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PROFITABLE CONNECTIONS
December 2020
How to Get More New Clients in the New Year
ARE YOU READY FOR A NEWNETWORK?
What should the focus be for the new year to grow your business?
Entrepreneurial Operating System, was developed by bestselling author Gino Wickman. This system was laid out in Wickman’s immensely popular book, “Traction: Get a Grip on Your Business.” We came up with the idea to do a series of podcasts and content profiling EOS facilitators. Using a combination of our podcast, “Smart Business Revolution,” and LinkedIn, we had conversations with around a dozen facilitators. John put together an insightful series with great information and resources and we made great connections with referral partners. Not long after the content and podcasts went up, John received a message over LinkedIn from Gino Wickman himself, thanking John for creating the EOS profile series. John responded by inviting Gino on his podcast, and Gino gave a quick okay. Gino and John had a great conversation, which you can listen to on SmartBusinessRevolution.com. They covered a range of topics, from EOS to Gino's latest book, "Entrepreneurial Leap: Do You Have What it Takes to Become an Entrepreneur?" The conversation has become a foundation for other opportunities. We refer people to Gino and his work and Gino has referred a number of new clients to us.
When it comes to adding clients and doing business development, it is easy to do the same things you’ve always done ... Talk to the same old people. Rely on the same old referral partners. Participate in the same old networking events (though they may be virtual now). As Albert Einstein said, “Insanity is doing the same thing over and over again and expecting different results.” As we stand on the verge of a new year, what is one strategy that would have a huge impact? What little hinge would swing that big door? (paraphrased from W. Clement Stone) There is no better way to grow your business than to expand your network. People ask us all the time, “How can I expand my network?” or “How can I find new clients and referral partners?” One strategy that we recommend: Seek out communities you may not have considered in the past. Look for communities where your ideal prospects and referral partners spend their time. Here’s a great example. A few years ago, we realized that our ideal referral partners were part of the EOS community. EOS, short for the
Anytime John has interviewed someone familiar with EOS, they remark how impressed they are that Gino was a guest on John’s podcast. It’s yet another big benefit of expanding your network — you get to speak with thought leaders and major industry voices and, in turn, you increase your own authority within your industry. When you go out and identify new communities, organizations, companies, and groups, you can leverage your podcast to deepen your relationship with more partners and prospects. Take the time and effort to curate and nurture those relationships and you’ll be happy with the results. Action step: Brainstorm two communities that you will go deeper with this new year and email us which you choose.
Dr. Jeremy Weisz & John Corcoran
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OPTIMIZE YOUR LIST
To Target the Right Leads the First Time!
Your business is nothing without its list. The files upon files of customer data that you have stashed away can give you more insight and direction than most metrics, yet many business leaders know very little about their list — much less how to utilize it. A great list has a few components. It’s usually more than just an Excel spreadsheet with names, addresses, email addresses, preferences, and phone numbers. But if you don’t even have that , then you need to do some serious updating before you go any further! Start by scrubbing your list. Remove any names that are no longer prudent. Then, call the remaining people on the list and verify contact information or ask for additional details. Make this an impossible offer to turn down by providing a reward or something of value to those who opt to share more details with you. As more people offer their information, you have multiple tools to market directly to them. (This will come in handy later.)
break it down . Your list has to be segmented into multiple components to provide a scope of your business’s well- being and to pinpoint target areas. Start with three “buckets”:
specifically target your lists rather than casting a wide net and only catching a few leads. One of the easiest ways to target each group is through relationship marketing. Increase your content production, and keep hitting your customers with your message, using the information from your list to guide you. Start with an email blast, and then pepper in a few postcards. Next, host a Facebook Live event with that very same information and invite a specialty group of people from your list (i.e., your hot leads or loyal customers). Each time you curate a message specifically for a segmented population, you are creating a message that will land right where they need it the most. But don’t let off the gas. Most readers only remember about 10% of what they consume, so keep communicating! With a targeted list, you should have no problem finding a new tactic, a new device, or a new platform to get your message out to the people who need to hear it most. It all starts with perfecting — and updating! — your list.
• Prospects
• Customers
• Bad Leads
From there, you can break the list down even further to include:
• Canceled customers
• Hot leads
• Customers with high spending
• New sales
As you categorize your list into various buckets, a plan will emerge. Your team can develop campaigns to upsell clients who may need more of the services you can offer while pinpointing those who could be resold on your company. This segmented data is then a powerful tool to help you
Now that you have a brand new, scrubbed, beautiful list, it’s time to
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Rise25: Helping B2B Businesses Build Profitable Connections
Decisions, Decisions Tactics for Making the Best Business Choices
As a business leader, you’re likely well-versed in making decisions, but in the midst of a global health crisis, a political minefield, and environmental disasters, planning for the upcoming year is different territory for even the most seasoned business professionals. So, how do you make the right decisions for your 2021 plans? Start with these three steps.
world has transformed, and attempting to continue with what’s “normal” will only cause you to miss what could be . As you plan for 2021, consider the abnormal. Look at options you would have never considered doing and test their efficacy. If one fails, move on. But there’s a big chance that you may stumble into something that is totally unique and completely worth your time. NO. 3: EMBRACE CHANGE. You’ve set your course. You have your team in place. You’re excited to begin. Now, get ready to change everything. Sounds exhausting, right? But it can happen. Rather than being resistant to what isn’t working, admit defeat and move on. If there’s one benefit of the COVID-19 pandemic, it’s that we were all given a crash course on how to adapt quickly. Take those lessons and apply them to your 2021 plan. Be prepared to admit when your original plan isn’t working because staying on an ineffective course can do more harm than good.
