Never Ever Cold Call Again to Get New Clients!

October 4, 2012

Something I learned over 6 years ago from “the Millionaire Maker” Dan Kennedy is that in order for you not to do cold calls, and to not be stressing out where your money will come from each month— you need to create a “lead generation funnel.”

I not only learned it from him, I shared the stage with him where he asked me to share the strategies I used to help grow my business and here are a few if them below,,,

What you need to pay real attention to is that After I did that, created and implemented those strategies… I never had to worry about getting any new clients or cold calling again.  I basically created a system of how to get new leads… Here’s a sample of what I did—

  1. Create a  1 page printed newsletter– I sent it out for free once a month to anyone who signed up for it online. I also gave it to folks I met in my travels to events.
  2. Wrote a weekly blog and sent an email to my list
  3. Sent at least one email a week to my list in addition to my blog email
  4. Attended the same 3 conferences every year for 6 years (GKIC Info Summit, Superconference and Yanik Silver’s Underground)
  5. Joined 2 mastermind where we met 3 – 4 times a year- got a bunch of business from there J

This is only 5 things, and there are so many more things you can do to keep your pipeline of new clients filled.  I actually create a free report which you can download here-“The 7 Ways You Can Get New Clients in ANY Economy” no optin/email address needed- you get it here compliments of me.

The real key here is that whatever you decide to do you need to do it consistently, and don’t stop doing it, be committed to growing your list and putting your marketing on auto pilot by using an email auto responder, getting a VA to do a printed monthly newsletter for you and on an on… Stop making excuses and go get on the stick and create some systems to communicate with your list , grow it and never have to make another cold call again!

AND– Here’s a BONUS for you– Dan Kennedy just launched some great free training– check it out here– he shows you EXACTLY how to create your OWN “lead generation machine” funnel.


What’s Holding You Back From the Success You Deserve?

April 26, 2012

This question I’ve been asked countless of times from coach’s, mentors, therapists, and many an event speaker. In fact, I just got back from listening to Larry Winget speak at the Glazer Kennedy Super Conference in Dallas and his approach was more like a baseball bat to the forehead, but I think it worked.  I know I GOT it- what he was saying… let me explain…

If you don’t know Larry he has several best-selling books out there- one called- Shut Up, Stop Whining & Get a Life, my other favorite is- You’re Broke Because You Want To Be. He has an interesting no holds bar approach to success and creating a better life for yourself. His approach for me was very refreshing and different from other personal development type folks out there.

The real thing that’s holding you back from your success is honestly, well— YOU!  I know that, I’ve known that about myself for a while.  If I don’t like my life, I have no one to blame but myself, I’ve created it. And I KNOW I will get a lot of people who won’t like this post, but guess what I’m ok with that.  I want people to either love me or not. I’m not crazy enough to want everyone to like me, I know that’s not possible, and I’m really ok with that.

So if you’re still reading—here’s a transformative exercise you can do right now to kick your success in high gear— Take about 20 mins and get out 3 sheets of paper.

  1. First piece of paper-  Write down where you are in your life right now—in specific areas like finance, physical, spiritual, relationships, business, etc.
  2. Next, write down where you WANT to be
  3. Last, write down what you have to GIVE UP in order get to where you want to be—

The real key here is STEP 3—Writing down what you will GIVE UP.  Most people create a plan of HOW they will get there, not realizing that they may need to give up some things in order to get where they want to go. This is how you will reach true success—giving up whatever is making your broke, unsuccessful, unhealthy, and whatever is keeping you from being financially successful.  This is huge.  Don’t want, do this exercise now and let me know your thoughts and how you do.  The last key is you have to really want success bad enough to do WHATEVER it takes to get there. Come join me, let’s do that in 2012 together!


Commit to Your Plan to Create Success

July 27, 2011

I was recently listening to a panel discussion made up of several well known marketing experts and one of the panelists said something that really jumped
out at me.

The panelist was Jay Conrad Levinson who is known as “The Father of Guerilla Marketing.”  He said that he believed “…a mediocre marketing program with commitment will always prove more profitable than a brilliant marketing program without commitment. Commitment makes it happen.”

As soon as I heard that I knew he was right… but I was not really sure why.  So I thought about it for a while and came to a conclusion.

Commitment is when you—

Create a marketing program – good or bad – and then commit to it.

Include the message in all your communication.

Know everyone in your organization follows the program.

Give your customers the same marketing message from you over and over for a long period of time.

Send regular emails, or a newsletter, or have a blog.

Then something happens…You create consistency. This consistency then creates a feeling of trust for you in your customers.

A few weeks ago in my post The “Oprah Factor” and how you can create your own “ X Factor” I talked about the trust that Oprah’s fans feel with her and how this led to very strong and deep emotions they felt about her and this in turn led to the tremendous influence her opinions have on her audience.

