Monica McKitterick: Remarkable Business Model Success

The Greatness Blog

Monica McKitterick: Remarkable Business Model Success

Discover how Monica McKitterick, Founder of Impact Family Wellness, went from 23 patients to over 1,000 and counting. Get ready to be inspired by this champion!

Welcome back to our Champion Series, where we continue to showcase inspiring stories of exceptional individuals who have made a significant impact in the world of business and entrepreneurship through their determination, creativity, and resilience. In this edition, we are thrilled to introduce you to Monica McKitterick, the Founder of Direct Primary Care (DPC), an innovative healthcare model that focuses on building personal relationships with patients and providing personalized care.

Monica started her journey with just 23 patients and has since grown her practice to over 1,000 patients and counting! After spending a decade in the insurance-based system, Monica decided to take matters into her own hands and establish a healthcare model that prioritizes quality care, transparent pricing, and exceptional service. In our exclusive interview, Monica shares her tips on growing her practice and the challenges she has overcome along the way.


Get ready to be inspired by Monica’s story, as she discusses her experiences as a healthcare leader, the benefits of the Direct Primary Care model, and her commitment to revolutionizing the healthcare system. Join us as we uncover the remarkable journey of Monica McKitterick, a true champion in the world of healthcare and patient-centered care. 😊 #champions


Monica McKitterick, Founder  of Direct Primary Care



Can you tell us a little about your business and how you got started?

I was done with the cattle call of typical healthcare and knew there was a better way. Realized by cutting out the insurance company we can provide amazing care at affordable prices. Our members love our care.

What have been some of the biggest challenges you’ve faced as a business owner and leader?

The lack of knowledge of our healthcare model is our biggest struggle.

How have you been able to overcome those challenges and continue to grow your business?

Networking, speaking to groups, getting involved in the community

What advice would you give to other business owners who are facing similar challenges?

Don’t expect everyone you meet to need your product or service. Be authentic and listen and they will share your product or service with someone who does need it.

Can you share a specific piece of data that you are proud of and why?

I started with 23 patients when I opened my doors 4 years ago and now have over 1150 patients and 4 full time employees

How have you leveraged the local community to support and grow your business? 

Word of mouth and community support has been our best marketing plan. Without our amazing community we would not be where we are today.

In your opinion, how can businesses best combine online and offline strategies to reach and engage customers effectively?

It’s all about relationships and building them on and offline. Providing a solution to someone’s problem is the key to engagement.

Finally, what does being a community champion mean to you?

Being involved in the community means everything to me. I’ve never lived in such a supportive area and wouldn’t be where I am today without it. As I continue to grow my business into neighboring cities I look forward to growing the community and learning about the business owners around me.
🥳 Monica’s success story is just amazing! Congrats on your success!

About Impact Family Wellness:


After spending 10 years in the insurance based system, our founder, Monica McKitterick, had had enough of it.  Seeing 30+ patients a day and spending 3-5 minutes with them was simply not why she went into health care.  Direct Primary Care allows us to spend 30-60 minutes with patients to ensure we understand their health and wellness goals.  Offering care via text/phone to make care convenient, efficient, and avoid lost time and money is one of the benefits we love best!   Keeping care affordable and having transparent prices as well as offering exceptional care are just a few ways Impact Family Wellness is helping to revolutionize the healthcare system.

Sound too good to be true?

 Schedule a free in office meet and we will show you how healthcare was meant to be!

  • Voted Top Family Practice by Hill Country News
  • 1,000+ members
  • 24+ years of combined experience
  • Certified Family Nurse Practitioners
  • 270+ 5-star Google Reviews

Check out all our info and register on our website

Want to get featured in our Champion Series? Click here to learn more. 

About MFG-Agency:


MFG is a demand generation agency that specializes in identifying and creating growth opportunities for businesses. We understand that many companies engage in marketing efforts but often struggle to develop a solid marketing strategy and accurately measure the value of their campaigns. This can lead to disappointing ROI and dwindling motivation.

At MFG, we work closely with brands to generate leads and drive sales through targeted, data-driven marketing strategies. Our expertise in demand generation ensures that your marketing efforts yield tangible results, empowering your business to thrive in today’s competitive landscape. With MFG, you can be confident that your marketing investments are working effectively, fueling your business’s growth and long-term success.

Browse our marketing services.