NO. 1: LOOK AT THE DATA. Data has never steered you wrong before, so don’t stop using it now. However, you have to use the right data and contextualize it with today’s lenses. For example, when choosing a new marketing campaign or direction, continue looking at the cost, revenue,
potential errors, and risk factors. Use those to make an informed decision about which step to take. For example, is the campaign empathetic to the needs of your clients, or will it come off as tone-deaf? ( Hint : Try split testing in 2020 before fully deploying a new campaign in 2021!) NO. 2: DON’T GO WITH THE STATUS QUO. “This is how we’ve always done it” will kill your business. Nothing is the same as it was just one year ago. The entire
Don’t avoid it. Planning for 2021 is necessary — even if you need to change course quickly.
Rise25 Podcast Spotlight
What Christmas Trees Look Like Worldwide
Whether it's floating on the canal or pictured in lights on a mountainside, the tradition of the Christmas tree is beloved worldwide, and its reiterations might surprise you! For example, the Galeries Lafayette in Paris (not dissimilar to Macy’s in the U.S.) does a dazzling Christmas tree display in their main store. In 2019, they did an incredible upside-down Christmas tree that hung from the ceiling and had a light show every hour. In Rio de Janeiro, they have the world’s largest floating Christmas tree, which is over 85 meters tall and weighs 542 tons! It was revealed with a huge firework show and floated over the gorgeous Rodrigo de Freitas Lagoon. In Gubbio, Italy, they can see their city’s official “tree” from a hundred miles away — because it’s a massive light fixture along a mountainside. Every year, it’s switched on by a notable figure. In 2014, it was turned on by the Pope, and, last year, it was switched on from space!
"The Marketing On Demand Show" Chad Evan Collins Featuring: Top marketers, entrepreneurs, and brands "The Hook" Brendan Dell Featuring: The world’s brightest marketing leaders "The What Has Changed Podcast" Darren Farwell and Jessica Sevink Featuring: Leading experts in wealth management "Wake Up Minute" Ed O’Keefe Featuring: Today’s most influential business leaders
"Buy Box Experts" Joe Hansen, James
Thomson, and Eric Stopper Featuring: Amazon experts, investors, and solution providers "The Esq Marketing Podcast" Matthew Laurin Featuring: Successful solo and SMB law firms "The Philanthropy212 Podcast" Penny Cowden Featuring: Thought leaders in the realm of not-for- profit organizations Go subscribe on iTunes!
We hope you enjoyed discovering these international traditions as much as we did. Merry Christmas!
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Inside This Edition
1. 2. 3.
New Year, New Network
Your List Is Your Greatest Weapon
Tactics for Making the Best Business Choices
What Christmas Trees Look Like Worldwide
4.
Avoid These 2 Mistakes for 2021 Sales Success
The 2 Biggest Mistakes You Can Make When Setting Sales Goals for 2021
Regardless of how 2020 treated your business, 2021 is fast approaching, and this past year is about to become a closed chapter. It’s time to examine both the bad and the good that happened in 2020 and set tangible sales goals for 2021. Just be sure you don’t fall into these two traps. Mistake No. 1: Making Your Goals Unrealistic Setting an unrealistic goal for each quarter is sure to lead to failure. The trick is to push the limits of what has been done without settling on a number that is completely unachievable. Remember, if your team begins to exceed expectations, you can adjust and increase your goal! It’s far better to overachieve than to underperform. Finding that perfect goal number means that sales leaders will have to sort through a lot of data. Rely on
both external and internal data to develop an understanding of the sales outlook for 2021. What do the 2020 numbers forecast for your business? What kinds of services or products are the most popular? What’s the forecast of the economy or your industry? These questions can guide you as you set your goals. Mistake No. 2: Failing to Plan Properly You will not accomplish the goals you’ve set for yourself and your team if you don’t provide the steps to get there. Pull information from industry leaders as well as your sales team, workers on the floor, and marketing managers. Your employees have valuable viewpoints on your business, while outside forces shift your view from internal to external. With this combined information, hash out a plan with your sales team. Don’t leave the Zoom meeting until you have tangible steps in place.
A plan is only as good as its execution, and when there’s no opportunity to prepare, it will undoubtedly fail. Your quarterly and yearly sales goals for 2021 should be set now so that your team has ample time to prepare. This will allow for additional training or discussions about proper tactics and strategies for marketing and selling your business to targeted customers. Before you know it, 2020 will be in the past. Don’t forget to make tangible sales goals and a plan for 2021 before it’s too late.
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