After reading my my blog posts on list building, many coaches have asked me what comes next. Once you get some people on your list, how do you leverage your list to get clients, make money and improve your business?

Just like with using any other marketing technique, in order to get the best results from your newsletter, you need to create a plan to get clients, make money and get results with your newsletter list.

Here are some things to think about and include into your plan:

– You Need To Bring In More Subscribers Every Single Day. Your target customers subscribe to your list and they also unsubscribe. Your goal for your newsletter list is to have as many people as possible see your message and learn about your business. Therefore the more people you can attract to your list, the better.

– Publish Your Newsletter On A Regular Basis. Your subscribers will not do business with you and will not buy from you unless they hear from you. The only way they will know about your expertise and about what you have to offer is by reading your newsletter issues.

Research shows that people need to hear from you on average 7 times (sometimes many more!) to buy something from you.

If you want results from your newsletter, such as more clients and more money, you need to publish! Publish your newsletter on a regular basis with useful information that your subscribers want to know about AND promo’s of your own products and services. A win-win for everyone.

– Create Products In Different Price Ranges. While lots of people are interested in coaching, the vast majority of them will never become your one-on-one coaching clients.

Some can’t afford one-on-one services, others may be able to afford them, but are not at the stage where they can justify the money they are going to spend.

But many more people would be willing to pay for group coaching, ebook, audio and other products because they cost much less than one-on-one service packages.

Create your own products and offer them to your list – that way you are using your list to build passive income streams for your business.

In my Grow Your List Home Study Course I discuss how to use your list to get clients, make money and create passive income streams. Check it out at https://www.avocadoconsulting.com/rlinks/znews

How do you use your list to get clients?

Biana Babinsky

Lately, I have been hearing from many coaches and consultants who are experiencing a slowdown in their businesses. They are reporting to me that it became much harder to get one-on-one clients and that even product sales have slowed down.

There are many reasons for this to be happening. It could be that many potential clients are taking summer vacations instead of working. It could be that customers are concerned about gas prices and the economy and are trying to save money by not getting professional help. Or it could be the regular business cycle – there are many different reasons for a business slowdown.

I recommend that you do not concentrate on finding out why there is a slowdown. Rather, you should concentrate on how you can bring more clients to your business. Here is what I recommend:

– Review Or Create A Marketing Plan For Your Business. Summer is the best time to review your marketing plan. Are you accomplishing what you have set out to accomplish? Are you filling your marketing funnel? Are you marketing every day? Are some of your marketing strategies bringing more customers to your business than others?

A marketing plan review will help you streamline your business and bring in more clients.

If you do not have a marketing plan now is the best time to create one. Your marketing plan will help you organize your marketing actions and spend less time on marketing while getting better results. Your marketing plan is your map to getting clients and creating a successful business.

When business is slow the businesses who survive are the ones who can do more and better marketing in less time.

– Do More Of What’s Working. As you review your marketing, you will see that certain marketing actions bring in more potential customers than others. There is no reason to do things that only bring in a few customers. You want to find actions that bring in the bulk of clients and repeat these actions over and over again. So when you find something that is working for you and your business, do more of the same.

For example, if networking with your target market online brings in great results, increase your networking time or find additional places to network. When you keep doing what’s working, you get more clients, it’s that simple.

– Bring In More Prospects. In slow business times it helps to bring in more prospects to your business. It could be that in the past you were able to convert 1 out of 20 prospects into a customer. But now it could be that you are able to convert only 1 out of 30 prospects into a customers.

If you need to get 10 clients for your business, in the past you only needed to bring in 200 business prospects. In order to get the same 10 clients now you will need to bring in 300 prospects. You will be able to do that by using marketing strategies that will help you attract more prospects to your business.

The best way I found to bring more prospects to my business is by getting more targeted traffic to my web site. I will be discussing how to bring more of your perfect clients and prospects to your web site during this Thursday’s teleseminar, How To Get More Clients To Your Web Site. You can register for it at https://www.marketingsalad.com/clients.html

Biana Babinsky

Many of my clients have been asking me for free marketing techniques to bring more targeted traffic to their web sites.

There are quite a few methods to spread the word about your web site for free or inexpensively. However, I recommend that you first decide WHO you want to bring to your web site. This will make a big difference on how you apply marketing techniques later on.

Once you have decided who your target market is, you need to use online marketing techniques to drive your target market to your web site.

