How To Have More Clients Than You Can Handle

By: Todd R. Tresidder

Traditional Marketing

Life Changing Question…

3 Key Concepts:

Traffic * Conversion = ProfitPeople Buy From People They Know, Like & Trust

You Must Know Your Client Buying Process

Map Your Ideal Client Buying ProcessWho is he?

• Make it an individual – who will you serve?• Local or International?• Psychographic – Trust Buying or Impulse Buying?• What problems does he need solved now that he will gladly

pay for?• What keeps him up at night?• What are his values?• What are his common beliefs that are wrong?• What are his common beliefs that are true?• What is the big result you’re going to provide to him?• Who are his iconic heroes?

Map Your Ideal Client Buying Process:How To Find Him…

• How does he search for your services?• Books,Periodicals• Google• Friend referral – Social media• Professional referral

• What keywords will he use?• What does he buy?• Where does he hang out online?• What does he read?• What associations does he belong to?• What is his preferred media to consume?

Map Your Ideal Client Buying Process:Put The Pieces Together…

• Interview every client (past and present and future) and ask them how they found you.

• Ask each former client what they liked best about working with you?

• Ask family, friends, and colleagues how they would search for your service.

• Brainstorm with a mastermind group.• Then map you marketing into their buying process so that it

fits like a glove.

Click icon to add picture

The Head-On ApproachTraditional SEO

Keyword Search Marketing

• What are your “money” keyword terms?• What is the total monthly “exact match” search volume for all

of those terms combined?• Do you have a viable business model using the 1% rule?• 25,000 monthly searches = 250 clicks = 2.5 clients

• Assuming average life-of-client of 1 year that equals 30 clients (12 months * 2.5 per month).

TheChicagoFinancialPlanner.Com

Roger’s Ranking… Page 1Chicago Financial Planner, Financial Planner Chicago, Financial Advisor Chicago, Chicago Financial Advisor, etc.

GoodFinancialCents.Com

Page 1 Rankings• Illinois Financial

Planner• Financial Planner

Illinois• Certified Financial

Planner Illinois• Carbondale Financial

Planner

The Indirect Approach

CopyBlogger.ComPremise, Synthesis, Author-ity, Genesis, Scribe

EventualMillionaire.Com

SmartPassiveIncome.Com

2 Step Conversion

• The jump from free content to intangible service is too big.• Subscribe first.• Product ladder second. Revenue producing marketing.• Free test drive• Book(s)• Membership Site / Online Course• Diagnostic assessment• Tools and resources• Audio/Video Course

Revenue Producing Marketing

Give The Tools – Sell The Service

Podcasting

Quick Summary

Traffic * Conversion = Profit

• Direct• FinancialMentor.Com• TheChicagoFinancialPlanne

r.com• GoodFinancialCents.Com

• Indirect• Copyblogger.Com• EventualMillionaire.Com• SmartPassiveIncome.Com

Be Everywhere

• Article content• Video on YouTube• Podcast on Itunes• Books on Amazon• Free Resources like

calculators• Speaking• Social Media

Conversion – A Deeper Look

• Different client buying processes require different conversion processes.

• Conversion strategies can be revenue producing thus building scalable income:• Membership sites• Ecourses• Books• Podcasts

• It is easier to improve results through conversion than through additional traffic.

Key PrinciplesPush Marketing – Old

School• Trades time and money

for money.• Not scalable• Expensive• No fun being pushy• No long term equity

Pull Marketing – Attraction

• Passive revenue – paid to market.• Build long term equity• Start with direct• Add indirect later• 2 step conversion• Build it once• Automates sales funnel• Position for the future

Beware of Half-Truths

• Traffic * Conversion = Profit• People Buy From

People They Know, Like, And Trust

• Know Your Ideal Client Buying Process

Your Action Steps

• Define your ideal client buying process (hint: there is more than one!)

• Content marketing to get targeted traffic.• Test conversion (2 steps)• Multiply with “Be Everywhere”

The Choice is Yours…

• If it took you 2 years to build an online marketing machine that gave you more clients than you could handle, would it be worth it?

• There are only 2 reasons you don’t have more clients than you can handle:

• You don’t know what to do.• You know what to do but you’re not actually doing it.

How To Have More Clients Than You Can Handle

By: Todd R. Tresidder