How to Generate More Leads and Sales from Your Website – Top Bloggers Share What’s Working Now

One of the biggest frustrations I hear all the time from small business owners is how can I generate more leads and sales from my website.

Having a website today is definitely a MUST HAVE. But, if your website isn’t generating steady leads and sales it can easily become a cost center rather than a profit center.

With so many new things going on with digital marketing as the business owner it can be hard to keep up with what’s working the best. So, this week I thought I’d share what is working now from some of the top bloggers today.

You don’t have to be a blogger to benefit from these strategies. These same tips will help your business generate more leads and sales from your website.

#1. Start by considering the end-goal first.

How to Get More Leads from Your Website @sherice says Start with Your End Goal First #leadgeneration Click To Tweet

sherice-jacobIn Sherice Jacob’s article on The Ten Commandments of an Awesome Lead-Generating Website

Sherice shares … when it comes to lead generation, begin with the end in mind. What exactly does a “lead” mean to you? Defining this will make your testing and analytics goals even clearer, and help you determine exactly what actions you want the user to take as they progress through each stage of your sales funnel. Is a lead considered someone who fills out a form? Someone who signs up for a newsletter? Requests a callback? Clearly define your starting point and you’ll have a much easier time adjusting your conversion goals accordingly.

#2. Have a dedicated landing page for every marketing campaign.

How to Get More #Leads from Your Website @santisweb says Have a Dedicated #LandingPage for Campaigns Click To Tweet

richard-santosRichard Santos shares this tip on How to Generate More Leads from Your Website

Landing pages are a must for lead-generation websites as they provide prospects the opportunity to convert into customers. Most times, they are website pages allowing you to get visitor information through a web form.

Just sending your email or advertising traffic to your homepage is a lot less effective, because you fail to convert traffic into leads. No matter how great your homepage is, it will be just a dead end if you don’t enable your visitors to take action.

Not sure if you should go through the trouble of designing a landing page for your website? Check the most important facts about landing pages and decide for yourself.


#3. Interview influencers in your industry.

How to Get More #Leads from Your Website @jeffbullas says Interview #Influencers #sales Click To Tweet

jeff-bullasOne of the tips Jeff Bullas gives in his article on 20 Smart Ways to Generate More Leads for Your Business

Is to reach out to influencers who your customers respect and interview them for your blog or social channels.

Keep it as simple as possible by asking short/sharp questions, and then ask them to share the final product.

Your potential customers will see this as proof of your credibility and increase your chance of attracting new leads.

#4. Add Share Triggers on Your Blog

How to Get More Leads from Your Website @Backlinko says Make Use of Share Triggers #socialmedia #smm Click To Tweet

brian-deanBrian Dean in his article entitled, Want to Increase Website Traffic? Follow These 4 Steps…

In my experience, content largely succeeds or fails based on one factor: Whether or not the content has Share Triggers.

What are Share Triggers?
They’re scientifically-backed psychological principles that — when embedded in your content — encourage people to share and link.

Also, Share Triggers give your content that “WOW!” factor that turns cold traffic into leads and customers.

A lot of these principles were first discovered by behavioral scientists like Dr. Jonah Berger, Dr. Katherine Milkman and Jure Leskovec.

#5. Personalize Your Call to Actions

How to Get More #Leads from Your Website @katboyarsky says Personalize Your #CalltoActions #b2b Click To Tweet

kat-boyarsky5 Simple Ways to Hubspot writer, Katherine Boyarsky shares her tip to Optimize Your Website for Lead Generation.

Dynamic content lets you cater the experience of visiting your website to each, unique web visitor. People who land on your site will see images, buttons, and product options that are specifically tailored to their interests, the pages they’ve viewed, or items they’ve purchased before. Better yet, personalized calls-to-action convert 42% more visitors than basic calls-to-action. In other words, dynamic content and on-page personalization helps you generate more leads.

#6. Analyze Your Google Analytics Data.

How to #GetMoreLeads from Your Website @MDMJonathan says Analyze Your #GoogleAnalytics Data Click To Tweet

jonathan-longIn 10 Hacks to Help Your Website Generate More Leads, Sales and Revenue, Jonathan Long shares the importance of analyzing your Google Analytics data.

When you know what traffic sources aren’t producing conversions and what your traffic is doing prior to converting it allows you to make significant changes. Imagine if you were able to identify that the majority of your social media traffic didn’t convert? You could then allocate your social media budget into the channels that were producing results.

