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Want To Super Charge Your Sales? Push This Button

Seek first to understand, then to be understood. – Stephen Covey

Before attempting to sell any product or service you must know your customers. Where do they hang out? What are their daily habits? Use our Ideal Customer Avatar Worksheet to define who you are selling to.

Now, let’s get to super charging your sales…

It’s the same story, “If I could just get in front of customers I know they’d buy from me”…

Sound familiar?

…but you have to convince them you’re legitimate before they ever contact you.

And that takes a stellar online reputation.

How do you maintain a stellar rep online?

More on that in a moment…

But first let’s talk how customers look for services now.

It goes like this…

  1. Customer searches Google for a product or service.
  2. Customer is presented with a relevant list of listings.
  3. 92% of customers go straight to the listings with more reviews.viral-velocity-reviews-screenshot

…which means, if you have…

  • no reviews
  • few reviews
  • bad reviews
  • old reviews

your chance of getting that customer’s attention are less than 27%.

To put it a different way…

Without online customer reviews, your business is at extreme risk of failure.

Here are a few compelling stats….

92% Of Consumers Read Online Reviews For Local Businesses

73% Of Consumers Form An Opinion By Reading 1–6 Reviews

69% Of Consumers Believe That Reviews Older Than 3 Months Are No Longer Relevant

…which means you need a steady flow of 5-star reviews coming into your business.

That may sound daunting, but it’s easier than you think.

Customers are eager to share their experiences…

you just need to make the sharing process dead simple.

Unfortunately, Google makes the review process a game of hide and seek.

Use this tool to shortcut the process tremendously (It’s FREE).

OR

Have your customer’s follow these steps.

  1. Visit https://www.google.com/maps
  2. Search for your business
  3. Click on your business listing
  4. Click the review link on the listing
  5. Select 5 stars
  6. Leave a comment
  7. Click Post

NOTE – I recommend this FREE tool. It provides you with a direct link customers can use to leave reviews in seconds…in a single step. Check it out here.

Earlier, I mentioned needing to maintain a stellar reputation.

It’s not enough to merely collect a few reviews here and there. Consistent follow up is the key to maintaining a stellar reputation and the best followup tool in any business arsenal is email.

But, what should you send?

…when should you send it?

…how often should you ask?

All good questions of which I’ll answer in a moment.

First, I want to ask you.

Are you seeing the power in maintaining a stellar online reputation? Just take a look at the stats again. 92% of consumers read online reviews for local business! 92!

That’s huge!

The other 8% are likely consumers who’ve already worked with the business before..which means the trust has already likely been established.

Hopefully, you’re starting to see what a key asset your online reputation truly is. `

Now, what…when…and how often to send follow up emails.

Here’s a simple guide:

– Followup twice per week for two week MAX (you don’t want to be irritating)

– Tuesdays and Thursdays are historically the best response days of the week.

– Use this template to get the best response from your customers.

Hey {First Name},
First off, I’d like to thank you for allowing us to serve you.
I am extremely happy that you got so much value from my course/product/etc!
Could I get a short testimonial from you about my course/product/experience? It’d be extremely helpful. It’s easy to submit your honest review and takes less than 30 seconds.

10

Just click the link below, drop a comment and click Post. Takes less than 30 seconds. GOOGLE PLUS LINK HERE
That’s it!
Thanks in advance for your feedback and I look forward to speaking with you again very soon! Many thanks,

YOUR NAME

P.S. If for any reason you are unable to leave a positive review, please contact us and allow me the opportunity to address any concerns.

(NOTE: Want Viral Velocity’s proven Review Automation Guide for turning existing customers into 5-Star Reviews on Google? Download it here now.)
*Sources cited in this article – http://searchengineland.com/87-percent-customers-wont-consider-low-ratings-228607

How to Reach More Local Customers With Google My Business

Setup and Optimize Your Google ‘My Business’ Page

  • Create a Google+ Page – To reach your customers on Google local (also called Google Maps), you need a Google My Business page!

If you don’t already have a page simply visit this link https://business.google.com/create.

If you do, skip to the next section on ‘Completing Page Info’. 

Choose the options that fit your business (Local Business is likely the preferred choice of your practice), fill out every form field with your business info.

Voila! You now have a Google My Business page!

