Can A Business Coach Make You an Extra $50,000 a Month?

Business Coach

Business coaches are prized mainly for their business acumen. You can always count on them to give you sound third party advice when faced with tough decisions, something which can only be acquired after many years of building both successful and not-so-successful businesses. But that’s exactly why we turn to them.

A lot of business startups lack the knowledge and experience that a business coach can bring. Inexperienced business owners often come up with great business ideas, but have a difficult time executing them. This happens more often than not, even among well-established companies.

Every business owner makes bad business decisions. In fact, if they’re being honest, they’ll be the first ones to tell you to get a good business coach as early as possible so you won’t have to make the same mistakes.

Some of the world’s industry leaders who had business coaching include Bill Gates, Steve Jobs, and former CEO of Google, Eric Schimdt. If these titans of industry find a business coach helps them make better business decisions, then what are you doing without one?

Your Business Coach Knows Where You’re Headed for

Seasoned business coaches almost have like a “sixth sense” when it comes to business. They can tell whether your idea will turn to gold or a failure waiting to happen. It’s not intuition, but a well-founded response based on experience, facts, trends, probabilities, customer psychology, among many other things.

Your initial conversation with your business coach is mostly about listening to you, taking in as much information as possible about you and your business. He or she will dissect your strategies, identify strengths, opportunities, and expose potential threats and vulnerabilities. He’ll ask some important questions and piece together crucial information to get the whole picture.

By then, he’ll be able to provide you with an accurate appraisal of your business. In most cases it can be one of two things – you’re on your way to the top or to the bottom. You’re either winning or losing to your competitors. Or, it could be you’re heading for a slowdown and you’ll have to look for better options such as downsizing or using automation. Sometimes it’s more about organizational matters such as dealing with your staff and employees.

Whatever it is, have an open mind and don’t let pride cloud your judgment. Remember, business coaches are more concerned with helping your business than trying to boost your ego.

Your Business Coach Provides Personalized Guidance

Books and online courses are great when it comes to learning the basics of starting and growing your own business. In fact, we have our own book, Small Business Profitability Secrets, which we highly recommend you get one. However, most books and online courses have limitations. They often deal with much broader issues common to all businesses and offer little help at solving specific problems for your specific kind of business.

Another problem is that these kinds of information tend to date rather quickly. Our markets and industries are dynamic, and technologies are changing at breakneck speed. What worked 3 to 5 years ago may no longer be as effective today and we need to adapt our strategies and our message to the here and now.

One of the best ways to get around this problem is to get personalized guidance from a business coach. Think of your business as your own body. When something goes wrong, your doctor will check on your medical history, allergies, and so on. You’ll go through several tests before your doctor writes his prescription, and follows up on you to see your progress.

Your business is unique in some ways. You can be a restaurant like a thousand others, but you have a different customer base, a different location, different competitors, demographics, economic conditions and so on. Your restaurant may not have the same set of standards as it is in Canada, Japan, Australia, or the Philippines. How do people learn about new businesses in your country? Do people search the internet or spend most of their time on Facebook or YouTube?

Your business coach will have to learn everything first about your business before taking a step further. This is very different from just looking for information over the web to get quick fixes or some vague, oversimplified solutions that doesn’t fit your business. But that doesn’t mean you can’t do your own research. There are thousands of valuable resources on the internet that provide great ideas for business, but ultimately, you need a business coach to help you in those crucial decision-making aspects of your business.

Having a Business Coach Could Be the Best Investment You’ll Ever Make

If you factor in the number of years it would take you to find the right mix and how much money you’d spend over the course of time playing “pin the tail on the donkey” with your business, and compare that with how much you’d spend for a good business coach, you’ll be amazed at how much you’re going to save in both time and money by having a business coach in your company.

Having a business coach cuts the amount of time and money spent learning everything on how to do your business right. It’s the same reason we hire coaches in sports, finance, or even self-improvement. It expedites the whole process, allowing you to reach your goals much sooner with the least amount of money and effort.

But more than that, we hire good coaches because we want to win in life – our businesses, careers, and our relationships with other people. Having a business coach is like standing on the shoulders of giants, enabling us to see further than we would otherwise see by ourselves.

So yes, definitely find a good business coach. What’s a good business coach? How does a small business profitability expert with over 20 years of experience and has helped launch more than 700 companies worldwide having a total turnover of $1.4 billion in revenue sounds to you?

Final Thoughts

By now, you might be thinking where to find a good business coach to help you grow your business like you’ve never thought possible. Would you be happy if we tell you we’re offering a 45-minute call where we connect you with our small business profitability experts at no cost to you?

We’ll identify all ways to increase your sales and profits and leave you with a step-by-step plan with details on how to implement and the tools you can use to accomplish each task. Visit us at and take a closer look at our 5-step Rapid Sales Growth Blueprint today.

How to Use Content Marketing and Social Media to Grow an Audience

When it comes to brand awareness, nothing beats a well-thought-out, well-executed content marketing strategy. However, you don’t have to wait for people to come to you. What you need is a system that puts you right in front of your intended audience in the most efficient and cost-effective way possible.

