Afternoon I’m Jonathan Clark and I run Instant Edge – we work with established consultants, coaches, and speakers to help them get found and get hired. I can do that because I am a Coach, a Consultant, and a Speaker
We specialise in making our clients visible and credible to their target market
This week we’ve launched
something quite unusual
One of my hobbies that I’ve enjoyed since I was 10 years old is tabletop roleplaying games. Most people have heard of Dungeons & Dragons, where a bunch of specky nerds like me get together and go on fantasy adventures killing monsters and finding treasure. Now it tends to be fat balding blokes in their 50’s [like me] that still want to get together and have a night of fun and escapism.
Now the pandemic has really hurt the hobby – obviously, you haven’t been able to get a bunch of people from different households all together in one house for over a year until recently, so it forced the hobby online. Much in the same way that business networking went online. So now people log into a website and go on a group chat like Zoom and play that way. Much like we are.
Now, these games have players, and they have the referee that runs the game, called a Gamesmaster. Being the Gamesmaster is a lot of work, so there are way more players than there are Gamesmasters. What that means is that there are thousands of players out there who need a Gamesmaster to run games for them. I’ve been the Gamesmaster for 44 years.
What we’re seeing is the rise of Gamesmaster for Hire – a freelance roleplaying game referee who is hired by groups of players to run games for them. In other words, getting paid to do their hobby.
So yesterday I got all inspired and chose to combine 25 years of marketing experience with 44 years of roleplaying game experience and I launched gamesmasterforhire.com. I’ve monetised my hobby! How cool is that?
So I’m looking for introductions to experienced role players who are longing for a game, or newcomers to roleplaying games who’d like to learn how to play.
So that's Jonathan Clark from
The Instant Edge. You really can turn
anything into a business.
There’s an
old saying that your network = your net worth
The more
connections you have, the more of an Influencer you become, the more widely
known you are and therefore the more likely you are to make money from your
services. The more people who know, like
and trust you, the more likely you are to get referrals and recommendations to
people.
But you need to actively build those relationships, by being proactive. Like any relationship, it takes energy and effort, and time to nurture it.
So you’ve
been building all these new connections - now what? What do you say next to turn your contacts
into contracts?
You want to
have a pool of ideal prospects who know who you are, like what you do, and trust
you enough to either recommend you to their contacts or do business with you
themselves.
Imagine if there were 5 hot customers hiding in your LinkedIn contacts right now…
Because there are. At least! You just need to reveal them. And the way you’ll do that is what in sales
is called “Qualify the prospect” by asking the right questions to elicit a need.
Someone out there in LinkedIn land needs what you sell RIGHT NOW – you
just have to find them
AND they will buy from someone within the next 12 months. Question is,
will they be buying from you?
So it’s not connect then pitch. You don’t send them a brochure, you don’t jump on them and say” You don’t need some LinkedIn training, do you?” You don’t tell them all about you and then try and get them to agree to a phone call in the first message.
I’m sure you know the sort of thing I’m talking about?
Your new
connections want to be
· They want you to “get them” Only then
will they be happy to do business with you. Or recommend you to their friends, family, and
colleagues.
So your initial conversations are all about THEM. Go into your inbox each day and sort by UNREAD.
Try and
reply to every message within 48 hours, otherwise they start to go cold.
Be yourself,
but always remember to talk about their issues, their headaches, things they
will resonate with.
If you
uncover a need – they have a problem that you can help them with, you ask them
the magic question:
“Would you
like some help with that?”
NOTE: I'm giving away 15 pre-written, 90% done for you posts that get you noticed. Why not gran them and add that to your arsenal?
The L.I.N.K.E.D. Daily Process
So this is
your daily checklist on LinkedIn, and it’s easy to remember cos it’s an acronym
Look For Prospects - accept new connection requests ONLY if they are in your
target market. STOP accepting connection
requests from any old contact – only let them into your pool if they meet your
ideal client criteria, OR you think they will be a good fit.
Look at the
connections of your connections [your 2nd level] So that means click on someone’s profile,
then go to their contacts – look at all the ones who are in your 2nd
level, so they know someone who knows you.
Then go down and connect with the ones that fit your IDEAL client
criteria. Your contact has already found
all of these ideal clients and brings them to your door!
