Studies consistently show that clients who have purchased from you once are likely to do so again, IF they are given the opportunity to do so.  In fact, INC magazine says that “Acquiring new customers is expensive (five to ten times the cost of retaining an existing one), and the average spend of a repeat customer is a whopping 67 percent more than a new one."

If you take a moment to think back on your best client experiences, the ones that got best results and who you enjoyed working with the most, wouldn’t it be great to have the opportunity to work with them again?

Keep in mind; it’s not your client’s job to remember that you are there to serve them. It’s your job to make sure they don’t forget about the many solutions you offer. You can stay top of mind by keeping in touch, such as with a consistent email newsletter (like the one we publish EACH week here at Smart Simple Marketing), a well-maintained blog and even a personal phone call.

I can’t tell you how many times my picking up the phone to “check-in” with a client has resulted in additional business. But more important than that, the personal outreach has developed a strong friendship with my clients who often come to me for other referrals, advice and support on various issues.

If you’d like to reach out to a few past clients of your own to check in with them, see what’s happening in their life/business and, if appropriate, re-engage them as a client, you might be wondering how to do so in an authentic way.

Here are seven different options for reasons you can authentically reach out to your past clients and start a new conversation:

4.

Invite them to an event you’re hosting – If you are hosting an event of any kind, local, virtual or otherwise, be sure to invite your clients. Better yet, give them a discounted or complementary pass as your guest! Don’t assume they will have seen the emails or social media posts. They may have missed it. Plus, a personal invitation will make them feel like a VIP! (And wouldn’t you love to have someone who has enjoyed your services and benefited from your expertise in the room sharing with others how great your products and services are?

Staying in touch with your clients certainly does require effort, but isn’t it well worth it? Being in business is about being of service to others, and developing strong relationships with your clients is certainly the best way to create a fulfilling, sustainable and profitable business. The fact that it’s five to ten times less expensive than enrolling new clients doesn’t hurt either!  Use the suggestions I shared with you to create your own client appreciation program and watch your revenue and your reputation leap to new heights!

Your Action Plan For This Week:

Many businesses have characteristics that are similar to any stock market in the world; there are ups and downs. When you experience a downturn, the culprit may be a slow drip of revenue, which means a slow drip of closed business from very few leads. Your goal, then, is to get in front of more leads, convert leads to clients and create systems around making this your business habit. Here's how you do it:

Not enough leads – This is an issue with visibility. Quite frankly, not enough people know about what you offer and your ideal prospects don’t see you as a solution to the challenges they are facing. This problem is solved by increasing and improving your marketing efforts. This means you need to be showing up where your prospective clients are gathering (online and offline) and engaging them in conversation to understand what they need.

For example, you want to show up at networking events or conferences where your ideal client will be in attendance (not just random events hoping you might stumble across someone who needs you). You want to be active on forums and social media platforms where your audience is talking about your topic! Broad and generic doesn’t work. Be strategic and thorough with your efforts! Figure out where your people are and show up with solutions in hand!

Not enough leads turning into clients – This is an issue with your offerings or your "enrollment" (aka sales) conversation. Either what you're offering isn't what your audience is looking for or you haven't conveyed the value for the price. You may be doing too much talking and not enough listening, and therefore talking yourself right out of a sale.

The solution? Ask your clients what they want and how they want it delivered. Then give them that! Make sure the value of what you're offering FAR outweighs the investment and offer payment options. Have an audit done of your sales process and sales conversation to get honest, objective feedback about what you need to do to improve your conversions.

Feast or famine (Your work load and income are inconsistent) – This is an issue with consistency. It could be that you market your solutions sporadically or only when you need more business. When you aren't consistent with your marketing efforts, you undermine your own credibility. Your ideal prospects can't know, like and trust you when they only hear from you infrequently. They are just as busy as you and it's not their job to remember that you are there. It's your job to stay top of mind.

The solution? Stop trying to do so much! Create a simple marketing plan, focused on just 2-3 key activities that you can execute EVERY week, without fail. Set aside time to execute those activities EVERY week and honor that appointment. (Every time you're tempted to ignore the appointment think back to the last time you were worried about where your next dollar was coming from and how bad that felt. That should get you motivated!)

Increasing your income and enjoying more success in your business doesn't necessarily require a total overhaul. All you need to do is be honest about what your challenges are and be willing to get to the root of the problem. Then you need to take action on correcting what's not working. It's that simple.

If this seems much easier said than done, you don't have to do it alone. We can actually get clear on what's holding you back, identify new revenue opportunities and map out a simple plan in just one day.

Join me for our upcoming "Focus & Freedom" Business Transformation Retreat!

Your Action Plan For This Week:

Every (and I do mean EVERY) business – including yours – has the potential to be immediately more profitable. Unfortunately, many times we are unable to see the opportunities in front of us because we buried in the minutia of our daily task list.

