The Simplest Secret to Getting More Clients/Customers (AKA More conversions :-)

October 17, 2013

Top Secret Shannon McCafferyBeing in marketing for what feels like a lifetime, the ONE things all my clients struggle with is how do they get more new clients/customers? And– how do they get  more people to convert on their websites and get into their marketing funnel?  I’d like to tell you that the REAL answer is incredibly sophisticated and complicated. But, it’s really not, it really IS simple, what I’m about to reveal to you.  And you have to understand that this is not rocket science and it’s something you probably already know. ..

The SECRET to getting more Clients/Customers- is you HAVE to BUILD a RELATIONSHIP with them FIRST– BEFORE you ask them to buy from you- that’s it. And the age old example that always hits home is you wouldn’t ask someone to marry you on the first date, so why are you doing that with your marketing?  When you get them into your funnel, don not immediately ask them for money.  Date them, send them emails filled with value, build their trust, give them interesting tips, strategies and information that they can use right away in their business, their lives.  And honestly after you’ve sent them 7  to 10 emails THEN ask them to buy something from you- and not anything really big either.  And often times I will tell my clients to start by putting the sale in the P.S.– not even in the body of the email.  (Actually this is a terrific strategy missed by many people- not using their P.S.- many people read that first BEFORE even reading the body of the email!)

Once you get this concept, then we can plus it up– look into your so-called “war chest” and find some cool things you can give away to them to build their trust and a relationship with them.  Next, be a REAL person to them– don’t just give them valuable information, tell them about yourself, give them an entertaining story about your kids, your partner, your dog, the trip you just took– CONNECT with them on another level– again it’s about building a relationship with them.  And also encourage them to connect with you on social media where you can then connect with them and build your relationship even further.

Some specific takeaways for building a relationship with your prospects to turn them into clients:

1) Core- Build a relationship with them

2) Entertain them with good stories, antidotes, inspiring quotes, funny pictures, etc.

3) Reveal things about yourself- really connect with them- be personal- talk to them one on one like you’re having coffee with them

4) Give them valuable content they can take and use right away

5) Don’t try to sell them anything until you’ve done the first 3 well- so after about 7 to 10 emails or so

6) Treat your prospects, clients/Customers as you would like to be treated

7) Communicate with them on a regular basis- at least ONCE a week, if not more

8) Covet thefolks on your list and keep doing the above and you will have them investing in your business AND you will have clients/customers for life

As I said, it REALLY is that simple to get new clients/customers- just focus on BUILDING a relationship with them.  Trust me, it really does work, and let me know how you do– I’m here to help! 🙂


Are You Hard Wired To Fail?

March 16, 2012

Do you ever set important goals and then find yourself really struggling and not being able to meet them?

I used to have MANY sleepless nights when I first started my business. I would freak out about where my next dollar was going to come from or how I’d finish a project or what to do about x, y and z, it was endless. Worry was taking over my life.  Until I was able to read some terrific books on worry and learn about ways that really helped stop me in my tracks and enabled me to push past my worry and fears to create more success for myself.  The thing is there was definitely something stopping me and a lot of times I had NO clue what it was.

Have you ever felt like something was stopping you? You may be right: your subconscious mind can influence in you subtle ways to keep you from achieving your goals!

Here’s how it works: when you experienced a challenging event as a child – even something as seemingly small as your third-grade teacher yelling at you for asking a question in class – your subconscious downloads the details of that moment and marks the memory with a trigger. It’s like there’s a trigger in your mind saying, “There’s trouble here!”

If a new event activates that trigger, the creative problem solving part of your brain shuts down – stripping you of all the resources and capabilities you should have. So you stop moving forward. And you may not even understand why you stopped because it isn’t a conscious decision. Your subconscious is the one that decided to shut you down.

Want more information about how past events affect current performance, even without you being aware of it? Join my friends and colleagues Jack Canfield (America’s Number One Success Coach and “Chicken Soup for the Soul” author) and Pamela Bruner (Business Success Coach and EFT tapping expert) for a free video, “Are you Hard-Wired You To Fail: What’s Stopping You From Succeeding.” Details here: http://tinyurl.com/6o3d3u3


How to Give Your Customers Exactly What They Want

March 8, 2012

Technique #1:  Start With Your Outcome, Not Questions 

This week I want to challenge you with this thought: “Think Outside of the Box.”  The topic of this blog is a little different and will require you to think outside of the box.