Invite 10 to connect – do a search and find a batch of ideal clients, then connect with 10 sending a personalised approach
Always send
a personalised note and use their first name.
Here’s an interesting fact – when you get a new connection, you don’t get just ONE person – you are adding all of their 1st and level connections into your pool. Think about that.
So if you
weren’t already connected to me, once you do, you get my 4195 connections
Nurture The Relationship - have a non-salesey conversation and build trust and rapport the
way you would in person
Make it all about them. Imagine you’re at a live networking event, what would you talk about? As simple as “How’s business?” Another one I’ve had success with is “So do you get much business from LinkedIn?
No selling. No sales close. In fact, you’ll actually stand out because you didn’t attempt to sell them, I actually got a message the other day saying “And thanks for not hitting me with a sales pitch!”
DO WHAT YOU’D DO AT A LIVE NETWORKING EVENT
ONLY move
into the next step when you feel like there’s a good rapport and connection
between you. Would you want to have this
person as a client based on the past interaction?
Probably 4-6
messages by the time you get to this stage.
Key Questions To Find A Need – Now every product/service/treatment business has certain questions that the provider will ask a prospect
to establish if there’s a need for your p/s/t, right? Think about what you ask a prospect in the
initial conversation? Ask whatever questions you would normally ask to see if there's
a need for your product/service.
YES you’re a problem solver, but you FIRST have to
be a problem FINDER!
THINK OF IT
THIS WAY – who does a Doctor want to see?
Healthy patients? Or Sick
patients?
So as I’m in marketing I might ask How’s business? Are you getting plenty of new leads coming in? Could you handle any more right now? Are you happy with your social media?
A great
question is What’s your biggest challenge right now?
Do you have
any problems with your sales and marketing?
If they say
no, they probably don’t need me. I’m
looking for a need. No need = move on.
I call these Key questions – mainly cos I needed a word that started with a K J
Once you find a need, you
ask simply: WOULD YOU LIKE SOME HELP WITH THAT?
Explain How You Can Help - if you uncover a need and your
connection wants help, take it offline.
In other words, suggest that they have a phone call or Zoom call or a
121 with you to discuss it further.
DO NOT try
and close deals on LinkedIn. The LINKED process is a marketing
process. Now you take them into your
SALES process.
Diary The Appointment - schedule a meeting/call and invite them to become a
client
This what
really counts. This is the ONLY thing
that counts.
Involve yourself - by Liking, commenting, and sharing. Also known as engagement, but another E would have ruined my acronym J
I’d
recommend you LIKE at least 3 posts
Comment on
those posts – the algorithm likes more than 7 words, and use their first name
Share at
least 1 post you like.
This not
only tells the LinkedIn algorithm that you’re a serious player, it also helps
your connections get more visibility, so you’re helping them too.
New post – valuable, informative, that will
attract your target market
EDUCATE –
INSPIRE – ENGAGE THEM
Posts make you VISIBLE
This is
where you put something up that will resonate with your target market.
LET ME EXPLAIN MY THINKING AROUND THIS
So you’ll
see that contrary to most people’s approach to LinkedIn which is like a few
things, comment a couple of times, and fling up a post that I hope is relevant,
the emphasis here is we do that stuff LAST.
The emphasis here is making the connections with the right people,
building the relationships of know, like, and trust, separating the high
probability prospects from the low or no probability prospects, and then we do
the engagement stuff.
I was asked
recently by a prospect “How many views
will my LinkedIn posts get?” I told him
that’s not the key performance Indicator to watch. That’s vanity. What matters is how many appointments are in
your diary, and how many of them turn into paying clients. If my diary is full, I don’t really care how
many views my post gets.
You want the
right people seeing your posts and engaging with you, so that’s why we find
them first and fill your LinkedIn pool with the IDEAL prospects, who then see
your posts and comment.
Is that
making sense?
Different
mindset = different results.
P.S. - We're currently looking for beta users to join our
new LINKEDLeads platform. After spending over 23 years working with over 5,000
clients, we are releasing this one-of-a-kind platform to help awesome Coaches
& Consultants like you map out every step of an awesome sales and marketing
strategy. We're talking about your target audience, polishing up your profile, a
daily process, and more!
