How I Quadrupled My Email List in 7 Months

05.27.2015

Quick question – wanna get more leads and sales?

Sure you would …. just about everyone needs more of those, right?

But it’s not easy. If you’re a small business owner or service professional like most of my readers, then you have to find new leads, close them, and then actually do the work!

There aren’t enough hours in the day.

Well, it turns out there’s a much better way. It’s about shifting from a “one to one” model to a “one to many” model.

In this article, I want to share a new strategy I’ve used this year to quadruple my email list, build my reputation as an expert, forge relationships with tens of thousands of people at once, bring in hundreds of new customers and clients, and most importantly attract multiple six figures of revenue to my business.

I’ve never shared this material before, but it’s been such a game-changer for me that I had to share it.

Why You Don’t Have Enough Leads or Sales Now

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4 Tips for Sending Killer “Cold Emails”

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How often do you get to host royalty as a guest post on your blog? Not often enough. This is a guest post by Wendy Weiss, aka “The Queen of Cold Calling.”  I met Wendy a few months ago and she has some great advice not just on how to be more effective when cold calling people, but also on how to send effective “cold email.”

Take it away, Wendy!

 

Here’s an email I received this week (typos and all):

“I hope you enjoyed the weekend. I tried your office this morning but unfortunately could not get a hold of you. I would like to meet with you next week to learn more about Weiss Communications and its overall operational structure. With the emergence of converged services, businesses are demanding greater performance from their networks than ever before. I would like to present a solution that will offer cost-effective security, any-to-any connectivity, quality of service, scalable bandwidth, and a platform for convergence that eliminates network redundancies and supports a fully meshed enterprise environment. XYZ Company can be your strategic partners as you work complete your vision. Our dedicated team of professionals, robust product portfolio, and unmatched commitment to delivering the highest possible level of service will make a key impact to your organization.

“I am seeking to build and maintain a long-standing relationship with your organization that enables me to help you work smarter and more efficiently. We are proud of our reputation as an industry leader in customer service and continually strive to lead the industry in key service areas like installation, repair, and client services. Over the past years, we have made significant investments into our network infrastructure and increased our local support teams. You will always have access to the people you need, when you need them.

“To that end, I would like to take a collaborative approach to understanding your business. Please let me know when you will be available for next week to further discuss strategies.

“I look forward to hearing from you.”

 

When I finished howling and cackling and calling all my colleagues to read this email to them, I sat down to write this article.

1. This prospector said he wants to “learn more about Weiss Communications and its overall operational structure.”

Why should I spend my valuable time educating someone—a total stranger–on my business? He should have the smarts and resourcefulness to do some investigating, learn about my business and then use what he has learned to catch my attention.

Lesson Learned: Do some research on your prospects before you call or email. This will enable you to speak directly to the concerns of your prospect and increase the chances that they would want to speak with you.

With all the information that is now so easily accessible and available there is no reason not to know at least the basics about the company you are calling.

2. I have absolutely no idea what this company does and/or why I should be interested in meeting.

This prospector needs to be clear. This is a very long email to say absolutely nothing. If your prospect doesn’t understand what you are talking about, they will hit delete. On the phone they will say, “Not interested,” and hang up.

Lesson Learned: Be clear, concise and to the point.

No jargon unless you are absolutely sure your prospect will understand it.

3. The entire email was about the prospector and the prospector’s company.

He says:
“I would like to meet with you next week…”
“I would like to present a solution…”
“Our dedicated team of professionals…”
“I am seeking to build and maintain…”
“We are proud of our reputation…”
“…we have made significant investments…”
“I would like to take a collaborative approach…”

There’s nothing in the email about me–the prospect. It’s all about what he wants and what his company is doing.

Lesson Learned: Focus your message on your prospect. It’s not about you – it’s about the prospect.

4. The prospector says: “Our dedicated team of professionals, robust product portfolio, and unmatched commitment to delivering the highest possible level of service will make a key impact to your organization.

Having a “key impact” is probably a good thing, although he never actually says what that “key impact” might be.

Lesson Learned: Make sure the focus of your communication is on the value that you represent and be clear what that value is. Your prospect will not guess, figure it out on their own or spend any time at all trying to understand what you’re saying.

Make sure that your email (or your telephone call) is about the value that you bring to customers and state that value in clear simple terms that are easy to understand.

Prospecting by email is very much like prospecting by phone. Your phone call needs to be direct and concise, focused on your prospect and on the value that you represent.

Likewise, your email needs to be direct and concise, focused on your prospect and on the value that you represent.

Learn more about Wendy Weiss at Cold Calling Results.

How to Make Friends in Any Room

How TO Make

You know that feeling you get when you enter a room and suddenly you realize you don’t know anyone? Not a single person?

It’s kind of like those ‘80s movies where someone shows up to a house party and then the record player screeches to a halt and the entire room seems to turn its head at once?