So how do you dig out the hidden treasure in your business? How do you tap into those "well... duh!" opportunities that are right in front of you?

Here are a few areas of business to investigate:

As you can see, the opportunities to create the exact business you want are yours for the taking. You just have to know where and how to look. If you "can’t see the forest for the trees," I invite you to join me for my upcoming "Focus & Freedom" Business Transformation Retreat in San Francisco.

During this one-day intimate experience, I’ll be working with just 6 results-focused entrepreneurs to uncover specific profit opportunities in their business. Each client will walk out the door with a clear mind, a refreshed spirit and a step-by-step plan to create a more profitable business. Join us!

Your Action Plan For This Week:

Just like closets and cupboards, marketing strategies and assets can accumulate clutter over the course of the year – It’s time for some spring cleaning.

My friends over at PR Web shared with me three great tips on how to make sure your marketing is current, polished, and efficient:

1. Clean up your lists

Bounced back and duplicate emails are ineffective and can damage your goodwill with customers, journalists and other stakeholders. Go through your lists to verify that names, email addresses and other information are still current. Delete inactive addresses as well as duplicate or incomplete entries.

This is especially important for your media list. Journalism is a fast-changing world and writers move to different outlets and cover different topics. Ensuring that you’re contacting the right people with your news is critical when it comes to generating publicity for your business.

2. Revisit your social strategy

Take stock of how you are using your social media channels and content. If you’re neglecting certain channels or networks, consider deactivating them until you have the time and/or resources to maintain them regularly. Focus on cultivating the channels that serve your business best.

Check that your content still aligns with your overall marketing goals.

• Has your strategic message changed at all?
• Have your social media goals changed?
• Do your analytics show any weak areas that need improvement?

Answer these questions to evaluate whether you need to update your social strategy.

3. Update your boilerplate and website

It’s easy to forget about your company boilerplate. Take stock of your accomplishments and milestones from the last year and update your boilerplate accordingly.

The same goes for your company website. Have you hired new team members? Secured killer press coverage? Launched a new product or service? Now is the time to update your website to reflect your recent growth.

Don’t let out-of-date information and content weigh down your marketing. Spring-cleaning your strategy is crucial to long-term success.

I often see entrepreneurs looking at their proverbial glass as half empty instead of half full. They might say:

• If I only had the connections that person has...
• If I only had the experience that person has...
• If I only had the personality that person has...

The list could go on and on. This type of thinking can sabotage a person in many ways, but perhaps the most critical is that it can cause you to overlook priceless opportunities that are available right in front of you.

Instead of focusing what you don't have, focus on what you DO have.

• What connections DO you have?
• What experience DO you have?
• What elements of your personality DO serve you well?

After you've taken inventory of your assets, start considering how you can leverage those and what opportunities you can create as a result.

Are you currently looking for:

• Referral(s) to prospective clients
• Introduction(s) to referral partners
• Writing opportunities:
• Speaking opportunities
• Networking opportunities
• Partnership/joint venture opportunities
• Consulting opportunities

Perhaps you have other ideas about the type of opportunities you are seeking. This is why being crystal clear about your goals is so critically important.

If you don't know what your goals are, you don’t know what type of opportunities will help you achieve those goals in the quickest amount of time with the least amount of effort. Thus, you may not see the opportunities that are right front of you, or worse yet, not see what assets you have that you can leverage to open those doors for you.

Of course, your goals should be S.M.A.R.T. (Specific, Measureable, Achievable, Relevant and Timely). The "timely" piece is important because we’re not (necessarily) talking about a 5-year plan. To start, focus on what specifically you want to accomplish in your business over the next 3-6 months.

Are you looking to generate a certain amount of revenue? Enroll a certain number of clients? Sell a certain number of products? What does success for you look like for this specific time period?

Once you're clear on that, next consider what specific opportunities will help you achieve those goals? Also, how can you leverage the experience, connections and education you already have to tap into those opportunities?

Remember, look at what you CAN do and what IS possible. Don't be afraid to ask for what you want. Be humble enough to seek and accept assistance.

Creating the profitable, successful business you desire is entirely within your reach. But you do have to R-E-A-C-H for it. Which means putting forth the effort to create the opportunities you want. They are there for the taking; so don't let them pass you by!

If you need help clarifying your goals and identifying what opportunities are available right in front of you to create a more successful business, you should plan to join me for my upcoming “Focus & Freedom” Business Transformation Retreat in San Francisco!

We’ll spend the day together outlining the steps you need to take and you’ll walk out the door with plan in hand. I look forward to seeing you there!

Your Action Plan For This Week:

Networking. Love it or not, when done correctly, it’s one of the easiest and fastest ways to attract ideal clients and increase your revenue.

