When it comes to increasing your profits, you want to focus your attention on the activities that will get you the best results in the shortest amount time possible. The only way you'll know which strategies work the best is if you track where your clients are coming from. (If you would like a FREE copy of our client tracking tool, click here NOW.) By tracking your efforts and completing a quick and easy analysis you will see clearly:

• Who you worked with
• How you connected with them
• How much you earned

This isn't just an intellectual exercise. Now it's time to take this important data and use it to recreate those same results with LESS effort. For your business to reach it's true potential and for you to achieve your goals, you can't keep “throwing stuff against the wall” and praying that something sticks. Instead, stick with what works.

The next step is to get clear on the details regarding the strategies that you actually implemented in order to enroll new clients.

Take the information you gathered using the Client Tracking Tool and make a list of EVERY marketing strategy that you’ve implemented.
Ask yourself more detailed questions about each strategy that attracted a new client, such as:

• Networking (in-person) - Where exactly did you network? What events produced the best results?
• Article marketing - Where did you submit your articles? Which sites/directories pushed the most traffic back to your website?
• Advertising - Which of your ads produced the most leads? When did they run?
• Email marketing - Which of your email campaigns got the best open rate? The most link clicks?
• Teleseminar / Webinar - Which events got the greatest registrations? The best attendance?
• Speaking - Which of your audiences was most engaged? Showed the greatest interest in your products and services?
• Driving traffic to your website - Which sites refer the most traffic to your site? Which pages did visitors stay on the longest?

Do you see how empowering tracking is? Knowing what's actually happening in your business allows you to operate from a place of clarity.  And clarity is priceless. You eliminate the stress of not knowing, feeling unsure and being scared, all of which holds you back and keeps you from enjoying the success you deserve. More importantly, you can see clearly what is working and what's not, which allows you to do more of what's working and tweak (or eliminate) what isn't.

There are at least 93 different things you could do to market your business. However, just because you can doesn't mean you should. Smart Simple Marketing is about choosing 2-3 strategic activities to grow your business and doing them consistently. Staying focused and taking action week in and week out is what gets you RE$ULT$.

Meet me here next Friday as I share with you the final part of this 3 step process and teach you how to create a simple marketing plan that makes you money!

Your Action Plan For This Week:

• List every marketing strategy that you implemented in the past 12 months.
• List the number of clients that you enrolled from each strategy.
• Dig into the details of each strategy to get a clear picture of what you did to create the results you enjoyed.

Perhaps you love networking. Or not. Either way, it's a simple and highly effective way to create more profits in your business. Listen in as my friend Devora Zack, author of "Networking for People Who Hate Networking" and a veteran consultant shares her best networking tips. (She's been in business for 15 years and is 100% referral based!) Click on the play button above to listen in.

Take Away Tips:    

Take Action Notes:

• To become known as the "go to" person for your ideal prospects, you have to show up EVERYWHERE.
• Networking is a big part of creating massive visibility. But networking is NOT about selling yourself or going to chamber mixers.
• Make networking fun by attending the events where your target market hangs out (such as a home & garden show, a car show, food and wine events - think outside the box).
• Be friendly, be approachable and relax!
• Get involved in the organizations gathering your people. Volunteer to be a greeter. Join a committee. Help plan an event.
• Another way to create visibility and credibility is to offer to contribute content. You can write an article for a newsletter or blog. Offer to help manage their social media presence. Whatever you can do to contribute (with attribution to your site of course)!
• Look for speaking opportunities. You can offer to do a 5 minute presentation, a teleseminar or a webinar. You could even introduce a keynote speaker or participate on a panel.
• Whatever you do, make sure you set aside time to follow up with ALL new contacts to deepen new relationships and learn more about the people you've met. Remember, your fortune is in the follow up! That's where the magic happens and you turn connections into clients.

Creating a referral based business, where you’re consistently getting leads from your current clients, has multiple benefits. It helps cut down your marketing time and costs, it gives you more opportunities to provide great service and can help you grow your network exponentially.

Here are six PROVEN steps to use to create the type of business that people love to rave about!

1. Be worth of referring – Always do your best! This doesn’t mean that you have to be perfect. But it does mean that you need to give your very best effort and deliver on what you promise. Under promise and over deliver at every opportunity that you can.
2. Ask for referrals – Don’t worry if you feel intimidated! Asking your existing and past clients to introduce you to those in their network is a perfectly acceptable way to grow your business. This is simple to do when a client has just commented on the excellent quality of your work.
3. Educate your audience on how to refer you – It’s easier for your contacts to refer to you when they know exactly what you are looking for. Give specific and relatable examples. For example, “I work with small business owners who are struggling to get organized in their workspaces so they can have peace of mind.” Provide terms and problems they should be looking for so they know when to present your services.
4. Create referral agreements with key “Power Partners” – For example, if you are a professional organizer, reach out to a real-estate agent, an interior designer and a personal chef to create a referral circle. All of you are committed to making sure your clients have a comfortable, functional home space and lifestyle. And likely your clients will at one point or another need the services of these professionals and vice versa. Your Power Partners will introduce your services to their clients when they need it – and you’ll do exactly the same for them.
5. Systemize your efforts – Send out a monthly letter to your referral partners to let them know what’s new in your business. Be sure to promptly follow up on any leads you receive (within 48 hours). Keep track of your leads and check-in regularly with prospects.
6. Offer a gracious and generous thank you to anyone who refers business to you. Show your appreciation by promptly sending a thank you card and a gift. Whether it’s a gift card, a delivery of flowers or another gift of your choice, make the time and extend the effort to let that person know how much you appreciate their confidence in your services.