The Trailblazing Journey of Julia McCoy, President of Content at Scale

The Greatness Blog

The Trailblazing Journey of Julia McCoy, President of Content at Scale

Prepare to be inspired by Julia’s story, as she discusses her experience as a business leader, the powerful impact of AI on the content marketing landscape, and the ways in which she has harnessed innovation and technology to drive success. We invite you to join us in uncovering the remarkable journey of Julia McCoy, a true champion in the world of digital marketing and AI-driven solutions.

Welcome to this special edition of our Champion Series, where we celebrate inspiring stories of exceptional individuals who have navigated the world of business and entrepreneurship with determination, creativity, and resilience. In this feature, we’re excited to introduce you to Julia McCoy, the President of Content at Scale – an AI-driven content marketing platform that’s revolutionizing the industry.


As a successful entrepreneur, bestselling author, and former owner of a 100-person writing agency, Julia has had an incredible journey. She has now taken the reins at Content at Scale, playing a pivotal role in the company’s exponential growth and embracing the world of AI with open arms. In this exclusive interview, Julia shares her insights on overcoming challenges, building a high-traffic website, and leveraging AI to revolutionize content marketing.


Prepare to be inspired by Julia’s story, as she discusses her experience as a business leader, the powerful impact of AI on the content marketing landscape, and the ways in which she has harnessed innovation and technology to drive success. We invite you to join us in uncovering the remarkable journey of Julia McCoy, a true champion in the world of digital marketing and AI-driven solutions. 😊 #champions


Julia Mccoy, President of Content at Scale




Can you tell us a little about your business and how you got started?


I’m the President of Content at Scale, the leading AI writer in SEO content marketing. I come from ten years of entrepreneurship, as an author of 9 bestselling books and the former owner of a 100-person writing agency. In January 2023, I accepted a role as VP of Marketing at Content at Scale after finding it a perfect fit for my skills, and realizing I needed to learn AI content and join an active role so I could continue to stay active as a practitioner, not just a coach (I coach/teach at Content Hacker.) I moved into President of Content at Scale on April 1 of 2023. It’s been a wild and exhilarating ride in a company that is literally one of the fastest-growing ones in its space. AI is exploding, and I’m here to fully adopt and be a part of the ride!


What have been some of the biggest challenges you’ve faced as a business owner and leader?

Coming into Content at Scale and immediately taking leadership and ownership of my job role, I realized how vital it was that we keep our innovative founder, Justin McGill, busy on the software side. For industry leaders especially, marketing must never come ahead of your products or services. You MUST stay in stride with developing a show-stopping product that truly solves customer needs. Our marketing goals are heavy on SEO and inbound, because we know the value this brings. Our big goal is to hit 100,000 unique visits a day with our website – we’re at 20,000/day, so we’re able to approach that number rapidly because of our accelerated content marketing and SEO campaign, fueled by our own AI writer. Typically, content creation is the biggest bottleneck to achieving high-traffic websites built through 100s of pieces of content. How do you hire the writer? Where do you find them? How do you train them? How do you keep them? …All of that is solved now, with AI.

How have you been able to overcome those challenges and continue to grow your business?

Since coming in, I’m delighted to say that Justin’s time is back to being 90% involved and focused on the product side – and we’re on track to launch new features and platform updates that will significantly increase the impact and results our AI writer has in terms of quality, research, and depth (which is the main reason I came onboard Content at Scale – the quality of the proprietary AI product that Justin built is truly incredible, it writes with better flow and intellect/research capabilities than I ever could!). And regarding our content and inbound marketing goals, we’re on track to publish 100 pieces/month, because we’re relying on our AI writer to produce the content. We’re able to reduce the cost and time that content marketing would normally take by about 10x, and publish 100 pieces/month with just two writers. It’s unbelievable to live in these times and have the opportunity to use AI to grow our marketing and traffic opportunities so rapidly.

What advice would you give to other business owners who are facing similar challenges?

Want to grow a high-traffic site? Your bottleneck WILL BE content creation… but you can remove that by switching to AI. I built a model I call AIO that shows how you can re-route your writers to be much more effective as content ‘optimizers’, using AI to save HOURS of time and write the baseline draft. Here’s a guide on the AIO model I built:

Can you share a specific piece of data that you are proud of and why?

Our users produce 40 MILLION words per MONTH with our AI long-form writing software. They’re using our AI writer to build the crux of what their SEO campaigns need to succeed; to reach more visitors and leads and publish more value-based content, and grow their business revenue. I’m incredibly proud to lead marketing and innovative next steps for a company making this much of an imprint in content marketing. 

How have you leveraged the local community to support and grow your business? 

