Creating a Client Attraction System

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Creating a Client Attraction System

• A Consistent Flow of New Leads

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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

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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

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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.

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Presentation Goals

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

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Simple as 1, 2, 3

1. Gather Leads
2. Build Relationships
3. Move People into Business Funnel

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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?

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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

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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

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Today, we are going to focus on building your
network of contacts in multiple ways---

• multiple streams of new leads

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New Lead Strategies
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Offline Strategies

• Marketing in Person

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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

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Create a Strong Network of Contacts

• Build your network of contacts
• Collect Business Cards EVERYWHERE
• Even in the grocery store
• Softball field
• Church

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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

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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

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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

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New Leads Speaking

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

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New Leads Book Publishing

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

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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

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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.

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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

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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.

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New Leads Internet Marketing
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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

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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

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Remember

• Strong Call To Action

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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

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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

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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

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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.

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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

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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

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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

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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

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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.

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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

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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

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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.

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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

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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

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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

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New Leads Press Releases

• Public Relations ?
• Use press releases locally, nationally,
  internationally.
• Distribute information on websites.

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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?

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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

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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?

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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

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? Build Relationships

• Direct Mail
• Newsletters
• Postcards
• Phone Calls
• Workshops

• Personal Notes
• Personal Meetings
• Articles
• Tele-Classes
• Video Emails

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Build Your Marketing Funnel
An effective marketing funnel keeps building the
relationship.
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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

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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!!

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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.

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Mid Level Items

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

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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

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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

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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

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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

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? 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

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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

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Thank You

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

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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

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Pick Up a Book

• Launching Your Dreams
• Stop Day Dreaming and Live Your Vision

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Contact Information

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

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Love what you do, love what you sell

• Fall in love with your marketing self