​Happy Thursday!

I won’t take up much of your time today – I just have a couple of quick questions!

Who’s on LinkedIn?

Yeah…just about everyone.

But here’s the important question…When was the last time you updated your LinkedIn profile?

If you said to yourself, “Hmmmm…I don’t actually remember,” – don’t worry – I’m pretty sure you’re not the only one.

But if you want to use LinkedIn to connect with people, develop relationships, and generate leads – you need to make sure your profile is current.

An outdated LinkedIn profile doesn’t do you any good – and it definitely doesn’t help those you want to connect with. Your LinkedIn profile is like a digital business card – and it’s there to help you make a great first impression.

With that in mind, I’m sharing with you my EXCLUSIVE LinkedIn Profile Update Guide! It has info on all of the areas of your profile where you should put your focus, links to some great profiles to take a look at, and a couple of videos to help you get your profile looking its very best.

Once you’ve given your profile an update, hit reply to this email and share it with me – I’d love to see what you’ve done!
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Please comment below. I would love to hear from you.

​What do businesses need to know about finding new clients on LinkedIn?

That’s a good question. I think the main thing that a lot of people don’t ask themselves and that they should is: Philosophically, what do we want to stand for? What is our method going to be to find leads on LinkedIn?
Because, and this applies to marketing in general, there are many methods out there. And most methods out there work – one way or another. For example, if somebody tells you that you should just do video – focus on video.

It’s interesting because I posted about this today, and it’s just a pure coincidence. But you could, for example, just do video and try to get a huge reach. That’s possible. And it may work for you – especially if you’re talented on video. Or you can also go with automation – that is possible – and you will get leads from that. But the question is whether you agree with this philosophically.

Or you could do what is more my route and what I teach – which is to start conversations in a natural way and build some rapport. And then, when you see that they have a potential problem that you could help them with, simply offer them a 15-minute conversation – just like you would if you were at a networking event. It may not be the main driver of your leads, but that is my method.

And you as a business need to decide which of those methods do you align with philosophically? And once you’ve made this decision, you need to invest the time to master it.

I just see too many people saying, “Yeah, I dabbled with this, and I dabbled with that, and it didn’t work.” I think it didn’t work because you didn’t give it enough time.

The main thing that I would recommend people think about is what philosophically aligns with them personally.

“It’s essential to put time into any particular methodology you choose. Consistency and putting in the effort will yield results.”

With my method, you can literally get a call tomorrow. So, I spent a lot of time doing social selling today. And I booked two calls for tomorrow and one for the day after tomorrow. And that was because I already know how to do this. If you’re new, you may need a little longer. But theoretically, if you’re a fast learner, and if you already have experience in approaching strangers in any other setting in the real world, you’re going to have a much easier time.

Because I’m just taking what works in the real world and translating it online. Start having a friendly conversation and then ask them for a quick call. And that can work. You can get the next call booked tomorrow. But it may take you a little while before you get the hang of it.

“It’s important to recognize that the virtual space is just an extension of the non-virtual space.”

The other day I said to a prospect: Imagine you are at a networking event and you saw somebody that could be a possible client for you. What would you ask them? What would you say to them? And he said, “Well, I would just walk up there and just tell them about my product.” But no – you wouldn’t do that – or the person would run away. You would ask them, “Do you like the tuna sandwiches?” or “Did you like the last speech that you saw?” You would ask those situational questions.

What I hear from my network is that the reach on their LinkedIn content is going down. Is that true?

I generally think that the content party is slowly coming to an end.

For example, on LinkedIn, you have a significantly wider reach than you would have on other social platforms. Because LinkedIn is not yet as saturated as, for example, Facebook, you still can get above-average organic reach on LinkedIn, but it’s declining.

And I see this, and I hear this, across the board from anybody who’s in that space – so that is a problem.

But the question itself implies that content is the main source of leads. And I hear this from many people, too. They say, “Oh, my God, I’m terrified that my reach is going down.” And I think they shouldn’t be.