To request an invite go to https://www.linkedleads.co.uk/authority-amplifier-no-pixel1607017757257
The four
stages are called surviving, striving, thriving, and inspiring and they are
measured by annual income.
Surviving is
classed as up to 20K, striving is between 21 and 40 K, thriving is between 41
and 80 k, and inspiring is 81 to 100k per year and up.
Now at the bottom of the pyramid people I speak
to typically have more time to spare than money. The guys and gals at the top
of the pyramid have the opposite situation – they have plenty of money, but
they have no time.
The survivors are typically overwhelmed, they
never have enough time or money, but they usually have more time than money.
They have goals but they are starting to believe that it's just a pipe dream, so
they market sporadically. They often live on self-help books and follow all the
gurus, spending the money they do earn on courses and training which they hope
will increase the income. Very often they are qualified and extremely good at
what they do - perhaps even world-class, but they have few if any clients who
know that.
My recommendations are that they start by
setting very clear and specific goals , they identify who their target market
Avatar is in specific detail and they get to know the marketplace i.e. what is
selling, what’s their competition doing, what are people buying, what do people
want? It’s much easier to give the marketplace what it wants than invent
something and try and find someone to flog It to.
The strivers have had some success but their
head is full and they're still overwhelmed, jumping from Shiny Toy to Shiny
Toy. They may have some marketing and sales and operational systems in place
but these are usually like jigsaw pieces rattling about in a box, a bit here
and a bit there so they experience months of drought and months of abundance in
a feast or famine cycle which makes it exciting… but stressful. As a result they
are often feeling a bit jaded, as if “what's the point?”
Typical solutions
I recommend is that they get very clear on their origin story and why they are
uniquely qualified to do what they do, they develop a clear message that will
resonate with their target market, and they do everything they can to increase
their visibility and outreach – that means social media, networking and the
other 52 ways of getting clients.
The thrivers are typically making 41 k and
above anywhere up to 80k – these guys are impatient - they are making money but they want to take it
to the next level so they are restless, always looking for the next edge, the
next smart strategy. They have success stories, testimonials, they may even be
known in their field for what they do, but it's still not enough.
Keys to
success include sharing their success stories when they’re networking, in
video, on podcasts, endorsements on LinkedIn, reviews on Google and Facebook to
prove their credibility. They're still working an hour at a time for an hour’s
pay – linear income - so it is smart to introduce them to multiple income
streams – residual income - including creating a product like a book, or an online
course that makes them money while they sleep so they don't have to work harder
but they can make more money in the same time. This is the level where the
business grows and develops solid marketing strategies so there is a funnel in
place, there is constant prospecting, there is a sales process, referral
systems and customers are looked after effectively.
Earning 81k
and above are inspiring - these guys are well known in their fields, they have
a good reputation and they are proud of the impact they are having on hundreds
if not thousands of people – there may even be a waiting list to get on board
with them.
To grow even
further then it's time to look at scaling-up - in particular their marketing so
that more people in more markets know who they are. That may mean vertical marketing
going deeper into their chosen niche, or horizontal marketing where they help
different avatars with similar issues. Collaborating with other businesses such
as Joint Ventures and host relationships, outsourcing a lot of the work to the
team who can multiply the efforts of the owner. Perhaps they can automate their
existing systems to free up manpower and let the computers and robots do what
they're built for, as well as developing systems that make the business run
more efficiently and effectively.
So having covered the four levels - you’ll know your level of your income in the
last 12-months, you should be able to identify what level you’re on and I'd be
interested to hear your comments or feedback on Clark’s Hierarchy of Leads?
Some people like to do lists - other people think to do lists are too anal or stuffy, right? Or demotivating. Some people like to make it up as they go along and fly by the seat of their pants.
Some people like to plan and outline and have structure... Okay, everybody is different, then there's multitasking, right? You think can we do two things at the same time?
On there's some man jokes there! Uh, according to science, and according to research, multitasking is a bad idea. Contrary to popular belief you lose a lot of time switching between task a and task b... Then switching back to task a again.
Um, i'm not convinced about that. I think there's a wayto do that which we're gonna talk about this week. You might seem to get more done, that way it's arguable...
