- Number of Clients: 4
- Number of Locations: 5
- February Revenue: $1896 (0% Growth)
- Cold Emails Sent: 300
- Calls/Demos/Appointments Scheduled: 7
- New Opportunities: 1
- Closed Deals: 0
Why am I sharing this report?
This monthly report is created for you…but very much for me as well. I won’t lie about that. By documenting the struggles I face as well as the successes as a business owner each month, I’m able to provide you with a single resource that tells you what’s working, what’s not, what’s possible and honestly, a view behind the scenes.
There is a lot of hard work and learning that takes place to keep growing as an entrepreneur, business owner and person…especially in the early stages.
Following your progress along the way allows us to check-in on our own health as well as our businesses. From there, we can make the appropriate adjustments to keep growing in the right direction.
I’ve learned (and continue to learn) from so many amazing people along the way. They’ve passed on their knowledge and experience and I intend to do the same.
If I can help you grow through sharing this journey, then I know I’ll grow as well. Teaching and sharing is one of the key ingredients to growth. that’s what this report is about.
Ok, lets dive in to Zero to $20k/month – February Report.
Key Happenings (Travel & Events)
February was full of lessons even though I didn’t bring on any new clients for Mobile Marketing Engine.
I attended a destination mastermind in Bozeman Montana where I met up with my mastermind partners and a few guests to strategize and help each other grow. We even got a day of skiing in at Big Sky which was tons of fun.
I also made a trip back east to visit my family to meet my new nephew, Matthew. He’s a funny little dude and my niece, Lexie is a ball of energy. I re-learned how to play the game memory and Candy-land which she won both.
I spoke at one local event in front of just under 200 people, which lead to 3-4 prospect opportunities I’ll be fleshing out this month as well as a quality conversation with an existing customer.
Travel is always a bit of disruption to my overall workflow, but I came out of the mastermind with some great ideas on lead generation as well as some potential strategies to get customers in the door.
Building The Pipeline with Outbound Email
After reading Predictable Revenue and blogs from sales experts such as Close.io, I’ve realized that outbound email campaigns focused on my ideal customers is a much better use of my time vs cold calling.
Cold calling is when the person you reach out to is not expecting your call. They often feel attacked and off guard.
With outbound email, I’m able to target prospects that I initially think would be a good fit for my service and engage them looking to accomplish one of two things.
- Get pointed to the appropriate contact. In my case that’s the person responsible for marketing and loyalty programs.
- Schedule a discovery call in which I engage the prospect and determine if they are a qualified lead based on criteria I’ve already set.
After sending a series of emails I’m able to follow up via phone. In this scenario the lead has some idea of who I am from my previous emails, which I know because I can tell if they opened and saw the email based on analytics from software solutions such as Yesware.
Finding The Ideal Customer Profile Is Hard
This has hands down been the hardest part so far, but mainly because I think I haven’t been able to connect with enough prospects as of yet.
As I have more qualifying conversations and get interest from businesses, I’ll be able to identify trends on who really needs and craves this service for their business.
Until then, I have to pick verticals/industries that I believe are a good fit for both the service as well as make sure they are businesses I believe I can help and want to work with.
Using a tool called SendBloom, I’m able to facilitate these outbound email efforts.
As you can see below, I’m getting opens, responses and even getting calls scheduled.
Some of these calls are qualifying calls and others have turned into 30 minute presentations where I take the prospect through a presentation on how we work and how we can add value to their current efforts.
The type of call has been determined based on the email conversations I’ve been able to have with those that have responded.
With the initial response rates from this approach I’ve determined a few things:
- I need to continue this outbound technique by gathering lists of potential prospects and executing campaigns through SendBloom.
- Using the outbound email efforts to invite prospects to a free webinar where I teach and then offer a 30 minute consultation might be less aggressive, while allowing me to leverage one of my strengths…teaching. This will also allow me the chance to earn their trust by getting to know me and how we work.
At the end of the day, I know it’s going to become a numbers game until I really can identify my ideal customer and the attributes that qualify them.
Launched The New Mobile Marketing Engine dot com
Check it out here.
In this outbound process, prospects naturally end up visiting the MME website to see what we’re about.
I noticed two things.
- Displaying the prices on the site has sometimes ended the chance of a possible discussion and without knowing who my ideal customer is at the moment, I don’t want to pigeonhole myself by displaying pricing.
- The site didn’t do a good enough job explaining what we do and how we work. I think we’re a bit closer to that now but this new custom wordpress theme will allow me to add/remove/update any aspect of the site in minutes as we refine our value proposition.
Created Marketing Materials
Developing a brief company overview as well as presentation deck for the 30 minute presentations has proven helpful to take prospects through what we can do for them.
Moving forward, I’ll be creating guides available for download as lead magnets. These will be a part of my inbound marketing strategy that will accompany content through the blog and podcast.
I Need To Create Better Systems For Prospecting. As I’m reaching out to more and more people each month, making sure I follow up is extremely critical and keeping track of that through various tools I’m using currently has proven challenging.
It may be that I’m new to some of these tools so taking some time to better understand them is in my plans for March so prospects don’t fall through the cracks.
Lack Of Understanding With Mobile = Longer Sales Cycle & Education Required. Mobile is still new to many people so I am going to continue to come across people that “don’t get it”.
I hope that webinars and education through the MME site will help supplement that, but in most cases, I think closed deals are going to require multiple conversations and even multiple decision makers for the type of clients I think I’ll be winning as this isn’t a $97/month service.
I Need To Stop Beating Myself Up. No joke about it, I’m pissed I didn’t win any new clients this month. It’s easy to feel like I didn’t do enough (we can always do more) but I continue to learn. I believe I’m improving which is important but I am known to be hard on myself. I fully expect this to be slow and steady growth in the early months of this year while I identify my ideal customer and fine tune my pitch.
I Need To Get Better At Asking For The Sale. Sales is hard but at the end of the day, we’re all in sales in some way. The only way i’ll get better is to keep prospecting, getting calls and having the conversations. I recently watched this video of Grant Cardone crush two calls worth $80,000 in annual revenue in ten minutes.
Watching him allowed me to realize just how much sales is about asking questions, asking for the sale, countering objections and building your customers confidence in you that you’ll get the job done. I’ll be using some of these techniques on upcoming calls.
March Action Plan
- Personally reach out to 10 new prospects per day
- Continue building the pipeline of targeted prospects and reach out to an additional 200-300 prospects this month using the outbound strategy discussed above
- Speak at a local event in front of a few hundred Parks and Recreation Marketing Managers and hopefully generate a few interested leads.
- Prepare my presentation for Social Media Marketing World in San Diego later this month
- Make a list of people I want to engage with at Infusioncon which I’ll be attending the last day of March and first few days of April.
- Migrate Mobile Mixed into Mobile Marketing Engine
- Launch the rebranded Mobile Mixed podcast (name to be announced soon)
- Take this Zero to 20K journey to the next level with a podcast with a new co-host.
I’m pretty excited about this new podcast as it’s just another way to hold me accountable and share this journey in a medium I love, podcasting. More to come on this soon.
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