Let’s face it.  There is a lot of uncertainty in the world right now.  Your customers are craving consistency and dependability.  They are looking for people to do business with they can rely on.

What you need to do is to develop a strategic marketing plan and commit to it.

If you haven’t created one, or I you’re not sure where to start with developing a marketing plan, I always suggest of course surveying your customers.  Even a very short questionnaire with one or two questions about what they are worried about, what keeps them awake at night, or struggling with right now in their business, will give you a great starting place to build your marketing plan.  Here’s where you can get more info and examples about surveying your customers.  www.createamazingsurveys.com/replay.html

And if you need more help, this is what I do with my clients— create marketing roadmaps/plans for them so they can have a more successful business.  Click here for more info. www.marketingimplementer.com/uploads/Find_Hidden_Money_Article_App.pdf


Whose Shoes Are You Walking In?

July 21, 2011

Your customers, (this includes those that have not bought anything from you but who have read your blog and subscribed to your newsletter or visited your website) look to you for help, motivation, advice, entertainment, and valuable information.

To really do this effectively you have to walk in your customers shoes.

Everyday I encounter businesses that really miss the mark on this.

One way to really get this is to BE your customer.  Go to your website, cruise it like a potential customer, sign up for your optins. Even better, get your friends, colleagues, and those that work for you to do the same.  Have them document what they see and how they feel during the experience.  There’s a lot to be said about doing this. In fact there’s a huge business that focuses just on that and it’s called “mystery shoppers,” having someone pose as a potential customer and they document their experience. This works well in bricks and mortar places like dentist offices or doctor’s offices.  By doing this, you will be very surprised by the results.  In fact, you could take it one step further and create a short survey for anyone to answer who you ask to go to your website, your newsletter, etc., and get them to document their experience on your survey. For more information about surveys and how to use them to make more money in your business— www.CreateAmazingSurveys.com

What I would recommend is that you start paying closer attention to your own everyday encounters with other businesses, colleagues, bosses, or clients that are either less than satisfactory or extremely pleasant. Really be aware of your own thoughts and reactions when you are annoyed or frustrated or if you find yourself very impressed.

Anytime you encounter something that starts to make the little hairs on the back of your head stand-up, stop and think about why.  What is causing your reaction?  It could be something that seems to be very small but is in actuality significant.

Maybe you are trying to download a free report and you are being asked to fill out a lengthy form to get it.

Or you sent and email to someone and they only responded back with one or two words because they are on their mobile device.

Or you get asked for your zip code at a particular store every time you buy something, even a pack of gum.

Or you visit a website for the first time and immediately get a popup asking you to rate your experience before you even have a chance to look at the site.

Now think about what the other party could have done to make the encounter better for you and really make you eager to return or do business with them again.

Could they have given you just a bit more information that would have been helpful?  Could they have answered your question themselves rather than just pointing you to a document
or FAQ?

Could they have listened to you more carefully to better understand your situation?  Could they use less jargon on their web page to make it easier to understand?

Now go back to your own business and look at every place you interact with your customers, colleagues, bosses, employees, and others.  Really pay attention to how you present
yourself, your information, and advice.  Are you really providing the best possible experience?  Are you really avoiding the mistakes and behavior that annoy you when you are the customer?

Don’t make yourself difficult to do business with.

Let’s face it.  Standards seem to be dropping everywhere you go.  The real key to creating a successful business is paying close attention to what your customer’s experience is with your business…  This is a real opportunity for you to shine and create an amazing experience for your customers.  That is the best way to stand out from your competition and create a much more successful business.


Here’s the 1 Thing That Will Help You Get More Clients…

September 29, 2010

Searching for the magic bullet can sometimes be an elusive struggle. However, I think I’ve found just 1 thing above all others that I’ve done in my business that’s helped me create an endless stream of new clients. I know because I’ve used it over and over again and guess what – it works!

So what is it?  It’s sending out a PRINTED newsletter every month to my clients, prospects and colleagues. I’ve been doing it for the past 4 years and it’s the one thing that over and over again has proved its worth in getting many new clients.