Let’s say you have a following of 20,000, your biggest bang for the buck will be from actually starting conversations. The content then plays only a supportive role. So, if you start 15 conversations every day, then you’re going to get outstanding results. If the content declines by 30% over the next year – it doesn’t matter all that much. It’s really the conversations that you start that matter.

“Using LinkedIn to start conversations with people is where the real value is for lead generation. Your content can be good, but if you’re not talking with people – is it really helping?”

This ties in with what you talk about in your marketing, which is “Cybernetic Social Selling” – what is that?

Yes, we’ll call it “cybernetic social selling” because cybernetics is the science of outcome-driven goal direction. And it means that you actually are trying to stay human in the conversation, but at the same time, you are pursuing a goal. What is that goal? Getting to a 15-minute conversation or getting them to agree to have a quick phone call with you.

And there are three stages. The first is rapport building. Then it’s exploration and seeing whether they are in the market for your service, and if they are, offer them the call. You just have to be goal-directed in order to get to that point.

3 Action Steps

1. Start natural conversations with people on LinkedIn to build rapport and see if they potentially need your products or services.
2. Understand that the content you create is important but not as important as the conversations you have with potential clients.
3. In order to sell your product or service, build rapport, then explore if the potential client is in the market for your products or services, and then ask for a 15-minute call with them to talk.

Connect with Michal Bohanes and find out more about his Alpha Lead Academy.

Please comment below. I would love to hear from you.

​Do you know what I’m a big believer in? Well, there are a lot of things, but one of the things at the top of my list is the idea that you should CELEBRATE EVERYTHING!

Now, when you hear the word “celebrate,” your mind (if you’re like most people) probably equates it to success.

It’s natural.

When you accomplish something, you should celebrate it – no matter how big or how small.

And I agree 110%!

But what if I told you that when I talk about “celebrating everything,” – I’m not just talking about the good. I’m also talking about the not-so-good.

If you’re thinking, “WHAT? Why the heck am I going to celebrate when things are not going so well in my business or personal life?” There are two good reasons.

When you celebrate – the good or the bad – it helps to create a perspective that can:

Shift Your Mindset and Elevate Your Thinking

And those are two pretty powerful things – no matter what’s going on with your business or personal life.

Shifting your mindset when you’re experiencing success can easily translate into more success. It’s easy to look at what you’re doing well and extrapolate from it to create bigger successes in your life.

And the same goes for elevating your thinking! Why stop at this one taste of success you’ve experienced when you can make it bigger and better?

But what about when you experience a setback or a failure?

In a previous email, I shared that failure does not define you, that it’s merely a step to success.

Of course, it can only be that step if you actually celebrate it to create that perspective that allows you to shift your mindset and elevate your thinking.
Because keep in mind that part of the definition of to celebrate is to acknowledge.

And not-so-great moments and failures need to be acknowledged.

By celebrating/acknowledging them, you can:

• Learn ____
• Grow ____
• Change ____
• Create ____
• Improve ____
• Shift ____
• Navigate ____
• Build ____
• Plan ____

I’ll let you fill in the blanks for those action verbs.

But if you look back on a failure and take the time to “celebrate” it – can you see how failure might be even more powerful than success? And can you see how it helped you to shift your mindset and elevate your thinking?

It’s because you celebrate everything that you are where you’re at now – and will meet those big goals you’ve set for yourself.

So yes, whether it be writing down ten things you’re grateful for this month or reflecting on what went wrong at last week’s not-so-successful meeting, be sure to celebrate it.

You’ll be glad you did.
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Please comment below. I would love to hear from you.

I want to do a quick activity with you! Take 10 seconds and think of 10 things that are tied to your identity.

And…GO!

1…2…3…4…5…6…7…8…9…10

And…DONE!

Now, thinking about that list – how many of the things you thought about are tied to your business? Quite a few? Just a couple? None at all?