Okay, you're more likely to make mistakes. You're more liable to forget things. What does seem to work is focusing on one task at a time and taking breaks to to let your jets cool, to let your circuitry cool down.
You'll actually accomplish more that way by "concentration of aim" right? So you've maybe come across the pomodoro method... We're going to talk about that this week as well. So striving to complete a task, no matter how long it's going to take you is also not a good idea.
I found that out when I was studying for exams at school and stuff. I used to think if I studied for, like, six hours straight and hammered this topic, then it will go in better and what I found was actually, I ran out of motivation and I got really fed up and I ended up shutting the books and walking away... And through my study of nlp and hypnosis, I learned about a thing called the law of primacy and the law of recency, the law of primacy & the law of recency you'll be familiar with if you've ever been to see a movie.
Because typically, you remember how this movie started and your probably remember how the movie ended, but the bit in the middle maybe a bit vague and that's because the brain tends to remember the start of something the start of a song.
It's usually really easy to recall and the end of a song, the bit in the middle will be a bit fuzzy. The start of a conversation... The start of a book... Usually quite easy to remember. The end of the conversation.
The end of the book. Usually quite easy to remember the bit in the middle.. Blurry. Okay? So you're actually better... Instead of doing six hours studying, you'd
actually be better studying for like 50 minutes and then stop. Take a 10 minute break and then do another 50 minutes and stop, 10 minute break and then take another 50 minute chunk so then what you have is a primacy and a recency, a primacy and a recency.
A primacy and a recency. A start and a stop. A beginning and an end, so that way you end up with 4,5,6 beginnings and 4,56, endings.
Meaning 4,5,6 x additional recall. Really interesting. Who knew?
Let's get one thing clear. Most people in this world are good in at least one field of their life. Maybe they’re passionate about a certain subject. Perhaps they put in a lot of time, effort and energy doing all sorts of activities and tend to get good in at least one of them. All of us can be experts in at least one area of expertise.
The problem is just because we can be
experts in those areas doesn’t necessarily mean that we will be able to run a successful business in those
areas of expertise. This is the mistake too many people make. They get all
excited about the fact that they know their stuff. In fact, they would brag
that they are the very best experts in the local area when it comes to doing
certain things.
I’d like to give you 15 ideas about how you can make money online, working from home, using the Zoom web conferencing platform
This is perfect for Coaches, Consultants and Authors… or somebody to wants to be one, OK? I’m going to talk about how you can add one or more income streams to your business with tools you are probably already using. Imagine working from home or anywhere you want – living the laptop lifestyle, and doing the job once and getting paid forever.
If you have a vision of starting an online business, or you
can see yourself adding it to your main thing as a side hustle, let me show you
how it’s done.
Zoom is being used for meetings to communicate and educate
all over the world right now. I don’t
know if you saw the world’s best known personal development guru Tony Robbins
running a couple of his live events with thousands of people on Zoom as he
stood in a studio and addressed them all.
Even Britain’s Got talent has had all of the audience tune in online using video conferencing
You’re probably already using Zoom, or you can sign up for a free account at www.Zoom.us. You can use Zoom to communicate on video, and you can record both the audio and the video. So what you might be thinking. Who cares? Why should I bother?
So let me give you some examples.
Now I’ve got 2 YouTube channels and I’ve now got over 500
videos on there that I’ve built up over the last 20 years, so I often get leads
and enquiries from people who’ve already “met me” in a video.
This is my online course on business networking called “TurnYour Contacts into Contracts” = that’s a whole training course on video with
handouts that sells on the web 24/7, to the world. That’s globally.
Here’s Instantedgeconline.com – my yearlong marketing
training for business owners who want to grow their profits and do it
themselves. Again, members pay me a
monthly fee to access the training… and I’m not there.
You can record yourself talking about your knowledge,
skills, experience, interests, and then turn that into a book. I have 6 non-fiction books here on my Amazonauthor page, and I also have 3 novels out there.
My First book was “Ignite & Unshackle” which was written
in 2006 - people say when they read it they can hear my voice talking – well
that’s probably because the book was transcribed from my live seminars, so it
IS me talking!