Content is king, no doubt. But with more than 500 million blogs and a new blog post published every 0.5 seconds, it’s almost impossible to build an audience on Google if you’re not among the few established companies and authority sites dealing on a certain topic. In fact, many businesses that rely heavily on website traffic took a beating after Google started implementing some major updates.

We’ve seen this coming a few years back, and we’ve perfected a system that helps small business owners grow their audience more rapidly without slugging it out with the ‘big guys.’ We’ve learned through experience, after working with over 700 clients, to combine different methods of customer engagement that allows them to attract the right people and keep them coming back.

Create a following on social media

Content marketers would often tell you to just create awesome content and let Google take care of the rest. However, things have changed and it’s no longer just putting out great content, but becoming pro-active in getting the right people to see your content.

1. Facebook & Twitter

No, we’re not selling to people on Facebook or Twitter. We’re here to make connections. Sure, you can buy some ads to give your post a temporary boost, but the main purpose is building that relationship and trust with people who might be a customer or a business partner.

Here’s a great thing about social media. You don’t have to be an ‘authority’ (or sound like one) to get an audience. You just have to use Facebook & Twitter the way they’re supposed to work but with a clear purpose in mind – to get more people into your business.

Show people what you do with your business, share some thoughts, some interesting articles or videos. Interact with users. Better yet, if you have your own blog or website, you can share your featured posts or repurpose old content for social media (e.g. quick tips, testimonials, etc.).

Ideally, you want to have a system already in place before going in on social media. People often make the mistake of going in and not being able to handle it right. So they end up either spending too much time doing everything by hand or sending bulk messages that are too generic to create meaningful connections.

Think of social media as your springboard. It helps you start a conversation but you’ll need to follow up on them and move to a more ‘stable’ platform like your email list as you go by.

We’ve developed our own sales and marketing automation which enables you to collect data and keep track of your conversations on social media. It’s a complete system that comes with a landing page builder, sales funnels, autoresponders and many others.

2. LinkedIn

We’ve devoted an entire blog article on this topic about how to use LinkedIn at networking events to increase sales. It’s the same idea with Facebook & Twitter, but we’re looking to find business partners, preferably those which are complementary to yours. Hence, if you’re a restaurant or catering business, you’ll probably want to partner up with event planners in your area.

We recommend having your own blog or website before looking out for potential business partners on LinkedIn. It creates a bit of impression. Like being able to write your own book, people tend to trust you more with your knowledge and experience when they see your blog or website.

Quality content still reigns supreme, but you need the right tools to get them to the right people – precisely what our system does for many small business owners like you.

3. YouTube

Videos will take center stage as technology improves and the majority of online marketers migrate to a much less competitive space. Unlike Google, YouTube is an untapped goldmine for a lot of content marketers. You don’t need a professional studio or expensive video editing software to get a thousand viewers on your channel.

Think of all the YouTube videos you’ve watched with more than ten thousand viewers and subscribers, using nothing more than an inexpensive camera, a whiteboard, or just them talking to you through their smartphones. Even if you’re a little bit “camera-shy,” you can still build a massive following using whiteboard animation software like VideoScribe and Doodly or even a slideshow made from Pixabay images with your voiceover. 

Now here’s the best part. Your audience will get notified each time you have a new post by simply clicking on that bell notification icon. And, unlike a static post or webpage, your YouTube videos will continue to get more viewers, comments, and more people will subscribe to your channel long after you’ve published your videos.

Just like your Facebook and other social media platforms you’ll be able to use your YouTube content to get them to your site and keep them coming back for more.

Collect data for your sales and marketing automation

All your content marketing efforts and social media posts should all come down to this – collecting data for your sales and marketing automation. This is where most small businesses hit a dead end. They don’t know what to do with next, or they don’t have a system to capture all the data and use them to turn followers and subscribers into buying customers.

Small Business Dream offers a solution to take your fans and followers into that journey, whether it’s through sales funnels, landing pages, newsletters, drip mail, email series, and push notifications. We’ve covered every possible way to keep them interested after doing all the work of creating great content for your business. 


Content marketing doesn’t require a lot of resources aside from your time and creativity. Like any other skill set, you’ll get better with practice and gaining more experience. However, not all business owners have the time and commitment to produce high-quality content. We offer services which includes online and offline solutions to drive your message home.

If you need help, you can reach us and take advantage of our FREE Sales and Profitability consultation where we identify key aspects in your business to rapidly boost your sales. Come visit us at to learn more about our 5-step system to rapidly grow your sales and profits with less stress.

How to Prepare Your Small Business for Google BERT

Google has stirred up the online community after rolling out its newest update, BERT or Bidirectional Encoder Representation for Transformers. Local businesses, particularly those who have invested in building an online presence, are asking whether or not this would affect their bottom line.

While it’s too early to tell whether this update will impact the online visibility of many local small businesses, we can already see the direction Google is taking and be able to solidify our online presence using online and real-world marketing strategies.