Using LinkedIn. “Our customer research showed that traffic from LinkedIn generated the highest visitor to lead conversion rate (2.74 percent), almost three times higher than Twitter (.69 percent) and Facebook (.77 percent),” says Mike Volpe, CMO of HubSpot, a provider of inbound marketing software. So what makes LinkedIn a good source of leads for IT companies and professional services organizations?

#7. Use LinkedIn to Drive More Targeted Traffic to Your Website.

How to #GetMoreLeads from Your Website @JenniferLonoffSchiff says Use #LinkedIn for Targeted Traffic Click To Tweet

jennifer-lonoff-schiffJennifer Lonoff Schiff explains the benefits of using LinkedIn to generate more leads and sales from your website.

“First and foremost, LinkedIn has a high percentage of professionals, so the likelihood, especially for B2B marketers, that you’re dealing with people in your target audience is higher than some other channels,” he says. “Moreover, LinkedIn Groups are organized around the concerns and challenges faced by many buyers and/or their geographic location and profession, so LinkedIn makes it easy to view and contextualize what your potential buyers are talking about and tailor content on your LinkedIn Company pages accordingly.”

#8. Use SlideShare to Drive Targeted Traffic to Your Website.

How to #GetMoreLeads from Your Website @JHaynam says Use #Slideshare to Drive #TargetedTraffic #smm Click To Tweet

josh-haynamJosh Haynam points out with more than 60 million monthly visitors, you’ve likely heard of (and used) SlideShare. But did you know that with a pro plan you can collect leads right on the platform?

If you’re not willing to pay, SlideShare is still a great way to generate leads. As Ana Hoffman suggests in her epic SlideShare traffic case study, you can link to a landing page in the presentation, description and in your profile.


So, there you have it. You now have 8 favorite ways from top bloggers on how they generate more leads and sales from their websites and how you can to.

Use this is your checklist and start implementing one of these tips each week.

Track your growth over the next 8 weeks and watch how many more visitors and more leads you’re getting to your website.

QUESTION: Where do you get stuck in any of these 8 tips? Share your comments and questions below.

Print Advertising Tips for Local Businesses

9 Reasons Why Your Print Ads Aren’t Generating More Leads and How to Fix It

If you want to attract more customers to your local business having print advertising tips should be a foundational part of your marketing mix. Print Advertising serves to increase awareness, visibility and mindshare; particularly, if you’re trying to attract more local customers to your business.

I started running print advertising in 1992 with my first business in the direct sales industry. Since then, I continued to run many different types of ads to promote three other local businesses that I started from ground zero, turn-keyed and later sold. That means for over two decades I have tested measured and tested again to figure out the formula for what makes some print advertising get a higher response than others.

Whether it’s advertising in magazines, newspapers, direct mail, radio or billboards, the first key lesson I learned quickly is this, you just can’t throw an ad together on a whim, let that same ad run for a year to then evaluate if advertising works for your business or not.

If you want advertising to work you have to work at improving your ads. Click To Tweet

So, unless you’ve hired an experienced, competent marketing manager who is trained in direct response copywriting, advertising, media buying and marketing for your specific industry, then as the owner of your business it’s your job to keep testing and improving your ad copy, design, layout and offers.

Once you learn how to do this you can test and improve your ads in less than 20 minutes a week. Keep in mind however, that advertising works on repetition.

If your ad has only published a few times in the same publication that is way too early to determine if advertising is working or not working for you. But, in the meantime, make sure you avoid making these 9 classic print advertising mistakes

Here are Print Advertising Tips for Local Businesses that will Help Generate More Leads

#1. The headline does not speak to what they care about.

Remember, that no one opens the publication to sit and read ads. The headline in your ad needs to grab their attention and get them interested in skimming the rest of your ad. Some ads I find don’t even have a headline at all. Often times you’ll see ads that have the name of their business at the top where the headline should actually go.

While some people may still read your ad, I find you end up getting a lot more people to notice and remember your ad when you use a curiosity or benefit driven headline.

#2. The ad copy ONLY tells them what you do.