By implementing these six steps, you’ll be able to create a solid stream of referrals and create more profits and more freedom in your business!

What was the best referral you ever received and what did you to to secure it? Share your story in the comments below!

Your Take Action Plan for the Week:

1. Ask your current clients who else they know who would be a good match for the solutions you offer.
2. Create a list of qualities, problems and terms that your ideal clients would use so that your referral partners know what to look for.
3. Make a list of people that you know (or want to be introduced to) who can become your Power Partners. Reach out to them and set up a referral arrangement. Give them your list of things to look for and ask the same of them.
4. Create a system for connecting with referral partners, following up on leads and referring business to other people.
5. Send a surprise gift to clients and partners who refer work your way.

I have found various forms of networking to be highly successful strategies to help grow a business [i.e. enroll new clients]. If you want to see the best results with your service business, leverage the following opportunities:    

Why am I telling you this?  Because attending has been a MAJOR contributing factor in growing my business to its current level.  Did it cost me money to attend this?  YES!  (The registration fees have ranged from a few hundred to a few thousand dollars!)  Plus, I paid my own travel expenses AND took off time from my business.  But was it worth it?  ABSOLUTELY!  I’ve gotten at least one new client from every live event I’ve ever attended. Every single one.     

If you’re confused by how to use social media to grow your business or are worried about your social media usage, make sure to avoid these three common mistakes:

Mistake #1 – Putting too much value in social media.

Putting all of your business eggs in the social media basket is never a good idea. Social media can definitely have an positive impact on your bottom line – but it’s a tool to be used in one part of your overall marketing plan. Don’t invest time in social media to the downfall of the rest of your plan. You need to incorporate social media into your overall inbound marketing strategy and make sure that it coordinates with the rest of your efforts. This means having high quality, relevant content to promote, an informative, easy to navigate website to send your contacts to and a plan for following up with leads. Many businesses make the mistake of growing their Twitter followers or pumping up their Facebook presence and ignoring their other marketing responsibilities. Social media is important, but a small part of the overall picture – be sure to create balance in your business for best results.

Mistake #2 – Using social media haphazardly.

Social media is easy to start – spend just a few minutes signing up and you can have an account ready to go. But just because it’s easy to get started doesn’t mean that you should use it just as nonchalantly. Many business owners get a cold splash of reality when they realize that their midnight updates or inconsistent posting schedule aren’t getting them the results that they want. Don’t jump into social media without having specific goals in mind. Focusing on specific strategies to achieve your goals will keep you from getting distracted, avoiding precious time or wasting valuable financial resources. If the tool of social media is used without strategy, it won’t be very effective at all.

Mistake #3 – Focusing too much on the sale.

Consumers *choose* to be on social media networks – they don’t have to be. And they won’t follow you or look forward to your updates if you’re too focused on selling to them. Selling on social media should be a side benefit to the real goal – building a relationship with your target market. If you do nothing but pitch your products and ask people to buy your product or service, you are going to repel the very people you're trying to attract. Balance your sales pitches with helpful information, and you’ll have a winning combination for social media.

Avoiding these social media mistakes will help to position you as a resource that your audience can trust. This will allow you to develop strong relationships that will support your revenue goals for years to come.

To really make a difference for your business, there are a few steps to follow to make the most of networking opportunities. Here are three ways to make sure that your networking time is well spent:

Yet, inherently, most service professionals know that effective networking is often the fastest path to generating more cash for their business.  So if you are on of those who would rather do yourself bodily harm then attend a networking event, what are you supposed to do?

I found this article, written by writing coach Ali Luke, to be insightful and extremely practical:

http://www.dumblittleman.com/2011/06/six-easy-networking-tips-for-introverts.html

Especially the point about not over-analyzing what did or didn't happen. It's really easy to be your own worst critic, but being too hard on yourself will only undermine your efforts to grow your business. Instead, strive to work with your personality and become an effective networker while pushing the boundaries of your comfort level.

Check out Ali's article and let me know what you think by posting a comment below.

The key to doing this is focusing on developing relationships. As you know, people do business with professionals that they know, like and trust. So no matter what type of business you're in, developing and maintaining strong relationships is key to having a successful business.