Think Users, Not Algorithms

Google has had several updates to improve user experience, but this by far is impervious to traditional search analysis. It’s hard to tell which metrics will have an impact on current rankings. BERT AI tries to make sense of how users search and interact on a given information and responds accordingly.

Before, people must learn to use the search engine in a way that would be easier for the algorithm. This time, it’s the other way around. People can search the way they want to and it will try to give the best results based on user intent and context instead of the actual word or phrase. Local businesses with websites don’t need to spend a lot of time and resources for the highest ranked topics and key phrases and just focus on creating useful content.

Normally, it will take months or years to rank organically. We offer a faster way to get more people to your site with our Rapid Sales Growth Blueprint. We help businesses grow an audience by combining the best of both worlds (online and offline marketing) which is far more effective than using one method only.

Become an Expert in Your Field

Users look up to Google for answers. Think of one reason why users should come to you instead of going to other sites. Precisely. They come to you because you’re being regarded as an expert in the field. Small business owners offer something valuable to people whether it’s a specific product or service, useful content, or expert advice.

You need to educate your audience, answer specific queries, clarify issues regarding your product or service, and put your years of experience into creating powerful, insightful content across different medium whether it’s a blog, an e-book, or YouTube content. People want to know you’re the ‘real deal’ when it comes to a specific type of information.

The question many people have is how would people know about you unless you rank in Google? The answer is you don’t have to. You can achieve the same level of success more rapidly with a multi-faceted approach to promoting your small business and not have to wait on Google to put your business in front of users. We’ve designed a 5-step system in our Rapid Sales Blueprint which allows you to do just that.

Grow Your Audience Online through Multiple Channels

Multi-channel marketing is becoming more popular these days as business owners brace for the possible repercussions Google might have on their online presence. One way to minimize its impact is to have as many avenues of customer engagement as possible — email, Facebook, Twitter, LinkedIn, YouTube, live calls, push messages, meeting up face to face, and so on.

You don’t need a thousand page views per month to start seeing gains. What really matters is you’re able to get to your intended market and start converting in as little time as possible. Internet marketers who specialize in rapid growth rely on a multiple-channel approach in growing an audience.

They’ve also come up with some interesting ideas like “content sprouting” in which a YouTube video becomes an audio podcast, a blog post, an Instagram Story post, and so on. This enables them to connect with their audience on as many channels as possible with less effort.

Small Business Dream has always been about rapid growth using many different methods to increase your sales whether it’s through sales funnels, email outreach, social media, and now with its latest addition of a mobile networking app (virtual business card) and business finder app.

Meet with Real People

Find opportunities to link up with potential customers and business partners in your area. Have your introduction ready and be prepared for a short talk about your business. We have a blog post about getting the most out of networking events to guide you from choosing the right networking events to go to, attires, things to bring with you, among other things.

Get exposure to people in your community. We recommend having your site up and running before the event, your landing page and sales funnels set up, and our free Small Business Dream Button app as your virtual business card. This way you won’t miss out an opportunity to get more people into your site. Set up a referral system and get people to download Small Business Dream Business Finder app, and watch your traffic grow over time.

As you can see, you don’t have to always rely on search rankings to get more people into your site. You just need the right strategy and the right tools to get the job done.


Have you been thinking on a business idea but aren’t quite sure what to do or how to move things forward? We invite you to share some time with us. Tell us about your small business. We offer FREE Sales and Profitability consultation where we find the best possible solutions and outcomes for your type of business. Come visit us at to learn more about our 5-step system to rapidly grow your sales and profits with less stress.

Best Follow-up Tips for Small Businesses

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Today is the topic that everybody knows they should do but nobody’s doing—follow-up. Most people fail in follow-up—restaurants, accountants. Heck, even my barber fails in follow-up.

So what exactly is a follow-up? Follow-up is a multiple-channel approach. In some studies, getting a customer takes a minimum of seven touches, while others say it’s around fifteen. But it’s going to take a whole bunch of reaching out to get a person from not interested, to engaging with you.

Most Businesses Don’t Follow-up Enough

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Most people are able to do one or two follow-ups, and that’s where about 90% of businesses stop. You followed up but they didn’t answer your phone call. They’re not ready yet. They give you some excuse because they were too busy and didn’t really want to talk to you, so you never call them back. Or maybe you call them back one more time and you get their voicemail and you say to yourself, “That’s it. He must not be interested…he must hate me…he must not like me…he must know it’s me and they’re not responding…I must have done something wrong.”

All of our doubts come in because it’s easier to stop following up and make excuses. You’ve probably made these excuses yourself. I’ve done it many times, but I’ve also not made the mistake and had wonderful surprises. I had, for instance, found out that the guy had just gone on holidays and turned off the cellphone for three weeks, and he’s so happy that I called because now he’s ready.

