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How to Build a Lead Generation Machine

This week on #Smallbizchat LIVE our show featured three guests: How to Build a Sales Process with Alice Heiman, @aliceheiman, Start Making Connections, Stop Adding to Your Connections with Phil Gerbyshak, @PhilGerb, and How to Develop Your Personal Brand Using Video with Cher Jones, @itscherjones. I pulled three of the best questions from each of them to share with you. Every third Wed of the month, Smallbizchat LIVE is broadcast on my SmallBizLady Facebook Page, YouTube channel and on Twitter @SmallBizLady.   Alice Heiman has been helping companies increase sales for over 20 years.  Her firm specializes in the complex sale, strategizing with sales teams to find new business and grow existing account. For more info: www.aliceheiman.com. SMALLBIZLADY: What are the stages in a sales process? Alice Heiman: There are typically 5 stages in a sales process. We call them:  Prospect, Qualify, Verify, Close, and Won. For each of those stages, there will be a definition, activities, and criteria for moving to the next stage. The biggest mistake that people make when they develop a sales process is mixing up the stages, activities, criteria, and positioning. SMALLBIZLADY: How do we determine what activities go with each stage? Alice Heiman: You start by understanding how your buyer buys and how we interface with that process. First buyers realize they have a problem to solve. Next, they look for solutions that might fix that problem. Then they compare the solutions and see how well the solution solves the problem.  Finally, they make a decision. To mirror that process we need to: (1) Target Your Audience, (2) Build Awareness, (3) Develop Interest, (4) Determine needs and qualify, (5) Educate on fit and differentiate, (6) Close the business, and (7) Implement. SMALLBIZLADY: How do those activities fit into the 5 stages? Alice Heiman: You start by defining the kinds of clients that will have the problems you solve and determining which of those kinds of companies are the best fit for your product. Next, you make a list of clients to prospect. Those 10 to 100 clients go in the top of the funnel in Prospecting. Once you have that list…

How To Measure Your Digital Marketing Efforts

Guest Article You might think your unique digital marketing efforts are working, but how do you check the effectiveness of your campaign and compare it with your expectations? Your digital marketing ventures can range from managing a social media handle to recording a regular podcast to blogging to running a full-fledged online advertising campaign. Your marketing evaluation, therefore, will help you to channel your resources towards the most fruitful marketing efforts. Now since you have jumped into different platforms including Facebook, Twitter, Instagram and YouTube to shout about your business, you can go ahead and use the campaign analytics to analyze the effectiveness of your content. Use the following tips to create a valid analysis: Understand The Requirements and Target of Your Campaign: To analyze the outreach of your campaign, you must realize the aim of your campaign. So before you proceed with the evaluation, answer the following questions: How many social shares did my posts get? How much was I expecting? What is the size of my follower base? How much has it grown in the past six months or years? What is the reach of your brand on social media platforms? How are your online reviews on sites like google, yp.com or websites like Yelp? Has there been any improvement in your ratings? What are the conversion rates on website visitors? Has your email list grown? What are the average number of inbound visitors to your site? How much organic traffic are you seeing monthly? Once you determine these answers, you can use this information to compare it with your desired marketing goals. In a scenario where your campaign doesn’t create the desired effect, you can run an informative diagnosis to realize the shortcomings of your business. Once you create benchmarks for following your campaigns, you can use the available statistics to make adjustments to your strategy. It will also allow you to understand the visitors, their bounce rates and how you can use this information to promote your products and build more effective landing pages. Understand and Reevaluate The Client Requirements: Back when you started your online…