Here are my favorite online marketing techniques. All three of them are free to use to bring traffic to your web site:

– Article Marketing. Article marketing consists of writing articles that your target market is interested in reading. Once you have created these articles, you need to submit them to article directories.

Every time your article gets published in an article directory, or it gets re-published on other people’s blogs and web sites, it gets published with a link back to your web site. Thus, every single person reading your article can click on the link and visit your web site. This will help you get more web site traffic.

Read articles on Article Marketing: https://www.avocadoconsulting.com/articles/articles.html

– Business Blogging. Blogging is really big now, and this is because lots of people are now either blogging or reading other blogs, or both. Blogs are also popular because you can use them to communicate with current customers and attract new customers to your business.

Start a blog that is of interest to your target market. Post to it often. Make sure that your blog is listed in blog directories and that you optimize your blog posts for search engines.

Read articles on Using A Business Blog To Market Your Business: https://www.avocadoconsulting.com/articles/blog.html

– Search Engine Optimization. A lot of people are using search engines to find what they need. Make sure that each page on your web site is optimized for search engines, so that people who are looking for the information available on your web site can find it.

Read articles on Search Engine Optimization: https://www.avocadoconsulting.com/articles/seo.html

Biana Babinsky

Here is a conversation I’ve had with more business owners than I can count:

Business Owner: I created a great new product that I love, it is going to do great! I just need some help with getting the word out about it. Once people hear about it, this product will sell itself!

Me: That’s great, so you surveyed your target market and found out they everyone in your target market needs this product?

Business Owner: Hmmm, I didn’t survey anyone.

Me: Ok, so who is the target market for this product?

Business Owner: Everyone! This is a great product, and everyone needs it!

Me: So if you haven’t done any market research, have you created a marketing plan to promote this product?

Business Owner: Hmmm, no. But I think once I get the word out about this product everyone who hears about it will want to buy it.

…..

I have had these conversations with business owners too many times. The issue is that the business owners are so excited about the products they are creating, that the product creation takes up all of their time.

Marketing is forgotten about, or the business owners think that the product is so great that it will sell itself. The truth is, nothing sells itself. Behind every successful product there is a good marketing plan, good marketing people and lots of marketing and promotion.

So if you want to bring a product to the market and make it into a best-seller, here is what you should do:

– Find a target market for your product. And “everyone” is not a target market. A target market is a group of people who want, need and can afford your product.

– Do market research. It is not enough that you think that your product is going to sell great. Your target market has to want your product if you want to make money with it. Do research and survey your target market to find out if your product is going to sell.

– Spend the time and money on creating your product ONLY if there is market for it. Don’t spend time and money on creating something if you don’t know if it is going to sell. Only bring the product to market if there is enough demand for it.

– Create a marketing plan for the product BEFORE you actually create the actual product. If you want to make money with your product, marketing should be one of the first things you start doing. So create a marketing plan and start promoting your product BEFORE you even have the product for sale.

Since I have been teaching teleclasses for a long time, I get questions on a regular basis on how to get started teaching teleclasses. I love teaching teleclasses – it is very rewarding to teach them and they provide a lot of information and value for my students!

If you are starting out with teaching teleseminars/teleclasses/teleseries or webinars, here are three points that should help you create an effective (and popular!) class:

– Find a topic for your class. The best topics are topics that your target market is interested in learning more about.

– Pick one of the topics your target market wants to learn more about and create an interesting, effective class around this topic. Decide on how long your class will be, what the format of the class is going to be, how much material to include, etc.

– Market the class so that you can get participants for it! I usually recommend creating a marketing plan for promoting your teleseclasses/teleseminars. That way you will have a marketing template every time you want to teach your teleclasses in the future.

Your marketing plan should include different venues for reaching people in the target market and promoting your class to them.

My clients usually have the most trouble with the third action item, promoting the teleseminars/teleclasses and getting more participants for them. Here is how to promote your teleclass to get more participants:

– Publish a newsletter for your target market and use your newsletter to announce your teleclass to your subscribers.

– Some of your target customers visit your web site. Use your web site to announce your teleclass to your web site visitors.

– Are you using social networking web sites? Some of them allow you to post your teleseminars and events for other members to see. Announce your teleclass to these groups and watch your teleseminar attendance increase!

– Use article marketing, search engine optimization and other online marketing techniques to get more newsletter subscribers. Once you have more subscribers, you will have more people to promote your teleclasses to.