Entrepreneurs who don’t enjoy networking often feel that way because they have convinced themselves that they aren’t good at it. Another common reason for resisting in-person networking is that some haven’t enjoyed the results they expected.

Being effective at networking is certainly an acquirable skill. If it’s not one you currently possess, rest assured you can learn it with ease. If you happen to be great at networking, you’ll be happy to know that with a bit of ongoing effort you’ll continue to connect with ideal prospects and close more business.

So how does one go about using networking opportunities to create opportunities and attract ideal clients?  Following are seven simple tips that will put you on the fast track to success:

The lifeblood of a profitable business is strong, healthy, and mutually beneficial relationships. Successful entrepreneurs know that it takes more than just a handshake and a couple of drinks to build a business. Profitable relationships, formed between like-minded visionaries, are built on trust, and developed over time. So remember, this is a marathon, not a sprint.

Whether it is online or in person, networking is vital to attracting ideal clients and keeping your cash flow consistent. The more successful you are at networking, the more successful you will be in your business.

Which of the strategies shared can you implement in your business next week? Share your thoughts and your plan here on my blog!

Your Action Plan For This Week:

Sometimes, the most difficult part about being in business for yourself is holding yourself accountable to accomplish your purpose. When you’re the boss there’s no one looking over your shoulder to see if things are getting done. Also, it can be challenging to think through your ideas and figure out what direction to take next.

Growing your business and achieving your goals is often the biggest challenge small business owners face.

As an entrepreneur, you know all (or almost all) of the things you need to do to make your business successful and prosperous.  For example, you know you should:

• Keep your website up to date
• Network strategically
• Have a plan for marketing your business
• WORK your marketing plan
• Stay abreast of trends in your industry
• Outsource non-revenue generating tasks
• Keep your financial records in order
• Invest in continuing education opportunities
• Apply what you learn

…and the list goes on.

How do you know what projects to tackle first? What are the exact steps you should take? Which ideas make sense to pursue and which should you ignore? This is where working with a coach and tapping into the support of a mastermind group comes into play. Having high-level support might be the missing piece between where you are now and taking a quantum leap forward in your business.

The basic principle of a mastermind group is that like-minded professionals join forces and commit to helping each other accomplish their goals.  As a group, you celebrate each other’s victories and offer support to help each other achieve specific goals.  One of the essential players in a successful, profitable mastermind group though, is a strong leader.

The leader of the mastermind group should be someone whose success you admire.  In other words, they need to be successful themselves first to be able to give you the direction you need to create the same type of success in your business.  Think about it, would you want to learn from a ski instructor who’s never been on the slopes?

Here’s what you want to look for in a potential mastermind group:

• A strong, seasoned and dedicated leader that has created the same results in their business that you want to create in yours.
• A group of like-minded professionals – While they don’t all have to be from the same industry, it helps if there is some common ground for support and they are at the same general place in their business.
• Regular access to the leader and other members – A forum is a great way to interact with the group and get fast answers to your questions.  It needs to be a safe place, where no question is off limits.  You also want to have regular interaction with the group through virtual and live meetings.
• A structured program designed with your needs in mind – Having structure is necessary to ensure that each individual receives what they need.  There needs to be clear expectations for the leader and each group member, which creates a supportive environment where each entrepreneur can thrive.

There are many benefits to participating in a mastermind group.  First, you receive unconditional support in your business from people who know and understand what you are going through. While your family may be cheering you on, even the most supportive family can’t understand all the moving pieces in your business.

Second, you have friendly yet professional accountability.  While you won’t get beat up over not accomplishing your goals, a trusted mentor will help you identify why you didn’t reach your goals and then help you overcome those challenges.

Third, you get real life education while avoiding common pitfalls.  Working with a successful person as the mentor of the mastermind group will save you time, money and needless aggravation. Their insights and experience will help you avoid common pitfalls and give you the support you need if you’ve made a few mistakes.  Working with someone who has “made it” is a great motivator and will keep you inspired.

At the end of the day, you are still solely responsible for your success.  However, that doesn’t mean you have to do it all yourself.  Consider joining a mastermind group to reap the benefits of collaboration and help you leap ahead towards accomplishing your business goals.

If you are interested in participating in a mastermind experience and taking a BIG step forward in your business, share with me your name and email address and I'll put you on the VIP Notification list for my next LIVE retreat coming up in a few months!

Last week, I shared with you a few tips for tapping into your unstoppable potential.  One reason you may have struggled with this in the past is due to a lack of confidence.

Feeling hesitant about what you’re trying to accomplish affects all of us at one time or another. If you’re ready to own your value and create more success in your business, it’s time to move away from "I don't know if I can do this..." to "This is what I'm going to accomplish!"

Shifting your mindset starts with making a decision to do things differently. For example, if you are used to focusing on all of the things you "can't do," "don't deserve" or feel unsure about, you'll want to make a conscious decision to re-train how to talk to and about yourself. Start replacing those negative comments with statements such as, "I can do this. I can create my own success. I deserve to be successful! I will be successful!"