Why Some Follow-ups Don’t Work

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When it comes to follow-ups, one of the first things that a lot of business people think of is automation.  They assume automation could do all the follow-ups for them, that they can just dump them into an email series and let it follow up them forever. “Oh, and I can make it HTML-formatted, and I can have banners and pictures and videos in all of my emails, ’cause that’ll make it better.”

Unfortunately, most people these days read their emails on their phone. Imagine you’re traveling in, say, the United States. You’re roaming, and somebody sends you an email. You opened it, and it starts to auto-play a video that’s sucking the life out of your roaming rates of your data package. You won’t be so happy, would you? Always be mindful of what you’re sending out in follow-ups.

What Makes a Good Follow-up?

1. Multiple touch. This is key when doing follow-ups. Multiple touch means if you’re phoning, make sure you have a system to remind you when to phone next and what you said last time. In amongst your phone calls, there should be some kind of an automated or semi-automated email going out or some LinkedIn reaching out going on.

2. Value-added. You really want to try to figure out a way to have ‘value-added’ follow-up. It’s not as simple as calling them up, asking if they’re ready to buy yet. You want to feed them helpful information. The 80/20 rule still applies in follow-ups. Eighty percent needs to be just good old-fashioned information—valuable, helpful stuff. Twenty percent can be your sales pitch. You don’t want an overt sales pitch. Writing a big long email that’s actually an underhanded ‘trying-to-be-a-sales-pitch-without-being-a-sales-pitch’ won’t work because your customers see right through that and would disengage.

Follow Up on Multiple ‘Touch Points’

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Email nowadays takes about three and a half days on average to be opened and read. So again, it’s best to get some kind of a system. We recommend Small Business Dream, or some kind of follow-up system that’s going to deal with your automated emails, semi-automated emails, LinkedIn reach out, phone calls, and so on.

Whether you’re a fully digital company or not, phone calls is very much a part of business. Picking up the phone and talking to somebody is still one of your best ways to connect. It also helps move things forward. Have a system that lets you know who you need to call today and why, and what you said last time.

Have a proper contact manager working for you, one that’s connected to being able to send emails easily. Add them to a LinkedIn series or an SMS series, or in our case, we have the ability for clients to put an app on their customers’ phones and send push notifications directly to those people.

You really want to work on your follow-up, and follow up enough. Typically, 7 to 15 touches is the magic number. That means a phone call and an email, and then maybe another phone call and then a text message, and so on. You’ll never know which ones they’d prefer connecting to, so spread it around the medium. You need to divert your systems to only working that way but stay keeping in touch.

Build an Email Strategy

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Tip #1: Create an email list

Everyone should have an email list. If you don’t have an email list, you’re losing probably one of the biggest pieces of gold. I don’t care what business you’re in. Collect an email list,  whether it’s a free newsletter that’s going to give them tips and tricks on the stuff that you know about, or just a, “Hey, jump on our mailing list so that we can send you periodic updates about what we’re up to.” You want to cultivate that mailing list.

Tip #2: Semi-automate your messages

There are ways to automate text messages nowadays. The more effective method is doing a personalized text message. Automation works best if it goes undetected. Best way to do it is to not be completely automated. You can have a message that has the bulk of what you want to say and just put that one sentence that’s personalized. “Hi (insert name), it was so great seeing the other day at (insert place or event).” Once you have that mailing list, you really need to start using it, and use it differently whether it’s an existing customer or a prospect that might be a customer.

Tip #3: Connect often

Probably the number one mistake people make with their mailing lists of prospects is they don’t email often enough. “Oh, if I email them more than once a month, they’ll get angry and remove themselves.” This actually happens when you’re sending them content they don’t want. But if you’re giving them good value, they are more likely to stay.

Tip #4: Give them value each time

If I knocked on your door at 3 o’clock in the afternoon, and you opened the door and I handed you $100, would you be happy that you saw me? If the next day at 3 o’clock I knocked on your door and hand you $100, would you be happy? What would happen on the next day? You’d probably be standing by your door at 3 o’clock hoping that I would knock on the door because I’m giving you value every time.

Now what if I knocked on your door at 3 o’clock, and again at 5 o’clock with a hundred-dollar bill, would you open the door? You’d probably say to me, “Can you just come by like every five minutes? I got a couple of friends that are with me. You can knock on their doors too.” If you’re giving them value, they will open up that ‘door’ (your email) every time. If you’re not giving the value, they’ll unsubscribe.

Even if they’re not opening your email every time, they will create a nice neat little folder where all of your stuff gets dumped into, and when they’re ready to go and see what kind of good stuff you were sending, then they’ll go look. So, it’s important to be sending emails often enough with value.

Create Good Value for Less

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If you’re thinking value is hard, you don’t have to have 395 pieces of value-generated content. You just start recycling it with different headlines. So now, when you send it over and over for the guy who did watch it twice or three times, and he still hasn’t bought yet, nothing is lost. He hasn’t bought anything anyway. But what about the guy that finally read that third time because the headline got him to open it, sees that information for the first time, and decides to engage with you?

