Author: Karan Dharamsi

07 Dec Digital Marketers: How You Can Make More Revenue Replicating TMN’s Business Model!

It’s a lazy Saturday Afternoon for me. I’m having to force myself to write this article.

The only motivation for me to write this article is YOU!

Yes, seriously!

You see, I was just someone STRUGGLING in life to make ends meet and pay my monthly bills. I was just an average guy.

And here I’m today, living life on my own terms thanks to the Internet, the fact that I decided to learn Copywriting and Digital Marketing in particular.

My goal with this article is to give you some Insights into how you could earn more Revenue as a Digital Marketer by borrowing some ideas from my business model (The Marketing Nerdz) and adding them in yours.

You see, every month, I do an audit of the revenue from different Profit Centers we have at TMN to see how we are performing against our Short and Long Term Goals.

Before I move ahead, let me define what is a Profit Center as far as my business is concerned.

At TMN, we put similar products/services in different categories. And then, each of these categories become a Different Profit Center.

For example: We have different online courses like:
– The 11 Week Online Copywriting Certification Course
– The Advanced Digital Marketing Certification Course
– How to Start Your Digital Marketing Agency Digital Course
– And a lot lot more.

So we club all our online courses into one category called – Online Courses. And thus, Online Courses is now termed as a Profit Center.

Similarly, we have other Profit Centers like Services, Events, Mentorship etc.

Now, before I share TMN’s Revenue Split, let me walk you through the different Profit Centers we have in our business.

You see, my goal with the article is not so much about sharing the Revenue Split per se. My goal with the article is to give you more ideas on what other services/products you can sell… Or how you can Leverage Your Digital Marketing Skills to make more revenue for yourself.

EXCITED?

Well, you better be… And most importantly, be ready to take some notes, especially note down all the ideas you get on a piece of paper or on your laptop while you read the rest of the article.

These ideas that pop into your mind could be the next source of revenue for you.

Alright, so without building more curiosity. Here goes the list of different Profit Centers:

1) Digital Marketing Service, India! – Obvious one! Nothing fancy here.
As a Digital Marketer, you could offer Digital Marketing Services to clients. And we categories services to clients in India as a different Profit Center.

At this point, you could see from the graph below that the Digital Marketing Services in India contribute to about 20% of our Total Revenue.

And the cost of operation is roughly about 35% to deliver these services.

Well, we intentionally want to keep our total revenue from this profit center to be under 25%. And we work with only a select from clients from India and mostly Mid-Size Companies.

2) International Client Services – We categorize all the clients from US, UK, Canada, and Australia into a different profit center called – International Client Services.

This is the biggest source of revenue by far for TMN.

The total revenue from this Profit Center alone is roughly 42%. And when compared to the Indian Counterparts, the cost of operation is lower by at least a 7 points on a percentage basis.

Given the dollar rate today, it’s a fairly decent bump on the bottom line too 😉

3) Education (Live Classes) – As you may be aware, we also conduct Digital Marketing Certification Courses at 5 Star Properties across different cities in India. As you can see in the graph, it just contributes to about 10% of the Total Revenue. That’s a small number given the cost of operation is roughly 50%. Plus it takes up a lot of my personal time.

But there is a reason we still do these courses even though they may not be the most profitable thing in the world. I would talk about it in perhaps another article.

One of the ways to make this Profit Center more revenue generating is to Franchise the education division. But I’m never going to take that route. In the Franchise Model, I feel the quality of Education is almost always comprised.

4) Online Courses – All our online courses are clubbed under this Profit Center. To be honest, we don’t push our online courses a lot and that’s why you see the revenue generated from it is in single digits.

As the CEO, I hate to admit, but I have had a Blind Spot in this direction especially given the cost of operation is just 20% for us.

And also with the demand for online consumption of courses increasing, this is one profit center that we aim to work on dramatically in the coming years.

If you are a Digital Marketer, this is one Profit Center you could take massive advantage of. The investment to entry into this profit center is really low.

5) Mentorship Program – If you don’t know, I run a Mentopship Program by the name – The 10 Lac Club. It’s a 1 year coaching program where I work with a select few individuals on a One-On-One basis.

This program is designed to help an individual eventually scale up to making Rs 10 to Rs 25 Lacs a year by adding different profit centers in their Digital Marketing Business. To know more about it, click here.

Now, I don’t work with a lot of folks in this program since it’s an investment of my personal time. And thus, it’s not scalable.

But since I love Coaching and Mentoring right from my fitness days, I still coach a select few individuals that I like.

So not a big Profit Center for us. But something that you could consider adding as a Digital Marketer.

One way to SCALE this is by offering Group Coaching. This way, you can help more individuals in the same invested time. Plus, the Cost of Operation is comparatively lower since it involves your time (And depends on how you value it). But in a tangible sense, it could be considered low cost of operation.

6) Events and Bootcamps – This is another High Cost Profit Center for us. Now although, the numbers suggests that it’s not wasting time on this Profit Center… here is a BIG lesson for you.

Numbers can often mislead if not read in context.

You see, although this Profit Center is not High Revenue and is also High Cost, it’s one of the most profitable centers for us, thanks to the back end.

Most people who are selected as our clients in India or who join my Mentorship Program are folks who attend our Bootcamp and Events.

So remember this, don’t determine the feasibility of a Profit Center based on the Front-End numbers. Always look at the back-end to determine if you want to continue with a Profit Center or end it.

7) Advertising and Affiliate Marketing – This is another Profit Center that’s under leveraged by TMN. One of the reasons, we don’t drive a lot of revenue via this Profit Center is – Yours Truly!

You see, I HATE promoting bogus products, or creating B.S. videos talking about how you can make 1000000000000000000 in salary or make 10000000000000 dropshipping or doing Affiliate Marketing.

Videos with HYPED up titles get more views. And eventually make good money.

I would rather, miss out on those views and a little money than selling people B.S. that’s not TRUE.

Plus, I’ll be honest, I don’t have the time to create so much content since I run multiple other businesses apart from TMN and I also need at least a 2 hour daily reading time.

But yeah, this is one year we plan to improve in the coming year but with promoting only products that resonate with me and I personally use.

8) TMN Media Property – This is work in progress. So I don’t want to talk about it for now. It’s going to cost us a lot… But it’s a long term play and will talk about this when the time comes.

Well, I hope that I was able to spark some New Ideas in your mind whilst sharing the different profits centers in my business.

If you are just starting out as a Digital Marketer – Start with Freelancing, make some revenue and then move on the adding one new profit center at a time while building the existing ones.

If you are not sure how to acquire new clients as a Freelance Digital Marketers – Grab my book, The 1 Lac Formula right here!

Oh, and if you found value in this article, let me know in the comments below! Don’t forget to share this with your Digital Marketing Friends and Colleagues.

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Freelance Digital Marketing

07 Feb How We Are Helping Our Students Make Rs 10 Lac – Rs 25 Lac Per Year As Freelance Digital Marketers! 10 Lac Club Month 1 Report!

Before I begin this article and Reveal how we are helping our students make Rs 10 Lac – Rs 25 Lac as Freelance Digital Marketers… let me quickly give you a Gist of why I qualify to write on this topic.

Well, first and foremost… I have worked as a Freelancer for almost half of my working career before I started my own company. So I know and understand about Freelancing better than most people do.

In fact, I recently wrote a book called – The 1 Lac Formula (How to make Rs 1 Lac or More Per Month as a Freelance Digital Marketer). You can grab a Free Copy of the book by Clicking Here.

The 1 Lac Formula Book

Alright, so now that I have kind of established why I qualify to write on the subject of Freelancing, let’s dive deep into this topic.

FREELANCING! A lot of people today want to Freelance and live life on their own terms.
And why not? Right!

Thanks to the Internet, today you can Freelance for a client in the US as easily as you can Freelance for a client in Mumbai.
There are literally no geographical boundaries when it comes to Freelancing.

So does that mean you should jump into Freelancing if you have been thinking about it? Well, not really! At least not until you read this article cum report completely.

You see, Freelancing sounds really cool, especially when you hear the BuzzWords like:

  • Become Your Own Boss
  • Live life on your own terms
  • Dream Life
  • Make a Lot of Money
  • No BOSS
  • Work from Home
  • And the list goes on and on.

Freelancing

Although, these buzzwords are a True reflection of the Life of a Freelancer… Here is the HARSH TRUTH about FREELANCING!

Most Freelancers Struggle to Make Ends Meet And Pay Their Bills For 2 BIG Reasons! 

Now you may read a lot of different stats on the Internet talking about and showing you the Life of your Dreams as a Freelancer. But what most people MISS is the fact that most of these surveys or studies are done with successful Freelancers. The ones that Struggle are never a part of these Surveys.

