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Andrea Jones: If you ever have that moment
where you're comparing the time that you

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have to do your marketing and the amount
of things you need to do in your marketing

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and you're going, this doesn't match up.

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I got to change something.

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This episode is for you because I'm
going to talk about how to maximize

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your time, get the most efforts
out of your marketing strategy.

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And I promise you it's probably not
focusing 100 percent on social media.

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Okay.

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I'm excited about this episode
of the Mindful Marketing Podcast,

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but first a word from our sponsor.

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Riverside is the all in one podcast
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If you want to get on the Riverside
train, check it out today, the links

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in the show notes and make sure
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get 15 percent off your membership.

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All right.

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This episode is actually
inspired by a recent coaching

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call that I had with a client.

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So for context, Um, if you want
a one on one call with me, you

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absolutely can book one on my website.

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Or if you're in one of my memberships, I
often have one on one calls with members.

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And this was one of my new members
who came to me with the problem of,

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am I focusing on the right thing?

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She said, I only have
two hours a week, Andrea.

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This is my side hustle.

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And I still have to serve
my coaching clients help.

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Please.

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Um, and she said, uh, we started
off the call with her going, I

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think I need help with Instagram.

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And, uh, you'll see by
the end where we ended up.

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And I think a lot of us are in this spot.

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Um, my favorite people to work with
have time constraints and time limits

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when it comes to marketing, because if
you had all the time in the world and

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all the money in the world, like sure.

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I was.

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I'm going to say something crude.

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Go all out.

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Go out and do all of the things
because yeah, you could do all of

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the things, but a lot of us, we have,
you know, I have young children.

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Maybe you have a chronic illness.

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Maybe you have aging parents.

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Maybe this is a side hustle for you.

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Maybe you're going back to school.

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Maybe you just have low energy.

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Um, maybe you have, um, It's a
mental health challenges, like

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there's so many life is lifing
things that happen where we go.

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Yeah.

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I mean, in the ideal world, we'd
wake up, record 10 videos and

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spend all day on social media,
but this isn't the ideal world.

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We're in reality here and reality is
limiting us based on our circumstances.

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So with that in mind, I'm going
to share the advice I gave to her.

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But I want you to think about how
this applies to you specifically.

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So the first thing that I asked
her is, um, after we got through

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like the background of her business
and all that, I was, I was asking

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about her existing clients.

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And I think this is a huge opportunity
for a lot of us when we think about,

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okay, we've booked a couple of people.

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Now what?

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Um, remarket to your existing clients.

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I call this internal marketing.

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I think we skipped this step a lot
because a lot of folk marketers focus

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on like getting new clients, getting
new clients, getting new clients.

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But in this particular
case, she is a coach.

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Um, I'm not going to give too many
details about her specific industry, but

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she has courses and she runs in person
workshops and she has like a big kind

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of like a retreat style event, um, that
she hosts a couple of times a year.

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And most of her people go to
her stuff time and time again,

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and she's not marketing to them.

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She has a client list and she
doesn't even email her clients

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out when she was, she's, you know,
planning and hosting her next event.

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She was focused on posting those
on Facebook and hoping Facebook

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would deliver them to her client.

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So the easiest like way to scoop up
that money that's left on the table

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for her was to create an email list.

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She used Wix.

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Okay.

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So use the tool that you're using.

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She had all her client lists in Wix.

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Let's email them out every time
you have a new event and just

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say, hey, we have a new event.

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Here's the link to sign up or respond to
this email and we'll sign you up or give

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me a call and we'll get you signed up.

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It doesn't have to be complicated.

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All you have to do is keep in touch
with your current clients and customers.

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And even if you don't want to go the route
of having an actual email list, you can

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still email and call them one by one.

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Yeah, is it old school?

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Sure.

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But these people have
already purchased from you.

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Hopefully you've had an amazing
experience and they're probably

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willing to go the road with you again.

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So the easiest way, in my opinion, to
generate new business is to look back

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at your current business and think, how
can I remarket to my existing customers?

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Sometimes that's sharing
existing products.

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So upsell, downsell, cross sell.

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Sometimes it's sharing new products.

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So new events, new
offers, things like that.

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Either way, we want to let them
know that what is available.

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I promise you this isn't pushy.

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It's just asking and inviting
and letting them know if they

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don't know they can't say yes.

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Okay.

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Um, and I can't, I hate the feeling.

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I hate the feeling of someone going,
man, I shared it a couple of times

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on social media, nobody's bought.

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And then you ask people and
they're like, Oh, I missed it.

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Like that feeling of like, Oh, I didn't,
I didn't see you were doing this thing.

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Oh, I didn't see you're
hosting this workshop.

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I never saw you launch this
new book or this new product.

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That is the worst feeling.

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So get, put your little
nudges out there in the world.

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If you're busy, they're busy.

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Okay.

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We need the constant reminders, right?