We find the same thing on our previous blog on LinkedIn system. It’s not the first time we send them a message. Not the second time. It’s like two weeks, three weeks, a month later when they finally go, “Oh, you know what? I haven’t been on LinkedIn for the last two weeks. I just got your message.” And they know you mean business because you’re different than all the other people that click the ‘connect with me’ on LinkedIn button and never talk to them again.

Plain Text vs. HTML-Formatted Emails

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We briefly talked about a nicely fully formatted HTML email versus not. As we said earlier, most people have their pictures turned off. They’ll not see your pictures and they don’t enable that on a download when they open up your email. Besides, when was the last time you’ve ever opened up a perfectly formatted HTML email that wasn’t trying to sell you something?

What’s really funny is you have a lot of software packages out there—emailing automation software packages—and in order to create value for you knowing that you don’t know what you’re doing, you’ve come to them to buy software to do it for you, and knowing that you’re most likely the person who thinks, “If I make it all graphically and pretty and corporate people will love it,” you’re likely to be very excited that you found a tool that you have a million templates in.

But when you actually a/b test emails and you send out fully HTML formatted with lots of graphics and all that kind of stuff, since most people are looking around a phone, it’s really hard to make it look good. And, again, you’re eating up their data.

But in the end, it doesn’t work because it’s an obvious app. Where if it’s a really quick, “Hey, I was just running out the door…” and you make a spelling error and, “I really just wanted to connect with you because I found this really cool article about bluefish,” and I know you’re the guy that loves bluefish, all of a sudden you’re going to get an engagement. You’re going to create a relationship over that, and that actually had nothing to do with what you sell.

Maybe it had a PS line, but probably not. If it has a PS line it needs to look like your iPhone had a PS line. So, fully formatted doesn’t usually work. Simple, to the point, well-written, copywritten emails with the right word balances, and a message that feels good for the person receiving it, gives them help is a lot better. You may, however, send one every ten emails that’s HTML-formatted.

Examples of Follow-ups and Key Takeaways for your Small Business

1. Carpet Store

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We did a follow-up series for a carpet store—one at three months, one at six months and one in a year.  It took us ten minutes to write, cost us zero dollars to add to the system, and it would go out fully automatic. He was reluctant because he thought that if somebody doesn’t buy carpet when they come into a carpet store and they don’t buy it within the month, they’ve already gone somewhere else. They’re not going to buy from him.

Our argument was, with Vancouver’s real estate and the cost of housing, building permits take forever to get. So, to legitimately do a complete reno that might be a whole house-full of carpet, you might be six months before you get the permit to allow you to even install the carpet. Long story short, after implementing this within a very short period of time, somebody got the 3-month email, their permits came just in for a $14,000 sale.

It’s typical in the carpet industry to have commission somewhere between 8-10%. It was a pretty significant amount of money for just putting in a little email. And I have to say, that steak and lobster that I received as a ‘thank you’ for pushing him to make that email is one of the finest in Vancouver.

2. Software Business

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In our MLM software business, we have email follow-up of prospects. The record is set at about eleven years before someone was finally ready.  We didn’t even send enough emails. Nothing for months at a time. Eventually, we only sent them an annual follow-up. We didn’t know back then that I could pester them every single day and it’ll just be ignored until they’re ready, or they’ll remove themselves.

But who cares? It makes no difference because they’re not a customer. But when you’re the only person following up, they knew the customer service would be there as well. (Same thing happened in the carpet store. Even though the carpet may not have been the cheapest, but the follow-up was there. The customer service was there at the beginning.)

You’re setting precedents that you care enough. The Small Business Dream system sends out a ‘Happy Birthday’ card, a ‘Merry Christmas’ card, and it used to send out anniversary cards (we stopped sending anniversary cards because people sometimes get into marital strife or divorce and we’re inadvertently picking at the scab). We are now doing LinkedIn’s method of anniversary and consider anniversary to be their work anniversary, or the anniversary of when you first signed up to our newsletter.

All of these were just things that made somebody, after 11 year goes, “You know what? You send me a birthday card every year and you’re so amazing.”

3. Real Estate

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I bought eight rental properties, which turned out cash flow positive—all from separate real estate agents. Why? I have a rule as a salesperson and as a student of loving selling. I don’t want to do business with someone who doesn’t follow up. When they did follow up, they were following up with comparables in the area or some very obvious super-canned RE/MAX or Century 21 system that they’re connected to, and it wasn’t personal. It didn’t teach me anything, and they weren’t like, “Hey Dennis, how’s the rental property working out for you? Did you find tenants?” Nothing…just gone. So, I would buy the next one from the next guy, hoping he’d follow up. Not one had followed up after the sale, or if they had, they’d followed up in a way that was completely disengaging.

One of the things we teach in the book, the Small Business Profitability Secrets is how to be a better realtor and how to frame your words your customer likes. Real estate agents need to make that point to their clients. The problem is their clients have no idea what the difference is, nor do they care to hear the explanation.

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We came up with a different way of follow-up that helps realtors like crazy—it becomes a home maintenance tip list. It’s a free thing that everyone can sign up to. It sends them out in the summertime and what summer home maintenance things you can be doing. Just before winter it tells you, “Hey, maybe you should get your furnace checked,” or maybe, “You should get your air conditioner checked…you should get your carpets cleaned two years after you bought your house.” It just gives a bunch of stuff that makes everybody excited to get your next email because it’s going to remind them about something to keep their house in tip-top shape.

So that means they stay engaged for seven years. Not only they stay engaged, but they refer their friends to your amazing house tip. Now you’ve got people telling people about you, and you’re in their face all the time once a month, twice a month. You’re in their face with things that are beneficial to them. Who do you think they’re going to call when they hear someone saying, “I need to find a real estate agent broker”? They’re going to find the persons that was following up.

Final Thoughts

Most people make a big mistake of stopping their follow up when they make the sale. They think, “That’s it…sale’s done…I don’t need to follow up.” You need to continue if they’re on your initial prospecting list, offering things and constantly educating them. If, for instance, they turned into a product-specific customer, obviously that one would stop once they purchased it, unless it’s something that can be repurchased.

It really depends what it was after the sale. Is it a re-purchasable item and you need to remind them every month to get it again, or is it something that you buy once every seven years? If so, then you better find a way to keep them interested in you for seven years for when they’re ready to buy again.

You need to have the ability, once the sale is made, to decide, “Are you sending them into training for that product? Are you just continuing with the general newsletter that gives lots of value and promotes every new thing you have to them every now and then when it’s there?” It really depends. But there’s no question about you needing to follow up on them after the sale was made. Follow up is critical to business. Talk to sales and marketing automation expert about how you can make sure you follow up after the sale because that’s actually where the gold is. Getting them the first time is very expensive. You better keep selling to them. Check us out at where you can learn more about our Small Business Sales Blueprint.

Getting the Most out of Business Networking Events

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Today we are going to talk about that one little thing people don’t like to talk about—business networking events. A lot of people think they’re useless. “Why even bother when we can just do everything online?” That is absolutely correct—if you do not want to succeed in your business.

Truth is, going to networking events can increase your sales very, very rapidly for little or no cost. Should you do them? Yes! Should you do them if you’re a 20-year-old business? Definitely.

Picking a Business Networking Event

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Let’s start off with what kind of events you should go to. There are free events and paid for events. Picking an event is more about where would the people you’re looking for be hanging out. Don’t go to an event full of scientists if you sell something that’s not scientific or something that scientists hate. Figure out where your people hang out. Do they hang out at the local Chamber of Commerce events? Do they hang out at free meetups? Where do they hang out?

We’ve been to a lot of networking events—free events, paid events, Chamber of Commerce events, Board of Trade events, inexpensive events, expensive events.  In our experience, paid events usually have a higher level of people; people more likely to do business to business type stuff. Free events tend to be more business to customer type people, or businesses that are just starting out with a little bit less money.

So if you’re selling a little bit higher ticket item, a paid event will probably get you a better audience because they’re already people that have been proven to pay for stuff, and because they’re paying for the event. It just usually gives you a different caliber of people. In the B2B, especially, paid events are awesome. In the B2C, they’re also awesome; you just get a little bit different caliber of people. Meetups are great because they’re super-specific. Meetups that cost money would, again, qualify for both.

Do’s and Don’ts of Going to Networking Events

1. Attire

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Let’s talk about something really simple—how should you look when you go to a networking event?  Basically, you want to look like the person people want to do business with. Sometimes you’re feeling a little bit slow, and you’re not really in the mood, and you know that most of the people that go to that event usually don’t wear a suit and tie (usually casual at best), so you think of going casual in your golf shirt as well. Most people won’t take you seriously in that attire.

Think about the last time you went to anywhere out in public, and you saw somebody dressed in T-shirt, jeans, and riders, unkempt, and unshaven. How do you think of that person? Do you think of him as being successful? Do you think that they can do a great job of selling you $300 an hour business consulting, or accounting, or a lawyer? Maybe they could. They could be incredibly skilled. But you’re not going to know it by looking at them. However, if you see somebody dressed in a suit, even if it’s not a really expensive one. Not necessarily a tie, but a nice shirt, cufflinks—subtle things. It can set people apart. It’s all about first impressions.

I hear it all the time at networking events as people make excuse for their poor attire, “I dress this way because I believe in comfort.” Ninety-nine percent of the time, the more you learn about the people that go on and on about comfort, and the reasons they’re going to be different, it’s always been “I wear all these crazy prints because it’s my identity.” Fair enough. They’re allowed to do that. But if you’re there to increase your sales quickly, we recommend you put your ego and yourself on the shelf, and do what’s going to attract you the highest quality and biggest numbers of people that want to interact and buy stuff from you.

2. Accessories

Let’s look at little things like accessories. We see this all the time with men and women—excessive jewelry, piercings, tattoos. The reality is you can be super proud of your tattoo, which is awesome. And, as long as you understand that having that tattoo is going to turn off 30 percent of the potential customers (and you’re okay with that), you shouldn’t change.

But if you’re about rapidly increasing your sales, which is what Small Business Dream is all about, I’d recommend covering up the tattoos, not because I hate him or love them. It’s about, “Do you turn off that one guy or one lady that might have brought you a $50,000 contract because of your tattoo pride?” Our advice is, don’t do anything that might turn away a customer.

A lot of people will prejudge, unfortunately. Personal preference is completely up to you. But when somebody has seventeen piercings on their face—tongue, lip, nose, eyebrow, earlobe—and has tattoos running up the side of his neck, it can be a little bit of a turn off. Unless they’re looking for a tattoo parlor owner or a piercing person, they’re probably not going to engage with that person. It’s just human nature. If that’s your business, you’re going to want to show off what you do. But that’s the type of clientele you’re going to attract and you’ll go to the networking events that are specific for that type of clientele

3. Dressing up for the occasion

We were at a branding event where there was a lady who sold her own custom clothes, and she went against the speaker quite strongly and saying, “Well, I wear my own clothes instead of the converting colors. I wear my super colorful clothes because then I’m my own billboard.”

She just went on and on, and he looked her right in the eyes and said, “So why are you here learning about branding to make your business better? Because, obviously, what you’re doing isn’t working as well as you thought.”

And then he asked the crowd and he said, “Hey everybody, if you met her saying that she has her own clothing brand, and you met her at a networking event, would you have trust in her? Would you have belief in her with the way she’s dressed?” And basically the whole room said “No.”

So there she was, wearing her clothes that she’s so proud of, and trying to sell online. They weren’t even bad-looking clothes. But the trust of people thinking that she’s the person to engage with for clothes in a business setting was not there. So her ‘billboard,’ as she thought it was, might be appropriate to some events like a fashion-centered event, but not necessarily the right thing to do in a business networking event where, maybe, she’s looking for distributors of her clothes.

We’re not here to judge people for what they do. We’re simply saying, if you want to accelerate your sales as fast as possible, dress the part of the networking event you’re going to. It’s critical.

4. Blending in with the crowd

It’s really hard to overdress, but you can definitely underdress for the event. Still, you can overdress. For instance, don’t show up to a networking event in a tuxedo and tails, unless everyone else is in tuxedo and tails. The rule of thumb is, you want to be at par with the speaker of an event. But what about business tycoons like Mark Zuckerberg and Steve Jobs? These guys dress the way they want to dress and it doesn’t seem to impact their businesses at all. The simple answer is, when you have that many ‘zeros’ in your bank account, you can dress the way you want to.

Why Go to Networking Events?

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Why would somebody that’s in business for 20 years and trips across us with our Small Business Sales Blueprint tell people to start going to networking events?  Why would they even think that that’s a good idea? What are reasons someone in business for 20 years might want to go reengage face to face?

Stay top-of-mind to your clients. Let’s look at seasoned companies. There’s always new people coming out. It’s branding. It’s getting your face known. We go to networking events and we’ve been doing it year after year. People are seeing us year after year at the events. That trust, that rapport starts to get built up because we’re still there. We’re still doing the same thing. They’re seeing your face over and over again, and the familiarity creates trust. And trust eventually creates referrals and puts you now top of mind, and that turns in sales.

Test things out in the real world. If you are that person who has a 20-year-old company or a-10-year old company, and you’re trying to find a way to increase your business quickly, the biggest advantage of going to a networking event is you can start testing out the things you say online, in your store, in your interactions on a whole bunch of people all at once. Say, you’re thinking of a tagline for a video online. You can go, “Hi I’m Dennis. I’m with Small Business Dream, and we are the number one global small business sales experts,” and I can look someone in the eye as I deliver that message and see if it resonates or not. It works really well for testing headlines of email campaigns and all kinds of things. And if you go there and you just smash it (you go to ten networking events in a month), you’re going to have people talking about you.

Connect with other businesses. We go to networking events to meet people. Are we going to thenetworking event to sell people? Nope. Are we going there to make friends? Yes. However, we’re not really out there just to make friends, but with an ulterior motive to make a ‘business friend.’ Don’t get engaged in a conversation which has nothing to do with business, because that means missing out on a bunch of other people that might want to know about your business. You need a ‘sniper-like’ approach where your plan is to make friends, but with a motive. You’re not there just to make friends and hope they’d ask you what you do and come. You’re there to generate enough interest in what you do from everyone you talk to that they might want to bring a friend to your business.

Get as many contacts as possible. You got to stay on point that you’re there to do business. The point is, don’t get into ‘pitch mode.’ You want to create the curiosity of what you do and then leave it alone. Go on to the next person, unless they engage you. And even if they engage you, be mindful how long you engage with that person. Remember, you only got an hour of networking in that event. Do you really want to get into a fifteen-minute pitch to one guy that probably isn’t going to buy from you anyways? Or do you want to make half the room know who you are and what you do so they can bring you people?