Content Marketing for your Small Business

Every week as SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wednesday on Twitter from 8-9 pm ET.  This is excerpted from my recent interview with Phil Gerbyshak @PhilGerb. Phil Gerbyshak is a speaker who never holds a back and leaves it all on the stage, energizing and inspiring audiences to take action immediately.  He is a highly respected speaker, trainer and coach. Phil works with small businesses to build more leads, have more qualified sales conversations and close more business. SmallBizLady: Does every small business really need to be content marketing? Phil Gerbyshak: Every business IS content marketing, whether they realize it or not. Saying nothing says a lot about your business. What does that mean? It means that customers and prospects are looking for your information and more importantly, the solutions to their problems. You can either create content that helps them solve their problems, you can share content that helps them solve their problems, or they will go somewhere else for the answer to their problems. SmallBizLady: What are the various types of content marketing that small businesses should do? Phil Gerbyshak: Video – long form and short form. Longer form content could be in the form of an instructional video or information on how to use or do a product or service for themselves. You could also interview customers or suppliers or partners in your industry or community. Shorter form videos can be quick tips, short insights, behind the scenes looks, funny memes or other high value high entertainment clips. Audio – audio can be podcasts, shows on location, interviews or times when you are interviewed. Anything you can do on video that doesn’t need video is good for audio. Images – memes, employee photos, in action shots, product or location pictures, before & after or text graphics can be good images. Text – Anything from an inspirational quote to a written testimonial to a quick tip to a short story to an ebook to an article or an encyclopedia could be effective. Curated content from others – do you read…

How to Package Your Genius

Every week as SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wednesday on Twitter from 8-9 pm ET. This is excerpted from my recent interview with Amanda Miller Littlejohn @amandamogul. Amanda Miller Littlejohn is a personal branding coach who helps high achievers make their ideas and their work VISIBLE in the digital age. She’s the founder of Package Your Genius Academy, and the author of Package Your Genius: 5 Steps to Build Your Most Powerful Personal Brand. SmallBizLady: You wrote a book called Package Your Genius – what does it mean to Package Your Genius? Amanda Miller Littlejohn: Package your genius is my way of capturing the act of getting intentional about how you will use your skills, gifts and talents in your lifetime. This means monetizing what they know through the creation of a product or service, writing a book to package all of the knowledge and expertise they’ve amassed over their career, delivering a presentation, pitching a business idea or writing an op ed. Basically it’s any act that takes your life-changing ideas and knowledge out of your head and puts them in a format so that others may benefit. SmallBizLady: What exactly is a personal brand, for someone who is unfamiliar with the term, and where do you establish one? Online? In person? Or a combination of the two? Amanda Miller Littlejohn: Your personal brand is what others think of you. It’s what people know about your capabilities whether or not you are available to provide that information yourself. It is a mix of how you come across in person, your reputation, but mostly what others would say about you to those who may be looking for someone who does what you do. You may think about what you stand for, if you’re trustworthy, reliable, creative, but your personal brand is also what you can be depended on for. So it’s your job to live up to your values and also communicate what you can do for others. SmallBizLady: In Package Your Genius you say there are 5 Steps to Build One’s Most Powerful Personal Brand. Can you give us…

Who’s on #Smallbizchat October 2018

#Smallbizchat is a weekly conversation where small business owners can get answers to their questions. The focus of #Smallbizchat is to end small business failure by helping participants succeed as your own boss.   Please join us live on Twitter every Wednesday 8-9 pm ET. Here’s how: follow @SmallBizChat on Twitter and follow the hashtag #Smallbizchat and click here for directions to join the weekly conversation.   In October, we will be talking about packaging your genius, content marketing, and monetizing your expertise, and join us on October 17th, where we will be hosting #Smallbizchat LIVE on Twitter, Facebook, and YouTube, about the following topics: building a sales process, making connections, and developing your personal brand through video. Here is a list of who is on #Smallbizchat in October: October 3rd – How to Package Your Genius, @amandamogul Amanda Miller Littlejohn is a personal branding coach who helps high achievers make their ideas and their work VISIBLE in the digital age.  She’s the founder of Package Your Genius Academy, and the author of Package Your Genius:  5 Steps to Build Your Most Powerful Personal Brand. For more information, visit www.amandamillerlittlejohn.com.   October 10th – Content Marketing for your Small Business, @PhilGerb Phil Gerbyshak is a bright, bold, and enthusiastic speaker who never holds back and leaves it all on the stage, energizing and inspiring audiences to take action immediately.  He is a highly respected speaker, trainer and coach who has been on the cover of Marketing, Media & Money magazine, the cover of Speaker Magazine and has presented at Influence, the national conference for the National Speakers Association (NSA).  Connect with Phil on LinkedIn at http://LinkedIn.com/in/PhilGerb or learn more at http://philgerbyshak.com.   October 17th – #Smallbizchat LIVE on Facebook How to Build a Sales Process, @aliceheiman Alice Heiman has been helping companies increase sales for over 20 years.  Her firm specializes in the complex sale, strategizing with sales teams to find new business and grow existing account.  Find out more at www.aliceheiman.com.   Start Making Connections, Stop Adding To Your Connections, @PhilGerb Phil Gerbyshak is a bright, bold, and enthusiastic speaker who never holds back and leaves it all on the stage, energizing and inspiring…