Now, I may have not formally done any of those surveys. But if you just used some common sense, it wouldn’t be difficult to figure that over 90% of people who jump into Freelancing FAIL!

Wait, what? Did I just say, Over 90% FAIL?
Where I’m getting this number from?

How to become a Freelancer

Well, it’s coming right from FORBES!
Forbes wrote an article saying – 90% of Startups Fail.

And if you think about Freelancing…

It’s similar to starting a company, and to an extent, it’s more difficult than starting a company.

You see, as a Freelancer – You are now someone who apart from delivering the services also needs to go out and find a client, close the sale, negotiate the pay, do the contracts, do the accounting, do the customer support and everything in between.

You are now a one person company!

10 Lac Club

You are unfortunately your own BOSS and Employee now. And this I think is the worst part of Freelancing because most people are not great at following their own orders. Most people are not tough enough on themselves. They never make those calls needed to get new clients, they never build those connections needed to keep their pipeline full. They never do most of the stuff needed to become successful at Freelancing because they are their own boss. (Hint: Don’t most people study just when the exam is around the corner.)

Most people need an actual boss or a coach or someone else, someone other than them to get things done and keep them accountable. But sadly, most people who jump into Freelancing alone thinking that their life is going to change now. Thinking that the clients are going to reach out to them and everything will fall in place. Which in reality never happens!

So not having someone to keep them accountable – A coach or a mentor is the #1 Reason why most Freelancers FAIL. 

And this is just half the battle… Let’s say, you are someone who is motivated to get things done.
You don’t need a coach, you are self-driven and work really hard at building a successful Freelance Business.

Here comes the second problem… and the 2nd reason why most Freelancers Fail.

Most Freelancers lack SKILLS outside of their Domain! 

Just like I spoke above, to become a Freelancer to an extent is more challenging than becoming an Entrepreneur.
As an Entrepreneur, you may have additional help to run your company.

But as a Freelancer, you are the only one running the whole company.
As a Freelancer, you will need to wear the hats of a:

  •  Marketer
  •  Sales Ninja
  •  Customer Support Rep
  • Lead Generation Specialist
  • Business Development Manager
  • Service Provider
  • Finance Officer

Now, most people jump into Freelancing because they are passionate about something that they do. It could be:

– Fitness Training
– Dance Training
– Cooking
– Singing
– Writing
– Designing and Web Development
– And the list goes on and on.

They are good at their craft. Everyone praises them for their craft.

But when it comes to Freelancing, they now need to focus the majority of their time on things outside their craft. They need to Sell, Close, Do the numbers, think about business… Things that they may not be passionate about, HATE and/or have no skills in.

So even if you are motivated to do the work, the lack of Essential Business Building Skills is why most Freelancers FAIL!
They may be Great at their Craft, but not being able to find the clients, sell their services, not being able to negotiate a fair fee for the services and a host of other business related reasons is why most Freelancers Pack their Bag and go back to a Steady and a Stable Job sooner or later.

In fact, when my partner Sandhya Valecha and I started Freelancing back then, we almost gave up a couple of times.

Freelance Digital Marketing

Before we started Freelancing, Sandhya was making over Rs 1 Lac in salary as a Writer at her job.  But after we jumped into Freelancing, neither Sandhya nor I knew how to package and sell our writing services at a fair price. So most times, we ended up working for $0.5 to $1 per 500 words. We were slogging day in and day out, pulling in almost 14 to 16 hour days to make Rs 10,000 to Rs 12,000 per month.
No wonder we wanted to quit, right?

The first 16 odd months were really hard, miserable and frustrating for us. We were working with clients who were not respectful, did not pay enough and did not pay on time. It took us over 16 months of Trial and Error, Blood Sweat & Tears to really understand how to become successful as a Freelancer.

If it wasn’t for our perseverance to build the life of our dreams… we would have quit Freelancing long long back. I’m sure, most people in our place would have quit Freelancing long back and gone back to their happier and less stressful jobs.

Wait wait wait… I’m sure you must be wondering by this point, with the picture that I am painting about Freelancing in this article… what am I really trying to communicate?

Am I trying to say that – Becoming a Freelancer is a Path to Guaranteed Failure?
If yes, then why did I title it about making Rs 10 Lac to Rs 25 Lacs as a Freelance Digital Marketer?

Well, with this article cum report, I’m not trying to discourage you from getting into Freelancing at all. In fact, my attempt with this article is to help you jump into Freelancing with the right preparation so that you MAXIMIZE your chances of Success.

You see, as I told you earlier, the reasons most Freelancers fail are because…

  1. They don’t have someone to keep them accountable and most Freelancers are not self-driven or lose motivation after a point and
  2. They don’t have the necessary skills to become successful at running a Freelance Business.

But if you jumped into Freelancing, having someone to keep you accountable while acquiring the necessary additional skills to run a successful Freelance Business… The chances of you becoming successful go dramatically higher.

In fact, keeping that in mind… Earlier this year, I launched the Beta Version of The 10 Lac Club Coaching Program.
It’s a 12 Month Long Coaching and Mentorship Program designed to help Digital Marketers get into Freelancing the right way and make anywhere from Rs 10 Lac – Rs 25 Lacs Per Year as a Freelance Digital Marketer.

10 Lac Club Coaching Program

We are exactly 1 month into the program today.

The program kick-started on 7th January 2019. By publishing this article cum the 1st report from the 10 Lac Club today, I want to document the journey of the students in the 10 Lac Club. And also give you a roadmap on how you too could become a Successful Freelance Digital Marketer and Earn the Income of Your Dreams.

As I already discussed this several times in the course of this report – to become successful at Freelancing, you need to find a way to keep yourself motivated and accountable. Plus, you need to learn the other skills required to help you become successful at running a Freelance Business.

So keeping this in mind… The major goal when I designed the format of The 10 Lac Club Coaching Program was to:

 

  • Make sure all the students were kept accountable, every day! And to achieve this, I have 3 accountability coaches in the program (Namrata Soni, Megan-Lee Collins and Farzeen Tinwala) who ensure every student is putting in the work required to become successful.

 

  • Make sure all our students acquire and master the following additional skills: Business, Finance, Sales, Client Communication, Leadership etc. And to help our students learn these necessary skills, I designed a curriculum which consists of all these subjects. And every week, via Daily Video Check-Ins, something the student’s in the program are required to submit every day, we understand how well are our students grasping the concepts on Leadership, Finance, Sales, etc.

 

For the Beta round of this program, we hardly did any promotions.
All I did was posted a few stories on my Instagram Account about this program along with 4 emails that were sent to my list. That’s it!

10 Lac Club

From this little promotion I did, we received 161 applications.
To be honest, from the 161 applications we received, about 40 were not qualified to move to the next round. So we rejected their application in the first round itself.

And I know, rejection is a hard pill to swallow for a lot of folks. But we were very clear about who we would select and not select in the program. We did not want to select someone with major self-defeating attitude issues,  who did not want to take responsibility for their lives. We did not want to select those who said, “I know that”, “but I don’t want to work for even 3 hours per day” in this program for their benefit. Because even if we had selected them, we knew they would most likely never get a client because of their self-defeating attitude. And we did not want to take their money if we couldn’t help them.

As I have repeated this several times during the course of this report cum article, to become successful at Freelancing, you need to have or acquire several other skills. And a positive attitude, and taking responsibility for your life are some of the most important ones at that.

So from the remaining 120 odd applications, we selected 11 students. Here are the criteria we used for their selection:

  1. Hunger (We only wanted students who were hungry for success)
  2. Should Be Able to Communicate
  3. Commitment
  4. Risk Taker
  5. Have a Positive Attitude
  6. Take Responsibility for Their Life
  7. No Wannabes (There are many who get lured because of the big money, but are just wannabes and talkers with no action)
  8. No Delusionals (A lot of people during the application say stuff like, “I don’t want to borrow money from my parents”. I would do it later and pay for it myself all the while they live with their parents, use their money to buy phones, drive the car that they gifted. When we hear that, it’s a clear sign of – “I’m not that hungry for success”, so they are rejected)

Great! Now that you know the criteria we used to select the students in The 10 Lac Club. I want you to pause here for a minute and do this exercise. Ask yourself:

– Am I Really Hungry for Success? Will I go the extra mile when things become difficult?

– Can I communicate with people, and get my message across? If no, then what am I doing to communicate better?

– Am I committed? Do I follow through with everything that I commit to?

– Am I a Risk-Taker? How well can I digest taking some Risk to Grow?

– Do I really want to become successful as a Freelancer? On a scale of 1 to 10, how bad do I want this? What excuses do I make to finally make the jump to becoming successful?

Answer these questions, reflect on your answers and then decide if you are really ready to commit to becoming a successful Freelancer.

