Selena Soo (@selena_soo) has worked with thousands of entrepreneurs over the years, all from different industries, different parts of the world, and different levels of experience. But they all have one thing in common: They want to make the most impact possible with their work.
As a publicity and marketing strategist, she has learned a lot about what really moves the needle (and what doesn’t) when it comes to creating that impact and building her own multi 7-figure company.
Selena is a firm believer in the 80/20 rule, or the idea that the smallest, most productive percentage of our daily activities are the ones that make the greatest impact on the bottom line.
As entrepreneurs and CEOs, time is our most valuable asset. That’s why she sharing some of her top productivity tips for anyone who wants to grow their business fast, without working 24/7.
Tip #1: Make more calls to action.
Regularly remind people that you’re accepting clients and that there are different ways to work with you. There are so many ways to do this. It can be as simple as adding a P.S. in your newsletters or social media posts, where you invite people to book a call with you, apply to work together, or buy now.
Tip #2: Have more sales conversations.
Many entrepreneurs dread sales calls, but this is the fastest and most effective way to close a sale, especially a high-ticket one. There’s a proven process to follow to have a successful sales conversation. One that makes your prospect feel deeply heard and understood – and eager to work with you! Invest time in refining your sales skills, record your conversations and get feedback from an expert, and make sure you carve out time in your calendar for these sales calls to happen.
Tip #3: Share valuable content that showcases your expertise.
Whether you post on social media or send emails to your list, releasing content regularly will attract new customers and nurture your existing audience. While you’re at it, keep in mind that publicity is a great way to get more eyeballs on your business and position yourself as a go-to expert. For example, you might consider recording an interview for a friend’s podcast, guest-teaching for a colleague’s group program, or writing an insanely valuable article that gets widely shared. If you want to get more clients, it’s important to create a meaningful connection and give them a chance to know, like, and trust you.
Tip #4: Develop a referral program.
Make a list of people who could refer clients to you. This may include existing clients, super connectors in your network, or even colleagues who work with the same target market.
Reconnect with them, ideally over the phone or video, and in the course of your conversation let them know you’re looking for new clients. Discuss who in their network could be a good fit for your services. Then save them time by providing them with copy they can use to share your offerings with people.
And don’t forget to create incentives for referrals. This could be a financial incentive, a physical gift, or services with you. For our Impacting Millions launch, we invite our top affiliate partners to an exclusive mastermind retreat in Tulum, Mexico, each year.
Tip #5: Nurture relationships with existing buyers.
Someone who has already invested in working with you is much easier to sell to than a cold lead. In other words, your best prospects are your existing customers. So how do you nurture relationships with your buyers? First and foremost, stay in constant contact with them. Email them regularly, send a personalized video check-in, or do a Facebook Live in your buyer group. Be a friendly and familiar face, beyond what is expected. If something good happens in their life, celebrate their wins. Privately and publicly congratulate them on their successes in your program. Words of affirmation can go a long way! You could even send them a physical gift or give them an award or special recognition.
Next, go the extra mile! If someone is struggling, give them an unexpected bonus gift that will support their success. Offer them an extra call with you or have someone on your team reach out to them personally. Introduce them to people and opportunities to help them reach their goals!
Finally, embody excellence. Provide excellent service to your clients. This can include: having a smooth onboarding process, preparing for calls, asking thoughtful questions, offering smart solutions to their challenges, and following up in a timely manner. Your professionalism and five-star service will make you someone your clients keep coming back to!