Let’s say you’re a landscaping business and your ad copy simply says:


  Joe’s Landscaping

  • Hardscape; Landscape

  • Design and Installation

  • Property Maintenance

Address … Website … Phone Number


You have to keep in mind that your prospects will see numerous other ads from 47 other landscaping businesses who do exactly what you do. Often, some of your competitors will be print advertising in the same publication you’re in. Your ad should tell them in just a few words what makes your business stand out from the rest.

#3. The design layout focuses the eye on the wrong thing.

Take the 2 second test. What is the first thing you notice when you glance at your ad in 2 seconds? Show your ad to 10 people and ask them the same question. If the first thing people notice isn’t the headline or an attention grabbing photo your design layout is bringing attention to the wrong thing.

#4. The text in the ad is not easy to read.

Remove anything in your ad that makes your reader strain to read or look at your ad. Blue text over a dark grey photo is not easy to read. A lot of font styles are tough to read. Sometimes a graphic designer might try a shadow effect on the font, but it will hurt your ad if it makes the text too hard to read.

#5. There’s too much text.

Remember, an ad is not an article. People don’t read ads they skim. Trying to get them to read too much makes them read nothing at all. And of course, the smaller the ad size you buy, the less space you have for text.

#6. Your services are not specific enough.

When you buy a bigger ad size you have more room to share more information about your business. This is a great opportunity to outline some of your popular services, but you need to be more descriptive.

Whether you’re a caterer, a relationship coach or an elder law attorney, be more specific in what services you offer. You may think “catering for all occasions” is specific, but you’ll trigger more reasons to call your business if you specified things like:

  • 40th, 50th, 60th+ Birthday Parties
  • Baby Showers
  • Backyard BBQ’s, Picnics
  • Cocktail Parties, Holiday Parties
  • Graduations
  • Weddings

#7. Poor choice of images.

A great image can grab attention, boost your brand and support the core message you’re trying to convey in your ad. However, choosing the wrong image can really plummet an ad’s effectiveness.

Choose a photo of something your reader cares about, sells your work and/or grabs the their attention. If you’re in the trade business, I hate to break this to you, but a picture of your company work van does not make the list of something your reader cares about.

#8. You’re selling the wrong thing.

Remember in print advertising people are driven more by emotions than they are by product messages. If you sell pool tables, you’ll get greater response if you change your headline from “we sell pool tables” to promoting an emotional driver like:

“making family game night a tradition” or
“every man needs a man-cave”

#9. There’s no call to action in your ad.

Simply saying call now with your phone number is not really an effective call to action. The best call to actions (CTA’s) are geared to generate leads of potentially interested prospects rather than a CTA to buy now or hire you now.

Brainstorm different call to actions you can promote each month in your print advertising. Can you host a workshop, a social, an open house, a special event at your place of business? Offering a free lead magnet is also a great call to action to include in your ad.

Ok, so there you have it. I just shared the 9 most common mistakes I see small business owners making in your print advertising. I want to help you take action on
what you just learned, so I created a free template you can use to help you avoid these print advertising mistakes and start generating more leads from your local business..

Be sure to download it now and get instant access.

Print Ad Templates

QUESTION: What is your biggest challenge when it comes to creating your print advertising? Share your comments and questions below.

How to Find More Customers for Your Service Business: 6 Keys to Finding Your Ideal Target Market

You know you could find more customers if you could just figure out how to get in front of and network with your ideal target market. You already know how painful it is to network with a group of tire kickers or worse, people who aren’t even aware they need or want your services. So, you wonder where are the best places to find and interact with potential clients on a meaningful level?

I can help you find more of your dream customers, but it requires you to get clear on a list of preliminary questions first. This process is a lot like finding your dream home. Your realtor has access to a massive database of homes for sale on the market, but she will only show you the homes that fit the criteria of what you’re looking for.

That’s the same thing when it comes to marketing your business. Once you get clear on exactly what and who you are looking for, finding hundreds of perfect customers is as easy as a realtor entering in search criteria on her computer and hitting the print button.  

Let me share with you six key questions you need to answer that will help you find your ideal target market.

#1. What are twelve things you can describe about your customer avatar?

Let’s say you are a service provider like a business coach, corporate attorney or an outsourced IT firm. It’s not enough to describe your target market as C level executives and VP’s.

That’s like asking your realtor to find you a home at the shore. You may think you’re being specific by narrowing it down to shore side homes. But, you can’t expect a real estate agent to find you the perfect shore home without giving them more details.