How to Leverage YouTube To Promote Your Business

When someone mentions social media as a marketing tool, most people think of Facebook, Instagram and Twitter. But newsflash, YouTube is the second most searched site online. Video converts better than any other type of content right now and it’s cheaper to produce than every before so as a small business—YouTube could be a game changer for your business. Posting videos on YouTube is a great way to boost visibility for your brand and highlight your expertise. Teach Your Audience.“How to” videos are the #1 searched content on YouTube. Posting short videos on YouTube allows you to demonstrate your expertise. You’ll appear like an expert which will increase credibility and build your business brand. People will find your videos because you provide a solution to their problem. Better Google Search Results. Google owns YouTube, so Google favors YouTube in search engine results. Google recognized keyword searches for videos just like in regular blog content. With a search “how to tie a bow tie”, Google will search videos related to that search term as well as written articles. It’s a great way to increase your Google rankings. Try Vlogging. If writing blog content is not for you, try vlogging, or posting videos as your blog posts. Now there’s still some writing involved as you need to give a brief description or bullet list the main points discussed in the video. But if you publish consistent YouTube videos, you can build a following and potentially become an influencer in your industry. Also if you are a blogger and you want to switch things up from time to time posting a video is a great way to do it. SEO optimization. If you are trying to boost your SEO, know that Google favors websites with multimedia content. Also tagging your YouTube videos with the keywords can increase your Google rankings. Having videos on your website tells Google that you offer content in a formats with is a big plug when you are trying to increase your organic search results. Video Emails If you publish a weekly newsletter, you should consider adding a YouTube videos in…

Using Webinars to Generate Leads, Customers, and Profits

Every week as SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wednesday on Twitter from 8-9 pm ET.  This is excerpted from my recent interview with Thomas P. Curran @tompcurran. Thomas is a Webinar Training Expert who teaches his students how to generate leads, clients and profits with webinars. He is also the author of the book, Millionaire Legacy, 8 Millionaire Success Strategies for achieving financial and emotional wealth. For more information visit: www.webinarsuccessprofits.com SmallBizLady: What are three ways entrepreneurs can make money? Tom Curran: I am going to outline 3 ways entrepreneurs can generate revenue. The following examples are illustrative only and there is NO guarantee of making any money. 1) Seminars & Workshops By hosting your own seminar or workshop, this gives you the opportunity of sharing your expertise with your students. You can also invite other leaders to speak at your event. If you host 4 events during the year and get only 25 people to register for each event at price of $1,000 per attendee, you will make $25,000 for each event. As a result, you will make $100,000 for the year. 2) Life or Business Coaching Within the coaching industry, the amount of money that you can make by sharing your knowledge can be substantial. Let’s assume you are charging $1,000 per month for each one of your coaching clients. Then, all you need is 10 coaching clients per month in order to generate $120,000 for the year. 3) Membership Site With a membership site, your students can log in to the site and learn strategies, access interviews, and get training material. In addition, you can also add a private Face Book Group for your members. If you charge $67.00 per student on a monthly basis, you only need 125 members each month to generate $100,500 for the year. SmallBizLady: I know that you are a Webinar Training Expert and Founder of the Webinar Profits Boot Camp. Could you explain the concept of webinars? Tom Curran: A webinar is an online presentation that allows the presenter to…