Diving right into it, I do not want you to think about all the questions to put into your survey.  I want you think about the outcome first!  So many people fail before they hit the ground running with their survey because they think “Questions First.”

Think about it…before creating and writing questions, you need to know what you want from them first.  Therefore, in hindsight, your first question to ask is: “What is your Outcome.”  and “What’s your goal, what information do you need, or what kind of problems in your business will a survey help you with?”

Once you figure out your outcome, the next step is coming up with some objectives.  It is very important to limit your objectives to two for the outcome.  By limiting your objectives to two, it will help you in the end with coming up with specific questions.   Another reason for keeping it to two objectives is to follow my number one rule with surveys:

Less questions is more! No more than 15 Questions!

To help you out, I am going to give you some examples of good outcomes and objectives to get your creative juices flowing.

  • I want to get new testimonials – at least 10.
  • I want to find out what keeps my clients awake at night.
  • I want to know what my client’s biggest challenge is.
  • I want to know what my customers like and don’t like about my newsletter.
  • I want to know what kind of topics my customers want to read about in my blogs.

So your homework this week is to take the time and come up with some serious outcomes that you’d like to get for doing a survey to your prospects and customers.


Solving the Mystery of What Your Clients Want

March 1, 2012

Whether you are an entrepreneur or working directly with clients starting from scratch with a new idea is hard, especially when it comes to creating new products. Knowing exactly what your clients need and are looking for is pretty much like a guessing game.

Unless… you know the secret of predicting exactly what your clients want and are looking for.  Today, I am going to share that secret with you.

In fact, it is extremely simple…all you have to do is ASK THEM. The key to this “Secret” is realizing the core of what your clients or prospects want lies in doing a survey—asking a series of questions:

  1. What do they want?
  2. What are their biggest challenges?
  3. What keeps them awake at night?
  4. Based on the above information, what new tools should we create for them?
  5. What is the best format for these products/tools? Online? Printed? Audio/Video?

By doing a survey, it is more than a client asking random questions.   It is about the whole survey process, which includes:

  • Figuring out the goals of your survey and what you want to accomplish with it
  • Implementing the whole survey process
  • Getting a Big Response
  • Using your Results in your business

Over the next few weeks, I will share my secret with you as well as the entire process that goes with it.


The Productivity Secret That Will Change Your Life

February 23, 2012

One of the things I’m constantly struggling with: my plate is incredibly full. I just have way TOO many things on that proverbial plate and it’s constantly weighing me down.

I’m a Marketing Implementer, I help people get things done, and here I am, revealing to you my own challenges with getting things done.  Well, I’ve actually invested good money with experts to help me “organize” my office, my computer, and my life, as well as I got a new desk, bookshelves, and on an on. The interesting thing is after that expert gave me this “system” it wasn’t mine. So I had great difficulty in trying to use it and came across all sorts of obstacles that just reared their ugly heads a few weeks ago.

Before I tell you what happened, I actually would liken it to someone who’s trying to lose weight and just puts the weight back on—it’s because they’re not aligned somewhere with the process, or something just isn’t right.

Well that’s what I felt like, something with my new system just wasn’t jelling with me, it just wasn’t right. And unfortunately I didn’t really see that until the crap hit the fan last week and a few balls I was juggling just crashed—yikes—how did that happen?!

The cool thing is that I did ultimately find a solution, albeit painful to have to do soooo much learning—As Alex Mandossian has taught me—“You’re either winning or you’re learning!” No such thing as losing or making mistakes—my new lingo is “I’m learning.”

After the balls crashed last week, my wonderful client and mentor Alex Mandossian, pulled me aside and saw that I was obviously have some trouble and he got to the root of it very quickly and explained to me about “The Ivy Lee 6.”

In the early 1900’s consultant Ivy Lee approached Charles Schwab, President of Bethlehem Steel (not the investment company) and asked what it’d be worth to him if he could raise the productivity of his managers by at least 20%. Schwab didn’t have an answer but was definitely interested. This is where the “Ivy Lee 6” comes into play.  Ivy Lee taught him and his managers this proven technique.

Here’s THE productivity secret that will change your life:

Before you leave your office for the night, write down the 6 most important things to be done the next day and number them in order of importance. Prioritize.

Do the tasks from the most important to least important. I write these on index cards with the date at the top.  So have the card on your desk for the next day, and once you’ve finished one, take a highlighter (I like green) and highlight through it so that’s your sign it’s complete. Any unfinished tasks are rolled over to the next day.