Even with this example, not every C level executive and VP is going to be the perfect customer for you. So, drill down on details like:

  • What size is their company?
  • How many employees does their company have?
  • What industry are they in?

What type of company are they? (ie public, private, family run, etc)

Different size companies make buying decisions in different ways. The industries they are in will also tell you a lot of information as to what kind of marketing messages and processes they are exposed to.  For example, a 5M company in the security systems business may be used to signing up for online webinars, but a 5M business in the building / contracting industry may be completely unfamiliar with what a webinar is.

  • What is their exact job title? VP of what?
  • How long have they worked for the company?
  • What age bracket are they?
  • Are they male or female?
  • Are they married, single, divorced?
  • Do they have kids? How many? What ages?
  • What is their household income?
  • What do they do in their free time?

It’s important to know these details about your customer avatar. People with grown kids or no kids are more likely to attend evening networking events; whereas those with young kids will typically choose a morning or afternoon event.

  • Where do they live?
  • How long is their commute?
  • How do they get to work?
  • How many hours a week do they work?

#2. What association groups do they belong to?

Keep in mind people belong to different types of association groups. Some are industry related where they can network among their peer group. Others join association groups so they can be visible among their own target market. A third category would be association groups that share common outcome goals like an Association group for CEO’s of family run businesses or for Legal Marketers, etc. When you look at each association group you want to find out if they have an:

  • online and/or print newsletter you can advertise in?
  • online and/or print publication you can write for?
  • application process for guest speaking at their chapter meetings?

#3. Where do they congregate in person?

You want to be able to find a way to meet your target market where they gather in groups. Every association holds in person meetings and some even host conferences. Make a list of when and where these events are held and choose one or two to start attending.

If you want to find out more places where you target market is congregating check out Inside View. What I like about this tool is they index a summary snapshot of companies in their database which often includes their annual sales. That alone will help you filter out what size companies you want to focus on. It also shows you all their social media activity and news alerts on one page. That way, you can skim and find out which events your target person attends.

#4. Where do they congregate online?

Online networking is a very efficient way to start to build relationships with your target market and then shortlist a sub group who you can interact with offline.

Start searching keyword phrases using different combinations of:

  • job titles of your target market
  • industry groups they represent
  • outcome goals they are looking to achieve

If you’re targeting local then add the name of your city and county to your searches. You want to search in LinkedIn groups, Facebook groups, and Google.

#5. What are they reading to stay sharp in their industry?

You can get this information by simply asking the question in a discussion thread once you join targeted LinkedIn groups, Facebook groups, etc. You can also survey or call up your own customers to ask them what they’re reading.

Once you find out the top 5-10 publications your target market reads you can then:

  • find out writers guidelines to those magazines/newspapers
  • submit relevant article pitches to their columnists.
  • find out their advertising rates for display ads and classified ads.

A niche journal will be a lot less expensive to advertise in that something like The Wall Street Journal.  Whether you advertise or your business is featured by their columnist or you author an article, being published in their top industry magazines is a great way for your perfect customers to find you.

#6. Find more customers by what are they listening to?

When you find out that your customer avatar has a 30 minute commute to work you can bet they are listening to some type of talk radio or podcast show. Podcast shows have grown rapidly, but there are still some loyal listeners to talk radio shows.

Ask them what they’re listening to in the same discussion thread you ask what they’re reading. Then rinse and repeat what you did for step 5 and do this for step 6.

Many podcast and radio shows interview guest experts for 15 min, 30 min and even 60 minute episodes. This is an easy way for you to get exposure to a large number of targeted listeners where you can showcase your expertise.

This method, by far creates a stronger bond with your listeners than you could possibly achieve in a 30 second commercial. While there are worthwhile benefits to old school networking, hearing you talk for 30 minutes will always make a stronger impression than simply hearing your 30 second elevator pitch.

So, if you really want to find more of your ideal customers take 10 minutes right now to start answering these 6 questions. Remember, just like finding your dream home, you can find your dream customers a whole lot faster and easier when you have a detailed profile of your buyer persona.

Customer Avatar Template

Download the free Customer Avatar Template and save hours trying to create and organize a spreadsheet.

QUESTION: What is your biggest challenge when it comes to finding more customers for your business? Share your comments and questions below.

