Category : Questions

Beliefs Questions

Commit To The Follow Up Or Watch Your Marketing Dollars Go Down The Drain

Today I’d like to talk about something that is very close to my heart that has zero to do with actual marketing but EVERYTHING about getting you more ROI from your marketing spend.

If done relentlessly, it will hugely grow your income.

Follow up.

Let’s look at an example. In the past 4 weeks alone I have sent enquiries to the following:

  1. Various personal trainers (£300 per month for a minimum of 6 months = £1800 deal)
  2. Photographers (£2k  to £4k package)
  3. Private Tuition for my son (£5k per year)
  4. Business mastermind ($50k to $100k per year)

On each occasion I duly filled in their form and gave both my telephone number and email address.


Instead – I waited between 24 and 72 hours depending on the provider, and then received an email response (from the majority – from one I didn’t even get this).

NOT ONE of them followed up with me by telephone – despite me giving the telephone number.

By the time I had received the response – I was no longer in the same “place” as when I had sent the original enquiry, or I was busy at the time so took a day or two to respond (in some cases I didn’t).

Now as many of you know I am ALL for having appropriate application channels  for coaches and consultants, and asking people to book in an appointment.

If I had been asked to do this – I would have gladly done so.

My point is this – how much of their marketing spend are they wasting by NOT following up on enquiries?


When I started my Internet Marketing Agency back in 2008 – I was relentless with follow up and taught my team the same.

Every single enquiry was contacted multiple times by telephone and email. If a prospect was not yet ready to buy, I made time every week to follow up with them.

This led me to a near 100% conversion rate on EVERY single enquiry.

If they didn’t want to buy the first thing – I sold them something different.

I was RELENTLESS with my follow up.

And I am AMAZED more business owners are not the same.

How much money are they wasting?

How much are they leaving on the table?

Due to a simple failure to follow up with every single lead relentlessly?

Oh – so maybe your excuse is they’ve not provided a phone number?

Look them up and FIND ONE.

You’ve already spoken to them by phone and don’t want to call too often?

I get it – use a different method of follow up instead (or ideally AS WELL AS) ….


Find them on Social Media and connect with them there.

I followed my prospects on LinkedIn, Twitter, Facebook (both their business page and their profile) and I made sure I stayed TOP of mind at all times.

I liked their posts, retweeted their posts, and stayed in contact continuously for MONTHS and sometimes YEARS until they were ready to buy.

To follow up with your prospects costs you NOTHING.

It also shows your prospect you REALLY want their business!

Let me talk you through how I make this work in practice.

I have a commitment to follow up with at least six past clients and prospects every single day. I may find out how they are, how their business is going, and I may occasionally give them details of a current program or offer I am running if I think it will resonate for them.


Following up by telephone and connecting on social media also has added benefits! It can prevent no shows and cancellations.

How many of you have ever cancelled an appointment or commitment by email? Because it was easy to do so?

How many of you would have cancelled if you had built a RELATIONSHIP with that person instead?

All you need to do is CONNECT.

So now it’s your turn.

What can you change and implement right NOW about your follow up procedures today?



Now it’s your turn!

Need my help to get this working in YOUR business?

I offer a variety of coaching packages, programs and Done For You services, so simply Book in a call today and let’s chat!

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Lead Generation Questions webinar

How To Launch A Group Program if You’re Brand New to Marketing On Facebook

Today’s blog is based on one of the most commonly asked questions I’m asked by members of my Appointment Generation Bootcamp for Coaches & Consultants…

How can I Launch A Group Program if I’m totally brand new to marketing my business on Facebook?” – in fact, many of my clients have never marketed their businesses at all, let alone using a form of Paid Ads such as Facebook Ads.

Let’s jump in and look at how you can easily move from delivering your services by the hour, typically face to face with clients, to instead finding your clients online PLUS being able to increase your prices!

Step 1 – Identify Your Niche & Find Where They Hang Out on Facebook

Your first step in launching your program is to get totally clear on what you offer, and who for.

Remember – people will make serious investments if you help them make big transformations or get big results – so you must get clear on what you are offering.

If you aren’t yet clear on this – ask yourself some or all of these questions  – what results have I helped clients achieve in the past? Where can I add the biggest value? How can I transform someone’s life? How can I help them get a really big result in a few weeks?  How can I change the way someone thinks, feels or acts permanently?