The key here is that I’m connecting and communicating with my people on my list on a REGULAR basis; this is huge.  They see me every month and know what I’m up to, because in these economic times the old adage of “out of sight, out of mind” is SO true.  And creating your own monthly newsletter doesn’t have to be very sophisticated. In fact, my newsletter is only 1 sheet of paper, printed on the back and the front, that’s it.  Honestly, the big thing for my list is that I print and mail it each month. Let’s face it – we don’t get a lot of mail anymore, so when my newsletter arrives they read it! Go figure… Not sure email newsletters get the same open rate as my print one. Maybe. 🙂

So here are some big tips for you when you get started and put your newsletter together:

  1. Send it out consistently EVERY month and even on the same date.  This is really big – consistency is huge. If you stop sending it or aren’t committed to doing it monthly, then my advice is just don’t do it.  You will hurt yourself in the long run if you come out with it every once in a while; when it’s not consistent, it creates mistrust.  So I need to reveal something big and get it out on the table right now — YES, I’ve done this very thing. And I’m not proud to say it, but I am honest. I’ve done my newsletter now for the past 4 years and never missed a month until August of this year. I had so much going on and was out of town almost the whole month, so I decided to take a break. Well, then what happened next was I had some major life events in September (Those I’ll reveal and talk about in my October newsletter, so if you’re not on my list, you can sign up here) and I never got my newsletter out in September. I was trying to make it happen, but it’s October. So now I’m getting back on track for October.
  2. Make it personal – This is also huge – to connect with your audience. So write in the first person like you’re having a cup of coffee with them.  Don’t be afraid to reveal some personal things about you, like if you have an animal, a child, husband, partner, what your hobbies are, etc.  The whole purpose is to CONNECT with your people who are reading it.
  3. Be entertaining – Don’t be afraid to be entertaining and fun. Throw in some interesting photos of your family vacation, or your dog, or your favorite quote.  People love to be entertained and have fun!
  4. Give something of value – Reveal some great tips, ideas, things that have helped you and maybe even how you’ve helped others.  Give them something they can take home and use in their business, their life… and don’t be afraid of giving too much.
  5. Promote something in it, but covertly – don’t bang them over the head with it.  This is something many people forget to do, OR they just overdo it!  So balance is key here. Yes, you can promote something, but maybe make it an insert, or put it on the back in a corner box. Don’t make you selling something the core part of your newsletter. Connect with them first, then sell them something.

I’ve done all of these and it totally works.  By having something that goes to my clients and prospects each month, I’m in constant communication with them. Plus I do send out a weekly email with a blog too, which helps. So a combination of things always works and I would recommend doing more than ONE thing. However, I know for some people just doing 1 thing is all they can get a grasp on for now.  So just do ONE thing…

So take a risk, create a newsletter and if you don’t have a list, just start with your 25 people in your contact list today, and it will totally grow over time. That’s what I did, and I have a ton more people I’m sending my newsletter to than my original 50 people.

And don’t forget – if you want an example of a newsletter (because I have to admit, I’m not fond of recreating the wheel) sign up for mine and it will give you some insight into how to create one. I mean after all, Dan Kennedy gave my newsletter a huge thumbs up, so I must be doing something right!


How to Leverage Your Relationships With New Influential People You Meet

August 5, 2010

Wimbledon TuesdayIn the past 6 months, I’ve met over a 150 people, or probably more than that, simply because I traveled to some conferences and workshops where like-minded entrepreneurs gather.  At those meetings I simply meet a lot of people and give away a lot of cards, and I also get my share of cards.  The real question here is how to you leverage those new folks you meet.  How can you turn them into more influential and helpful relationships?

I’ve created some step by step guidelines that I’ve used over the past years that have helped me cultivate these relationships.  This is what I do when I go to a conference or workshop and how I develop these relationships over time:

  1. Always ask them what’s their biggest challenge or frustration and really LISTEN to their answer. Make mental notes for later.
  2. Big key – DON’T solve it for them, just listen and ask questions.
  3. If they ask for your help, then go down that road, but don’t give them too much and don’t overwhelm them.
  4. If they ask for your card, give it to them, but don’t offer it unless they ask.
  5. Don’t be shy – ask them a personal question about what they’re passionate about or what they love most to do in the world, etc.  These are terrific questions to get to them more on a personal level to connect with them.
  6. When you get home follow up with them immediately. Depending upon the conversation and opportunity I do a few things. Send them an email right away, then I add them to my newsletter list and mail them my latest newsletter with a personal note from me.  This ONE strategy has helped me bring in thousands of dollars. Believe it or not ALMOST NO ONE snail mails a follow-up with a person they met.  Direct mail is king in this department, so use it to your advantage.
  7. Add them to your snail mail list or email list and continue to follow up with them over time.

Yanik Silver & Shannon McCaffreyJust remember that every time you meet someone new, it’s an opportunity to lay the foundation for a successful business relationship. You never know how this relationship will unfold or how you can help each other. In my experience, the sky is the limit.  This is how I ended up getting Jeff Walker and Yanik Silver as clients as well as joining each of their exclusive Mastermind groups, because I developed a relationship with them over time… (See photo of Yanik and I at his mastermind.)