Then there’s my CD sets – see if you teach a weekend seminar
once, it’s over. The only people who
benefit from it were the students on the day.
But if you record it, its evergreen, and you can impact a lot more
people, and get paid over and over again
Maybe you’re not that familiar with Zoom – that’s OK, I have
several videos on how to set it up and use it on my YouTube channel – I’ll put
the link below this video here
https://www.youtube.com/user/FounderHGE/
Some people are scared of the Tech issues – Zoom is pretty
simple to use. There’s even an app for
your smartphone. Sure appearing on video
takes a bit of getting used to but honestly, once you’ve done it a few times,
you get a taste for it. But think about
it – it’s better than a phone call because now you can hear and SEE the other
person too, their body language, all the little nuances, all the emotions in a
conversation. And usually what kind of
books are on their bookcase behind them.
What about the time it takes? – For years my Coach told me if you’re
speaking at an event or to a group, record it.
If you’re teaching people, record it.
I ignored that advice for years which is a shame cos I could have
captured a ton of good stuff. But from
the point I did start capturing most of it, I know have a huge vault of
material. Do it once, get paid
forever. That’s why it’s called a
“royalty” So a huge benefit of using
Zoom is that you can record stuff so people can play it back later.
If like me you have a face for radio, fine, use PowerPoint
or keynote slides and just use your voice.
You don’t actually have to be in the video. You can always keep your camera off, or just
have your image on there.
If you’re a consultant in a particular field or area of
expertise, or you want to be one, you can communicate your skills and knowledge
and advise your client over the Zoom platform,
You can record your screen, you can share your screen, you have online
chat and you can record each session to they have a complete record of the
discussion. You’re helping people you’re
solving problems and you can charge by the hour or by a block of sessions,
whatever you want to do. With anyone
anywhere in the world. Think about the
possibilities.
If you’re a Life Coach or Health Coach or Eating Coach or
Business Coach or Underwater Basket Weaving Coach – whatever - you can have a
group of paying clients all call in to your group coaching class at a certain
date and time and you take them through a 4 week or 90 day programme. They pay up front or they pay in monthly
instalments and you have an agenda and some individual coaching. You take your members through a powerful
series of lessons over a number of weeks – and of course if you record it then
you’ve got all the material you need for a book or an online course that you
can sell forever more.
Then there are Virtual Summits – where a group of experts
all get together to work as a team and everyone benefits. You host the event and each expert then gets
a chunk of tie to teach something valuable then take questions. Students pay to attend and the profits are
divided up between all them experts.
Let’s move on to using Zoom for Lead generation. Every business under the sun needs new
prospects, and here’s how you can do that.
Create Traffic magnet videos - I’d advise you start by recording talking
head videos – answering the Frequently Asked Questions that your target market
are asking. Use the great website www.answerthepublic.com if you’re not sure what they are. Set up a Zoom call by yourself, hit record
and shoot a 1 minute video answering that question. Record it then upload the recording to
YouTube, Facebook and LinkedIn. Make
sure you include a link sending them somewhere, you’re your website or offering
your webinar [which we’ll come to in a minute]
You can also offer 15 minute Strategy Calls – a free chat in
confidence where the person can get to know you, you get to know them, and you
can find out what problems your audience is having right now and give them
bespoke, tailor made coaching to help them figure it out and move them in the
right direction.
Online virtual networking – weekly business networking like
Club Five 55. You can get in front of 20
or more business owners and decision makers who you can share your details with
their connections. Most virtual
networking events allow you to do a 60 second pitch - in your 60 second pitch
make sure to mention your webinar and give them the link
Perhaps more importantly is what you do AFTER the networking
event – and that’s the 121, where you identify 2 or 3 of the other attendees as
potential clients, joint ventures partners or they asked for help and you know
you can help them. That’s where
relationships are built and opportunities pop out and they are simple to
arrange as a Zoom meeting. No petrol
expenses, no parking to pay for, no need to get dressed up from the waist down.
