Archive for the ‘list manager’ Category

If you want to place a call to someone in particular, would you pick up the phone book and call every number until you reach the person you're looking for?

Of course you wouldn't. That would be a foolish waste of time.

But that, in essence, is exactly what you are doing if you try to recruit anyone and everyone as your clients.

There's a huge learning curve you've got to adapt to when you go into business for yourself and try to do your own marketing and selling.      It's a real shock to the system to discover that you don't need – or want – to sell what you're offering to the whole world.

The most important thing to remember about selling your product or services is that you don't have to try to get every person you encounter to become your client.

You need to focus on finding the right type of client for your business. You need to find a way for the people who would be most interested in what you have to offer to come to you. To get more clients, focus your time and attention on those people who have, in effect, already raised their hands.

Focusing on clients who express their interest in your type of business will drastically cut down your selling time. You will be focused on people who are already interested and prequalified to buy, rather than wasting your efforts and energy on people who are never going to be interested or qualified in the first place.

Make sure this concept of reaching a group of people who've raise their hands really strikes a chord with you. Don't let the numbers of potential clients influence you. Would you rather market your offering to 1,000 random potential clients or to 100 viable clients you know are interested in your type of service?

It's very important that you make the distinction between the number of names that you have and the quality of the relationships that you have with those people. You can easily open up the phone book or the yellow pages, or buy a mailing list with thousands of names on it, but that doesn't mean that those people are predisposed to buy. They haven't done anything to indicate that they are interested.

As you build your list, look to create a responsive prospect list so you get those people who have done something that tells you they're interested.

You will get much better results and spend less time marketing.

There's little point in driving people to your website if you're not able to capture their business once they get there. So, before you try to draw the crowd, make sure the fundamentals are in place.

There are three foundational things that you need in place before you try to get your business name in front of potential clients.

•      A List Manager.

Because I didn't have a list manager when I first started, I had to manually send out the free report I had offered to a hundred people. You don't want to do that. A list manager is your database - the place where you store all the names you're going to collect – and it enables you to handle the "subscribes" and "unsubscribes" automatically. You don't have to spend any time on it, or hire an assistant to do it.

Some examples of list managers are, Total Business Cart, Constant Contact and   AWeber.

•      An Ethical Bribe

What are you offering that is interesting and enticing to the clients you want? You need to present something so tempting that people will be eager to hand over their name, their email address, possibly even their mailing address.

Consider using a free report, a teleseminar, or an audio. These can all work very well in helping to build your list. If you don't think you have enough expertise, consider interviewing an expert, and use that as your giveaway.

Spend some time thinking about what that enticement is going to be. Make sure your offer is congruent with the people you want to attract. What will have those clients flocking to you?

For example, high-end marketing clients probably won't be interested in a program titled "Marketing on a Shoestring." Psychologically, you're going to attract the cheapskates with that title, when what you really want are the money people. So make sure your pitch fits the people you're pitching to.

•      A Squeeze Page

It used to be enough to have a box on your website that says, "Sign up here for our free newsletter." These days, you will find that less than 10% of people who visit the page actually sign up.

A squeeze page is a standalone page that has one goal - to get people to join your list.

For example, use a squeeze page to promote a teleseminar. That page will contain the teleseminar topic, the details about the teleseminar, and a box where people can sign up. There is no navigation bar leading to another section of the website. There is no other information.

Here's an example of one of my squeeze pages:

I've found that about 70% of visitors say yes, compared to the 10% who click on that box somewhere in the corner of your website. This is where you will capture the person's details.

Once you have these fundamentals in place, you can begin to focus on the promotional things you need to drive traffic to your site.

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at

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