It is extremely important to have a clear marketing plan when marketing your teleseminars or any other classes. When you have a marketing plan you will be more successful and you will be able to get many more people to attend your classes.

Learn more about promoting your coaching business in this FREE Tutorial: How To Market Your Coaching Business

Many times my clients ask me how defining a target market has helped my business grow. I have been working with my target market for a long time. My target market are service professionals – coaches, consultants, virtual assistants and other service professionals. I help them get more web site traffic and more clients online.

Defining a target market has been extremely helpful and profitable for my business. Once I knew exactly who my target market was, it became much easier for me to find my target market online, network with it and bring my target market to my web site.

Here is some advice for you if you are struggling with defining a target market or a niche for your business:

A target market are people who need, want and can afford your products and services. Remember, all three have to hold — they people you want to work with have to need, want and be able to afford what you offer.

I have seen many business owners making a mistake by using two out of three — they find people who need and want, but can’t afford what they have, or they market to people who don’t necessarily want what they offer, even though they need it.

Another consideration I recommend looking into are the people you like to work with. Look at your past clients and see which clients would you like more of.

These are usually the clients who you enjoyed working with, who got results from working with you and who had no problem paying your fee. These are usually the clients you want more of. So start
looking at them — are they a part of a specific group?

Where can you meet more people from this group? How can you market to people from this group? Once you answer these questions, you will have a target market, and some ideas about marketing to it!

Need more help defining your target market? Get my How To Find A Profitable Target Market For Your Business Audio Recording at https://www.marketingsalad.com/niche.html

Biana Babinsky

I just finished reading Predictably Irrational by Dan Ariely, a professor at MIT.

Since I tend to read everything from a marketing perspective, it was interesting to see that many of the things he discussed were applicable in business and online business. For example, one of the first examples that he discusses was how different choices for an online subscription will influence buyers’ decisions.

Other discussions that I found interesting were that many people would prefer something that is free (versus something better, but not free), why we are willing to spend a lot of $$ on a cup of coffee, and why paying more money for pain medicine will make you feel better.

A very interesting look into why consumers behave the way they do. Check out the book at Predictably Irrational

Biana Babinsky

I have heard many business owners say: “I want a nice looking web site for my business.”

They find a web designer and the web designer delivers exactly what the business owner asked for – a nice looking web site. The business owner really likes the look and feel of the web site, but after a month or so the business owner notices that nothing is happening with the web site. No one is using the web site to find out about the business and contact the business owner about his products and services.

It seems that when a business owner says: “I want a nice looking web site”, what the business owner really means is “I want a nice looking web site that brings in clients and markets my business”.

Once the business owners realize that their nice looking web site does not deliver clients, many opt to hire another designer for a re-design. I have talked to quite a few business owners, who have had their web sites designed and re-designed many times, all without producing the desired result (services and book/product sales).

The truth is, having a nice looking web site is just not enough to get sales. In addition to having a nice looking web site you need to heavily market it – optimize it for search engines, have a newsletter list, write and publish articles, start a blog and more.

Getting a web site designed is just like getting a brochure made for your business. It is nice to have a brochure, but until your potential customers see it and decide to buy your book, nothing will happen.

Exactly the same is true for a web site. Until you start getting your target customers to come to your web site and stick around long enough to buy your products and services, nothing is going to happen either.

Some web designers may include some marketing into their design package, but many don’t. This means that it is up to you to get your web site marketed. Here is what to do:

– Make sure that you know who your target market is. Your web site should speak to your target market, so your first step is knowing who your web site will be speaking to.

– Design a marketing plan for your web site. Yes, you may not have a web site yet, but knowing how you will market it will help you in the long run.

– Decide what you will need on your web site in order to market it properly. This may include a blog, pages optimized for search engines, articles, etc.

– Now, talk to web site designers and pick the one that will help you not only with design, but with marketing of your web site. It is very important that your designer is aware of your marketing plan, and will be able to implement the web site-related pieces of the plan.

Need help creating a marketing plan for your web site? Join my online business mentoring program to discover how to create a marketing plan for your web site.

Biana Babinsky

About Biana: Biana Babinsky is the online business coach, expert and author who teaches coaches, consultants and other business owners how to get more clients and make more money online. Join her online business mentoring program at https://www.MarketingSalad.com for online business coaching, support and masterminding with other members.

You may have noticed this phenomenon as well. Many years ago it happed to a client of mine. My client joined an online networking group to promote his expertise and get clients. This was a group frequented by his target market, so it was an ideal spot for him to network and promote his expertise and his business.

