Lack of sales is a reality for too many Mumpreneurs
For many Mums, making sales is a huge struggle and too many give up their business because of it.
In this blog post you’ll learn the key elements you need to grow your business, make great sales, and ultimately help more clients.
So let’s start by talking about one one of the most common mistakes we see Mum’s making when it comes to building their businesses.
The BIGGEST mistake we see Mumpreneurs make is spending too much time on social media, and not enough time building an engaged email list
What? “But social media is crucial to my business!” we hear you say.
Yes – crucial it may be. We’ve talked with countless clients who have a real focus on building up their social media profiles, and growing likes on their facebook page.
Now while this is useful as a secondary strategy for growing your business and making more sales, it’s just that – secondary.
Your primary focus must always be on growing your mailing list. Why?
Because your mailing list is an asset you can control.
A Mumpreneurs most valuable business asset.
Your mailing list is your most valuable marketing tool and business asset, because it is something you control. If you only focus on growing your social media profiles, you make yourself and your business very vulnerable.
Why? Because you never know when facebook will change the rules. Even now, it’s much harder to get your page followers to see your posts than it was a couple of months ago.
And try promoting something on facebook with a link, without paying to ‘boost’ that post, and you’ll get minimal exposure!
So it’s tough trying to make money on facebook (unless we’re talking about fb advertising which is a different story – we’ll save that for another day!).
Your mailing list is your most valuable asset!
Your mailing list is different – you control how often you appear in someone’s inbox, and you control what you share, which segments of your audience see it, and when you want to actually sell.
So – if you’re keen to be making more money from your business, your focus should most definitely be on growing your audience in the form of your mailing list (and yes, this is even more important initially than having a whole suite of products or services to offer!).
How to grow your mailing list
So now you know the importance of your mailing list, you might be asking this:
“How do I get my ideal customer to join up to my mailing list?”.
The answer is a Lead Magnet (otherwise known as an ethical bribe)
What the heck is a lead magnet?
We realise some of you may have a lead magnet in place already – if this is you, skip down to the part below where we outline the 4 key ingredients of a kick ass lead magnet and discover how to take yours to the next level.
And if you’re wondering what the heck a lead magnet is, read on!
A lead magnet is a free offer you give away, in exchange for someone’s email address.
Simple. You’ve probably come across these on other people’s websites – you go looking for a new recipe and a box pops up inviting you to join their mailing list for weekly recipe updates – that’s a lead magnet.
Or, you see someone offering a free webinar or checklist on facebook and you give them your email address (and join their mailing list) in exchange for their lead magnet.
So – this is exactly what you need for your business, in order to grow your mailing list and that all important asset that sets you up for making future sales.
How does a lead magnet help you make more sales?
Once you have your lead magnet in place, the key is in not only making sure your it delivers great content and value (more on that soon) but also ensuring you have a great follow up.
Your lead magnet gives you permission to build a relationship with your ideal client, demonstrate your expertise, build trust and credibility and ultimately to make sales.
But we’re getting ahead of ourselves – for now what we want to stay focused on the first step, which is how you can quickly and easily build your audience and expand your reach. So….
Take a moment to reflect on what lead magnets you might already have in place for your business, or what ideas spring to mind when you think about the possibilities.
One great place to start is to ask yourself:
- What are my clients / the people in my tribe asking me about over and over?
- What key content / messages do I find myself teaching repeatedly?
- What is the key thing that someone coming to me for the first time most often wants to know?
The answers to the above questions could be great content for your first or next lead magnet!
What makes a great lead magnet? (Not all are created equal)
This is a really important question – because not all lead magnets are created equal.
Some lead magnets just don’t cut it (you create your content, put it out there, yet despite all your hard work in pulling it together, promoting it and setting up your delivery systems, it just doesn’t fly)…. we don’t want you to go down this path.
Other lead magnets are exactly that – magnetic for your ideal client. They offer highly compelling content that draws a steady flow of your ideal client to you, and get you in a great position to build the trust and credibility you need to set yourself up to sell to your new leads in an authentic way that doesn’t feel too ‘pushy’ or ‘salesy’ (when you offer great content, people want more!)