It may sound incredibly simple, yet for me it was amazingly effective.  After my first week was done—oh my gosh, I had a stack of cards on my desks with lots of green on them. Just being able to visibly “see” what I’d done that week was psychologically empowering. I left my office Friday on a huge high…

The key is picking the 6 that will give you the most results for the day, and write them down very clearly. For example— Don’t say— “Call several people to connect with them about our product launch.”  This is better— “Call Susie to tell her about our product launch” or “Call 3 key people who will promote our product launch…”

Using the “Ivy Lee 6” also utilizes the power of prioritization and requires you to number your tasks in order of importance with your most important tasks done first.

Don’t wait, try this now— I know you will be amazed at how this works and leave me a comment and let me know how I can support you to be more productive!


The Right Attitude & Mindset is a Must ~Be like the Bee~

January 18, 2012

                       Aerodynamically, the bumblebee should not be able to fly, but the bumblebee does not know it so it goes on flying anyway.      Mary Kay Ash

There is a saying that goes “You are your own worst critic”.  This simple six-word sentence is especially true when it comes to negative thoughts.  In the last two weeks, I have encouraged you to take big risks about your life, business, even your actions.  I can challenge you and motivate you to reach these amazing goals, but there is one thing I cannot do.  I cannot take away your own negative thoughts that probably consume you when something really, positive is happening.

Did you know it takes extra effort on your part to worry and think negatively?  Whereas, with positive thinking, if you make the decision to rid yourself of negativity, there is no extra effort needed.

Just to prove to you the amazing benefits of positive thinking, I am going to give you three simple but mind-altering tips today!

1.  Positive thinking is what keeps your motivation at its peak

Your attitude about life, how you see the world and respond with actions-both emotional and behavior wise-is determined by the way you think.  So instead of letting your attitude control you, make a decision to control your attitude by thinking positive.

2.  Visualize Your Positivity by Daily Affirmations 

You can also use visualization and affirmations by using tools such as a Life Vision Board or even a journal.  By creating or writing out images of what and how it would feel accomplishing a goal, you use them to replace the negative thoughts.

3.  Avoid Focusing on Set-backs and Seek out New Opportunities

If something does not work out or you are overwhelmed by a project, take a step back and think it through.  Now, I am not saying focusing on all the negative aspects or reasons why this happened.  Instead, go through the entire process and write out a positive lesson learned for every failure.  By focusing on finding a lesson learned, you are not allowing the negativity to flood your mind.

When your negativity starts to slip into your mind, do me a favor and think about a bee.  A bumblebee just the way its body is designed should not be able to fly.  Bumblebees are hard workers who do not know this about their body.  They just fly and focus on what job is ahead of them.

~Be like the Bee~


5 Goals to Achieve This Year

January 12, 2012

Last week, I shared with you about taking bigger risks this year.  This week I am going to push the envelope a little and actually give you five goals to try to achieve by the end of the year.

Remember you are never going to know if you are capable of something if you don’t take that first step.

1. Go small

This may be a big one to start with but here goes-Downsize.  Look at all aspects of your business whether that includes employees, vendors or service providers.  If you find that there is a way for ONE provider to handle multiple jobs than cut back.  This may sound strange but sometimes less is more when it comes to project management as well as financial costs.

2. Take Time to Invest Fully

Make this the year that you completely focus on not only getting to know your customers but also their specific needs.  Once you make this commitment, find the best way to communicate.  Whether that is through a blog, social media, QR codes, or even a weekly newsletter; find out which option works for them.  There is no use in spending quality time and content on an area your customers do not even use.

3. Refresh your website

Take the time and really go through your website.  Analyze and make notes as you look over what you have currently.  Then, go on the Internet and find your biggest competitor.  Look at their website and make notes on what things stand out the most.  Once you do that, write a plan on what to change and a timeline to get it done.

4. Real Life Social Networking

In 2012, put some effort into networking by signing up for an industry conference or seeking out a local meet-up group. These are invaluable ways to develop relationships and share advice with fellow entrepreneurs and small business owners.

5. Put time for you on the calendar

It’s up to you to keep yourself motivated and inspired. In 2012 be sure to reward yourself for specific milestones like a big client win, meeting a tough deadline, or working “overtime” for multiple nights on end.

Sticking to 10 resolutions is a lofty goal for anyone. Follow the tips that ring true for your situation, and adjust as needed. Do you have other resolutions for your business this year?