If it was just a couple – or even none at all – I want to give you a big round of applause! High achievers in the business world have a tendency to tie their identity to their business and its success.

It’s natural. And when business is going well, you feel good about yourself.

But when your identity is tied solely to your business – and things aren’t going well (and it will happen) – it can be devastating. It can leave you feeling emotionally unsure of your capabilities – and can even have ramifications on your physical well-being.

Nobody wants that!

That’s why it’s vital you: Identify a “you” that is separate from your business.

Of course, the million-dollar question is: How do I do this?

Thankfully, it’s not that difficult, but it does take a conscious effort.

You can:

Establish boundaries on your business time – You can’t do business 24/7 and keep “you” healthy – so think about where you can set some boundaries.

• Walk away from the computer at a set time and power it down for the day
• Let clients know the specific hours you’re available
• Put your phone in a drawer when you go to bed
• Put a vacation on the calendar – and actually take it (I’m taking my own advice on this one right now! I’m taking some time off – and I scheduled this email to go to while I’m away!)
• Grow your team and let them support you, so you have more control of your time
• Schedule lunch every day – and don’t do business during that time

Set goals that have nothing to do with your business – Is there something you’ve been wanting to try? Rock climbing? Training for a 10K? Learning a second language? Then do it! And commit to it! Your outside interests help to make you a well-rounded individual (and, in turn, it will benefit your business).

Foster relationships that are outside of your professional circle – Yes, I’m always telling you to reach out to experts to help you with your business, but what about those people who are just there for YOU? Whether it be to raise your spirits or share a laugh or spend some quality time together? Grow those relationships to keep your identity healthy.

Entrepreneurship has plenty of highs and lows – and learning to handle them is crucial. Next Saturday, I’ll be back with #2 on this list – and I’m really looking forward to sharing it because it’s something I tell you to do – and I tell you to do it often! (Can you guess what it is?)

Please comment below. I would love to hear from you.

We’ve talked a lot about communication in the last few weeks. Susan Rose shared her thoughts on the power of email marketing in Tuesday’s interview. And last week, Sean Sutherland shared how Kapowza has been sending out newsletters and reminded us that we shouldn’t forget about using snail mail – especially if we are looking to send clients or prospective clients some promotional items.

I couldn’t help but think about all of the ways that we can stay in touch with our clients – and how fun it is to occasionally go to your mailbox and find something other than junk mail or bills.

With that in mind, I want to introduce you to Trident Communications. If you’re thinking of getting some items with your logo – then reach out to Betsy Hall and the team at Trident Communications.

Trident Communications has everything from pens to shirts to glassware to trade show items – and so much more. If you dream it, the team at Trident can probably make it happen!

If you need branded materials to send out to clients (because they’ll be so happy to receive something other than a bill in their box) or for your next event, let Trident Communications help you.
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Please comment below. I would love to hear from you.

​Why should any business use email marketing, but specifically entrepreneurs?

The first part of that question is that it doesn’t matter what industry you’re in – email can work. Now, the same tactics don’t work the same from industry to industry. You have to adapt whatever you’re doing based on you and your businesses. So, that’s the first thing.

The second thing to remember is that it is email, and study after study has shown that it is the most effective marketing tactic for a variety of reasons. People say you have to hurry. But you’re going to get in front of more people than if you are doing social media – the percentages are like less than 1% and 20%. And you control the message. And you control your list. You just have a lot more control over what you’re saying and how people are responding than anything else.

“People have said, “I’m not using an email strategy.” And these same people are saying that they’re leveraging their social media, such as Facebook or YouTube. But what if YouTube is unavailable? What if Facebook locks you out? What if LinkedIn is not available, and you don’t actually have that contact information to reach the people who have already said they’re interested in hearing what you want to say?”

I just want to throw it out there that if you have these subscribers, and you have these engaged people on social media, they’re engaged with you. So, they will go with your email marketing, as well. Additionally, social media algorithms prevent a certain number of people from seeing your posts. That’s just how it works.