Becoming a Freelancer has its own share of ups and downs. And if you are not hungry for success, if you cannot digest taking risks, if you are not committed… the moment things head south, you would give it up. And if that’s the case, it’s better to SAVE time and do whatever you are doing now than heading the Freelancing path.

But if you are ready to commit to your success and take the next leap, find someone who will keep you accountable and go for it. One way to do that is to Apply for the 10 Lac Club Coaching Program. The whole idea is to find someone who can guide you along this journey, someone who knows the path, someone who has done it all… This way, you can reach success FASTER.

Alright, so coming back to the program:

Now before I move ahead, let me get you to meet the 11 Selected Students, students who came out at the Top, students who won us over with their commitment, hunger, students who rightly deserve the tag of ‘The 10 Lac Club Member’:

Freelance Digital Marketing

 

  1. Divyesh Daftari
  2. Varsha Sharma
  3. Abhilash Dixit
  4. Saraswati Ponkia
  5. Unais Kamle
  6. Sanjay Yadav
  7. Hussain Lohawala
  8. Hemin Ghela
  9. Faisal Maniar
  10. Hardik Purohit
  11. Adil Malkhani

Their names are listed in the order of their picture.

The first thing I asked the selected Students in the 10 Lac Club to do was to watch this video, and I think you should too:

And after they watched it, I asked all of them to post a letter on their wall and mark the date in their calendar as the date that they decided to change their lives.

Now since it’s a 12 Month Long Program, each month of the program is designed to help the students achieve a specific goal set.
In the first month, I wanted each student in the program to hit the following milestones:

  •  Get Great At Doing The Pre-Qualifying Calls. If you are not aware of what a Pre-Qualifying call is, let me define that for you.
    A Pre-Qualifying call is the 1st phone conversation with a potential client. The objective of the call is to determine if the person you are talking to is a right fit to become your client, while you build your authority and credibility during the call. So apart from giving our students the Proven Call Scripts and Templates, we make sure they practice these calls with our coaches to get some personalized feedback. In fact, just last night I did a webinar for the students of the 10 Lac Club showing them how they need to structure the call, play around with soft intonation, and subtle modulations to overcome any objection they may face during the Pre-Qualification call.

  

 

  • Daily Video Check-Ins For Long Term Branding: Now it goes without saying, videos play a HUGE role in Building a Brand. And it also goes without saying, it’s relatively easier to close clients for your services if you turn yourself into a Brand. But here is the thing: Not everyone is comfortable on camera. And not everyone is great on camera. So right from Day 1 of the program, they had to submit daily video check-ins. In the video check-ins, they had to talk about the books they read, the assignments they completed and anything else in general. I added this to the course curriculum to ensure that every student in the program not just becomes comfortable on camera but becomes great at it. This would help them build their own brands for the long run and establish more credibility in the market place, thus leading to more clients. Here is a screenshot of the video posts. And in all honesty, I’m really impressed with how comfortable they have all become with the camera after doing this for just a few days.

 

10 Lac Coaching Club

  • Big IDEAS From Important Books: I’m big on reading books. I believe, if you read the right books, get one BIG IDEA from each book you read and implement it in your life, success will be by your side. So as part of this program, in the first month, the students were required to read 2 books a week. In all, they had to read 8 books in the first month. I know, it’s a lot of books to read if you are not into reading. So they were given the choice of listening to the audio books or use an App like Blinkist to get the book summaries. And once they read the book, they were required to post their understanding of the book. The books were on various topics – Right from Business, Leadership, Money, Finance to Mindset. If you want the list of the books they read, drop in a comment!

  • Reading the Balance Sheet: My grandpa (maternal) always told me, that you need to learn to read numbers to make money and run a successful business. I never took his words seriously back then. But as my business started growing, I realized it’s one of the most important keys without which it’s almost impossible to grow a business. And not just to grow your business, but knowing how to read a Balance Sheet can help you close the clients faster. The financial statements of a company can reveal a lot about the business, and if a client knows that your understanding of his business goes way beyond providing a stand-alone service like SEO, or Facebook Ad Campaigns… Closing him wouldn’t be difficult. In fact, you would be able to command a very high fee comparatively. How the students would use the skill of knowing how to read a balance sheet comes into the picture in the later months of the course. Keep an eye for the next report that I publish.

10 Lac Club

 

  • Getting the Brand Communication And Positioning Right: Well, the last goal for the first month was to ensure all the students get their Brand Messaging and Positioning right. Most Freelance Digital Marketers have very poor Brand Messaging (if they have one). And most of the messaging Freelancers come up with is a copy of what’s common. One of the important goals of Marketing is to ‘Stand Out’. So, I wanted to make sure that all the students in the 10 Lac Club Coaching Program have a really STRONG Brand Communication that helps them Stand Out in their Market Place. Apart from Standing Out, a Strong Brand Message helps you ATTRACT Ideal Clients instead of chasing them. At the moment, almost half the students have tweaked their Brand Positioning and Messaging while the other half are working on re-vamping their message.

Well, so all in all here is the conclusion at the end of the 1st month!

– Almost all our students are very confident on camera now! You should see them conquer their MarketPlaces in the coming months!

– Most of the students can now understand the Balance Sheet. Some who HATE numbers are slowly getting a hang of it and will be able to read one by the time I publish the next report.

– The average number of books read in the first month is 5. And most students hadn’t read that many books in their life. So great going guys.

– We’ve noticed a major shift in the communication and language pattern of all the students. We are documenting every communication/interaction of our students. And it’s safe to conclude that each one of them is communicating way better than they did before in terms of word selection, projecting brand authority, and cutting out vague messaging.

Like I said earlier, one of my goals with the report was to give you a Framework to Start Your Freelance Career. And I hope, by publishing this report, and giving you deeper insights into the structure of the 10 Lac Club coaching program, you can now create a roadmap for yourself to launch your Freelance Career.

Of course, if you need professional help in kick-starting your Freelance Career as a Digital Marketer, you can always apply to join the 10 Lac Coaching Club Program. To Apply, click here.

10 Lac Club Coaching Program

We look forward to seeing your application. And of course, if you have any questions, please post them in the comments below.
I would love to answer any questions you may have with regards to Freelancing 🙂

Karan Dharamsi!

P.S. Make sure to follow me on Instagram. I post a lot of helpful content on Instagram Stories!
Click Here To Follow Me On Instagram.

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13 Dec 7 Step Formula To Make A Great Living As A Freelance Digital Marketer!

Becoming a Freelancer is really cool. Like the cliche – It gives you the Freedom. You are your own Boss, you choose when to work and when not to work, no going to an office, great money, etc etc etc.

On the outset, it seems like a Dream Life, right?

Freelance Life

But there is 1 thing you need to consider and plan for before you really take the jump into Starting Your Career as a Freelance Digital or Social Media Marketer.

And the 1 thing to Consider and Plan for is: A System to Generate New Clients and Deliver Services to them Month after Month so that you don’t have to worry about paying your bills and meeting your lifestyle goals.

You see, when most people jump into Freelancing the first time, they forget that they are now Entrepreneurs of their own life. They are not just responsible for technical Digital Marketing stuff but are also responsible for getting new clients, negotiating the fee with them, communicating with them, managing them and most importantly getting paid on time.

And without a proper system to do all of it. Without planning ahead for it, they end up Struggling to make ends meet and pay their bills.

Now if you are reading this, I’m assuming that you are either already Freelancing as a Digital or Social Media Marketer or you plan to go the Freelancing route.

And I don’t want you to make the MISTAKE of going ahead on this path without a plan. I don’t want you to Struggle.

So my Goal in this article is to give you my 7 Step Freelance Success Formula so that you too can Start or Grow Your Existing Freelance Career without Struggling or Worrying about meeting your Lifestyle Goals or paying your bills.

In this article, you will Learn: 

– How to Start and Grow Your Freelance Business

– How to Get New Clients as a Freelance Digital or Social Media Marketer and

– Most Importantly, how to build a system to make Consistent Revenue (at least 1 Lac or $2000 or above) month after month as a Freelance Digital or Social Media Marketer.

So if are you ready to learn my 7 Step Formula to Starting and Growing Your Freelance Business as a Digital or Social Media Marketer, whilst making pretty good money on the side – then let’s dive straight into the 7 Step Formula!

Here is what the Formula looks like:

Freelance Digital Marketer Roadmap

I’ll now walk you through each step of the process in detail.

Step 1 of 7 to Start And Grow A Successful Freelance Digital Marketing Career: 

Define Your Happiness Number! 

Now, this may sound very basic, but it’s really important that you do this. The reason most Freelancers struggle financially is that they never plan for it. The first thing you need to do before you actually start working on your Freelance Career is to be aware of the amount of money you would need each month to meet your Lifestyle Goals and Pay Your Bills.