How to Look Great on Facebook Live Video

Everyone is doing live video these days. I understand that people want to be authentic and share organic moments of brilliance from anywhere, but unless you want to look like some reporter on 60 Minutes is trying to conceal your identity, I suggest that you set up a professional mini studio, with audio and lighting you can control. You can easily set up studio in your office or home with professional equipment. Then when you want to be on camera, you can make yourself look like a million bucks. There is nothing worse than watching LIVE video without adequate lighting and quality audio. It can turn your viewers off. But never fear… Amazon can have you looking and sounding like Broadcast TV in no time.  Here are a few suggestions for how to look great on Facebook LIVE: Audio and Lighting Tools for Mobile Devices Audio Mic Earphones Cloudio J1 Noise Cancelling Earbuds with Microphone Noise Isolating Earbuds Super Bass Earbuds.  These ear buds have noise cancellation/isolating and less than 1% distortion rate. High quality built-in microphone for crystal clear conversation in any environment. Video Lighting for iPhone or Samsung Devices Try this mini ring light with a rechargeable battery. It’s perfect for Selfie LED Camera Light for iPhone, iPad or Samsung Galaxy Phones. Home/Office Studio Gear When it come to setting up a studio in your business office or home, there are a few things to consider. Where can you set up your shot? Do you have a nice clean colored wall or book shelf to use as a backdrop? Do you have a stand, table or desk for your laptop that will be at eye level? (You don’t want the camera looking up your nose.)  Will you have help to set this equipment up? Most of the equipment is fairly self explanatory, but you also need to make sure your computer is in the right place. 18-inch Ring Light Kit  Neewer Camera Photo Video Lighting Kit: 18 inches/48 centimeters Outer 55W 5500K Dimmable LED Ring Light, Light Stand, Bluetooth Receiver for Smartphone, Youtube, Vine Self-Portrait Video Shooting Now I’m…

Blogging for Business Part III – How to Blog for Money

If you treat your blog like a business, you could one day blog for money. This is Part III of my series on the blogging for business. In Part I we talked about how to develop a content strategy. In Part II, we discussed how to promote your business blog. This blog is focused on how to monetizing your blog and get paid to develop content. If you are looking for a secondary stream of income to complement your small business. becoming a professional blogger and social media influencer could be a good idea. Especially if you enjoy writing, blogging could be make money for you. Top writers can get paid $3 per word for writing. And if you have decent traffic to your blog as well as tons of followers on social media, there are ways to financially benefit from your blog as an brand influencer. Here are a few different ways to monetize blogging. Write for Other Sites While writing for your own business’ blog may not directly turn into money, becoming a paid writer on another blog can be lucrative. There are dozens of online publications looking for talented writers to add to their portfolio so that they can continually offer higher-quality content with a fresh perspective. You might not get paid very much when you start out, but the more you do it, the more followers you have the more you can charge for your work. How to Get Started: An editor for a major publication will only consider you if you have a decent writing portfolio. If you don’t yet have one, start guest blogging on other sites for free. While these opportunities won’t pay you, you will get links to build credibility that you can present when you apply for paid gigs. Accept Sponsored Content You don’t even have to write content to make money from blogging. Companies looking to get in front of your audience are willing to pay to publish their content on your blog. Typically, you only want to accept informative articles and you must disclose that you’ve been paid to…

How to create lead magnets for your small business

Guest Article Leads magnets are undeniably one of the most efficient and gainful ways to collect contact information from your website. By offering something valuable to potential customers in exchange for their email address or cell phone number, you create a mutually beneficial scenario – making internet users more likely to trust you with their contact information. Unfortunately, however, it requires a significant amount of trial and error, to lock down a lead magnet that works. The best lead magnets focus on what their target market wants, what motivates them, and approaches them in a way that seems genuine and good-natured. Here are five top lead magnets formats and tips for making them work. THE CHEAT SHEET Inside information on how to perform better and tips for making things easier are always valuable. This is particularly so in today’s society, where people are constantly pressured to keep up with rising demands of business to generate better results faster.  The key to a compelling cheat sheet is to keep your content short, concise, and jam-packed with little known facts that have practical, real-life benefits. For example: If you own a golf equipment store, a cheat sheet entitled “How to Pick the Best Golf Irons For Your Unique Needs” would be relevant and appealing to golf enthusiasts. How to make it work: Touch on your ideal customer pain points when pitching your cheat sheet to them as an offer. Be sure to keep the following questions in mind when writing your landing page content: What are the most common reasons why a potential customer would want to read this cheat sheet? How can I make the information as easy-to-understand as possible? What problems will my cheat sheet resolve for the reader? Why should my target customer act on this offer as quickly as possible? What can I say within my introductory content to make this cheat sheet enticing to my readers? THE FREE TRIAL If you are in the software industry, offering a free trial is always an impressive lead magnet. After all, everyone loves getting something for free! Even if it…

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