What are your recommendations for using email to nurture your subscribers?

It is kind of a hybrid between a more formal message and something you can do on social media. But ultimately, you’re having a conversation.
You don’t want to only be selling. The call to action can be a variety of things. It’s not necessarily a launch for something you’re selling. Most of my calls to action are asking questions and asking people to respond, so that I am then getting into a conversation with them.

Email allows you to add more information. You can craft your story, your something of interest, share value, and then get people responding. And I think that that’s a really great way to nurture. Maybe 5% of your emails are going to be a pitch. And maybe you’re going to do that trust-building and things like that. But most of the time, you’re just really engaged in the conversation, which secretly you have already received.

“This is the same with any medium. If you’re going to encourage conversation, then be ready to have the conversation. If somebody actually responds back to you, and answers the question that you’ve posted in your email, then take them to the next step and have that plan for what you say to them.”

Is there a specific type of email that’s important to send?

There’s a series of important emails to send when you’re inviting somebody on to your general marketing list.

So, there’s the welcome email. Multiple industry experts say this is the most important email and why? Well, there are a lot of reasons. First of all, if somebody is interested in you and they are subscribed, and you just gave them something juicy, then they gave up one of their most valuable pieces of personal information to get this thing that you offered them. So now, you have the opportunity to show them some respect and some love for having done that.

And so, creating an email that tells them what to expect from being on your list is a really important thing to do. Then you’re going to have a series in the sequence that helps people get to know you. And then they’re all excited.

“If you don’t have a warm email sequence, Susan has put together an opportunity.”

It’s a series of five emails. I highly encourage you to turn it into your own language because that’s how I talk to my list. But it’s the framework – so you can look at it and say, “Okay, this email has this information about me, and this email has this type of a case study, and there’s this email telling people what to expect.” And so, it’s just laid out, and you just do it, and then you put it into your autoresponder, and you do it for free.

3 Action Steps

1. Know that email is effective as a part of your marketing strategy no matter your industry.
2. Use email as a means of having a conversation with your subscribers.
3. Create a series of emails that welcome your subscribers and tell them what to expect from you.

Connect with Susan Rose on LinkedIn or click here to receive her “Warm Welcome Email Templates.”

Please comment below. I would love to hear from you.

​So…who’s joined the Club – Clubhouse, that is?

It’s the newest social media app (came out in November 2020) – and it’s audio only! And it’s super interesting!

First off, you have to be invited from an existing Clubhouse user to “get in.” (And if you need an invite – let me know! I may be able to invite a few people!) And…it’s only an Apple app right now. (Although they have indicated that they are working on an Android app.)

But the really cool thing is how many business “rooms” you can find on the app – from startups to lead generation to pitching to engaging with your audience. It’s fascinating!

If you’re new to Clubhouse or yet to check it out, Martha Krejci has put together a video entitled: Easy Clubhouse Basics (So You Don’t Look Like a Doofus) – and I love it because she covers everything – and, as the title says – she ensures you won’t look like a rookie when you join!

Of course, if you’re looking for some friendly rooms to start in on Clubhouse – come join me Wednesdays at 1 pm EST for the “What Businesses Need to Know About…” room – where we cover a new topic each week and have some great experts to share their knowledge and thoughts with you. Or, on Friday mornings at 9 am EST, there’s the “Leads, Marketing, Sales Hot Seat Clinic” – and you’ll see lots of people you know in this room, too!

You can find me on Clubhouse by searching for: @nettieowens

Come check it out! Click here for MY notes on using ClubHouse effectively.
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Please comment below. I would love to hear from you.

How can businesses effectively market during this time?

It’s a great topic, and I love talking about it.

Right now is a great time to get your message out there – on social and digital platforms. A lot of people are obviously stuck at home right now. And so, they’re spending a lot more time on social networks trying to feel connected, trying to do all the research they need to, and then, at the same time work, and maybe have kids doing virtual learning. So, your attention is being grabbed in a lot of different places.

