So you are a small business owner that is scaling your sales team. And you’re tired of pursuing clients through outbound marketing and sales processes. You want to reverse that so leads are coming in on inbound.

I get you. And that’s why I dedicated this episode for you. I invited Jonathan Milligan, author, blogger, speaker, and online business coach. He spent the last decade guiding and directing creative professionals on how to pursue meaningful work.

So you can finally get clients coming to you, instead of you coming to them!

Listen to the episode here:

The current trend in marketing

When people nowadays have a problem, they search it on Google or Youtube and find content to help them with their problem. So if you can position yourself there, you become the expert in that niche, and your leads would want to go further to your paid offerings. So speak about what you know. And maximize social media so people can easily find you.

Using social media for your business

Social media is not the only avenue and there are other ways to display the expertise you have. You could start a podcast or display your credentials on LinkedIn. But at the same time, you got to ask reasons as to why not use social media?

If you are not a fan of social media, have a clear strategy that makes sense for your business. For example, you can develop a process where your appointment setter would reach out to members in your Facebook group and invite them to your products. There are a bunch of other strategies you could develop too.

Utilizing expertise to drive revenue

First, find your niche. Figure out the big problem you’re trying to solve here then narrow that problem on who to solve it for.

Second, share as much expertise as you can for free. You might be thinking, it’s counterintuitive that if you're doing all this free stuff, why would anybody want to move into your paid products?

Well, there are a lot of reasons. There's convenience and accountability. You’re structuring your content in a better approachable way, that if your leads are getting so much value from your free content, then it’s no brainer to move on to the ‘much better’ paid products. And when you do that, you just create so much goodwill that they would want to follow you.

Third, utilize social media tools for lead generation. Lead your audience to your community, where you can better connect and follow up with them. For example, you could use email marketing, website pop-ups, and Facebook ads to lead people into your Facebook group.

Tip to increase engagement in your Facebook group: Only do a few posts that pique the interests of your members. For example, “If you’re interested to know more about how you can sell your book, comment ‘book’ below.” Then let your setter connect with them via messenger.

The key to utilizing social media for sales professionals is to develop relationships more than just selling stuff.

Igniting your message

Remember the three Ps:

Purpose is how you show up best for others.

People is the niche of who are you actually helping? You can't help everybody, so you got to get specific.

Passion is being passionate and excited about solving a certain problem for the next two to five years. Think about your lifestyle, impact, financial freedom, and effort to help you keep going.

In addition, remember to stay focused!

Getting help

Switch your perception of hiring people from cost to investment. When you recognize it is an investment, you can do so much more in your time that could help you grow your business further.

Then document before you delegate when you hire people. Record your XYZ process so that once it's documented, it becomes easier to delegate that task to the candidate.

About Jonathan

Jonathan Milligan is the author of Your Message Matters: How to Rise Above the Noise and Get Paid for What You Know.

He is also a blogger, speaker, and online business coach. He has spent the last decade guiding and directing creative professionals on how to pursue meaningful work. Since 2009, Jonathan has run his own portable lifestyle business online.

Today he teaches others how to build a business with their passion, story, or message. He lives in Jacksonville, Florida, with his wife, Charity, and their two kids.

About Your Message Matters: How to Rise Above the Noise and Get Paid for What You Know

The book is about helping an individual realize and recognize that their message absolutely matters, and how to get those messages across. It also includes content marketing tips where you can get people to come to you.

Website: jonathanmilligan.com

Avail his book here: yourmessagemattersbook.com

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150- How to get Paid for What you Know with Jonathan Milligan