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So that's the first piece of
advice I gave to this client.

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Second piece is, uh, email marketing.

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I know she wants to focus on social media.

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I see that for her, but since we're
already creating a strategy, like

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first step, phase one strategy
to email existing clients.

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The second step was to
email potential clients.

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So what was happening is people
would book these like free

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consultation calls on her website.

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And they were, she's not
contacting them again.

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If they purchased then great,
they purchased the thing.

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But if they didn't, she wasn't
following up with them at all.

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And so to me, the next step for
her was to create a cadence of

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emailing those potential clients.

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Reminding them of what they signed up for
and giving them a little nudge if they're

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ready to take the next step for her.

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We talked about either
every other week or monthly.

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I think monthly would work best to
just be like, Hey, you indicated

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interest in this in the past.

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Would you like to move forward?

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Or maybe even.

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You know, Hey, this is a new workshop
that I have, you know, I know you're

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interested in this product, but maybe
this one would be helpful for you.

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Okay.

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Again, this is using what she already has.

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She has a list of these leads that,
you know, maybe for some reason,

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never booked the first time.

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Why not create a system
to email them again?

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So with her two hours a week, what
she's focusing on right now is

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emailing her current client customers
and her potential client customers.

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Can you already see how she's scooping up?

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Yeah.

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The leads and the potential sales off the
table just by making those two changes and

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we're not getting complicated with tools.

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We're going exactly where she is.

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She's using Wix and Wix is
like internal email marketing.

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Okay.

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Don't try to make it complicated and
don't start from scratch every time.

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Okay.

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Okay.

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Third tip is really just a tracking tip.

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Um, Okay.

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Because I asked her where her leads are
coming from in our call and she said

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most of her leads are referrals, okay?

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And then I asked her why she thinks
she needs to focus on social because,

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you know, she knows her business.

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I don't know.

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I'm just coming into
it for the first time.

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Um, and she just figured that people
would, you know, find her on social

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and then book the call with her.

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But she had no idea.

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She said referrals, but she had no idea
even where referrals were coming from

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specifically and there were specific
community groups that could be Leading

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to referrals right like specific.

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I'm trying not to give too much about her
business But there are specific community

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groups that could lead to referrals, but
she had no idea Okay So the third thing

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that I recommended her to do is on her
intake form for her leads When people

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book a call with her, they put their
name, their email address, their problem.

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They book the call, add a question
there to say, who referred you?

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It's that simple, right?

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Who referred you?

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Because I guarantee you, I can almost
promise you that 80 percent of our leads

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are coming from one lead source and she
doesn't know what that lead source is.

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And so she's going to be spending all
of her time on all of them instead of

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focusing in 80 percent of her time where
80 percent of her leads are coming from.

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Okay.

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So I want to ask you, do you know
where your leads are coming from?

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If you say word of mouth,
don't let me fight you.

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Word of mouth from who, from where?

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Okay.

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There's probably a source that you're
not referencing or that you're not.

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tracking that you don't even know
if there's like a specific group

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where people are coming from.

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So in your free discovery call, your
sales call, your consultation call,

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your intake form, add a question.

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How did you find me?

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Word of mouth referral, specific
communities, social media.

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You know, I heard you on a podcast,
like we want people to know this.

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because it'd be very helpful for you.

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Once you start to see the patterns,
then you can recognize and nurture the

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spaces where those leads are coming from.

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And then you can mark it directly
to those specific groups.

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Okay.

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Maybe even do some collaborations.

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Like there's so many things you
can do for those specific groups.

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Okay.

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Oh my gosh.

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I'm getting so excited about this.

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Okay.

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So we talked about remarketing
to existing clients.

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We talked about marketing
to cold leads or warm leads.

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And then we talked about tracking
where the leads are coming from.

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Now, I want to talk about
this inbound traffic.

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So she said that she was getting a
lot of traffic to her website, but she

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didn't know where it was coming from.

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She just assumed it was from referrals.

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And so I think a big piece of making
sure that you understand where your

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website traffic is coming from is to
start looking at those SEO moments.

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So in particular with her business,
there's specific designations

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and titles that people have.

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And I bet you Especially since a lot of
her business was local, but she's really

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focusing in on that local business.

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But when I look at her website, I
didn't get a hint that she was local.

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I didn't see any cities, states,
counties, any of that, right?

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And so when you're looking at your
website traffic, if you are trying to

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get a certain segment of the of people.

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We want to make sure to explicitly
say that on the website.

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For her specifically as well, she
had categories and groups of people

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that she wanted to market to, but
she didn't want to alienate everyone.

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And so the strad long term strategy,
I'm talking like phase three,

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phase four of her two hours a week.

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Okay.

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After she's implemented everything
else was to start writing blog posts.

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Um, on her website, specifically
saying this versus this or, um,

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this style of coaching in this area.