Teach a Webinar or a virtual class – 30-40 minutes of good,
valuable content, then have an offer of your product or service at the
end. Put together a short and simple
PowerPoint presentation so you can bring in a helpful visual element so people
can see what you’re teaching . Simply
prepare your slides, your speaking notes and then hit record. That’s up forever
on YouTube and will drive traffic to your offer
Recording Podcasts – now take all of your FAQ videos and
upload them to www.anchor.fm. Now you have a
podcast show with several episodes that will get syndicated out to major
podcast platforms including Spotify, Google Play and iTunes.
By this point you’re ready and well-practised enough to move
into Product creation – think online course like Udemy or Teachable. You can create your course first then turn it
into an book – send the videos to Rev.com and they transcribe it for you for
free.
Another product Creation thing you can do is meditation
audios or self-hypnosis tracks. Get
yourself a good meditation or guided visualisation script off the internet,
record yourself reading it out in your best… hypnotic …and relaxing…voice. You can use free sound recording software
called Audacity, get some royalty free meditation music from www.Incompetech.com and you can combine your voice and the music into a cool guided relaxation
audio. You can then sell that on Etsy or
eBay. Imagine if you built up a
collection of 10 or 20 different tracks, all selling globally, 24/7. Do it once, get paid forever. Is this giving you ideas?
How about writing a book by dictating it – take all of your
FAQ scripts and your webinar script, add a story or bio at the start, and you
have your book. See my other video on
How To Write A Book Quickly & Easily.
Once you have your book you can use each chapter as the script to create
a video to camera – now you have an online course. So you can dictate a book and turn that into
an online course, or create an online course and let Rev transcribe it for you
and now you have a book. And it’s all
free.
Paid workshops – hold a 1 or 2 hour paid event on Zoom where
you teach a topic and interact with your students. List it on Eventbrite, Facebook events and
LinkedIn events, then teach it. Record
it too. You can then repurpose that
seminar into an online course or a book, or sell it as an off the shelf product
as a corporate training for businesses.
Keynote speeches – you offer your services as a speaker and
teach good content using a PowerPoint presentation on Zoom. Simply prepare your slides, your speaking
notes and then hit record. Charge a
speaking fee for your time. One you have
your Signature Talk prepared you can deploy the same presentation that’s all
ready to go.
Amazon Affiliate – you can sign up at www.Amazon.com as an
affiliate and you can instantly resell ANY product that Amazon sells and make a
commission. You buy the product, do an
unboxing video then do a review video.
Post them on social media with your Amazon link – that’s up
forever. If anyone clicks that link,
goes through to Amazon and buys that product, you get paid a commission.
Network marketing is another obvious way to make money
online and Zoom can be used for three way calls where you introduce your
prospects to our upline sponsor, for team training, supporting your downline
promoters, new product training, you name it.
So if you are signing up to a supplement company or a beauty company or
a health company, you can use Zoom to grow your business and grow your monthly
commissions.
Expert Interview – we prepare a series of questions, the
expert knows what questions I’m going to ask them and they can have a cheat
sheet on the wall beside their computer screen, and I interview them. They don’t have to travel or come to me so
its cost effective. That can then be
edited and a nice intro added to it and now we have a natural and authentic
show reel or ask the expert style video that shows off their expertise and
credibility which they can put out on YouTube and LinkedIn to get clients.
So there you have it – several ways for you to start or grow
a business and make money online from home using Zoom.
Now we have a flagship programme called The Guru Factory
where over 90 days we help our client write a signature talk and get it all
over the internet. We handle all of the
technology, the transcribing, we organise the slides, we even set up the social
media platforms for you and build out the online course. Or a book, or a CD set, or live
workshops. Or all of them!
But that’s actually step 5 in a 9 step roadmap from struggling
and invisible, to impacting thousands of people without years of trying to
figure it out yourself.
Fancy making money while you sleep? How confident are you that you could do all
of the above steps? I’ve tried to strip
it right back and make it as simple as possible, and as low cost. Now as I said, we do all this for you as part
of the Guru Factory programme.
If you’d like to get crystal clear on the first steps you
should be taking right now then schedule a call with me and we’ll take a look
at how using Zoom fits into your overall business plan. We help entrepreneurial people who want to
have books, courses and products online as their main income stream or as a
side hustle. Either way we can
help. So see the details below and let’s have a chat.
https://calendly.com/instantedge/fic
Tel 07715 641690
Email admin@imstantedge.co.uk