This is the 1st thing we ask all our students in the 1 Lac Club – Coaching Program to do. We ask them to put on paper an amount that they must earn each month to meet all their needs and stick that page at a place where they can see it every single day.

Remember, you are a Freelancer now. If you don’t work, if you don’t go find clients, money ain’t coming home. So seeing this number every day serves as a good reminder to go get the work done to build your Freelance Business.

So now that you know why this is Important, let’s go ahead and calculate this amount. When you calculate, make sure you factor in everything. For example – your rent, EMI’s, bills, travel, food, vacation, diesel, etc. Now, whatever amount you come up with after calculating all your expenses, you want to add an additional 20K to it.

Let’s say, hypothetically after calculating all your Expenses and Lifestyle Needs, you come up with a figure of Rs 80,000. So the number you should aim at each month is Rs. 1 Lac.

You always want to make a little more than what you need. You want to Save and Invest for a rough day or an unexpected calamity. So the additional 20K is for your Investment purposes.

Alright, so now that you have your Happiness Number on paper and stuck to a wall, let’s go to Step 2, the more technical aspects of running a Freelance Business.

Step 2 & 3 of 7 to Start And Grow A Successful Freelance Digital Marketing Career:

Your BIG Promise to Your Ideal Clients!

I’ve combined Step 2 and 3 because they are intertwined and connected. Please read on and it will all make sense, I promise!

The Common Mistake most Freelance Digital Marketers make is they offer every Digital Marketing Service to every possible client from every possible industry. They offer SEO, Campaign Management, Email Marketing, Content Marketing, Social Media Marketing, etc to clients in E-Commerce, B2B, B2C, Service industry, etc.

Trying to be everything to everyone is the BIGGEST Mistake in marketing.

Plus, it also Hampers Your Growth as a Freelancer, here’s why:

Let’s assume that you work with 3 clients today. One a pure B2B business – a manufacturing company, the second one an E-commerce company and the third one is a Motivational Speaker. And if we also assume that you are doing Google Ads management for client #1, SEO for client #2 and Facebook ads for client #3.

Now as a one-man or woman army, as a Freelancer – You have to learn, study and understand 3 different industries to deliver results to your clients which is a heck of a difficult job. Knowing it all about 1 industry is difficult, to say the least, and when you have to research 3 different industries and be updated about them, you are increasing your workload exponentially.

Well, and your problems don’t just end with trying to learn and understand about 3 different industries and it’s audience. The fact that you offer so many different services, you also need to be updated and have to master different domains of Digital Marketing which is a really time-intensive thing. You need to be at the top of the latest changes in SEO, Facebook Ads, Google Ads, Email Automation, etc.

It’s like trying to do masters in Physics, Chemistry, Biology, etc. When you chase too many rabbits, you’ll catch none. Similarly, if you try and master too many concepts in too many subjects, you won’t become good at any one of it, right?

That’s why You should NEVER offer multiple services as a Freelancer unless you have a BIG team where every member specializes in a different vertical of Digital Marketing.

The key to making a Great Living and Having the Freedom and Time as a Freelance Digital Marketer is to become a Specialist. Like a doctor that specializes in one thing.

Focus On One

ONE

Pick one vertical of Digital Marketing that you love and are really good at, and focus on delivering Great Results to your clients with that one thing.

Your one thing could be SEO or Instagram Growth, or it could be PPC campaigns…

So in a nutshell: Pick one service. Pick one industry that you are passionate about or already know about. And Create a marketing message talking about the results you can deliver to a client in that industry with that one service.

Remember this: Clients don’t hire you for SEO or PPC ads. They hire you hoping they would get more Clients/Customers and make more Profits. So you need to start selling results to your clients – with a Results-Driven Marketing Message for your Service.

Here is an example assuming you love SEO: I can help you increase your Organic Traffic by at least 150% in 90 days.

I spend considerable time personally working with the students of my 1 Lac Club – Coaching Program in helping them craft their Result Driven Marketing Message. If you too would like us to help you Kick-Start your Freelance career, Click here to Apply! Creating a Results-Driven Marketing Message is extremely Important if you would like to Attract Clients who pay you high fee! So, I hope the SEO example above serves as a great reference point for you to create your own message.

So to re-iterate step 2 and 3:  Pick one service – Pick one industry and

Craft your Results Driven Message!

Now that you have your foundation ready – let’s go find some clients – shall we?

Step 4 of 7 to Start And Grow A Successful Freelance Digital Marketing Career:

Prospecting: Where do they hang out?

By this point, we are crystal clear about the kind of clients you want to work with and the industry you want to work for. And by this point, we also have your Results-Driven Message ready for your Ideal Clients.

So the next thing you need to do is get in touch with your Ideal Clients and let them know you exist. You could do this by tapping into platforms where your clients hang out.

Let’s say, you want to work with clients in the IT industry because you have an IT background.

Great, in this step, you want to ask yourself, where do my Ideal Clients hang out the most?

Well, the 1st place that comes to my mind is – LinkedIn.

Awesome! So now that we know they hang out on LinkedIn, if you already don’t have a profile on LinkedIn, you want to create one and start connecting with your potential clients. In the 1 Lac Club – Coaching Program, I teach our students my 4 Step LinkedIn Client Attraction Process.

Apart from LinkedIn, there are two other remarkable platforms to look for these clients. Want to know the names of those platforms? I usually share these names with my students only but I’m making the exception of sharing it on this blog post. So without further ado, the names of those two platforms where you could look for your ideal clients are:

Upwork: www.Upwork.com, and

Freelancer: www.Freelancer.com, or www.Freelancer.in

(I’ve hired some extremely talented freelancers from these sites).

Connect NOT Sell!

And last but not the least, you could even search for your potential clients on Google and find the email ids of the right people in the company you are targeting by using a tool like www.Findthatlead.com or www.Findthatemail.com.

You see, our goal at this step is to start connecting with your potential clients. And when I say connection, I don’t mean sending out spammy messages or emails like:

Hi Sir,

I’m XYZ and I do this and this. I’ve so much experience and I’m the best, I’m this, I’m that…etc.

Give me your project and I’ll prove it to you.

Well, this is what most Freelancers do and you don’t want to be one of them.

Digital Marketing Freelancing Network

At this step, you want to start off by building a relationship with your potential clients. You do it by reading more about them, their work and connecting with them on something that really stood out for you while reading about their work.

I teach about this in detail in the 1 Lac Club – Coaching Program. I share all my templates with our students so they can start off the connection building process on the right foot. If you want more details – you can know more about the program here.

But I’m hoping you get the point of what needs to be done. Connect NOT Sell!

So to Re-iterate: You want to start connecting with your prospects by sending them personalized messages. Your goal should be to connect with at least 10 prospects every day so you always have your pipeline full and you never run out of clients.

Please note – Not everyone you message or send out emails to will respond to you. If you send out the generalized message, you would be lucky to get 1 out 10 prospects to respond to you.

If you send out personalized messages like I teach in the 1 Lac Club – Coaching Program, you should see at least 4 out of 5 clients responding to you, which is a great number.

So let’s assume you create and send out the personalized message like the ones I teach to all our students in the 1 Lac Club, the next step is to catch up with your potential clients over a ‘Cup of Coffee’.

Step 5 of 7 to Start And Grow A Successful Freelance Digital Marketing Career:

 It’s Coffee Time!

Now that you have some connection going on with 4 out of the first 10 prospects we reach out to, it’s time to fix a meeting with them (a phone call would do if they are in a different city or country).

The message to fix the meeting could be a Simple one, something along these lines:

Hey Firstname,

Hope this week started on an amazing note for you.

I don’t know if you know this. I specialize in working with IT Companies by helping them Increase their Website Traffic Organically by at least 150% in JUST 3 months.

How are you placed this week? I was wondering if we could catch up over a cup of Coffee and I could show you how I can help boost your website traffic organically by at least 150% in Just 3 months.

Look forward to meeting you.

Cheers!

Coffee Time

This is just one of the message templates from the 1 Lac Club – Coaching Program. Students who are selected in the program receive all my Proven and Tested message templates to help them fix more meetings and get more clients.

Now if you notice in the message above, I wasn’t talking about SEO here. If you loop back to what I told you earlier, Clients only care about Results, not the technicalities.

If I message a client saying, let’s grab a Coffee so I can sell my SEO Services to you, 99.9999% times, you will never hear back from the Client!

So remember, the key here is to create messages that talk about the benefit a prospect would have if they met you. You need to customize the message a little bit for each client based on their earlier response.

Of course, not all prospects would agree to meet you or respond to your message. So what do we do in this scenario?