  • Completing Page Info – Now, if you already have a Google My Business page, we want to make sure everything is filled out. Navigate to your page and click on ‘Manage this page’. It should be a blue button at the top of your Google+ page.

Next, click ‘Edit’ on the following page. 

 On the page that follows, fill out every field with the same information used on your Facebook page. If it’s not exact, that’s fine, just try to get the info to match as close as you can. Leave nothing default or blank. Google ranks complete business pages over pages missing fields.

  • Optimize Pictures – **IMPORTANT – Navigate to the ‘Photos’ tab at the top of your ‘Edit’ view.

Next, upload at least 3 photos for each section. Again, Google rewards listings with complete profiles.  

  • Link to Website – Last, and certainly not least, have your webmaster add a link to your Google+ profile on your website. Google loves to rank local businesses who link to and from Google My Business listings.

How to Reach More Local Customers With Facebook

The number one complaint I hear from local business owners is “If I could just get in front of my ideal customers I know they’d want to do business with me.”

Well, here’s one quick and easy way to get in front of more ideal customers.

1. Setup and Optimize Your Facebook for Business Page

  • Create a Facebook Page – To reach your customers on Facebook, you need a Facebook page!

If you don’t already have a page, simply visit this link https://www.facebook.com/pages/create/.

If you do, skip to the next section on Completing Page Info. 

Choose the options that fit your business (Local Business is likely the preferred choice of your practice), fill out every form field with your business info.

Voila! You now have a business page on Facebook!

  • Complete Page Info – Now, if you already have a page on Facebook, we want to make sure everything is filled out. Navigate to your page and select the ‘About’ section. It should be a tab on your business page. 

Next, visit the Page Info section on the ‘About’ tab. Fill out every field in the Page info section. Leave nothing on default or blank. Facebook rewards businesses that take the time to fill out every field on this page. 

**Setup Services – This is the most important section for local businesses on Facebook, and almost no one uses it. On the main page, you should see a ‘Services’ tab. If not, click on the More section and drop down to ‘Manage Tabs’. 

Here you’ll fill out a service entry for each service you offer. Take the time to fill out a service name, complete description and include a photo. Price can be left blank if you’d like, but don’t miss description and photo. This is VERY important. 

Once you have services entered, visit your Facebook page and you will now see the services showcased on your timeline. This will dramatically increase the visibility of services to your fans. 

  • Verify Page – Verifying your page is simple, takes just a couple of minutes, and is extremely powerful. You will now be listed in Facebook’s local business directory for your city.

On your Facebook business page, click on ‘Settings’ at the top of the page. 

Now click on ‘Page Verification’, then click ‘Verify this Page’.

You will then be prompted on how to verify your page. Follow the instructions and you should be verified immediately. 

**** Once verified, you will experience a huge bump in rankings for local businesses in Facebook’s local business directory. Try searching for your service here https://www.facebook.com/services. You should easily show up on the first page now. 

How to Generate and Post Viral Content For Your Business

Do you struggle to reach your target marketing?

In this quick tutorial, I walk you through;

  1. How to find viral content ideas fast.
  2. How to legally copy and past articles to you blog.
  3. How to format it for maximum exposure on Facebook
  4. ….and how fast it can go viral.

Watch video 1 and be sure to see the results just 3 hours later in video 2 below it.

Look at the results just 3 hours later.

The Facebook Ad Type You Didn’t Know You Needed

On October 7th, Facebook revealed a new ad format; Lead Gen Ads.

This new format allows advertisers to integrate lead generation forms within the Mobile Newsfeeds (mobile is the only device supported as of this writing). When a mobile visitor clicks a newsfeed ad, they are presented with a form prepopulated with their Facebook contact info, providing users with a single step to opt-in to your email list….without every visiting your site.

This new lead capture drastically reduces the number of steps users must take to engage your business or product, resulting in higher engagement and lower acquisition costs.

The one downside to this new format is the way Facebook currently requires the collection of the generated leads. Facebook does not deliver the ads by email or provide integrations with email service providers like MailChimp and Getresponse. At current, advertisers are required to download a spreadsheet of leads from the Tools section of their Facebook Page.

To start your first Facebook Lead Gen Ad follow these steps:

1. Visit the Power Editor for your Facebook Ads account – here – https://www.facebook.com/ads/manage/powereditor/

2. Click Create Campaign

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3. Drop the menu down to Lead Generation

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4. Check the boxes for Choose An Ad Set and Create New Ad

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5. Next, choose your Facebook Page, Budget, Schedule and Audience in the Ad Set Section.