If you’re new to coaching – ask yourself – where can I add the biggest value fastest to my clients? (by the way – there is no rule that says if you’re new, you MUST start out charging thousands. You may prefer to learn the techniques below to instead master bringing in clients online, then once you’ve got some good testimonials – follow the rest of the process)

Now it’s time to ask yourself, who is your ideal client? Who will want this transformation or end result? You need to get inside their heads – what keeps them awake at night, what are they afraid of, what are their hopes and dreams? WHY do they want this end result?

Finally, you need to figure out where these people hang out on Facebook. It might be worth finding past clients on Facebook, and looking at what pages they follow, what books they read, what movies they watch.  All of these will become interests you can then use to target your Facebook Ads. You will also want to look up competitors and conferences in your area of expertise.

Step 2 –  Create A “Lead Magnet” To Connect Your Audience To You

In order to connect with your target audience – you’ll need to create some form of lead magnet that demonstrates your expertise and shows your prospect that you hold the answers.

The perfect lead magnet is a webinar, ideally automated so you don’t have to constantly run live webinars (here’s my example that brings me in between 80 and 150 signups every single day).

Automated webinars connect best with your audience and help position you as an authority – because people set aside the time to watch and listen to you.

However, you can get started with an ebook, guide, template or anything that demonstrates your expertise (you can see one of mine here – How To Fail At 99% of Your Marketing & Still Make 6 Figures Per Year)

At the end of the lead magnet, offer a link to book in a call with you to discuss getting help with their particular situation.

Step 3 – Now It’s Time To Sell Your Program

Plan out your program briefly – what stages will people need to go through to hit the end result? What “homework” tasks will you need to set them to ensure they stay on target? There’s no need to do ANY other planning at this stage other than a few bullet points. After all, we don’t know yet what specific help our clients will need!

Make sure you’re confident about the investment you’re going to be asking people to make. Are you going to start with $1k, $5k, $10k?Pick a price you’re happy with and then practice saying it out loud to yourself until you can say it without hesitation.

Make sure you have your program plan in front of you during the phone call.

On the phone call, explore ways you can help, help them see why they haven’t got the desired result so far, and then invite them to solve their problem by joining your program.

If you want, you can offer payment options to make it easier for people to say yes to joining your program.

Note – at this stage – your program will be a one on one program.  More on that in the next step….

Step 4 – Deliver Your Program As One to One To Begin With

Your first client in your online program will be an individual coaching client. Here’s how to structure it:

  1. Never record the entire program upfront!  Instead, once you have your first client, book them in for the first call to get started a few days away. Use those few days to plan out the first week’s training on PowerPoint or something similar, and then record yourself delivering the training, your voice accompanying the slides on a tool such as Camtasia
  2. Upload the video to Wistia or another video hosting tool
  3. Create accompanying worksheets as needed and upload to Dropbox
  4. Deliver the training by email with a link to the video and the worksheets
  5. Each week, book in a call with your client and help them stay on track and get the end result
  6. Record the rest of the training as you’re going along, refining as needed based on the questions your client is asking, delivering the training each week by email and continuing to talk to your client each week
  7. Hey Presto! At the end of the program, you have a completed program

It’s a good idea to run the program a handful of times to ensure you have perfected it, with private one on one clients to begin with. Once you’re happy with your program, it’s time for the next stage (if you choose! Some people decide to stay using this format as they prefer one on one for various reasons) …

Step 5 – Now It’s Time To Expand Those Ads & Launch A Group Program

By now you’ve perfected your ads, your lead magnet is bringing in new leads, and you have created your program PLUS you know it works.

Your next step is simply to increase your ad spend, create new lead magnets, and EXPAND rapidly, and launch a group program!

The sky is the limit – how many do you want in your group – 4? 8? 15?

Do you need help implementing this?

I’ve got this process NAILED, and I follow every step of this process every single day for my clients, and in my own business.

If you’d like to talk this process through, identify what’s holding you back, plan out what you need to put it in place and create a step by step plan for launching this right NOW – I’d love to help.

Simply click here to book in a call



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High Prices High Ticket Questions

Paid By The Hour? Better Read This…

If you’re currently being paid by the hour for what you do, this will be extremely useful to you.

We can discern that most business owners who are paid by the hour will eventually hit some sort of cap.

It might be they feel they are constricted by competitors  – if competitors are charging low hourly rates it’s hard to see how you can put yours up without losing business. In addition hourly rates are getting squeezed in the current climate – in particular when your services are seen as a commodity.

Secondly it may be a time restriction – as charging by the hour means you can’t physically work too many hours – typically somewhere from 20 to 40 hours per week of client time is normal depending on the particular sector.