If you go back to the Main Flow Chart above, you would see that at Step 5, if a prospect does not reply, we have a 3 message sequence that goes out 8 days apart.

So in the next 8 days, you send them 3 different follow-up messages.

These messages cannot be pushy or salesy. At no point in time, you want to appear Desperate. So don’t send out messages like – Interested? Can we talk? Hello, did you read my message?

You get the point, right? Messages like these would kill the conversation and client conversion.

Here is what you should be sending out instead. Now I wished I could have posted all the 3 messages here, but then it would turn this blog post into a 50,000-word book. So instead of the posting the complete message templates, I will give you a gist of what needs to go out in these messages.

Of course, if you would like to get all our templates and need mentoring in learning this system in detail to Kick-Start Your Freelance Career, click here and fill out the application form for the 1 Lac Club and we will get in touch with you soon!

So coming back, here is a gist of the 3 messages:

Message 1: A gentle reminder about your earlier message with a helpful tip.

Message 2: Some development in their industry, you want to verify with them because they are the expert. This is just one of the ways to get someone to respond.

Message 3: A hack their competitor is using to get better results that they should incorporate.

If you send out these follow-up messages in the next 8 days, you most likely would get a Go-Ahead for the meeting or the phone call.

Remember this, not every prospect is going to say Yes!

That’s why in the main Flow Chart, you see I ask you to repeat Steps 4 to 7. As I told you earlier, your goal is to reach out to 10 New Prospects every day. So you end up with at least 2 meeting or phone calls each day. That’s about 60 Meetings approximately in a month. And from these, even if you are the worst communicator and you end up closing only 2 clients at 50K/month, that’s enough to get you to the 1 Lac per month mark.

And if each client works with you for say an average of 3 months, then from the second month, your earning goes up to 2 Lac and so on and so forth.

But hey hey hey, let’s come back to the article.

We still haven’t Closed the Client, we still haven’t turned the Prospect into a Client. At Step 5, we just got a YES for the meeting. While we should celebrate this, we should also remember that the battle is still half won!

You have a Major Challenge coming up now, which is where MOST Freelancers and Entrepreneurs Fail – Selling their Service. So let’s talk about Step 6, shall we?

Step 6 of 7 to Start And Grow A Successful Freelance Digital Marketing Career:

The Meeting

The 2 Biggest Mistakes that most Freelancers or Service Providers make while meeting a potential client are:

1) They sell their services for cheap! Most Freelancers undercharge and sign up clients for peanuts. They look at some low-end service providers and what they charge and end up quoting low fees to the clients.

2) They Promise to do 10 things for the price of 1. So while trying to sell the client on SEO services, most Freelancers end up saying, I’ll do Social Media Management, Designing, Content, etc for the same fee.

Now the reason why most Freelancers make these Mistakes is that they don’t have a Client Communication Script and they don’t know how to handle common client objections.  

The SECRET to getting paid a HIGH fee that you Deserve and having a client work with you for the long-term is your Communications Skills and how well you handle client objections.

You see, most Freelancers try and sell their service during the meeting and not the results. And to get the contract, they start pitching how they are better and cheaper than others.

Your goal in the meeting is to NOT pitch but Probe Your Potential Clients. By this, I mean, you should be asking them the challenges they are going through as far as your service is concerned. You should be trying to discover their needs and then talk about how your service is a solution to their Challenge.

Most Freelancers and Service Provides do it the other way around and they end up getting objections like:

  • I’ll think about it and let you know
  • I need to speak to my partner, I’ll get back to you
  • I’m getting a better deal with this other freelancer, so I’ll pass.

And because they don’t have a script to handle these objections, they come out of the meeting empty handed or with a client that’s paying them peanuts.

To make sure you Close the Clients at the Fees you Deserve, you need to Control the Meeting. And that can only happen when you have a Client Communication Script, so you exactly know what to say when.

You know exactly what to say, when a prospect says, I’ll think it over and get back to you…

You know exactly what to say, when a prospect says, I’ll speak to my partner and get back…

These are very common objections and if you have the right scripts to prepare yourself for the meeting, you can easily overcome these objects and close the client.

Now I wish, I could share all the scripts we give our students in the 1 Lac Club here. But like I said earlier, this would turn this article into a book.

If you want to learn all the Client Communication Secrets, Objection Handling Secrets and Get all our Scripts and Templates, Apply to join the 1 Lac Club – Coaching Program. We have dedicated 2-week training in this 12-Week program to help you develop these Client Communication Skills.

Digital Marketing Client Meeting

But if you don’t want to Invest and Speedtrack your Growth and Freelance Career and you prefer to do it on your own, you could read Brian Tracy’s book on Closing. Although his book would help you learn the Closing Part, it’s not the complete formula. It doesn’t teach you how to Greet, Start and Lead. But it’s a good place to start to build your own scripts.

Remember at the start of this article, I told you that as a Freelancer, apart from technical Digital Marketing expertise, you are now responsible for Getting a Client, Communicating with a Client, Negotiating the Fees and Managing the Client after you begin with the service.

So this is the most critical step in the 7 Step Process – Client Communication.

This is the 1st time you actually speak to a potential client and it all boils down to how well you Communicate in this Meeting or the Phone Call. So whether you get selected to join the 1 Lac Club – Coaching Program to develop these skills or you do it on your own – practicing and getting better at this step – should be in your Daily To-Do List!

To Re-Iterate:  Get Your Client Communication Scripts In Place either by joining a proven program or by building them on your own. Practise Everyday for at least 20 minutes.

To Close the Client and Get the BIG Fee – You need to Lead the Meeting, Probe Well, Prepare to Handle Objections and Close the Client.

Alright, so by the end of this step, you’ve signed up your first client. It’s time to celebrate. You did great! But wait, there is one last thing you need to do well before you go out and celebrate all out.

Because if you don’t do a good job at Step 7, you may probably ruin everything you did from Step 1 to Step 7.

What am I talking about? Let’s jump right at that in step 7.

Step 7 of 7 to Start And Grow A Successful Freelance Digital Marketing Career:

Client Management

Let’s assume that You do a great job communicating and leading the meeting and the client signs up. But once he goes back, he speaks to his partner and for whatever reason feels like he did a mistake by signing up.

You know the common “Buyer’s Remorse”.

I’m sure, we have all felt guilty sometime or the other in our life after making a purchase. And when that happens, all we want is the Money Back! It could happen to your clients too, not because you did something wrong. But only because somewhere, deep inside they are still not confident that they would get the result you promised.

So before that happens to the client that you just signed up,  you want to make sure you eliminate any doubt they have in their mind about hiring you as a Freelancer. You want to build their confidence immediately after they sign you up.

This can be done in multiple ways by having a fixed and documented client management process. Our students in the 1 Lac Club – Coaching Program have access to all the Client Communicationation and Management Templates.

Here are some Client Communicationation and Management Templates you need to create:

1) Welcome Kit:

As soon as a Client Signs Up, send them a Welcome Email or a Welcome Kit! The purpose of this is to reinforce the belief in you. A typical Welcome Kit would have a copy of the Contract, the Agreement Letters, and a Warm Welcoming Email.

2) Set the Expectations:

When you send the welcome kit, you want to make sure that you set their expectations right from Day 1. You see, the #1 Mistake Freelancers or Service Providers make is to NOT let the clients know what they can expect from day 1. And when you leave it open, the clients build their own expectations which in most cases is above and over what you discussed to deliver. So you need to have it all documented and deliver to the clients, so they have the right expectations. And when you set this up correctly, the relationship most likely becomes a long one. It should include Payment Terms, Reporting Timeline, Communication Guidelines, and most importantly you need to include what results they could expect in the next 10 days, 30 days and 3 months.

3) Make them a Part of the Project:

Not being in the loop is the #1 reason clients end services with Freelancers or Service Providers. You want to make sure that your client is updated about everything that’s happening as far as the project is concerned. Of course, you don’t want to call them every day or send them daily reports. You could do it by using an App like Trello or Slack. We teach our students to use both, Trello and Slack for their client projects.

Trello Card

An Image From Trello

The whole point is to create Trello Cards with specific time framed benchmarks and update all the project progress in their respective Trello Cards. And since the clients are added to their exclusive Trello Boards (Projects), they see a real-time update of everything that’s happening with respect to their project.

We teach our students to eliminate email communication completely and only communicate via Trello and Slack. This reduces the chances of any confusion with clients and hence lays a foundation to build a strong relationship.

Well, if you Implement JUST  these 3 Client Management steps, the clients will want to work with you for a long run and running your Freelance Business would almost be Stree-Free!

My original plan was to write a 2000 word article. I just realized that this one turned into an almost 5200+ words post and a little less than 4500 words after editing.