Sometimes life feels like an ‘80s movie.

When this happens to you, your heart may start racing. How do you meet people? How do you start mingling?

More importantly, how do you start making friends – fast?

This is a common problem for many people. You’ve probably been to an event where you showed up and you didn’t know anyone.

Whether you’re at a work event, a social gathering, a holiday party, or even the first day of college, these situations can be incredibly stressful if you’re not naturally outgoing.

So the question we all wonder at this point is what do you do when you enter a room and don’t know anyone?

Do you whip out your phone and start checking email messages so you don’t have to talk to anyone?

Uh… no.

Do you dig your hands in your pockets and slouch your way into a corner?

Nope. Not that either.

In this post, I want to talk about what happens when you enter a new room and you don’t know anyone.

After you’ve entered the room, how do you blend in seamlessly, with charm and wit and class like you belong, even if you are feeling internally like you aren’t so sure.

In other words, so you look more like George Clooney at an Oscars after party than Zach Galfinkackis at … just about any party.

Here are six sure-fire ways to start making friends when you don’t know anyone, even if you may feel like you’re wilting inside.

Bonus: Grab this handy “checklist”which sums up the main points of this article.

 

1. Set a Goal for Yourself Before Even Showing Up

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Don’t Miss the Big Moments in Life

Start and Grow Your Email List Challenge

 

Have you ever noticed how easy it is to miss the big moments in life?

You know what I’m talking about.

Maybe you had a work trip and you missed your daughter’s first steps.

Or you had to work late and you missed your son’s first word.

Or you simply couldn’t make it out to celebrate a good friend’s birthday because you’ve been so “stressed” at work… again.

Does any of this ring a bell?

If so, read on …

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How to Make $1,000 With One Tweet

Want to see a tweet that made me $1,000?  Here it is:

how to make $1000 with one tweet

Now let me explain.

Through this blog, I am constantly trying to berate my readers into being “givers.”

Not because it feels good or because it leads to better karma or any of those “woo-woo” reasons.

You should be a giver out of your own self-interest. (Click to tweet this.) Because if you want to increase your impact, influence and income, the best way to do it is by helping others.

(By the way, being a giver also means you are putting more good out into the world, which is alright in my book.)

So here’s the story behind the tweet. I had met Alisa Cohn, who is an executive coach, at a book signing for our mutual friend Dorie Clark about a year earlier.

Dorie, by the way, has a great new book out – Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It – and she was kind enough to profile me in it.

Alisa asked if she could add me to her email newsletter when we met, and I said sure.

I read it. It’s good quality content, aimed at helping executive-level professionals. (I’m serious. It’s good. You should all go to her website and sign up right now. I’ll wait.)

Now, when I read something good, I am constantly thinking of sharing it with my audience on Twitter or Facebook. So I read a particularly good newsletter in early January and I hopped on over to Twitter and I shared it.

Then she sent me an email…

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Reach Up, Reach Down, Reach Side-to-Side [video]

Are you building relationships with the right types of people?

I recently took a trip to New York city. I was there to get dinner with author and entrepreneur Ramit Sethi, who I would consider a mentor. He’s someone who is much more successful than I am – he basically took a dorm room blog and turned it into a multiple eight-figure business.

He also created Zero to Launch, a course which has had a huge impact on my business (read my review herereferral link).

I could have ended the trip with that one meal, and flown back to San Francisco.

Instead, I decided to set up a couple more events.

I organized a meetup with people who read my blog, listen to my podcast, or who have purchased my products. It was awesome. I still can’t believe over a dozen people showed up on a rainy Friday of Passover and Easter weekend.

2015-04-03 17.08.42

My first Smart Business Revolution meetup at Wilfie and Nell in the West Village, New York city.

 

In addition, my friend Dorie Clark (who was kind enough to profile me in her great book Stand Out: How to Find Your Breakthrough Idea and Build a Following Around Itreferral link) put together a dinner with a number of other authors, including Jenny Blake and Dan Schawbel, both of whom have been on my podcast but who I haven’t met face-to-face before.

Dorie Clark dinner New York

(L to R): Michael Roderick, Angela Lowe, Dorie Clark, Jason Bellini, me, Erica Dhawan, Rich Tafel, Dan Schawbel, Jenny Blake, and Thomas Wedell-Wedellsborg

 

In other words, I made the trip go much farther than it would have if I had just done the dinner with Ramit and gone home. And the relationships I forged there will likely be useful for a long time.

So my question for you is – are you making the most of your relationships? Are you working to build relationships with people who are more successful than you, not as successful as you (yet), and finally people who you would consider your peers?

You should be building all three kinds of relationships.

Before I left New York, I recorded this short video talking about this idea:

So are you building all 3 kinds of relationships? In the comments below, share what kinds of relationships you are building now.