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6. Next, set your values in the Ad Section.

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Lastly, make sure you click Upload Changes for your ad to be published.

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Note: Read and confirm you are complying with the Facebook’s ad policy. Nothing will get your account banned faster than violating terms of service with Lead Gen Ads

Facebook’s Ad Policy – https://www.facebook.com/policies/ads
Conclusion

While there is a drawback in the way advertisers must retrieve leads, the lower lead cost and easy of engagement by the end user makes this paid traffic format extremely attractive. Given the newness of this format, Facebook will likely support external integrations shortly.

My Interesting Experience With BNI Visitors Day

When I walk in at 7:05am, I have an open mind about the whole thing. But much like second hand accounts of movies never compare to seeing it with your own eyes, second hand accounts of BNI just don’t compare to experiencing it for yourself.

Having read Brandon Rossen’s post about BNI, I am well prepared for the worst….or so I think.

What follows is my personal account of Visitor’s Day at the local BNI chapter.

As I enter Cardinal Vally Rehab hospital through the visitor entrance I try to maintain a positive attitude. “What’s the worst that could happen?”, I think. I’d meet a few local professionals and dust off my networking skills, right? I should get back in my car.

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Following the BNI signs to the basement, I find myself in a conference room complete with power point presentation, registration desk, catered breakfast and approx 40 local business professionals. It has more of a convention feel than a networking meetup.

With my recommended allotment of 50 business cards oddly bulging from my pant pocket I approach the welcome committee. After four chapter members introduce themselves and awkwardly force their business details on me, I complete my visitors registration information and conspicuously attached a name tag to my person. Hmm….would they noticed me slipping out this early?

Just as I’m about to Houdini through the exit, my “sponsor” finds me and greets me with a level of enthusiasm that would irritate Mother Theresa at any hour let alone the ungodly 7am hour. Now what? Do I stay and give it a chance? Or listen to my bullshit meter and abort? *Sigh*

As I take my seat, the regional chapter director starts off with a welcome and works the slides on the power point. Wait, we have to give 45 second pitches for out business in front of everyone? Yup. 2 slides in the agenda states “Chapter members give a 45 second commercial”, “Visitors tell the group in 45 seconds who they are, who invited them and what their business does.”

“To thine own self be true.” – Shakespeare

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I am not a fan of public speaking. I’ve done it before, but I’m just not practiced enough to have a natural comfort with it. Maybe one day, but not this day.

Imagine my excitement. I’m given 5 minutes prep time to think of something to say in front of complete strangers I have no interested in doing business. My elevator pitch is 15 seconds. They can eat the 30 second gap……done. I should leave. I don’t.

I get up for a few seconds, tell the group my name, what I do and asked them a question. “Show of hands, who has a ‘me too’ business?”  No hands go up. Not bad engagement for 5 minutes of prep time. FML.

One thing I have prepped for prior to the meeting was looking over each chapter member’s website. They are all terrible. “We are the greatest!”, “We’ve been in business for 20 years!”, “Customer service is our priority!”. Guess what…that’s a ‘me too’ business. What’s in it for your customers?

A ‘me too’ business is any business where someone in your profession looks at your or your look at them and can say, ‘me too!’. They ALL had ‘me too’ businesses. But the BNI Koolaid somehow made these people feel empowered. Who needs a Unique Selling Proposition, right? Idiots.

Feeling great about yourself inspires confidence, but alone does not give your customers a reason to do business with you.

I wrap up my few seconds of misery by stating my value proposition. “Marketing is about creating a powerful message for the right market reached through the right media. I solve that puzzle for my ideal clients.”

Nailed it! I was proud of that. Surveying the group…..my words hit them like a Labrador owner doing a high pitched doggy voice. Whatever. Time to leave.

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I was third from the last and only had to politely site through 3 minutes of awkward presentations. Glad I wasn’t the only nervous one there.

Following the Public Speaking 101 intros, the summary pitch of BNI was next. 6,600 chapters…blah blah…..6.4 billion in leads exchanged worldwide in 2014….we’re the Amway of networking…blah blah. Ok, now I can leave. Wait, what?

“I have….”

Just as I think things are wrapping up comes the “I Have” section. Chapter members are required to bring leads to the meetings each week…..and stand and announce them. Wtf?