I hope I was able to give you a Framework to Start and Grow Your Freelance Business. This is the exact Framework I use to date to get new clients for my Digital Marketing Agency and Content Marketing Company (Contentorial). And I know if you follow this process and steps to the Letter, you would end up with New and Happy Clients Each Month. And you should be able to meet your Income and Lifestyle goals – easily (given you follow the process and put in the work).

If you would like to Get Access to all our Templates and get Personal Mentorship to Start or Grow Your Freelance Digital or Social Media Marketing Career – Then I INVITE You to Apply for the 1 Lac Club – Coaching Program. It’s a coaching program, where Sandhya Valecha, Namrata Soni and I personally work with you to help you Launch Your Freelance Career and Hit Your Dream Income Goal! For more details and to Apply – Click here!

And if you have any questions, please feel free to drop them in the comments below. If you would like me to cover any specific topic, feel free to let me know.

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25 Aug Branding V/S Direct Response WAR: How To Split Your Online Marketing Budget

There is no standard rule for all when it comes to splitting your online marketing budget. It all boils down to the basics, the size of your company, and the nature of your company.

Everything about your company is what will play a major, major deciding factor. Thus it’s a completely subjective matter.

However, based on my personal experiences of starting and growing 6 different companies, here’s what I want to share with you seeking a full-proof solution to this ultimate question.

The answer to this question lies in balancing your budget between Branding and Direct response.

sales1

If you are a start-up and wish to grow and sustain your business, follow this one simple rule! In the initial stage, your focus should be on sales and only sales!

Think of ideas and strategies that will help you boost your sales. Do not let your time, money, energy and focus shift to branding or story-telling in the beginning!

Comparing your budget to the one’s set by huge players like Flipkart and Amazon will be the stupidest thing you can ever do. Understand this one major point, all these big companies have investors’ money, a safety net to fall back on.


Yes, branding and story-telling will make people aware about your brand, but it takes the act of sales further away.

What matters the most is to channelize your resources on generating direct response. And maybe along with that start building up on your story.

Focus on testing your product, your service, your market! You need a solid start that ensures a good amount of cash flow into your business.

SO HERE’S THE FORMULA:

1. IDEAL SPLIT FOR STARTUPS

img

If you are a start-up entrepreneur, use 90% of your budget for direct response and the other 10% on branding. Once you get on track and pick up the pace, you can change the numbers accordingly!

Using 90% of your budget on direct response will enable conversions and cash flow into your business. And thus later you can use that to increase your budget on branding.

 

2. IDEAL SPLIT FOR MID-SIZED COMPANIES

img1

For a mid-sized company, split your budget into 70% for direct response and 30% for branding. At this stage, you will have made enough sales to add onto your story-telling bit.

 

3. IDEAL SPLIT FOR MILLION DOLLAR COMPANIES

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And if you are a huge company like Amazon with billions of dollars of investor cash, go for 40% direct response and 60% branding.

People often ignore this little fact while competing with everyone around in the ultimate chase to success. And in no time, they experience a downfall.

Learning from my mistakes and experiences, I don’t want any of the other entrepreneurs and start-ups to take the wrong step that could hamper business growth.

So that’s the ultimate learning from this, the choice to make when it comes to branding v/s direct response when you are starting your business.

So go forward, and make those sales! MAKE IT HAPPEN, MAKE IT COUNT!

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10 May How We Got A 721% ROI Promoting Tripwire Offer To Facebook Fans!

If you are new to Facebook ads or haven’t had much success in generating revenue from Facebook ads, worry NOT!

In this article, I’ll not only show you how you can build your brand on Facebook and turn your Facebook fans into paying clients/customers …

Brand-on-Facebook

But I’ll also show you how we generated a 721% ROI from a recent ad campaign targeting our Facebook fans.

But before I reveal my strategy, I want to let you know that no matter how good your marketing strategies are, if you don’t deliver world class products or services, no marketing can keep you in the game for long.

We deliver world class products, coaching and services to our clients and our definition of marketing is –> It’s a means of helping us spread the message (product/service) that we believe in which will solve people’s problem and add value to their life.

And if you too have a great product or an amazing service that can solve people’s problem, this strategy will do wonders in helping you grow your business in the short and long run.Now getting back to the actual strategy..

You see, the biggest MISTAKE most people make when they advertise on Facebook is, they directly ask for the sale when they run ads to a cold audience.

By cold audience, I mean, running ads to people who may have not heard about you or your brand.People Get on Facebook Not To Buy Products Or Services!

People Get on Facebook to check out what their friends are up to. They check Facebook for entertainment, gossip…

And when out of the blue, you land up on their newsfeed with an ad to buy your product or service, it’s like asking someone to marry you when they don’t even know you.

What do you think is the probability of them saying a yes to your proposal? Most likely zero to low, right?Instead, to get the maximum ROI from Facebook ads, you should be:

STEP 1: ASKING FOR A DATE FIRST, NOT DIRECTLY PROPOSING!

We do this by running meaningful ”Like Ad campaigns” first and building our fan base. By ”Meaningful Like Ad Campaign”, I mean, you clearly specify the benefits for someone liking your page.

screen-shot-2015
For example, in the ad campaign above for my Fitness company, I clearly specify – “Like My Page to Stay Fit & Get Inspired! Get Daily Health, Fitness & Motivation Tips!”

So people clearly know what this page is all about and what they can expect from me and the page. And only if they are interested in fitness, motivation and living a healthy life will they like my page.

You see, getting people to take the simple action of liking my page is the first step. I”m not asking them to buy my products or services.

I”m not proposing marriage which is where most Digital Marketing agencies or Facebook Ads Gurus go wrong and NEVER make any ROI from Facebook ads.

They forget that at the end of the day, we are dealing with ”Human Beings” and understanding human behavior (which I’m a constantly learning about) is an important aspect of any successful ad campaign. You can’t treat human beings like an ”Algorithm”.

 

screen-shot-2015-1

Also, another benefit of following this strategy is the screenshot above. I’m paying JUST Rs. 3.30 per like which is NOT bad at all to build my brand and a large fan base of people interested in Health & Fitness.

Alright, now that you know the First Step in getting a great ROI from your Facebook ads is to create a ”Meaningful Like Ad Campaign, let’s head to step 2.

FreeAccessBanner

STEP 2: ENTERTAIN – EDUCATE – ENTERTAIN:

While you are building your following… it’s time you simultaneously turn your followers into Raving Fans. It’s time you get them to know you, like you and trust you.

Wondering how you can do that?Well, by posting AWESOME content on your Facebook page that entertains them, solves their problem and also educates them about your brand and what your products or services can do for them.

Your content should be a mix of 70% Entertainment + Inspiration & 30% Education.

Content

This is the perfect ratio to keep your audience engaged with you. And when I say entertainment, I don’t mean that you turn your page into a Hollywood or Bollywood gossip newsfeed.

What I mean is, you should turn yourself into a celebrity or your business into a showbiz.Wondering how? Read on….
Simple, by giving your followers a closer sneak peak into what you or your brand represents. By posting videos of you or your team doing random fun stuff.

 

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Here is a video that I had posted on my Facebook page and it was viewed 2,249 times and counting.It was a video I shot with Sandhya at home on my phone in just 12 minutes and clearly people loved it.

So you see, you don’t need a fancy camera or a BIG budget. You just need to post stuff. The more raw your stuff, the more people like watching it.

Also, the more people watch these videos, the more they know about me and the more they trust me and thus the probability of them investing in my products or services goes up at least 10 times.

And in the middle of all the entertainment, I also post content that helps my followers, educates them and solves their problem.Here is an example:

 

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When you post AWESOME-RELEVANT content, your fans will start trusting and liking you or your brand.

As you can see in the examples above, a mixture of Entertainment + Education is getting us a lot of engagement.

But more importantly, it’s helping us turn our fans into paying clients because they now see the value in taking up our coaching programs and they know what we stand for.

Now I know you are really interested in the part where we turn our Fans into Paying Clients and how we do that.. I’ll get to that in just a minute.

But before that.. Let me quickly recap what we have covered till now before we talk about the MOST Important step.

The first thing you would do is run a ”Meaningful Like Ad Campaign” and while you are building your audience, you would simultaneously post content that Entertains & Educates your followers and turns them into your raving fans.

If you do everything right and as per direction up to this point.. here is the final and the most important step to generating profits from Facebook ads.

STEP 3 – THE FINAL STEP: UNPREDICTABLE DIRECT TRIPWIRE OFFER

First, let me explain what a TripWire Is:

A TripWire is a very low cost product or service offer that you would promote to your fans with the sole intention of turning leads (your fans) into paying clients/customers.