How to Find a Business Coach

In this week’s blog article I wanted to share a recent interview I gave with John Mattone, best selling author of Cultural Transformations. I was honored to have the opportunity to answer John’s questions on the importance of business coaching, especially for entrepreneurs and how to find a business coach.

After you read our interview below, please share your thoughts in the comment section.

Success & Blessings~

Yoons signature-small



This blog article below is a reprint originally published here

Expert Interview Series: Yoon Cannon on the Importance of Business Coaches


Yoon Cannon is a seasoned entrepreneur. Since 1992 she’s started, grown and sold three businesses. Her first business was in the direct sales industry where she had the opportunity to hire, train and develop managers to open and run six new branch locations and leadership coaching was a big part of being able to make that happen.

“You can’t retain people or have any kind of talent development without having a constant focus on leadership coaching,” she says.

Today Yoon is a business coach expert and the founder of Paramount Business Coach. We recently asked her for some of her professional insight on the importance of business coaching. Here’s what she had to say:

Why do you think coaching can be so beneficial to small business owners and entrepreneurs?

As a small business owner, you feel like you’re isolated on an island, trying to grow your business all alone. Whether you’re an entrepreneur flying solo or you have many employees on your payroll you still have hundreds of important decisions you need to make every day. It is dangerous to navigate through every decision by yourself. It’s like being a pilot trying to land a plane without getting any guidance from the people in the control tower who have a 360-degree view of where you are and where you want to be.

Choosing to not have a coach is like a pilot choosing to fly blindly without their control tower. That’s not to belittle an entrepreneur’s competency. Not at all. It’s just a fact that as people we all have blind spots. The right business coach can help you make timely course corrections in your business which will save you from making costly mistakes while speeding your success.

Working with a business coach also pulls you away from working “in” the business, so you can work “on” the business. This alone is worth double the return on your investment because this is a common success habit that so many small business owners skip right over.

What types of insight do business coaches offer small business owners and entrepreneurs?

That depends on the specific areas of expertise the individual business coach has.

Business coaches are similar to lawyers in that you should choose someone whose expertise (practice area) is in the area you need the most guidance.

Some business coaches have one specialty while others may have multiple areas of expertise. For me, as a business growth expert I specialize in helping entrepreneurs and entrepreneurial companies to:

Increase your sales (grow externally) and to increase your people assets (grow internally).

When should professionals seek the help of a business coach?

I firmly believe the sooner the better. You’re never too beginner, nor too advanced to benefit from working with a business coach.

For business growth, no matter what size business, the most important investment to make is in your people. As a small business owner that starts with investing in yourself. The decision to invest in a business coach for yourself as an entrepreneur is no different than an athlete who decides to hire a sports performance coach. For professional athletes working with a specialized coach is pretty standard practice. Similarly, working with a business coach is standard practice for entrepreneurs who are serious about their businesses.

How can business professionals make the most of their relationship with a business/leadership coach?

Like anything else, what you get out is in direct proportion to what you put in. So, the way to gain the biggest ROI from your investment in hiring a business coach is to decide you will commit to take action on those ideas and decisions you collaborated with your coach to do.

A coach can help hold you accountable, but in the end it is you who needs to actually do what you said you would do.

Also, be honest and practice direct communication with your coach. You need to be clear what specific outcome result you’d like to achieve from working with your business coach. You need to tell him or her how you like to be coached. Do you want more collaboration or more direct guidance and feedback? Some discussions you may want your business coach to just listen to you or brainstorm with you while other conversations you want to get their advice.

What are the most common mistakes business owners make when working with a coach?

The first common mistake is hiring the wrong business coach. The classic trap where I find shortcomings most apparent is hiring a business coach who may have gone through a coaching certification course, but never had firsthand experience starting and growing their own successful businesses. Textbook knowledge without proven experience just doesn’t produce the same level of insight and results.

The second biggest mistake is lack of commitment. You won’t be able to build any momentum or make significant progress if you cancel or reschedule your coaching appointments every time you have a fire to put out in your business or you’re feeling like you have too many urgent tasks you’ve got to get to. The greatest transformations that happen from working with a business coach occurs as a result of consistently working on the business together. It may seem counter intuitive, but, taking even 30 minutes to talk to your business coach is often the fastest way to resolve those fires and conquer overwhelm more effectively.

What advice do you have for business professionals on finding a reputable coach who will not only help grow business, but who’s also a good fit personality-wise?