Finally, the cap may well be location specific – for example I have a client Di who was commuting 3 hours per day into London on top of her working day as she can only currently deliver her training face to face. This time was of course unpaid, and you can imagine that this travel was adding hugely to the stress of her day.

So what can we do about this?

The answer comes in the form of taking what you typically do for clients, structuring it into teachings that can be delivered online from the comfort of your own home, and then using simple online methods to attract in clients for the teachings. Let me set this out in a step by step fashion for you (if you get stuck on any of these steps don’t worry, you can get more help shortly):

1. Identify what outcome your clients typically desire from you. It’s okay to have several – for example some of my outcomes are teaching people to take their offline business and put it online, showing people how to use Facebook Ads to attract in clients, teaching people how to bring in qualified leads that are ready to buy in a simple “salescall” helping people make the leap from hourly selling to selling online programs etc etc.  Now consider, what are the outcomes that YOU typically deliver?

2. Brainstorm the steps that are needed to ensure your client gets their end result, and plan it out into a structure, which I will refer to as an online program. Typically most of my clients choose to plan out an 8 week structure, but 6 weeks and 12 weeks typically work well too.

3. Create a couple of pieces of education based marketing to bring in prospects – such as webinars, blogs, short videos, checklists etc. I choose to record my webinars and turn them into an automated webinar so that they can be viewed 24/7 around the world, and this is the method I teach my clients too as it removes the worries about technology and is stress-free!

4. You’ll now need to advertise your marketing pieces, typically via Facebook Ads, Twitter Ads or LinkedIn Ads, depending on where your target market hangs out. Facebook Ads is currently the easiest and cheapest to use – although the skills transfer directly from one platform to another.

5. At the end of the marketing piece, you’ll want to ask prospects to book in for a call to discuss how you can help. There’s no need for a hard sell, as your marketing has already shown them you can assist – it’s therefore just a case of seeing if you’re right to work together.

6. You’ll now start bringing people into your online program, which is of course based on the steps you identified earlier. To deliver the program, you’ll simply record a video – I suggest a tool such as Camtasia to record yourself talking over a PowerPoint presentation, and ensure your client is successful by setting some type of homework that ensures that if completed, they will get to their desired outcome.

7. To give your clients support, you’ll then offer coaching calls each week alongside the videos to ensure they are staying on track. These can be either individual calls or group calls, depending how fast your marketing brings in new clients and whether your line of work lends itself to groupwork.

So in essence, this has shown you how to take what you do currently, by the hour – and then turn it into something that can be sold online.

Following this method, you can immediately move from charging by the hour to instead charging for the outcome.

When pricing your program, most of my clients start somewhere from $2k to $4k before moving to $6k and even $10k – although I’ve had clients go in straight at $8k and sell 5 in a few weeks.

To explain in a little more detail how this works in practice, here’s a casestudy from one of our clients:

My client Leo was selling his services at €70 per hour before he started working with me. He restructured what he offered into an 8 week group program that he sold for €2,000 for 8 weeks, before Christmas. He was converting nearly every single person he spoke to on the phone into this program, so after selling 6 of these, I encouraged him to put his prices up further. He then sold a further 3 at €3,000 – this time converting every single person he spoke to, so this month has moved to charging €4,000.

So, how can YOU apply this?

How will you take what you do and turn it into something that can be sold online?

If you’d like help taking what you do currently on an hourly basis, and restructuring into something that can be sold online – then we are here to help.

And yes, if you want my personal help getting this working in your business – we can talk about that too.

Either way you’ll know whether this will work for your business.

So let’s get on the phone and specifically plan out:

• Can what you do be sold online?

• If so, what’s the best price to charge for it?

• How many leads will you need to hit your income goals?

• Where are the best places to start marketing?

• What might stop you from getting this done?

Please click here and book your session in here now, we have a few sessions available this week

Have a great day, I cannot wait to see how we can assist!

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Adwords Questions

Where can I find invoices in AdWords?

I’m often asked how to find invoices in AdWords.  The good news is there are printable invoices, you just need to be able to access them.

In order to do this log into AdWords and click onto the green tab marked Billing and then click Billing Summary.

Scroll down until you find the right month.  Note you can ONLY print out an invoice for the current month when it ends.  Now click the Invoice button:

Image of how to download your invoice in AdWords

The invoice will now turn into a printable screen – simply go to File – Print.

To access previous months, change the date selector and then click Go.

Changing the date of your invoice

You should now be able to see the month you have selected – again simply click the Invoice link and you will be able to print out your invoice.

Questions?  Do ask them here!


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Questions Social Media

Who will see my Google+ post?