I always like to tell people that right now, a good place to start is with your social media channel – making sure that you are using that to give a good update as to what you’re doing.

If you’re a business that serves customers, like in the experience space, how are you approaching the Coronavirus? How are you maintaining safety when people are coming to your store?

If you’re not, for example, you’re more of a goods and services, how are people finding you? Are you sharing good reviews? Are you sharing good news about what’s coming and what’s happening?

The other thing that I think is typically overlooked, but something that’s definitely helped our business is a newsletter. A newsletter is a great way to keep “top of mind” with folks in my line of work.

What I see a lot of people doing is they’re flooding message boards. They’re flooding virtual networking events with their elevator pitch. They’re sending emails. They’re still doing cold calls. And there’s a time and place for all those things. But I think right now, with people sitting at home, there’s a lot less of a rush. People are thinking, “I’ve got to take care of myself. I’ve got to take care of my family right now.”

What are the small things that brands can do to stay top of mind and for me, that’s definitely social, digital, and a newsletter.

“I love that Sean brings up a newsletter. I think there’s often a sentiment that emails are dead. But a newsletter is really specific. These are people who have raised their hand, opted in, and said they want to hear from you. And if you’re not communicating with them, you’re missing not only an opportunity to stay top of mind, but also to share relevant information that could help them and, and when the time is right, allow for them to buy from you.”

There are a couple of things I like to do with all of our newsletters.

Number one is make it personal. It might come off a little “formy,” right? What I’m talking about more is if someone is opening your newsletter that has opted in, calling them by their first name, that’s a good way to kind of foster some good relationships as well.

I think the biggest issue I run into with newsletters is a lack of brevity. You don’t need to give away everything in that newsletter. Newsletters need to tease. Newsletters need to be really quick tidbits that someone can take, digest, insert into their day, and move on. Maybe have some links in your newsletter. Always have a couple of calls to action.

The way that we do our newsletter at Kapowza is that we always do it looking back. If it’s March, we’re looking back and saying, “Hey, what did we do in February?” So, for those people that aren’t paying attention to our social media channels or following our Twitter, it’s a good recap for people. But again, it’s really quick. We have one or two things in there. And then we always leave them with either something that lights up their day or maybe some sharing information.

We took a stance last year, with the tumult with everything involving the Coronavirus and Black Lives Matter protests around the state, and we really tried to address what people needed at those times. So, one month, instead of talking about ourselves, we talked about the local resources that you might need or how you can contact someone if you’re struggling with PPP loans. The other thing was our commitment and reaffirming of how we support Black Lives Matter and becoming a more diverse and inclusive company. And the third one, because we knew that kids were going to start virtual learning and parents needed a break, we built a little activity guidebook for people to print out at home and just give it to their kids or use it themselves. I mean, you just really want to be a good distraction someone can use in the day. You want them to look forward to it. We’re not doing it every week, but it’s a once per month kind of thing, maybe two if there’s a holiday in there.

But to recap, brevity and personalization really work – and have some sort of call to action, but don’t give away everything in the newsletter. Just do enough to tease them out so that they’re interested in picking up the phone or emailing you or going to your website.

“Staying relevant and truly serving your customers’ needs is critical. Ask yourself: What do my customers need? What would be helpful? How can I bring this to them? Even if it isn’t something you provide.”

What’s been successful for small budgets / small companies?

Again, I hate to beat a dead horse, but again, digital marketing and social media have been really big right now. The targeting capabilities on Facebook or LinkedIn are really impressive at the moment.

The other thing that I’m seeing make a comeback is mail. I’m a physical mail kind of guy. I love a gift box. I love getting a handwritten letter. I’ve been seeing a ton of that stuff out there.

And again, everything is digital. There’s just a feeling of isolation, and people are just not connecting right now. And so, it’s a perfect time to pull out a letter, pull out an envelope, buy stamps, keep the Postal Service afloat – and they’re a lovely service. But send a letter, send a note, thank people. People are getting mail right now and getting some sort of box or tchotchke, or thing that just kind of makes them smile, that’s going to do a lot for you, for them, and for your brand.