It starts with a choice.  You must choose to think differently and act differently than you have before.  It’s that simple.

Embracing the thought that you REALLY can create the business of your dreams – that what you really want and what is actually possible is within your reach – will catapult you toward success faster than any tip, resource, or strategy I will give you.

The sooner you are able to wrap your head around this concept, embrace and own it, the sooner you will achieve your desired success.

As you reflect on your accomplishments over the past 12 months and contemplate what you will achieve within the coming year, consider the adjustments needed in how you currently view your business:

• Have you set a precedent for letting your clients dictate how you run your business? If so, it’s time to put an end to that. You can’t run your business for the sole benefit of your clients. It has to work for YOU.

• Do you find yourself second-guessing your decisions? If you are going to be a successful business owner over the long haul, you have to take decisive action and stand behind the decisions you make.  See your choices through to the end and give your all to making them work instead of worrying about if you made the right choice or not. (Even if you made a “wrong” choice, you can often make it work if you give it your best.)

• Are you allowing the opinions of naysayers to hold you back from reaching your full potential as an entrepreneur? Make the choice to not allow ANYONE (including yourself), undermine your dreams and make you second-guess them.  Otherwise you might as well go back to being employed by someone else.

I implore you to approach your business from a place of confidence.  You are enough, you know enough and you can truly make a difference in the lives of others!

Present a confident stance with your tone of voice, presence, marketing materials, and especially the way you deliver your services. Be proud of your decision to take ownership of your career and stand in the service of others.

I believe in you!  I believe that you have the talent, tenacity, and drive to be a fabulously successful entrepreneur!  But, that’s not enough.

You have to believe in YOU too.  Because if you don’t, no one else will!

If you’re ready to makeover your mindset, pick up your copy of our BRAND NEW eBook  "The 7-Steps to Growing Your Business By Getting Out Of Your Own Way!" and start making progress in your business today!

Your Action Plan For This Week:

These days, it seems like we’re all inundated with too many tools, apps, plugins and software. It’s overwhelming! So how do we pull it all together into a cohesive strategy that’s going to move our businesses forward?

If you’re feeling overwhelmed by all the “stuff” you need to do to keep your business growing, then you need to check out my good friend and colleague, Lou Bortone. I've known and worked along side him for many years! Lou is a marketing whiz, online video pro, and a fellow “Book Yourself Solid” Certified Coach who is launching an exciting new mentoring program called “Marketing C.A.M.P.”

C.A.M.P. stands for Create, Automate, Market and profit, which is exactly what Lou will show you how to do during this 6-week group coaching intensive.  

So often, it isn’t a lack of knowledge that prevents service professionals from achieving their business and marketing goals.

Instead, a lack of focus and motivation are more often the culprits.  You may be a person who knows exactly what you need to be doing. You possess the knowledge, but not enough confidence in your ability to make it happen and succeed as an entrepreneur.

Throughout the many small business communities that I belong to (both online and offline), I often see a LOT of untapped potential.  I see service professionals who have the potential to command top dollar for their work, to create businesses that truly give them the flexible schedule they crave and work only with clients who respect them and value their contributions.  I see this in them, but many times, they just can’t see it for themselves.

"WHY is that," you may ask?

It’s because they don’t believe in themselves.  Perhaps they doubt their worth or don’t believe they can truly succeed.  Perhaps they are accustomed to bosses, HR departments, and companies that look down on them.  Perhaps they have limiting beliefs (i.e. "I can’t charge that much" or "I can never be as good as...") and, as a result, just can’t see the abundance of opportunity available.

This is understandable, considering many service professionals have a corporate background where they may not have been allowed to fully express themselves, use their talents or even be taken seriously by their colleagues and superiors.  When I was a corporate employee I certainly did not have the opportunity to define my future, create my own path, and make my career what I wanted it to be.

That’s the beauty of creating your own business, particularly in the professional services industry.  You need ONLY offer the services you want to offer.  You can charge whatever you want to charge.  You can choose to work two days a week – or five days a week. It’s up to you what you do, when you do it, and for whom!

But to do this, one needs to COMPLETELY abandon the “employee” mentality.  Whether you’ve been in business for 5 months or 25 years, if you find that you are still approaching your business with an employee mindset, it’s time to ditch that perspective.

Begin today to makeover your mindset and boost your confidence about what is really possible for you and your business.

Stay tuned for Part II of this article, where you will learn how to get out of your own way by becoming a decisive business owner.
Until then, get a head start on making over your mindset.

Pick up your copy of our BRAND NEW eBook "The 7-Steps to Growing Your Business By Getting Out Of Your Own Way!" and start making progress in your business NOW!

Your Action Plan For This Week: