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About Bob Gentle

I work with businesses of all sizes on digital marketing, host the Amplify digital marketing entrepreneur podcast and work with entrepreneurs to help them amplify their business online.

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Philip VanDusen is a highly accomplished expert in brand strategy and graphic design who has worked with a broad array of the world's most successful global agencies, retailers and consumer products companies, including P&G, Gap, Inc., Petsmart, PepsiCo, Disney, GE, Chevron, Safeway, Diamond Foods, and Johnson & Johnson among many others.

Philip shares his expertise in marketing, design and entrepreneurship on his YouTube channel, which has over 140,000 subscribers and in his Brand•Muse Newsletter which is considered a top branding industry publication.

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It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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In this episode Kelly Baader shares the story of her incredible career which has taken her around the world working for some of the biggest brands in hospitality. Kelly now runs her own successful marketing and coaching business and share her perspective on what drives true success.

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Free offer from Kelly  : KellyBaader.com/Learn

Kelly's own Podcast - KellyBaader.com/podcast

Book: http://amzn.to/GraceBook

Thanks for listening!

It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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Matthew Kimberley started his first sales organization in 2007, after 10 years in direct selling. He grew the company to several million euros in revenue, then joined Book Yourself Solid® Worldwide as the Head of the School of Coach Training, and later full partner. 

Thousands of small business owners have learned from his programs over the last seven years, and he speak regularly at conferences and events around the world, teaching small business owners and the self-employed that sales can be fun, easy and rewarding.

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Thanks for listening!

It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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Roger helps people keep their marketing simple in a world where business bullshit and complexity threatens to stifle success. An experienced marketing professional helping businesses with their marketing strategy, content, and social media, Roger clocked up many years in the ‘big corporate’ world as marketing director of several UK financial services brands before getting out of all that and starting his own consultancy.

He now uses his expertise to guide his clients in designing engaging campaigns and is known as a prolific content creator and podcaster, and as a speaker. He’s the host of the popular Marketing and Finance Podcast.

As a qualified yoga and exercise teacher, Roger has also been known to ask his clients to take off their ties and put on their trainers, taking their fitness, as well as their marketing, to the next level.

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Thanks for listening!

It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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Alix Charles is the MD and Founder of Alix Digital, a PPC company based in South Wales, UK. Having been in the marketing industry for 10 years with experience in-house,   Alix set up to company to help SME's with their pay-per-click at a cost that suits them. 

Alix Digital offers a PPC (pay-per-click) service which aims to help businesses get more sales and qualified leads through online advertising. Whether its AdWords, Bing Ads, Display Ads or Paid Social, recommendations are provided for the best platform(s) to use for achieving the business’ goals and what steps are needed to make the most of each platform.

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Thanks for listening!

It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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Overview

Joe Burnich operates a web design and SEO marketing firm and specialises in helping service industry business owners with their websites. Burnich used to own a carpet cleaning business. His in-depth marketing experience makes him uniquely qualified to design and optimise websites for the online carpet cleaning industry. 

Links and mentions

Thanks for listening!

It means a lot to me and to the guests. If you enjoyed listening then please do take a second to rate the show on iTunes.  Every podcaster will tell you that iTunes reviews drive listeners to our shows so please let me know what you thought and make sure you subscribe using your favourite player using the links below.

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Digital marketing is great. It’s transforming businesses and levelling the playing field, allowing small businesses to reach people all over the world who need what we have. It’s often inexpensive and a lot of the routine things which need to be done are in themselves not overly technical and pretty easy to learn ( compared to accounting. ).

What often comes as a surprise for a lot of business owners is that the things which make the difference between breakout online success and a failure is often not the technical or external but, possibly predictably, the inner and emotional. Procrastination in particular.

Procrastination is a big problem for marketing and professional marketers. The online world is distracting and littered with rabbit holes funny youtube videos and tutorials for things we didn’t know, we didn’t know. It’s so easy to fool ourselves into thinking we’re spending our time online productively but the truth is most people generally don’t.

Business success online is a little like physics. There are rules and I’ll share a couple of them here.

Number one of those rules is : Take meaningful action.

Now when I say take meaningful action I can hear 90% of people shouting back that they take action all the time. I’m talking about real productive action. Not fake action.

Action is hard but fake action is frighteningly and alluringly easy.

These things are marketing fake action :

  • Making to do lists.
  • Setting up project plans.
  • Buying equipment or information.
  • Reading books or posts.
  • Looking for inspiration.
  • Waiting for ideas.
  • Looking for the right platform.
  • Setting up systems.
  • Playing with sticky notes.
  • Posting rubbish you know nobody reads on social media.

Number two rule for online success : ‘Create more – consume less’.

This is the mantra which you can use to help break the spell of fake action. Say these words a few times and all your actions will quickly pop into focus. If you feel stuck then repeating these words a few times will allow you to quickly see which of your actions are helpful and which are Fake Action.

Identifying fake action will only take you so far. Actually taking real action has it’s own challenges and when you start to examine them its easy to see why we snap back to fake action so easily. The reason people put off promoting their business or building their personal brand is fear.

Real action isn’t quite as easy to quantify as fake action. I can’t give you a list of examples as easily as I can with fake action and there’s a good reason for that. Everyone builds relationships differently and that’s really all marketing is. Building relationships at scale.

I’d like you to think of someone you know through their marketing. They might be a competitor, a peer or a colleague. They might be anyone you admire. You might think of them as an influencer or an industry figure. What stands out about them? I don’t know who you have in mind but I can guess they all – without exception – have one thing in common. You know about them.

How do you think that happened? Do you think it was an accident, fate or that they really are such a stand out practitioner that the world reshaped itself with them at it’s centre? I don’t think so. What they’ve done is either accidentally or intentionally created and amplified a strong personal brand and you can do this too.

I often get a lot of push back about now. People love the idea of digital marketing and the promise of lots of new business but they really don’t like the idea of being personally visible in their own marketing. Remember what I said about building relationships at scale? How are you going to build relationships at scale if you don’t let people meet you – at scale.

A lot of people I speak to complain of lack of tech, knowledge, experience or insight. Deep down they know that’s not what holds them back. It’s their own fear that people won’t like them.

Fear of rejection. It’s a big problem.

I’m going to share a stat with you. I read it in Russel Brunson’s marketing book called DotCom Secrets so it must be true. I only mention that so you don’t think I made it up.

One third of people – actively do not like you.
One third of people – don’t even notice you.
One third of people – they really like you.

Russel Brunson

If you put yourself out there online in any format you’ll find that those proportions hold true. Your content needs to focus on YOUR third. Your people, audience or tribe. Focus on the people who get you.

When you create content of any kind, be that text, live or recorded video or photographs think of two key things.

1 – Is someone meeting me through this content?
2 – Am I writing for my tribe or being influenced by fear of rejection by those not my tribe?

Personal branding author and coach Chris Ducker puts it like this:

“Market like a magnet. Attract the best and repel the rest.”

Chris Ducker

I know a lot of this doesn’t seem very practical and that’s because the truth is that mindset is probably the biggest barrier to online success. Something I heard goes a way to summing it up.

‘Everything you could ever want is in a room labeled – ‘very scary’.

So I challenge you to think about what really scares you. For a lot of people the simple idea of being seen taking selfie sends them into judgmental fits. You probably hate the sound of your voice on video ( most people do ), you probably think you’re either too old or too young to be taken seriously. Make a list and then burn it because it’s not helping you and it’s not real.

At a marketing conference recently I heard the same question answered two ways.

Question : Whats the next big thing in digital marketing?

Answer one : Courage.
Answer two : The thing you actually do.

If you allow the two thirds of people we know aren’t with you to hold you back then you’ll never reach the third of your audience that really want to hear from you. People buy from people. Your people want to buy from you so make sure they hear from you!

As a final word I’d say that the biggest challenge faced by most business owners is isolation and the only antidote to isolation is community. I’d love you to join my digital marketing support community and let me help you take this further.

When you need clients fast it’s normally because something has gone wrong.  You might have just set up on your own and not planned ahead.  Maybe you got fired from your job or the agency you worked for went under.  Maybe you just lost a lot clients in a short space of time or maybe you just didn’t plan for your tax bill.  No matter the reason, when you need clients fast – you need them – fast.

I’ve been there.  Everything in this post is from personal experience and been proven by me to work in my own business.  Literally everything.

In this post I’m going to cover emergency client acquisition.  This is not going to be a long term fancy marketing strategy and onboarding post.  This is gong to be about down and dirty selling like your life depended on it.  Some of what ‘m suggesting here will seem desperate.  You shouldn’t have to do cold calling, but you got yourself into this situation and this advice will get you out of it.

Before I go too far I want you to think about a couple of things.  First – if this works you’ll have clients.  That’s good but might also be bad.  You’ll have the clients but they might turn out to be evil time sucker.  Take a moment to remind yourself of what kind of clients you want.  In your panic you probably don’t care too much but take a second to consider that even in your hour of need you can still choose who to work with.  Who is your ideal prospect.

Step One : Profile your ideal customer.  Write down some basic qualifying criteria  such as sectors you like working with, geographic constraints, size and so forth.   Once you start prospecting those businesses use the following to further qualify them.

1 – Do they understand what you do
2 – Do they need what you do
3 – Can you deliver for them
4 – Can they afford it
5 – Do you want to work with them

If the answer is no to any of these then don’t waste any more time.  Move on and move on fast.

Step Two : Take action. You need to network your ass off and you need to cold call. Both at the same time. You don’t get to pick one – you have to do both.

Networking

Who do you know ? : Most people know 800 or so people.  You’ll be no different.  How many of these 800 know what you do?  Not many I bet. You need to change that.  If you never shared your business through your own Facebook then start right now.  Start with the people who know you.

Networking Groups : Groups like BNI only exist to help you find clients.  If you need clients fast then a BNI group is a pretty sure bet.  You don’t have to join but start visiting and networking.  There will be one near you.

Nexus points : Instead of looking for the one client – look for the one introducer who can connect you with many prospects.  If you are in PPC then reach out to web designers, PR companies, copywriters and so on.

Do not : Don’t be tempted to do this online.  It won’t work in the time you need.  If people haven’t met you they won’t connect with you.

Focus on giving : In all the networking you do be clear about what you’re looking for but focus just as much on helping others.  People will be far more likely to help you if you helped them – or at least signalled the intention.

Cold calling

Cold calling feels dirty.  It takes practise to get it right but if you need clients fast then there’s no better way.  You need to brace yourself for rejection and move from one call to the next as quickly as you can.  Targets are a great help with cold calling. Before you start I want you to understand the process a little. There are three steps to a cold calling campaign.

If you really want to get this right read Fanatical Prospecting by Jeb Blount ( I did and it changed my sales forever. )

Step One – Scripting your call and objection planning.  When you get on the phone you need to know what you’re going to say.  You need to anticipate the prospects responses and be ready with an answer which moves you forward.

Your goal is to get a meeting.  Thats all.  Don’t try to sell on the phone.

Step Two – Make a prospect list

You need to start making a list of the businesses you want to call.  The you sit down to make calls you want to move quickly form one call to the next.  Before you start calling make sure you have a list of twenty or so calls to make and have all the information like the contact name you want to speak to and background on the business and how you might add value.

Step Three – Make the calls.

Call anxiety is a big issue for sales people.  You’ll experience it too but you need to get past it.  This is going to be hard but it will work.  Start making the calls and you’ll be surprised by the results.  If you’ve done your objection handling right you should get past initial rejection.

Cold calling is incredibly effective.  I know you are in digital marketing and are for that reason probably near religiously opposed but if you need clients fast you need to cold call. Get over yourself.  Build prospecting and cold calling into your daily routine.  Spend around twenty minutes prospecting and forty minutes calling every day and your clients issues will be solved in two weeks.

CRM System

All this networking and cold calling will quickly become chaotic if you don’t start tracking things in a CRM system.  If you have budget then look at Contactually.  If you don’t then Hubspot sales CRM is free.  You will get some sales fast but you will also discover opportunities and relationships that need long term nurturing.  A CRM will help you stay organised in the long term.

Conclusion

While I hope you won’t have to focus on these actions forever they’ll get you the best short term results.  I’ve spoken to many of agency owners and they all report that although their business is digital marketing of one flavour or another, most of their work comes through referral.  This is true of both the small local agencies and the really big name conference speakers.

I was going include a section in this post about social media and how it can contribute to getting clients fast.  But honestly, if you need clients fast then get off social media and start meeting people.

I wish you luck but with this post – you shouldn’t need it.

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