Asking other small business owners who they liked working with is a good way to start. Searching on LinkedIn is also a great way to find business coaches. Especially, since LinkedIn makes it easy to check out their recommendations and the profiles of real people who wrote them.

Then talk to a potential candidates asking each the same list of questions. Talking to each business coach directly will be the easiest way to see who you click with.

What are some red flags that a potential coach might not have the experience or expertise necessary to help a business owner?

Ask your coach whether he or she has ever faced the same challenge(s) you are looking to overcome and/or successfully helped others overcome your specific challenge(s). If their answer is no, this is a red flag.

Share what your goals are with the coach. Ask them to rate themselves on a scale of 1 to 10 how confident they are in knowing exactly how to help you achieve your goal(s). Of course, a low score will tell you this is a red flag.

Third, use common sense. If you’re looking to hire a business coach mainly to help you get more clients from your website, but their own website is lacking, this is a clear red flag.

Fourth, look for client testimonials on their website and LinkedIn profile. If they only have one or two or none, that is another red flag.

How long does the typical coaching relationship last?

What is typical for me is one year. But, it all depends on the nature of the goal and the gap between where you are and where you want to be. My initial free discovery session is where I can better estimate of how long it may take to achieve the result each client is looking for based on their unique business and situation.

On the short end, I recently coached another coach who simply wanted me to diagnose why her marketing wasn’t getting results. It only took three sessions for her to feel equipped to be able to take it from there.

On the longer end, another client continued to work with me for four years. He was thrilled that in those four years of having me coach him and his team their sales increased by $6 million.

What advice do you find yourself repeating to clients over and over again?

“If you want to sell more you’ve got to serve more. How can your business better serve your customers, your team, your community?”

Which type of entrepreneur are you?

1 – You’re ready to start working with a business coach, then sign up for a complimentary discovery session with me here.

2 – You’re not yet ready for a business coach, but you’d like to get plugged into a mastermind group, then learn more here.

3 – You want to keep working by yourself in isolation. What is holding you back from investing in yourself to grow your business? Please share your comments below.

Connect with Yoon on Facebook, LinkedIn and Twitter.

Top 3 Business Networking Mistakes and How to Fix It

Networking is a crucial skill every entrepreneur should develop that can help you grow your business. But, many small business owners avoid networking thinking it requires schmoozing and slick selling. Successful networking is actually the opposite.

Here is what I have found to be the top three business networking mistakes. And, don’t feel bad if you’ve made any of these mistakes. Many of us have once made these same mistakes too. Let’s just focus on which one might be hurting your business and get to work on fixing them to start seeing positive results from your business networking.

Networking Mistakes #1. Using your 30 ­second commercial to recite a long list of all your services.

How do you answer the question, what do you do?

I’ve watched people’s eyes glaze over many times as they try to process the long list of services the business owner is rattling off. Here are a couple examples:

BEFORE Example 1:

“I am the owner of ABC Natural Healing Center. We offer: acupuncture, chiropractic care, Myofascial release, NAET, Neuro Emotional Technique, Pulsed Electromagnetic Field Therapy, Reiki and yoga classes. Come in for an appointment at our offices in Anytown.”

Yikes! Most people probably don’t even know what half those things are!

How about this example:

BEFORE Example 2:

“I am a business coach. I offer personal one on one phone coaching, group coaching, training courses, mastermind programs, marketing consulting and speaking engagements. I also have a free newsletter and I offer free webinars and business coaching discovery consultations.”

Why this does not work effectively.

People tune out on the PROCESS you use. But, people tune in on the PROBLEMS you solve. Click To Tweet
Solution: Tell people who you help and what specific problems you solve.

AFTER Example 1:

“I am the owner of ABC Natural Healing Center. We help kids and adults recover quickly from sports injuries, back pain, headaches, insomnia, anxiety and many other chronic symptoms without using pharmaceutical drugs or surgery.”

My Own AFTER Example 2:
“I am a business growth expert. I help solo entrepreneurs and small business owners recover quickly from sales slumps, scattered focus and overwhelm. I can help you create and hit the right business goals in 90 days or less.”

Networking Mistakes #2. Focusing on converting customers at networking events.

If you evaluate whether a particular networking event was a good or bad use of your time based on whether you made a sale or picked up an immediate referral you are probably focused on the wrong goal. Objectives for networking events are different than for trade shows.