So what’s the difference between a lead magnet that flops and one that flies?
It’s not magic sauce! There are simple steps to follow to ensure your lead magnet does the job – so read on to find out what these 4 steps are.
Four essential ingredients to a lead magnet that works
1. Know exactly who you are talking to (nail your niche)
It may seem that casting the net wide is the way to go if you want to attract a huge number of people to your lead magnet, but in fact the opposite is true. Why? Because the more specific your niche, the more specific and compelling your message becomes, and the easier it is for your tribe to say ‘yes’ to you. So while this may seem counter-intuitive, narrow your niche!
We’ll even go so far as to suggest that until you have your narrow niche dialed, you don’t bother creating a lead magnet. Read more here about why you’ll be wasting your time!
So a narrow, refined niche is the first essential ingredient for a kick-ass lead magnet. It’s crucial that you know exactly who you are talking to here, who you are trying to attract.
However, don’t let this one hold you up. It doesn’t have to be perfect, and don’t be scared that by honing in on one particular group of your ideal client, you are neglecting the others forever! It’s simply a case of going narrow for now so your hard work really pays off and then you can branch out to other areas of interest down the track.
2. Understand the key pain or challenge your niche face
Now you know exactly who you are addressing with your freebie, narrow down the exact pain or challenge you are going to solve. Again, be really specific about this. Don’t try to go broad.
Use this freebie to demonstrate that you truly understand this ONE pain, and that you have a solution (and remember you can have more than one lead magnet, addressing different challenges for your tribe).
And, just like with your niche, having a really specific pain you are solving makes it much easier for your right people to sign up.
3. Solve this pain and make it really easy for your tribe!
This may sound obvious, but the third ingredient is ensuring that your lead magnet provides a simple and quick solution to this specific pain.
Don’t try to demonstrate all that you know, and don’t over complicate things. Simply provide an accessible solution that your peeps can implement easily. The better the results they get, the more likely they are to come back to you for more (which of course is ultimately what you want).
This ingredient is also about ensuring your lead magnet delivers great value really quickly. A 20-week ecourse might offer high value content, but who is really gonna stick it out through 20 weeks of emails to find out?
Compare this with a 5-day ecourse with one short, actionable email every day and you’re much more likely to make an impact, build credibility, establish your expertise, and eventually go on to sell to these clients!
4. Deliver your lead magnet in a way that makes you (and your tribe) shine!
This is all about choosing the medium for your lead magnet that suits you the best and allows you to fully demonstrate your skill and competence, but that also works for your tribe. Here are a couple of examples:
- If you know you aren’t good at public speaking, go for something written – an ebook, checklist or template.
- If you come across really well on video – DO IT!
- If you love checklists and they excite you, make this your lead magnet.
The options really are endless here – but keep it simple by choosing a delivery method that really works for both you AND your ideal customer.
Create a kick-ass lead magnet and watch your tribe grow!
Adding specific lead magnets to our funnel has allowed us to bring on a constant stream of new leads who are genuinely interested in what we offer – and ultimately enabled us to bring on more paying clients.
Win win – because we can help more Mums in business to grow and live out their ideal lifestyle, and at the same time, do it ourselves.
So now you know exactly what’s required to create your own kick-ass lead magnet, and get the leads knocking on your door.
Getting a lead magnet in place will truly transform your ability to quickly and easily build up your email list with your RIGHT customers. Implement these 4 essential ingredients and you’ll be well on your way.
However you may also be wondering about what systems you need in place to get your lead magnet to your tribe, or unsure of how to actually promote your lead magnet or what to do once it’s all up and running and your new subscribers are flowing in the door….
So – read on!
Spreading the word and getting the systems in place
If you want to find out exactly how to put the systems in place to capture email addresses and deliver your lead magnet, and you want the inside word on how to spread the word to get subscribers flooding in, sign up for our free Audience Building Checklist.
You’ll learn the exact 5-step process we use, and teach to all our clients, so you cannot only create your lead magnet, but start attracting your clients into your mailing list, grow your tribe and make more money.