“I love that connection. It’s something that we’re really missing. I sent out a mailing in December – a print mailing – and gave everybody a little door hanger that said, “Quiet -growing business inside.” And I had so much fun sending that out.”

How important is video with marketing?

Video absolutely is by far and away the easiest way to transmit information. It’s the most enjoyable way to digest information. And it’s what most of us are going to in order to distract ourselves or enjoy. Commercials have their place, but now what you’re seeing is bite-sized pieces of content that you can use throughout the year, throughout the month. Talking and sharing little tidbits, little updates, and quick little things via video is fantastic. TikTok has exploded because people are hungry for good video content.

Video is super important, if done correctly. Video done with a purpose is enjoyable, entertaining, and informative. You’ve got a home run right there.

3 Action Steps

1. Utilize your social media channels to provide relevant updates to your clients and customers.
2. Send brief, personalized newsletters with a call to action as another way to stay connected.
3. “Snail mail” and videos are additional ways to create a connection.

Connect with Sean Sutherland at Kapowza website or LinkedIn.
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Please comment below. I would love to hear from you.

​I can’t thank you enough for giving me the week to digest and reflect on all of the great things that happened at Momentum Live Virtual 2021. It was three impactful days – both for me and those in attendance.

For me, this was the culmination of months of work to bring you and your business what you needed.
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• There was some laughter…with the Stand Pup Comedy event on the Tuesday before it all began – because laughing just makes everything better! (And when you throw in pets…yeah, hilarious!)

• There were some deep-dives into the obstacles you might be facing – and how to overcome them. When you share your roadblocks with others, they become less insurmountable as people can often help you see beyond what’s right in front of you.

• How about the setting of 10 “audacious” goals? I love that word – “audacious” – it’s just so bold! And that’s what the goals you set for yourself are!

• There were Mastermind and Laser Coaching sessions – and seeing your faces as we talked was so rewarding – and I hope it was for you, too.

• Let’s give it up for our two incredible guest speakers! Sensei Victoria Whitfield shared a never-before-seen presentation on “Unstoppable Clarity,” – and she looks forward to you reaching out to her for follow-up. And, of course, Brian Rassi gave us a realistic look at money – and how you can access it at the right time and in the right way.

• And, while you set “audacious” goals – you also set up financial goals – and I can’t wait to hear all about your progress in reaching them!

• Susan Rose led three fabulous yoga sessions – because yoga is an ideal way to calm the mind and the body – either at the start or end of your day.

• Networking is an essential part of any event, and you took full advantage of your chances to network at Momentum Live 2021! I hope you’ve made lifelong connections with people that can be part of your tribe going forward.

• Finally, I can’t fail to mention the strategies that I saw develop and then to see you take these strategies to the next level and actually start implementing them at the event – it’s just what I wanted to see happen for you. What good with this event have been if you only had some vague ideas – and not a means to get them off the ground?

And yes, “What Businesses Need to Know Right Now” launched on Day 1 – and for that, I just have to say, “Thank you.” Your support of this passion project was evident – and I can’t wait to hear your feedback.
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Please comment below. I would love to hear from you.

​I don’t know if you caught it or not on my Facebook page or YouTube channel, but last Wednesday, we had the official launch of my book “What Businesses Need to Know Right Now.”

We tied it into Day #1 of Momentum Live Virtual 2021 – and it was the perfect way to end the day! Some of the experts who were interviewed for the book were in attendance, and the mocktails were flowing! It was definitely a celebratory moment – and one I won’t forget!

If you haven’t ordered your copy – now is the time to do so! You’ll love all of the interviews covering topics from finance to diversity to mindset – and more! It’s a fantastic book to help you reach your goals by tapping into the experts that I’ve interviewed.
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Please comment below. I would love to hear from you.