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More Clients TV

A Powerful Approach to Lead Generation That We Almost All Overlook

Posted on 11th December 2018. Overlooked Leads

When we talk about lead generation we normally mean potential clients we've not met or interacted with before.

What we tend to forget is the people we already know, but we're not treating like leads.

In particular, there are two categories of people who make exceptional leads that we tend to overlook.

The first is ex-clients. The second is “dropped prospects”.

Both are great prospects because we've already built up credibility and trust with them.

The challenge is we've usually dropped out of touch and we don't know how to get back in contact and start talking about working together without seeming desperate or pushy or otherwise put them off.

In this video, I show you an approach for reconnecting that will get potential clients enthusiastic about speaking with you. And it will allow you to smoothly transition to talking about working together.

It takes work. But it's worth it.

Click here to watch the video »

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More Clients TV

A Very Different Type of Lead Magnet

Posted on 4th December 2018.

In last week's video I showed you a technique for making your Lead Magnets stand out.

This week we're going to take that further and look at how to create a very different type of lead magnet. Something that's particularly powerful for high value clients.

Click here to watch the video »

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More Clients TV

The Secret of Effective Lead Magnets

Posted on 28th November 2018. The Secret of Effective Lead Magnets

Lead Magnets are still the most effective way to get people to sign up to get regular emails from you so you can build a relationship with them online.

But what makes a good lead magnet? And how can you differentiate yours from all the other lead magnets out there.

In this video I show you a simple trick to make sure your lead magnet stands out and works to attract your ideal clients.

Click here to watch the video »

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More Clients TV

4 LinkedIn Lead Generation Strategies That Actually Work

Posted on 20th November 2018. LinkedIn Lead Generation

If you've ever read any advice on LinkedIn or watched any videos or even paid for training, chances are that 90% was about “optimising your LinkedIn profile”.

And while having a strong profile is important, it's not the thing that's going to get you clients (in the same way that a great resumé doesn't get you a job – it's going out and applying for jobs and doing a great interview that counts the most).

In this video I describe 4 LinkedIn lead Generation Strategies that actually work.

For real people. Not just social media experts selling social media services through social media.

Click here to watch the video »

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More Clients TV

The Uncomfortable Truth About Lead Generation

Posted on 14th November 2018. The Uncomfortable Truth About Lead Generation

Most of us get Lead Generation completely backwards.

We're a bit like the guy who wants to get a date and obsesses about whether he should be going out to clubs, using a dating app or asking friends for introductions – and completely forgets to smarten himself up a bit and try to look his best some people will actually want to have a date with him.

In this video I explain the big mistake most businesses make with lead generation and the simple step you can take to turn that round and get people wanting to meet with you.

Click here to watch the video »

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Business Development Strategy

The Three Networks That Bring You ALL Your Clients

Posted on 4th November 2018. 3 Networks That Bring You All Your Clients

When it comes down to it there are three different types of network that bring you all your clients.

Just three.

The first network is your network of Close Contacts.

These are the people you know well. The ones you could pick up the phone to and pick their brains. People you'd feel happy asking a favour of – and who would feel happy asking a favour of you.

The second network is your network of Casual Contacts.

These are the people you know well enough to drop an email to. Who you probably chat to online if you see them post something. Who you'd be happy to see and chat to at an event. But you wouldn't necessarily arrange to meet up with them on a regular basis.

The third network is your network of Acquaintances or your Audience.

Acquaintances are people you recognise and would smile at at a party. But you don't know them all that well. An audience is even more remote – it's people who know you (for example they listen to your podcast) but you don't know them.

For the vast majority of us, an audience is an entirely new phenomenon. In the past only TV and movie stars had audiences. Or in the business world, the authors of well-known books or those who went out on the speaking trail. Today though we can all build our own audience – whether that's an email list or Youtube followers.

Click here to find out how to make the most of your networks to get clients »

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Marketing Professional Services

What Clients REALLY Want…

Posted on 1st June 2018. What Clients Really Want

Clients want the impossible.

Always have. Always will.

And if you're in consulting or a similar advisor profession, the particular type of impossible they want is that paradoxical combination of “new and different” with “tried and tested”.

New and different = something their competitors aren't doing, so will give them a competitive edge.

Tried and tested = proven, so they won't be taking a risk by implementing it.

Of course, a moment's thought will tell you something can't really be both new and different AND tried and tested. But “wants” are driven by emotion and gut feel. Cold hard logic doesn't often get a look in.

And yet…
 
Click here to read how you can deliver the impossible!

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Get Clients Online

How To Make The Time For Marketing: The Ultimate Guide

Posted on 16th April 2018. How to make the time for marketing

Of all the problems I hear from people struggling to win enough clients, probably the most frequent is “I just can't find the time for marketing”.

It's an insidious problem. No matter how smart you are, no matter how brilliant the marketing strategies you're trying to implement: if you can't find the time for them then you won't get results.

And it's such an easy trap to fall into. If we're not naturals at marketing we probably don't know how to do it efficiently. And we probably don't enjoy it, so we kid ourselves that we're doing OK, we have enough clients for now, something will turn up anyway…and so we avoid doing the marketing we really need.

But it absolutely is possible to fit effective marketing into a busy schedule. What it takes is a combination of mindset, ruthless prioritisation, scheduling and techniques for doing your marketing efficiently. And that's exactly what you'll learn in this guide.

Click here for the Ultimate Guide to Making the Time for Marketing »

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Marketing Professional Services

3 Relentless Trends That Are Disrupting Marketing

Posted on 29th July 2017.

A little while ago, after being named by OpenView Labs as one of their Top 25 Sales Influencers – their list of “25 of the most powerful thought leaders in the world of sales management, lead generation, and more” – I wrote an article on 3 relentless trends that are disrupting marketing.

Let's take a look to see how they turned out…

Click here to see the results »

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Authority Marketing

5 Things I Wish I’d Known About Authority When I Started My Business

Posted on 18th July 2017. 5 Things I Wish I'd Known About Authority

I‘m sure you've noticed that becoming seen as an authority or “go to expert” has become rather fashionable as a marketing strategy. It seems that no matter what new tactic, tool or technique is being promoted, one of the main selling points is always that it will help you become seen as an authority in your field.

Write a book and become seen as an authority in your field. Do guest blog posts and become seen as an authority in your field. Do a podcast and become seen as an authority in your field. Be everywhere on social media and become seen as an authority in your field. Do live video…you get the idea.

Every guru and marketing trainer seems to want to teach you how to become seen as an authority.

Maybe you're a little bit skeptical?

I don't blame you.

The truth is that hundreds of thousands of people write books, yet only a tiny fraction of them are seen as authorities.

Millions of hours are spent on guest blog posts, podcasts and live video and again, very few people who do it are known as authorities.

And “being everywhere” on social media? Even if you had the time, there are countless thousands of other people doing it too – and again, very few of them ever get close to authority status.

Click here to find out what I learned on my journey to authority »