and Final Star: A positive response to the question, “Why me and why now?” Determine if they are really ready to work with you. Only then are you ready to present a recommendation.
What I have just shared with you can be summarized by the three stages of the following Keap Lifecyle Marketing Process:
1. Collect Leads: Target, Attract, and Build a List
2. Convert Leads into Clients: Engage Them, Make Offers, and Close
3. Create Fans: Over-deliver, Impress, Multiply with referrals.
Check out the Keap Automation System
I highly recommend the Keap Pro system to automate the Life Cycle Marketing process.