The next week is going to be all about generating rapid revenue.
Before I begin I want to make it clear that I believe playing the long game is the best strategy in business – and strategies like content marketing, SEO, etc. are highly valuable. Likewise with setting up systems and building a team.
But imagine yourself out in the ocean. It’s knocking you around. You can’t breathe. The last thing you want to hear about is why you should quit sugar.
Sure, it’s true.
But unless you fix your immediate problem, sugar doesn’t mean anything.
You’ll drown. Your dead.
Business is no different.
Sometimes you need to play the long game,
forget everything else, and get some money in fast.
And that’s when you need rapid revenue. Here’s what I recommend to start with (more ideas coming in the following week)…
One of the biggest assets in any established business is your email list – because you have established some sort of
relationship with them.
Whether they have just subscribed and received your content, you’ve met them, or they are an existing customer… there is an element of trust.
So here’s what I want you to do:
Take that list.
Pick out all the inquiries who have expressed an interest about your product or service.
Send them an email along the lines of…
SUBJECT: quick question
Are you still looking to YOUR PRODUCT OR SERVICE
That’s it. Nothing else. Don’t add extra content. Usually I’m a big proponent for long copy, but not in this case. We just want to ask the question and stop.
Ok, let’s see how this applies to a few different industries.
A plumber could say…
Are you still looking to get your drains fixed.
An accountant could say…
Are you still looking for help with your tax?
A mechanic could say…
Are you still looking for help with getting your car fixed?
You get the point, right?
It’s a simple question, you can adapt to any industry.
Then there’s your existing client.
Rather than using this question, you could instead ask.
SUBJECT: quick question
Is there anything I can do for you today?
That’s it. Nothing more.
Try it. See how it works for you. In most cases, this can get an incredible response – more than any other type of email.
The other thing you can try from an email marketing perspective is look at any email campaigns that worked well in the past.
Dig them up.
And roll the dice on them again.
If they worked 12 months ago, in all likelihood they’ll also work well today.
Want more ideas on generating rapid revenue?
Want to know what your rapid revenue rating is?
Believe me, there’s a goldmine of ‘low hanging fruit’ in your business you can tap into.
Take the rapid revenue quiz to get your exact rating, and discover…
The easiest way to generate new leads and customers, often within just days
How to eliminate the confusion, and identify exactly where to focus your time and energy for maximum impact
And get actionable steps you can take today to generate leads with zero or minimal ad spend.
Here’s the link:
Last week I was chatting with a prospect where I lost the job.
I don’t know about you, but I hate losing projects.
I used to just shrug and think “oh, well”
But I’ve learnt about the true power in getting this information.
So when I spoke with this prospect the other day, I asked…
Who else did you look at? Why did you choose them over me?
And I didn’t stop there. I also asked…
What are your biggest gripes with marketers?
And I continued with…
What do you wish marketers would do, in a perfect world?
And he told me. He told me he didn’t choose me because I didn’t show
him the financials in enough detail, I didn’t break it down, I didn’t get specific
right down to the nitty gritty.
So right away, I create a quote for a client, and I totally changed the
way I approached it based on that feedback.
And I started to think about how to change the game.
By getting inside the client’s head, by asking these questions. You learn
about their journey.
For instance, this client heard about me from a program I created where
the endorser mentioned me.
Then he saw a Facebook live video I did.
Then he started following me.
Now I’m starting to understand the customer journey. I do that with 4-5 clients
and I see what it takes to get a high quality lead. And even though I didn’t get
this guy, that was my fault – but he was a high quality lead.
Don’t just say… “oh, I’m going to run some Facebook ads.”
Get to know your clients. Look at where your best clients are coming from now.
Who are they? How do they find out about you?
Why do they choose you?
For instance, if I look at where my clients have come from this year, it looks like
1. Past client, referral.
2. Referral from someone in a niche I have written a lot of copy in.
3. Referral from a past client.
4. Been on my email list for three years.
5. Past client, referred by a coach.
6. Past client, referred by a coach.
Seeing a trend here?
The trend is that everyone is coming to me through some form of trust. They’re
not buying because they see a Facebook ad and pick up the phone and call me,
in most cases.
Not to say that can’t happen, but your end result is clients – and not leads.
You want leads that convert.
So in this example, the question is “How do I build trust with a group of people as
quickly as possible?”
And the lead generation angles become quite simple, right?
I need to either get referrals.
Or I need to build authority in some way.
Referrals and authority is the answer, likely because I’m selling something which
is a higher ticket item.
So then the question becomes how do I build authority as quickly as possible with
my ideal target market.
Well, first I’ve got to find out where my target market is hanging out, which is likely
Linkedin or direct mail.
Then I’ve got to create a campaign around that, where I either build authority
offline, or I work to build authority online.
That’s how I work out where to generate leads.
Let’s face it. The best lead generation angle in 2018 isn’t really that different from
at any time in history.
We need to get in front of our target market with a strong message.
That’s always been the case.
We need to build trust.
That’s never changed.
None of that will ever change.
So I ask you… when was the last time you interviewed the clients you didn’t get?
And how well do you know your clients journey?
Because this is how you create a marketing campaign that cuts through.
I got this question the other day…
So what’s the best way to approach lead generation in 2018?
But it’s the wrong question.
How you approach lead generation depends on your objectives. It’s not like you should say should I use Facebook, should I use Google, should I use Snapchat, should I use direct mail, should I use Youtube?
All of that doesn’t matter.
That will just confuse you, and leave you with your head spinning in a dryer.
Instead, you want to ask the question…
WHO is my target customer?
What are their pain points?
What is their buyer journey?
Where do they hang out?
That’s where you must start, because Facebook or Google isn’t going to give you the money… … it’s the human being hanging out there.
And in order for that human being to buy from you, first you need to get your message in front of them.
You need their eyeballs to read that message.
You need their eyeballs to connect with that message.
And then you have a chance of getting them as a lead, as a customer.
So let’s break this down.
What do you want to achieve?
Decide on that first.
So if you want to get 45+ year old women to buy from you who are mums… maybe Facebook is the right place to advertise.
But if you want to get CEO’s of major companies to purchase something from you, then you’ll want to go with direct mail or Linkedin. Or run some ads via the Google Display network, or in the Financial Review online.
Know your market first, then decide where to advertise.