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Okay.

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And so we were getting specific about
who she wants to work with and creating

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content that's optimized for search
so that we can help people find us.

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And I know, I know people
are like, SEO is dying.

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It's not.

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It's just changing because of.

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AI and artificial intelligence.

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They all have search components, and
we need to still educate the search

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components on how to categorize us.

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Okay.

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All right.

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So that was, uh, takeaway four for her.

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The last takeaway that I had in this
conversation with her was, um, getting

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more people onto her email list.

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And so this one is a little
bit more complicated.

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Uh, but when I think about how she is
getting all this traffic to her website.

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People are booking calls.

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She has no idea where they're coming from.

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But I saw a huge gap in the people
who are landing on her website

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and the people booking her call.

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Okay?

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So there's this curiosity gap.

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You know, someone's like, hmm, I may need
this service, but I don't really know.

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And the nature of our industry is they're
actually not very active on social media.

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There are certain groups that
just will never like and comment.

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They won't engage at all.

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Um, and so even you could be doing all
the best strategies on social media.

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They're just the type of group
that's never gonna be like super

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chatty in the comments, right?

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That was her group.

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And so yes, she can still post to social
media, but ultimately she wants to get

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them into more intimate space, which
for her would be email marketing, okay?

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Now in my audit of her stuff, she
has this YouTube channel where

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she just Like post these audios
that were kinda like motivational.

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Her voice is so soothing, honestly.

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It was great.

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And she happy to do more audio.

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She's like, never in a million years
would she do video, but she'll do audio.

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And so what I suggested for her to
kind of bridge that curiosity gap was

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to create a voice-based lead magnet
using one of my favorite tools.

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Hello Audio.

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I'm gonna put the, the link
in the description for them.

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Um, it's how I create my private podcasts.

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Okay.

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I love it.

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I love it.

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Um, and I think it worked really
well for her group, the intimacy

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and the way that she like delivers
her programs and her workshops.

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Her people are busy.

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They can consume it on the go, uh, short
three to five episodes, 10 minutes long.

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And if someone lands on the website
and they go, Hmm, I'm curious about

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this, but I'm not sure if it's for me.

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We want this.

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Um, lead magnet to bridge that curiosity
gap and yes, have them put into her email

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marketing tool So she can continue to
market to them over time for when they're

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ready to take that next step Okay So
what I will say to you all that I didn't

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say onto the call with her because this
was a lot of work We did in an hour is

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that this is just the beginning for her.

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Okay, she needs to start with remarketing
to her client list, then she needs to

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start marketing to her potential clients.

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She needs to start tracking where her
referrals are coming in and her website

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traffic is coming in and then capitalize
on her current traffic coming in.

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This is all groundwork for stuff that she
already has happening, but in order to

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build up her practice where she can add
on more coaches and kind of expand her

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work, um, she will need more attention.

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And this is where my attraction
strategies will come into play for her.

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Um, which we'll have more information
about how to leverage attraction.

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strategies once she starts implementing
this kind of initial phase of the process.

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But I do want to mention that because
I don't want you to think that

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this is everything she needs to do.

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This really takes care of
the back end of her funnel.

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And now we need to drive in
more people into her funnel.

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You'll also know in this strategy, I don't
really have a lot of supporting content.

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Um, There's a signature content
style with her email marketing.

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00:14:15,555 --> 00:14:18,685
Um, there's some supporting
content with blogging potentially.

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00:14:18,994 --> 00:14:21,764
Um, but there's not really
a lot of supporting content.

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So I would likely layer that
strategy in based on her preferences

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and based on her community needs.

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Okay.

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I hope this episode was helpful for you.

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It's a little bit different
than the ones that I do, but I

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00:14:31,434 --> 00:14:34,494
wanted to give you insight onto
what it's like to work with me.

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one on one.

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Um, and if you don't want to
work out with me one on one, you

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could also join me in the lab.

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I do the same thing for
my members in the lab.

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Y'all have unlimited support for me
with your comments, your questions.

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00:14:47,445 --> 00:14:50,094
Um, we had someone the other
day to say, Hey Andrea, can you

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00:14:50,094 --> 00:14:51,595
look at my LinkedIn profile?

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I'm doing this event and
I want it to reflect it.

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And so I gave them a whole
breakdown of like, here's all

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the things you could change.

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00:14:58,415 --> 00:14:59,065
You can think about this.

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00:14:59,065 --> 00:15:02,615
Have you thought about that just by
them showing up and asking the question.

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00:15:02,654 --> 00:15:07,004
So that's the level of support that
you want my brain on your work.

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00:15:07,215 --> 00:15:09,055
Come on in and join us in the lab.

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00:15:09,505 --> 00:15:10,264
The water is fine.

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I would love to see you there.

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I'll be back at you next
week with a new episode.

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So stay tuned for that.

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I'll see you then.

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Bye for now.