Jessica and Marketing for Greatness has been an incredible resource for me to continue to connect with local business owners, innovators, entrepreneurs, podcast hosts, you-name-it! Showing up to her events, attending her dinner parties, has been a big accelerator for not just my personal growth, but business contacts, too. I cannot recommend her networking events enough. Find yourself a networking queen and go attend all of the events!!!


In your opinion, how can businesses best combine online and offline strategies to reach and engage customers effectively?

Combine your brick-and-mortar presence with a powerful online brand. Make your website the vehicle for your online sales, traffic, and revenue by hiring the best of the best to turn it into a real engine (don’t settle for a quick Wix website – hire Alex and Jessica at Marketing for Greatness, and turn it into a conversion-optimized, real vehicle for success!). The difference in NOT combining the two (for example, not investing in a great website that’s built to earn SEO traffic and revenue) – is you’ll miss out on a TON of revenue. With over 7 billion Google searches happening per day, you owe it to your customers to be online.

Finally, what does being a community champion mean to you?

Showing up and serving with an open, vulnerable heart for the people you can help. When you don’t show up with a true sense of care and love, being a champion is name-only without deep and genuine meaning. But when you show up fully capable of and ready to care for the people you serve (and that can be anyone: your kids, your family, clients, audience, local community members) – you are a true community champion. For example – through conversations that led to questions about what I do, where I was open to giving away my knowledge, I’ve ended up sharing many of my books and even frameworks and pathways to income with local schoolteachers, PTA moms looking for income, churchgoers, and many other people that were looking for real solutions to problems I knew how to solve. I believe that skilled entrepreneurs and executives are an incredible asset to their local community, if they show up prepared to be vulnerable and share their heart and skills with the community they’re in. We need more of them.
🥳 Julia is truly an inspiration for many! Congrats on your success!

About Content at Scale:

We’re the first-ever content marketing AI automation platform built to scale content marketing without losing quality. Our system researches topics before it writes. With over 40 million research-backed words produced per month by our users, our platform is BETTER than human writers.
Want to get featured in our Champion Series? Click here to learn more. 

About MFG-Agency:


MFG is a demand generation agency that specializes in identifying and creating growth opportunities for businesses. We understand that many companies engage in marketing efforts but often struggle to develop a solid marketing strategy and accurately measure the value of their campaigns. This can lead to disappointing ROI and dwindling motivation.

At MFG, we work closely with brands to generate leads and drive sales through targeted, data-driven marketing strategies. Our expertise in demand generation ensures that your marketing efforts yield tangible results, empowering your business to thrive in today’s competitive landscape. With MFG, you can be confident that your marketing investments are working effectively, fueling your business’s growth and long-term success.

Browse our marketing services.


Lead Generation Online Made Simple For Advisors & Agents

If you are a service based professional: realtor, coach, consultant, insurance agent, financial advisor, etc, struggling with lead generation online, you are not alone. Lead generation is pretty much a part time job.

What are the best lead generation strategies for you, as a service provider? Let’s discuss some lead generation ideas that will help to get you more leads and more customers as well.

Why lead generation online can be frustrating:

According to the recent survey by Gartner, lead generation is a key pain point for 58% of business leaders, and this percentage is unlikely to decrease in the near future.

(a) Lead generation online requires new skills, which professionals might not have the time or desire to learn.

(b) It can be time consuming, just like cold calling.

(c) Some professionals are hesitant to share their personal lives online for fear of privacy.

Would it be great if you had leads coming your way, instead of the other way around?

Instead of blindly reaching out to people who are part of your target audience, how about reaching out to those who are actually interested in the product/service that you provide?

This is where Inbound Marketing comes in.

Where cold calling relies on the hit and miss approach, inbound marketing helps companies attract prospects to their website by generating content that the latter actually wants to read. This content enables the audience to determine if the products or services provided by that company are suited to satisfy their needs.

What is inbound marketing?

Inbound marketing services that works

Inbound marketing is a technique for attracting prospects to your company’s products and services by leveraging quality content, social media, SEO. It’s generally perceived as one of the most efficient and cost-effective ways of converting strangers into customers while also creating powerful promoters who will be effective in helping spread word about what you’re doing at work or home.

How lead generation online can be made easier:

Inbound marketing makes lead generation online easier. By staying at the top of your customers’ mind, companies can reduce their lead efforts to a great extent. This is possible by making it easy for prospects to find important information about the product/service that they offer on their website.

It is no longer possible for businesses to rely solely on outbound lead generation or in person events to reach prospects.