Low-Dollar-Offer

The price-point of a Tripwire is intentionally so low that it makes the offer absolutely irresistible.

A typical Tripwire offer would be somewhere between Rs. 9 to Rs. 299 or ($1 to $7).Now I know you must be thinking, after doing so much.. why do I still need to offer a Tripwire? Why can’t I just promote my actual product or service?

To answer that let’s go back to the whole dating analogy.There is always a progression towards marriage, right? You meet the person, you ask for a date, then you go out on a second date and maybe you start holding hands, and then the third date…

Slowly when you feel the other person trusts you enough and likes you would you propose to them, right?

And that’s exactly what we are doing here by promoting a Tripwire offer and NOT the actual product or a service.

We don’t want to screw up the relationship by jumping the gun. We are almost there and we want to build a long term relationship with the clients/customers and be happily married to the client forever.

So stick to the process and promote a Tripwire if you want this process to be a long term success.If you directly promote the actual product or service.

You may get a few sales but you will turn off a lot of your fans and they will NEVER do business with you.

Alright, so now that we are clear on what a Tripwire is and why you should be creating a Tripwire offer.. let me give you an example of a Tripwire offer that we recently promoted and how we got a ROI of 731% from it.

You see, our normal diet consultation fee is Rs. 2499 per session. And although our fans love our brand and love the awesome content we put out for them.. asking them directly to pay Rs. 2499 would be a uphill task.
Yes, they know me. They trust me.

But they are not directly consulting me. They are going to be working with my Head Nutritionist – Mahak Agarwal.

And they have never seen her consult anyone before. And most people prefer live consultation, most have never done a phone consultation before.

So you see, I had so many barriers to cross. So many objections to overcome in people’s mind… And had I put out the actual offer of Rs. 2499 consultation, I would have had very few people interested in the offer.

That’s why, we promoted this Tripwire offer.

screen-shot-2015-4

 

I wanted to give the FWK fans an opportunity to try our consultation once even if it meant I don’t make any immediate profit on it.

I knew that if they try our consultation once, they will be Blown-Away and will want to continue coaching with us and wouldn”t mind paying our regular coaching fee.

Because by now they would have seen that our coaching programs are unlike anything they have seen or experienced before.

And this would only be possible if I promote Tripwire offers. Had I not done that, a lot of people may have never signed up and would have never known the value of our coaching program.

Yes, the Tripwire offers can be loss making sometimes and not worth the time. But don’t look at them in the short-term.

Think about the value that these offers bring to the table 3 and 6 months down the line. Think about how many repeat customers/clients you will have 3, 6 and 12 months – this is where the profit is in this strategy.

As you can see, we had tons of likes and comments on our Tripwire post. But more importantly we had 142 people sign up for the Rs.99 offer and we extended the offer to each one of the 142 people who signed up before we closed the offer.

So we spent Rs. 2000 on promoting this post to our Facebook fans and we made roughly Rs 14200. Now that’s a great ROI here itself, right?

Wrong! we still haven’t deducted the cost for like ads and the time and salary paid to my team to serve all the clients at Rs. 99 plus the transaction and admin fees.

This is NOT where the profit is.. the profit is at the back-end.

So far out of the 142 people, 8 have signed up for our 6 months of coaching program bringing us over 95K in revenue and we expect another 40 people to sign up in the next 2 weeks.This is where the profit is made. In the back-end.

Over a period of time, in the long run. And I know the ROI from just promoting the Tripwire is 731%. But it would eventually be way over 731% in the next 3 months.

This is the power of our Facebook ad strategy.So always advertise Tripwires to your Facebook fans. Turn your fans into paying customers and once that happens, you can then always pitch them your main product/service.

Now the likelihood of them buying your main products/service is 1000 times higher since they already have made a purchase from you. So they know the value you or your products can provide.

ONE NOTE OF CAUTION:

Don’t make your Tripwire offers predictable. Always keep your offers unpredictable. If your fans know that you would be posting the same offer each month, they won’t be compelled to invest in your Tripwires.Keep your offers random and exclusive.

I hope you implement my 3 Step Strategy to Generate Maximum ROI From Your Facebook page.

It’s a strategy to: “Create Brand Awareness, Grow Your Following & Fan Base, Turn Your Followers Into Raving Fans and Turn Your Fans Into Customers.” 

For this strategy to deliver amazing results, make sure you implement it at least for 3 months.Let me know in the comments below if you have any questions. Would love to know how this strategy helps you grow your brand and business.

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10 May Junk Food Outlets Teach Us #1 Marketing Lesson!

In this article, you will discover:

  1. #1 Reason why the junk food outlets are always full of customers.
  2. How unknowingly these junk food outlets teach us the #1 marketing lesson.
  3. And why without using this #1 Marketing Lesson & Strategy it’s almost impossible to grow any business
  4. And so much more.

So without further ado, here’s the first episode of ”The Marketing Nerdz Show”.

The Marketing Nerdz Show – Episode 1:
We all live in such a fast paced world. Things are changing so rapidly around us. And there are 10,000 different things that need our attention leaving most people in a constant state of overwhelm and stress.

WHERE DO YOU THINK MOST PEOPLE HEAD OUT TO WHEN THEY:

  • Fight with their husband/wife
  • Feel overwhelmed with all the work on their desk
  • Have confrontation with their parents
  • Have a Disagreement with a colleague..
  • Or in general when they are emotionally down.

You guessed it right – They head out to Eat Foods loaded with Sugar.
Marketing-Lesson-SugarSweets

If you never thought about it this way, take a deep breath, close your eyes and think about it for a minute.

Think about someone who you know indulges in foods loaded with sugar. And you may start realizing that there is always a pattern that triggers them to indulge in these foods. And it always boils down to meeting an emotional need.

Most people use food for emotional reasons – something they are themselves not aware of consciously. No wonder Junk Food outlets are always full of people, right?

You see, sugar is the new drug of the 21st century. It immediately makes people feel good.

It helps people relieve their stress in the moment just like drugs or cigarettes do. So junk food outlets solve a problem?

Although it’s the worst solution for the people in the long run but, most people never think about the long term. People mostly look for instant gratification. Now, if you are wondering.

WHAT HAS ALL THIS GOT TO DO WITH MARKETING AND GROWING YOUR BUSINESS?

Marketing-Lesson-BuyingReason

Well, there is an important connection. You see, we humans are emotional beings.

We make most of our buying decisions for emotional reasons. And the only reason Junk Food outlets are always so full of customers is because junk food makes people feel good, emotionally in the moment.

So just like Junk Food – How does your product/service make your customers/clients feel good, relieve their stress or solve their emotional problem?

And even before you start thinking…No, but my product is different and it does not apply to my product… Well, think again.

Even if you sell an electrical switch board, it applies to your product. Because your product solves an important problem of keeping the family safe from electrical issues.

A malfunctioning switch board could have dire consequences. Talk about how your switch board will keep the family safe, how the house will look amazing with your remarkable switch board designs. Talk about how your switch board will blow away your customers’ guests and make their house look beautiful.

IT’S ALL ABOUT FINDING THE EMOTIONAL PEG OF YOUR PRODUCT/SERVICE.

For example, someone selling Sunglasses will write the following in the old school style: Our sunglasses are the best. We have been in the industry for over 75 years and we use the best material.

The smart ones who use the emotional peg would say something on these lines: Our sunglasses will make you look more confident and enhance your personality.. so that next time you walk through that door.. people around won”t be able to take their eye off you.

Which one would you go for? I”m assuming.. most likely the latter option.

You see, every product or service solves a problem. And when you highlight that and bring that to people”s attention, they will flock to you just like they flock to the Junk Food outlets.

Remember this, If someone buys your product or hires your services, then you do solve their problem.. Or else why in the world would anyone buy your product or pay you for your services.

So highlight your product/service as a solution to your market”s problems. And when you do that you too will start attracting customers/clients like the Junk food outlets.

Marketing-Lesson-GrowBusiness

THE BIG LESSON:

To grow your business.. talk about how your product/service can solve the emotional problems of your customers/clients.

Don’t talk about features in your marketing. Talk about emotions and solutions in your marketing campaigns – attract more people into your business and see your business grow.

Now, I’ve got 2 tasks for you:

1) First, come up the emotional angle for your product/service. Answer this question: “How does my product/service solve the emotional problems of my customers/clients?

2) Once you’ve written the answer, come and share it here. Leave your response in the comments below. Thank you so much for reading and joining the discussion in the comments.

P.S. If you found this of value and worthy of your time, please share it.

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10 May 4 Steps To Make A Great Living Following Your Passion!

Growing up, I saw many of my relatives and my dad’s friends working in these so called BIG companies. They worked like machines.