Dan Kennedy and Shannon McCaffreyPlus this is how I was able to speak at Dan Kennedy’s AWAI Business of Copywriting Course this past May.  He gets my newsletter every month, plus I fax him about once every other week and he faxes me back. (Yes, that’s the only way he communicates, but it works for him.) In fact, he gave me a great book suggestion to improve my copywriting that I’d also highly recommend to you – The Untold Story by Iain Calder. It’s a fascinating behind the scenes look at how the National Enquirer changed the course of journalism.

So the main take away of my article is this: A lot of times, those relationships, if nurtured over time, will become very fruitful indeed and mean the difference between success and failure.  So connect with people as much as you can.  As Dan always says, don’t let a day go by without doing at least ONE thing to connect with a potential prospect or client.

P.S. Check out this link to discover another hidden strategy to build relationships — this one is a proven way of how you can “wake-up” your dead customers – Plus you’ll get a free download with the template on exactly how to do it…


Missed Product Launch Opportunities or Creating Money-Making Products….

June 10, 2010

Hmm, as I sit here in my comfortable laid back office, enjoying this amazing spring type weather in June in Jersey, the dog is sleeping at my feet, and I’m having twinges of second thoughts for having to cancel my trip this week to Jeff Walker’s Platinum Product Launch Mastermind Group.

I know, I know, I made my decision and it’s all said and done, but it doesn’t stop those thoughts, you know the ones that just pop in your head to mess you up. Those thoughts driven by the ego to stop you in your tracks… Thank goodness I can recognize them right away now and not pay them any attention.  Yet, can you?  It’s not an easy thing to do… (But meditation SO helps.)

I was supposed to be in Durango, Colorado this week at Jeff Walker’s Platinum Product Launch Mastermind meeting. The funny thing is I applied for his mastermind JUST so I could go to this meeting.  The reason is I know how I’ve been able to transform my business with a mastermind meeting. (I’m going on my second year in Yanik Silver’s Mastermind meeting and it’s been incredible.)

So what happened?

I had my ticket, my hotel and was about ready to hunker down, do laundry and pack, when my significant other of 9 years says we need to find someone to watch our 12 year old son and rescue dog because the new job (Supervising Producer of the new Nate Berkus Show, Oprah’s Interior Designer, filmed here in NYC) just sprung a last minute trip to Chicago this week.   Well as much as I could scramble, I couldn’t find someone to care for our son while we both were away on such short notice.  So I decided to give up my trip. It wasn’t an easy decision, but that’s what awesome Executive Coaches like Rob Berkley are for.  In fact, I’ve NEVER in my many years of travel EVER had to cancel a trip or an airfare, I was just lucky like that until now.

In many ways it WAS a missed opportunity, not being able to share ideas, information and the latest in Product Launches, and of course networking with colleagues.  AND, to hear about Jeff Walker’s new Product Launch Formula 3.0 that he’s launching today(June 10)…  (I have all of his Product Launch Formula products and they’re excellent and how I built my product launch business, based on his strategies and tactics.)  However, in many other ways it was incredibly productive and opportunistic to make the decision to stay home and to work on my own product. When life gives you lemons, lemonade is ALWAYS an option! (The photo is me and Jeff at his PLM training last summer where I helped put together the workshop.)

I haven’t had this much time to myself since December’s Christmas break, how scary is that!  As many of you know who get my printed monthly newsletter, I’ve been a road warrior since January.  So I calculated how many hours I’d freed up by not going, it was 24 hrs!  (That figure came from assuming I had 6 productive hours in the 4 days I was supposed to be away.)  Then I made an awesome plan and used my time incredibly well.

In fact, you’ll be hearing more about in the coming weeks. I’m ALMOST finished with my new Creating Amazing Surveys, The Done For You Survey product.  If you want to get on my list sign up here.  I’m aiming on launching it sometime in July. I don’t want to spill all the beans on it. The core is it breaks down step by step how to do surveys in your business, simply and easily, and of course lots of proven examples and how essential it is to actually DO survey’s in your business. I digress…. More later, promise…

The honest and incredibly revealing fact I want to share with you is —  I’ve been helping hundreds of entrepreneurs and internet/info marketers (the likes of Jeff Walker, Yanik Silver, Ted Thomas and Mike Koenigs) for four years to create and launch their products.  And creation of my own products has always been put on the back burner, until now.  So I’m incredibly proud of myself for being ok with this decision to stay home and focus on me and my product, AND to actually DO SOMETHING about it, you know following through with it, not just goofing off with ALL this time… 🙂

So what are you putting off?  What’s got your calendar all filled up that if you canceled could open up a whole new world of opportunity for you?  Don’t be like me from the past four years,  learn from my experiences… take the time now and put a plan together, make time for that next project, product or thing in your life that will truly make you smile and add some well deserved money into your business