Business Cards or No Business Cards?

Now to the question, “Business cards, or no business cards?” There’s a couple different camps on that, and they seem to be getting more and more divided. I’ll preface this within my opinion. If you’re at a speed networking event, business cards are a must. You just can’t write down people’s information or connect with them in a meaningful way fast enough if you have eight people sharing their 30-second story with each other before moving on to the next table and doing it again.  It depends on what kind of a networking event you’re at.

I’m still of the camp that having a business card is helpful. But, of course, we at Small Business Dream also understood that a lot of Millennials aren’t so much thinking the same way, and there’s lots of cases where we just plain ran out. So, we actually created the Small Business Button.

“The Button”

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The Button is a free app which you can online from your appropriate store. Here’s how to use the Button app:

Let’s say you meet somebody at a networking event. You could say to him, “Hi Dennis. Good to meet you,” and simply ask his number. Type his name in the app and say, “Push the button,” (it will make a cool sound). It will auto-populate a pre-formatted message which then goes to your text messaging platform. Push the ‘send text’ and it sends that text message.  You can get it free if you go to It will automatically take you from your mobile device to your appropriate store to download the free Button app.

What’s really good about the Button app is it’s tactile. It also makes an impression (you can even change the button top to be your company instead of our company). It can be a bit of a conversation piece. People love it, they share it with others—it’s a really cool way when you don’t have business cards, or you just want to do something different that makes people remember you.

Just remember to always make them push the button; don’t do it for them. Show the phone and say, “Push the button.” Next time around, they’ll remember you as “The Button Guy.” It creates a memorable ‘hook’ to remind people of you.

Get Down to Your Data—Fast!

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Another thing that happens in networking events is people will often end up with a stack—great big stack—of business cards. You go home, and they go on to your desk beside your computer. That was a Monday event. Tuesday, they move a little further away, and then Wednesday, Thursday, Friday, Saturday, and then finally into the circular filing cabinet—that’s the garbage—because they’re no good by now.

The worst part is, that’s your ‘gold.’ That’s the data you work hard with. So, what you really need to be doing if you’re going to be at business networking events, is have a proper introduction email and take the time to send it. And, of course, nobody has the time to send 30 emails. So, get yourself some sort of a system.

We recommend as your sales and marketing automation solution. Get some kind of automation where you can, in our case, take a picture of the card, enter some details about who they are, it goes to a live transcriber, it comes back, it triggers your email, they can be entered into a series, and all these kinds of cool stuff. Have something that collects that data and sends them a welcome email.

Don’t blast them with everything you do. You’re not there to sell them; you’re there to make a connection. The easiest way to connection is say, “Hey, nice meeting you at that event. Do you know any other cool events that are coming up?” Just ask some information. Create that relationship. Don’t immediately go into, “I’m Dennis, and I saw this, and I saw that, yada yada yada.” That’s what the people that do it wrong do, and that doesn’t actually further your relationships. That will actually make them avoid you at the next networking event you go to. You’ll actually see them, sort of, staying as far out of your orbit as possible when you do that. So don’t do it wrong; do it right.

Final Thoughts

So, let’s wrap up with everything we’ve learned thus far.”Dress for success,” look good, make sure that you’re connecting with as many people as possible. Make your 40-second elevator pitch down. Get your words down—what to say, who your ideal client is, what you do.

The worst thing you can say is, “Oh, I’m a financial planner.” You watch, like Moses parting the Red Sea. People will not come near you. And that’s only because they know what comes next. But if instead you said something as simple as, “You know what? I’m a financial planner and I focus on people in the IT community that run companies between one and four million dollars. Do you know anyone that might need my help?”

Everyone who knows somebody like that is likely to refer them to you because now you’re interesting. Now you have a specialized expertise that the other financial planners in the room don’t have. So, don’t think, “The broader you make it, the more people you will get,” because your target isn’t the people in the room. Your target is some people they know who decide that you’re interesting and specific enough to bring someone to you.

There’s a cool little trick we want to share with you using LinkedIn which is a hybrid of online and person-to-person, face to face networking. If you get access to the microphone, or you get to stand up and you get to say who you are, what you’re doing, you can get access to ‘controlling the crowd,’ so to speak, Craig’s little LinkedIn trick is pretty cool—cool enough that we should save that for our next blog.

So once again, consistency, pre-plan it and continue to go and grow your business. Make more people, make it a goal. Before you head out to your networking event, have a goal in mind. “I’m going to meet five people, ten people, whatever that number is. Go for big number, and that’ll keep your introductions short. You want to make sure you listen to them twice as much as you talk. So, if you have two minutes of things to say, find a way to get them to speak for four minutes.

Look in the mirror before you leave. Make sure you’re dressed for success. You want to be approachable (do not wear excess perfume or cologne). Be respectful. Try to help people. The best way is give people tips. Help them with things you can help them with. Offer advice, offer suggestions, do things that are good for them instead of trying to sell them. Stop trying to sell people on the first time you meet them.