They would wear their uniforms (read formals), leave for work at the same time, come back home at the same time.. and they would repeat this forever..

I Was always told, and I’m sure you were too – “Study hard, so that you get a good job in a BIG company like your relatives and your life will be settled”

PASSION INTO PROFITS

But something did not seem right to me when people told me that.

I always wondered, why do all these people who I see work in these big corporates look so unhappy and bored?

If working in a big corporate is what a great life is all about, why are these people not excited and passionate about their lives? What’s missing?

Unhappy-Workplace

I had no answers to my questions back then.. Although not convinced by study hard and get a good job philosophy.

I still followed this advice, studied hard and got into a pretty good Engineering college in Bangalore.

I was going to be a computer programmer. Dream come true, right? Not really!

I was not passionate about computers nor about engineering. Although I scored well in exams and even got placed in a big software company, I just hated the thought of seeing myself in the uniform and to work like a clock.

Now don’t get me wrong. I don’t judge people living a disciplined life. In fact, I do my best to live a disciplined life.

But the mere thought of spending my life behind a computer killed me from inside. I constantly asked myself during my graduation -Is this all my life is worth? Was I put on this planet to do this? Will I be happy doing this for the rest of my life?

In the middle of all this, I fell in love with Fitness and working out. My time in the gym was the only one hour in my day that I looked forward to.

The joy I felt while in the gym came close to nothing. Nada! 4 years flew in this dilemma.

I graduated and became a computer science engineer. The time to officially join the company that I was placed in and move to Gurgaon was real close.

I spent sleepless nights thinking about what should I be doing.. I had discovered that my passion was fitness.. But how would I communicate that to my parents.

They would think I’m crazy.. Everyone would think I’m crazy. How much does a fitness trainer earn? Do people really respect trainers like engineers?

But after a lot of drama, back and forth.. Long story short..I finally got a go-ahead from my parents to follow my passion. This was the turning point of my life.

I decided not to join the big software company. That was not for me. I came to Mumbai to follow my passion.

But The Problem With Following Your Passion:

The #1 Mistake that most people who turn their passion into their careers do, just like I did, is they think all you need to be successful is be great at what you do.

Of course, you need to be amazing at what you do..

But, you also need to master the art of being able to communicate what you are passionate about to the world. To let people know that you have a solution to their problem.

Communicating-with-Audience

I was really naive when I started. I was drawing a salary of Rs. 6,000 as a trainer in the gym. I really mastered everything about training.

But I knew nothing about communicating to attract new clients. I thought, if I’m good, the clients will come automatically. No one came.. Not in the first 4 months at least.

I was a broke engineer borrowing money every month from my parents almost on the verge of giving up my passion..

This is where most people who make their passion their career give up. Thankfully, I did not!

And then one day, I asked myself – Why am I not out there in the world.. telling people about myself. I believe in my training. I know I can change lives.

If people who want to lose weight don’t know about me.. It’s a disservice that I’m doing to them by not reaching out to them and getting them out of their misery.

So one thing was clear.. No one is going to find out about me. I have to be out there.

ATTRACT CLIENTS

I need to master not just my craft, my passion but also the art of reaching out to more people. Being a broke trainer serves no one.

This was another turning point in my life.. Post that I spent hours and hours studying how to reach out to more people..

How to find more clients and how to make a great living following what I’m passionate about. After months of struggle and hard work..

I had finally mastered the art of turning my passion into profit and serving the world while doing so.

And In this article, I’m going to show you the 4 Steps you need to follow, if you wish to turn your passion into a career and make a great living doing so.

Using these exact same steps, I built successful companies around my other passions.
And all you need is just your Passion and an Internet Connection.

So, if you are Passionate about something + If you have Internet Connection – let me show you how you can make a great living too doing what you love.

If you follow these 4 Steps, I have no doubt that you could turn your passion into profits too and make a great living doing so. So, let’s jump straight to the 4 Steps:

 

STEP 1: IDENTIFY THEIR PAIN-POINTS! 

CUSTOMER PAIN POINTS

Too many people who make their passion their career end up focussing on their needs. Here is what I mean.

When I started as a Fitness Trainer, my goal was to get everyone I trained to Squat and Dead lift. I wanted them to master these exercises.

Was it their goal? Not at all! Everyone who came trained with me just had one goal: They wanted to lose weight and look great.
You see, my clients and I were on a completely different tangent. So, soon they got bored of the workouts and discontinued training with me.

It took me a while to realize that I should be focussed on what pain my clients and potential clients are going through and help them overcome their problem and not force my agenda on their throat.

If Squatting and Dead lifting helps them solve their problem, by all means I should include it in their training. But, I should not eat their brains talking about why they should be Squatting and Dead lifting.

My goal should be to solve their problems. And when I focussed on my clients problems, I attracted great clients and almost all of them continue training with me till date.

So, start with making a list of all the potential problems your clients must be going through.

Here is an example of my fitness clients: –

  • Unhappy with not being able to wear some dresses
  • Unhappy about husband/wife not being that attracted to them anymore.
  • Fear of health diseases
  • Being conscious about weight in Social Gathering
  • Pain of constantly being judged by others
  • Fear that their children might become overweight too

Now, these are some of the examples that I came up.

If you don’t have clients you work with at the moment and are just starting out. Google about your passion. Read what people are talking about..

What the magazines are writing about. What’s popular. Check out social media pages related to your passion.

This will give you enough idea to make a list of pain points your potential clients must be going through.

 

STEP 2: BUILD YOUR ONLINE PRESENCE: SOLUTION TO THEIR PROBLEM!

PASSION INTO PROFITS
Now that we have a list of potential problems your future clients must be going through.. It’s time to build your online presence focused around solving their problem.

If you notice, most website and social media pages look like a copy-cat version of each other.

Most people who are passionate about something end up creating an online presence which just boasts of how amazing they are I’m this and this..

I’m this certified and that certified.. I’ve worked with X number of clients.. All that is great. But seriously, who cares?

You think someone with weight issues would be interested in how great I am? Nope, right?

What they would be interested in is – Can I help them lose weight? Do I understand their problems?

So, now make a list of possible solutions that you can help your future clients with and build your online presence around the solution to their problem and not around how great you are.

Here is a not such a good one. You see, in this example, it’s all about how great I am.

HJKK

As you can see, in the example above: When a patient lands on the site. All he sees is how great I’m. I’m sure Dr. Lele’s intent wasn’t to boast but to help patients.

But as you can see this example and many other dental sites, they all have almost the same content.

Instead, here is what you should be doing: 

SFA
As you can see, in this example. The online presence is created by talking about the solution of your clients problem.

The website talks about not missing school or work which is a BIG fear in the minds of people who plan to get braces done.

Plus, it is smartly backed by Guarantee. This is how you should be creating your online presence. Be it your website or Social media pages. Focus on the solution to your potential client’s problem.

 

STEP 3: THE $5 SOLUTION PROMOTION

PASSION INTO PROFITS

 

Now just pick one of the solution from the list you made above and turn it into an article or a video and post it on your Facebook page.
For example: From the list of solutions I wrote above, I will turn the solution of a low carb diet into an article.

I might write an article that says, How Low Carb Diet Can Help You Lose Weight Safely.

Or if you are comfortable doing a video, shoot one on your Smart Phone. Once I complete writing this article, I’ll post it on my Facebook page and promote this post for $5.

Here is how to target people:

I’ll select men and women interested in weight loss in India and Pakistan.

Plus, I’ll ask Facebook to target friends of people who like my page.

So by writing an article or creating a video and demonstrating the solution to a problem, you accomplist 2 things:

1) I get more likes on my page and more people know about my work.

2) I help people solve their weight loss problem in advance, so now they trust me.

 

STEP 4: HIT THE IRON WHEN IT’S HOT!

 Strike-Hot-2

Next, everyone who interacts with my post on Facebook – By interacts, I mean – Likes, Shares or Comments – I send them a PM which is something like this.

“Hi First Name,

Thank you for liking my post. I hope it was of help to you. If there is anything that I can help you with in living a healthier life, please feel free to get back to me.”

You see, what happens here is – It opens up a communication channel with a potential client and you don’t come across like a sleazy sales person that everyone hates.

You just helped them; they like you and now you are offering to help them further.

Do you want to know how to turn this person you just helped into a client with sounding salesy?
Do you want to know my Secret Method of doing all of it on automation?

My proven method that brings in new clients day in and day out without ever playing meeting-meeting with them or doing cold sales call.

It’s so good that you won’t even need to send messages personally or even speak to anyone and they would still convert into a client.

PASSION INTO PROFITS
If you want to learn my Proven model of Turning Your Passion Into Profits – Click here and sign up for one of my free Live training sessions.

I hope you live your Passion and change the world doing what you love.

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