As this forced back-patting goes on a black plastic box with sections for each chapter member is passed around. A few members gleefully collected slips of paper from their section while the majority disappointingly pass the box down the line empty handed.

This train wreck is happening in slow motion.

The forced Ponzi-style lead exchange ends. I collect my things to leave.

Before I can exit my chair, a chapter member forces an application on me along with 20+ business cards collected from other visitors (people I have no interest in doing business with). I reluctantly accept the package.

I am then asked to surrender my stack of business card.

“No”, I reply.

You’d think I just ran over his dog and lit it on fire.

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The regional director pipes up again, interrupting any additional awkward exchange with Captain Business Cards.

The director says it’s time for more networking.  Finally, I can leave.

I pass another visitor as I sprint for the door who politely asks me, “You joining?”.

“Not a chance in hell, my friend.”

“Me neither….here’s my card.”, he replies.

I dump the business cards and BNI application in the waste paper basket at reception on my way out. I wonder if any pubs are serving this early……

My positive takeaway is this. For Real Estate Agents, CPA, Attorneys, Mortgages brokers and other local only professions it may have value.

It’s an outdated source of leads for any business working beyond the boundaries of the town you live in. At least in my opinion.

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Looking back I am ever more clear on just how much God loves us……and has a fantastic sense of humor.

–Patrick

The Anatomy of a Successful Marketing Campaign

What is the Anatomy of a Successful Marketing Campaign?

In this post, we’ll cover figuring out who your target market is, what you say to them and how to reach them.

The anatomy of a successful marketing campaign for any business hinges on these three items being in sync: what you are saying, who you are saying it to, and how you reach them.

Who is Your Target Market?

If you think you already know who you’re market is, great…but you may have two or three markets. If you have no clue who your market is, complete this exercise.

Make a list of your favorite clients, past patients, friends, family and anyone that you like working with. Find common traits among these groups.

  • What commonalities do you notice about these people?
  • What are the age ranges?
  • Are they male or female?
  • What do they like to do on their free time? Where do they vacation?
  • What kind of car do they drive?
  • What is their ethnicity?
  • How much money do they make?
  • What do they fear?
  • What do they hate?
  • What keeps them up at night?

Answering these questions will give you an idea of what your target market looks like.

For example, you as a physician are my target market for this book.

What Do You Say?

A moment ago, I asked you the question “What keeps your market up at night?” Here are a few more specific example questions you could ask about your target market as a physician.

  • Are they self-conscious?
  • Are they in physical pain?
  • Or emotional pain?
  • Are they smokers?
  • Do they suffer from a chronic disease?
  • Do they believe any myths being told about physicians?
  • Do they have low energy?
  • Or joint pain?
  • All of this plays into what you say to your market.

As an example, if my target market is moms between the ages of 30 and 45 with two or more children, my message might look something like this:

“Moms, boost your energy in one office visit guaranteed.”

Or

“Moms, in just one visit you will discover how you can wake up rested and refreshed every day!”

Now if you’re a mom with back pain who has trouble sleeping at night that message is going to hit home.

Lets do another example. Let’s say your target market is 50 to 60-year-old women who is suffering from joint pain.

Your message to that market might look something like this:

“Who else wants to feel 10 years younger in just 15 minutes?”

This sounds much better than “Visit Our Offices for a Checkup”, wouldn’t you agree?

How Do You Reach Your Market?

A perfectly crafted message for a perfectly chosen market will fall flat if you choose the wrong media.

The 50 to 60-year-old women in the previous example may be best reached on Facebook, but market to her using SnapChat or Twitter and your campaign will likely fail. The majority of 50 to 60 year old women are not on SnapChat or Twitter.

To find out where your market is reachable you must get into the mind of your prospect.

Here are a few example questions to ask of your chosen audience to determine effective media sources to advertise through.

  • What shows do they watch?
  • What websites do they frequent?
  • Do they read the newspaper?
  • Do they use an iPhone?
  • Do they use an Android phone?
  • Do they use an iPad?
  • Do they use Gmail?
  • Do they have cable?
  • Are they Mac users?
  • Do they live in certain ZIP Codes?
  • What magazines do they read?

Just answering these examples will give you tremendous insight into the behavior of your target market.

To recap, in this post we’ve covered defining your target market, crafting a message to that market and how best to reach them.