First, understand It’s not your fault.

  • It’s only natural as a business owner to want to see immediate results from your networking efforts. After all, much of your success was due to your unbridled commitment to being results focused.
  • You invested several hours to attend the networking event, so of course you feel as if you should get something from your time.

Why is this a networking mistake? … Because that’s not how people buy.

People don’t buy from companies. People buy from people they know, like and trust. Click To Tweet

Solution: Focus on making new friends not just new clients.

Since you are networking to grow your business, it might feel contrarian to NOT focus on getting new clients out of it. But, if you’re trying too hard it shows. People can feel when someone is looking at them as just their next sale.

In order for networking to be successful, you do need to connect with people. Be genuine and sincere in making new friends. That’s not to say you should be passive and avoid talking about your business at all. But, first, focus on just being yourself, and not just you the “company” or you the “sales­ person”.

Years ago I attended an evening networking event for coaches. I was taken aback by a woman who sharply interrupted a conversation I was having with another attendee. Without any announcement or waiting for a pause for permission she shoved a flyer in our hands and told us to sign up for her certification training today because the $2,000 price expires tomorrow.

Here are key reasons why this tactic doesn’t work:

  • Her sale offer was to spend $2,000 today, but $2,000 is not an impulse­ buy price point.
  • The problem wasn’t so much that she handed me a flyer. The problem was how clear she made it she was on a mission to leave with lots of sales.

There were about 80 people at the event. Instead of leaving with 1 or 2 sales, she could have easily left with 50­ to 70 new subscribers, especially because this was such a targeted group of people. Over time, she could convert 25­ to 45 new customers which is far more valuable to her business than the immediate 1 or 2 sales.

This is a much easier networking strategy, but it does require having a list building system.

Networking Mistakes #3. Not having a list building system.

What is a list?

  • This is an email list of people who are potential customers and clients who are subscribed to be on your email list.
  • You can not simply take the email addresses off of business cards or directories of people you met and put them on your list. That is actually against the CAN­SPAM laws.

Why have an email list?

You may have heard the expression, the “fortune is in the follow up.”

The problem is it’s really hard to keep up with the follow up when you’re taking the manual approach of sending one email at a time. A list building system makes follow up a cinch.

What is a list building system?

  • It starts with having an irresistible, free lead magnet.
  • A lead magnet is a free offer people receive instantly when they opt in with their email address.
  • You let subscribers know they will also receive more tips from you through email.
  • You stay top of mind and convert more clients over time when you follow up with valuable tips you deliver through your email system.

Remember, 10 new subscribers is worth far more to your business than 1 new sale.

SOLUTION: Shift your focus from getting more sales to getting a more subscribers.

It takes time to build trust and confidence. When you have a subscriber list you can scale building a relationship with your group of prospects.

If you really want to drive 10 times more referrals be sure to download my free Networking Cheat Sheet template here.

QUESTION: Share your comments. What is getting in your way of creating a list building system for your business and networking?

© Copyright 2016

How Shaving 30 Hours A Week Added A Quarter A Million and Increase Revenues

If you want to grow your business while working a whole lot less …. or even create a business that runs without you and increase revenues, be sure to listen to a recent interview I gave on The Parents Entrepreneur Power podcast show.

This episode is especially great for those of you who are juggling growing your business while raising young kids.

Host Mary Kathryn Johnson and I got some good chuckles as I shared my most embarrassing confession how I first approached my business as a new mom.

It was messy back then when I was trying to juggle growing my business with a new baby. As a new parent I did not want to miss out on those precious years when my kids are little, so, by the time my second son was born I started putting some systems into place that truly freed me up in my business.

That new freedom was awesome!

I eventually got it down to working only 10 hours a week. In that time, even though I was working less in my business my revenues still managed to grow by quarter a million dollars.

At one point, I remember thinking to myself, “If revenues grew by quarter a million with me working 10 hours a week, I bet if I worked 40 hours a week I could grow it by one million!”

But, then I also made another decision that no amount of money would make it worth missing out on those precious years with my three children.

If you too want to work less in your business, whether to spend more time with your kids, your grandkids or you just want to travel and golf you can grab some key nuggets in our interview.


The biggest reason I became a business coach in 2008 is because I really wanted to help entrepreneurs like you achieve more freedom in your business.



Success & Blessings~


© Copyright 2016