There seems to be some confusion over who will see a post you put on Google+, whether it’s only seen by people who have added you, people you have added, or people you don’t even know.

This handy graphic (please let us know if it is yours so we can credit it!) explains a lot easier than we could, so we’re sharing it with you today!

(Click on the image to see the larger version).

Hope this makes more sense and allows you to see who will be seeing your Google Plus posts.

PS, you can connect with Claire on Google+ now too!

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analytics Questions seo Targeting Testing

What is Google +1 and how will it affect my website?

There’s been a lot of talk recently about Google +1, the new ‘button’ from Google that allows people to ‘vote’ for your site and could affect your Google positions in some instances.

So, firstly:

What is Google +1?

Google tell us that:

Adding +1 buttons to your pages is a great way to help your ads stand out on Google. By giving your visitors more chances to +1 your pages, your search ads and organic results might appear with +1 annotations more often. This could lead to more–and better qualified–traffic to your site.

This has been a little confusing for some people so we’ll try and put it in plain English for you 🙂

Basically, if you have the Google +1 button on your website pages or blog posts, then people can click on it in the same way they would click a Facebook ‘Like’ button. When they click on it (and to do this they must have a Google account), Google registeres that they like your page or post. So far so good.

When another person searches on Google, and your page or post is shown in the results, it will show the number of  ‘+1s’ it has had from their friends or contacts. Google is working on the assumption that people will be influenced by the choices their friends and contacts have made.

How will it affect my Google positions? If people don’t +1 me, am I at a disadvantage?

In most cases, the answer to this is no. Google tells us that +1 won’t affect the usual SERPS (which is a relief as we’re sure it will soon become easy to game). However, if someone searches Google while they’re logged in to their Google account, the results that have more +1s from their friends and contacts will be highlighted.

Should I use the Google +1 button on my pages and posts?

We think so. Although it’s not making a huge impact right now, think back to how little impact Facebook Likes made at one point – now they’re an integral part of promoting any blog or website.

How do I install the Google +1 button on my site or blog?

If you have a WordPress blog or site, there’s a plugin for that 🙂

If you have a Blogger blog, you’ll need to install one of their addons – more about this here:

If you want to install it to your site manually, it’s just a case of adding some code into the head of your code, and then some more code where you want the button to appear – more on this here:

As you can see at the bottom of this post, we’ve installed the Google +1 button – we’d love it if you could help us to test it, first by clicking on it, and secondly by installing it on your own site or blog and letting us know in the comments below!

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Adwords Questions ROI

Top Ten Tips for using Google AdWords

Here are our top ten tips for using Google AdWords:

1. Make sure your website is up to scratch before you get started. Does it represent you well? Is it clear how people can buy your products or services? Don’t be arrogant and presume your website is excellent as you’ve designed it or approved the design yourself, get someone else’s opinion too! Family and friends DO NOT count!
2. Set an appropriate budget. A couple of pounds per day is a waste of money. You need to run a trial by setting an appropriate budget to get started. This may be thirty to one hundred pounds per day.
3. Remember that an average conversion rate on a website is between 3% and 5%. Not everyone who visits will buy. If a click costs you £2, you can see that setting a daily budget of £2 will result in a very long time to run an effective trial!
4. Set up a campaign to run only on the Search network, not the Display network to save money and increase your Click Through Rate
5. Create multiple ad groups with a handful of keywords per ad group, and just test a few keywords to start with.
6. Place the keyword into the advert heading in order to maximise Quality Score as well as Click Through Rate. This will also usually increase conversion rate too.
7. Install conversion tracking to ensure you know what’s working, and what isn’t
8. Run search query reports regularly (you can now have them emailed to you by Google). Use this to identify new negative keywords. Negative keywords will prevent irrelevant searches and save you money
9. Don’t send visitors to the homepage, send them to a specific landing page about that one product or service. Ensure the visitor can convert on the landing page by placing a contact form or callback form. Also consider including testimonials, photos etc.
10. Be prepared to test and refine your landing pages, as well as your Google AdWords adverts continually, to try and improve both.

That concludes our top ten tips, I hope you find them useful. Questions? Do ask them here!

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Adwords Questions Troubleshooting

Why isn’t my advert showing at the moment in Google AdWords?

This is a very common question asked by new advertisers.

So here’s a list of potential reasons it might not be showing:

  • Your account is new, and you have not entered payment details. When you have entered payment details, they take a short while to be authorised. This can be up to a day or two.
  • You have set up a new campaign with new ad groups and keywords, that need to be reviewed. This can take a short while.
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