Posts Tagged ‘communication’

List + Regular Communications = Sales

If you don’t have a list, then you don’t have anybody to market to. If you don’t have anybody to market to, then you don’t have anybody to sell your products and services to. And if you don’t have anybody to sell to, then you can’t sustain a business.

It’s not that far off to say “the person with the biggest list wins.” Or more importantly to say, “the person with the biggest ‘targeted’ list wins”.

List + Regular Communications = Sales

To market effectively, you must have a plan for growing your list, marketing consistently to your list, and converting your prospects and clients. And the 1st step in that plan is to get a name.

When initially marketing to your target audience, the idea should not be to get a sale, but instead to get the name. You will be much more effective if you are marketing your products and services to people who are on your list as opposed to marketing to the general population, even if they are your ideal audience.

The reason for this is that most people when they first become exposed to your business will not be ready to buy. They need time to get to know you, and develop some familiarity and trust before they engage in a client relationship. And if you have their name, you can develop a plan to accomplish that.

Let me give you an example. I follow about a handful of successful marketers, including Jack Canfield. Jack is a very successful author and speaker in the personal development industry.

When Jack has a new product to promote or is doing an event in a city, he may advertise in the local newspaper or on the radio, and if so, I’m sure he gets a small percentage of response from those advertising sources. But Jack sells his products and fills his events mostly from his list. It’s much easier and cost effective to sell to a captured audience who has expressed an interest in your products and services than to a mass market. And Jack is very strategic about the free offers, discounts and enticing communications that he sends to his list to get them to respond.

So keep in mind, it is most effective to first bring your target market into your fold – get them on your list first – and then market to them there.

So how do you get a name? Here are some tips for doing that.

Choose a market –
Having a targeted market allows you to focus more on the needs, culture, and nuances of that market and to be more effective in your marketing efforts therefore, getting you the greatest results. This is a struggle for many business owners because they feel they will be limiting themselves, but the fact is you will have far greater success by marketing to a single market deeply than trying to market to many markets shallowly.
Our culture today is looking for specialists, not generalists. We are looking for people who we feel confident can solve our problems and meet our needs. By choosing a market, you will get known in your market, and establish yourself as a credible expert.

Find where they frequent –
When you have a specific market, you can go to where they frequent most and market to them there.
Brainstorm the places they frequent, by asking yourself these questions:
- Where do they go physically?
- What websites do they visit?
- What online communities are they a part of?
- What organizations are they a part of, etc.?

Capture their attention and get them to take action –
And you do that by giving something of perceived value for free that will allow the prospect to exchange their name for your offer. Many of us have been exposed to this strategy or are already using it in our own business. This strategy is a very effective way to grow your list. I recommend everyone have some sort of a special free offer to use to grow their list where the prospect goes to a single web page or your home page and download it there..

Once you get the name, then the relationship begins. And relationships are built from regular communication, giving value, and allowing your prospect to get to know, like and trust you. And the relationship continues until they are ready to buy. And hopefully it continues long after with referrals and lifelong friendships.

Your list is everything. In fact, you can equate your list to money in the bank. And if you don’t have a list, then you can’t sustain a business. So use these strategies discussed here to make building your list your number one priority.

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Are you communicating with your list enough?

Many of you would probably say that you are not communicating with your list as often as you should. For what reasons would you say that you are not communicating more often?

Many of you have said, “I don’t have a big enough list to communicate to”? Or, “ I don’t know what to say”? Or “They’ll think I’m too salesy”?

All of those are very common responses, and are limiting the growth of your business.

There are so many benefits to staying in touch with your list – in fact, there are more benefits to staying in touch with your list than not.

Your prospects and clients need to hear from you, and they need to hear from you more than less.

It is imperative to be connecting with your list on a regular basis so you can establish familiarity, build relationships, let your list know you are alive and well, and YES, that you are taking clients.

And of course, when communicating with your list, your number one goal is to first give value.

In this posting, I will address the most common response I hear which is “I don’t know what to say.” And I will give you some ideas of how to determine ways to talk with your list on a more regular basis.

If you don’t know what to say, start first by asking yourself these questions:
“What are my target market’s 3 biggest problems?”
“What keeps them up at night?”
“What do they need most to improve their lives, work, health, relationships etc?”

If you really take the time to answer those questions (and make a list), you will have PLENTY of things to talk to your list about. Answer those questions in the form of tips, strategies, resources, even sharing a new perspective. Also, remember, we are inundated with information these days. People will appreciate you being the one who disseminates it down into “must know” content.

Often people are paralyzed to write because they feel like they must have something original to say, something brilliant to offer, or something life altering to share. Wow! That’s a lot of pressure. And because of that, people don’t write anything at all! So first and foremost, give yourself a break and realize that you don’t have to say the PERFECT THING and send the PERFECT MESSAGE to your audience EVERY TIME. You don’t have to hit the ball out of the park every time. You just need to give your audience information that THEY perceive is valuable, and STAY IN TOUCH on a regular basis while you create good will and foster relationships. Your goal simply is to stay in touch and stay top of mind and allow your prospects the opportunity to get to know you and see that you are a viable solution to their needs. And the best way to do that is through REGULAR communications.

Don’t worry about writing the next masterpiece. Instead think of topics to talk to your list about so that you can benefit your client and prospects’ lives, and stay top of mind.

And if you need content, consider our Ready2Go products as a core or complimentary topic. There is TONS of professionally crafted content right at your finger tips making staying in touch and staying top of mind a breeze. You can access it here at

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