He jumped right in and was fairly active in this group from the very beginning. He posted messages every other day, answered questions and networked with many members. He really enjoyed talking about his subject matter and it showed through his messages as well. He became seen as an expert almost immediately and he became to reap rewards.

As a result of his actions, he started getting traffic from the group. Every week he would check his web site statistics and tell me that he was getting a nice amount of traffic. The traffic brought him sales as well – he did two consulting projects with people who met him through this group. He sold his e-books and got quite a few people from the group to attend his seminars.

But as more new clients and commitments came his way, he did not have time to participate as much. Some of the things he was doing had to be cut from his schedule, so he decided to cut back on his social networking. He started to participate less and less in the group.

After some time he reported that he was getting much less web site traffic from the group, now that he participated less. Once he stopped participating in the group, he stopped getting any traffic from it.

Things like that happen to business owners all the time. We get busier and stop participating in social networking groups, and stop getting the traffic from them as a result.

But there is a better way! You can continue to receive benefits from a social networking group, such as leads and sales, long after you stopped participating in those groups. To do that, you need to actively promote your newsletter while you are still a member of the group. That way, some of the members of the group will get on your list and you will be able to keep in touch with them long after you leave that group.

I still get sales from people who met me in groups that I haven’t been to in years. And one of my new one-on-one mentoring clients this year is someone I met in a group that was closed down four years ago. This person was on my list for many years, she has been to my teleseminars and now she is working with me one-on-one.

So if you want to keep in touch with people you meet through social networking for a long time, make sure you promote your newsletter! Promote it in your profile, link to it from your signature, post a link to it from your “About” page, etc. The more visible you make your newsletter, the more people will get on your list, and the more people you will be able to keep in touch with even if you stop using some social networking groups.

For more help with getting clients from social networking, join me for the How To Create Social Networking Plan That Gets You Clients Teleseminar at https://www.marketingsalad.com/social-networking.html

Biana Babinsky

About Biana: Biana Babinsky is the online business expert and author who teaches coaches, consultants and other business owners how to use social networking to get clients. Join her for the How To Create Social Networking Plan That Gets You Clients Teleseminar to discover how to use social networking to get newsletter subscribers and clients for your business. You can learn more and register at https://www.marketingsalad.com/social-networking.html

One of the first things that I teach my clients is how to to start and use a newsletter that will get them clients – every time.

A newsletter is a great way to connect with your potential customers, build relationships with them and get more clients and more sales. My newsletter has been a source of clients and product sales for many years for me. This is why starting and publishing an effective newsletter is one of the first steps I teach to my clients who want to run a profitable and sustainable coaching business.

If you don’t publish a newsletter yet, you should start doing it now! Here is how to get started publishing a newsletter:

– Pick a newsletter publishing service to use to send out your newsletter – there are many to choose from. Aweber, 1 Shopping Cart and many more. Compare the pricing and features that each service offers, and see which ones you will need for your business.

– Make a commitment to sending your newsletter out on a regular basis. The only way to build a relationship with your subscribers and convince them to buy from you is by being in touch on a regular basis. You have to make a commitment to send out your newsletter on a regular basis, otherwise you are just wasting your time.

– Offer a free gift to everyone who subscribes. A gift can be an e-book, audio recording, special report, etc. You want to bring in as many subscribers as possible, and an attractive gift that your potential subscribers want will convince more of them to subscribe to your newsletter. More subscribers = more potential customers to keep in touch with and build relationships with!

– Write an effective newsletter that provides your subscribers with value and at the same time promotes your products and services. When people read your newsletter, they want to read valuable information that is going to help them. Use your newsletter to promote your expertise and share information with your subscribers at the same time.

Your newsletter should provide a nice balance of tips for your subscribers and at the same time let them know about your offerings.

In my Grow Your List Home Study Course I share the exact steps for starting and publishing a newsletter that will help you get more clients and product sales. You can grab it at https://www.avocadoconsulting.com/rlinks/znews

Biana Babinsky

Biana Babinsky is the online business coach, expert and author who teaches coaches, consultants and other business owners how to grow their lists and use their lists to get clients. Get her Grow Your List Home Study Course to discover how to grow your list faster and use your list to get product buyers, teleseminar participants and one-on-one clients. Learn more about the Home Study Course at https://www.avocadoconsulting.com/rlinks/znews