Here are some of the strategies you can implement today to generate leads.

#1 – Generate leads online with a content platform.

Content marketing is growing in popularity, because it offers lead generation opportunities for prospects as well as for future buyers of you services.

Develop case studies, how-to videos about topics relating to lead generation that interest your lead.

#2 – Collaborate with content creators for lead generation.

Reach out to bloggers, savvy authors, social media influencers, and other lead generating professionals and discuss ways that you can collaborate on lead generation projects.

One way is to offer them a lead magnet in exchange for an interview about their business essentials lead generation tips.

#3 – Position yourself as authority in the market.

Speaking engagements and workshops can offer you the opportunity to position yourself in front of your ideal client.

Be sure to select your speaking topics strategically, so you can have prospects coming your way, asking for advice and resources.

#4 – Implement a content marketing campaign across multiple channels.

What is multi-channel marketing?

Multi-channel marketing involves marketing across different platforms in order to have a wider reach of (prospective) customers. Instead of relying on one medium to communicate with the public, multi-channel marketing means you are spreading out your efforts to interact with more people. In essence, multi-channel marketing is being everywhere at once.

Multi-channel marketing increases awareness of your brand. Research states that most people require five to seven impressions to remember a brand. Therefore, utilizing multiple platforms would make your brand more popular. This would subsequently increase conversion.

#5 – Hold lead generation webinars.

Lead generation webinars are a great lead conversion tool for lead generating professionals who offer their services online. It’s an effective tool when trying to collect leads, as long as your content is valuable to the attendees.

#6 – Generate leads online by being relevant to your audience.

You can generate leads online by just being helpful. Craft posts and infographics on popular topics, according to your lead’s interests and needs. Share it with your social media followers, email lists, sms, etc.

#7 – Run a giveaway or contest on social media.

Are you considering lead generation online contests?

According to Forbes, 79% of internet users are more likely to purchase from a brand they “like” on social media, and 62% of them would even share branded content with their peers.

Lead contests can be like lead magnets. The key is to offer something of value.

#8 – Start a show and interview leaders, experts, and consultants.

Interview lead generating professionals who can add value to your audience.

#9 – Host an online event: challenge, conference, etc.

An online event can be a lead generation strategy. Whether it’s an exclusive seminar, free training session or a live Q&A, you can promote your event and get hundreds of attendees easily.

#10 – Go live on Facebook + Instagram.

Go live on social media will help your audience interact with you on a 1-on-1 basis. They can ask questions and you can lead your answers in the direction of where lead will be lead to conversion.

How much time would you need to implement inbound marketing?

Inbound marketing is completely scaleable. You can outsource all the content production and all you need to do is simply build the relationships with the leads.

How much is an inbound marketing – content marketing plan?

A complete inbound marketing solution with content written for you, advice on which channels to share, lead generation tactics to promote your magnet, and more can cost $1,000 – $3,000 per month.

What if you don’t want to be on video?

Inbound marketing is about creating content that provides value for your audience. You don’t need to be on video to benefit from inbound marketing! The idea of inbound marketing is to create content that adds value for your audience. It doesn’t focus on turning you into an influencer.

Strategize With An Inbound Marketing Expert

When it comes to lead generation, there are a lot of options out there. In this post we’ve outlined 10 different methods that can help with more leads with less work. Which one will you try first?

If you need additional guidance on how best to implement these tactics in your business or want some tips for getting those leads turn into potential customers, schedule a consultation today! We would love the chance to chat about what’s working (or not) in your demand generation efforts so far and provide helpful feedback – just pick a day from our calendar.

Turn On Custom Instagram Notifications Feature To Nurture Your Sphere Of Influence Consistently

From generating new sales leads to finding the perfect recommendation for a service, your sphere of influence can be the driving force behind your success as an entrepreneur.

Your sphere of influence is the fundamental marketing force behind your business success, and just like any other business keeps its fundamentals warm, you need to keep it warm for it to keep producing benefits. 

If you’re wondering how to grow your SOI with your Instagram account, you’re so at the right place. Keep reading! 

Your Sphere of Influence (SOI) Is Not Just About Your Close Friends

They say you’re the result of your closest 5 friends. While this is accurate, when you are in growth mode, meaning, you want to bring new clients to buy your products or hire you, your circle cannot be just those 5 closest friends. This is where the SOI comes handy.

To start your SOI, build a database of people you know (250). This includes everyone. Start with your phone, then check your social media channels. You will be surprised! Then, next to each name grade them A, B or C based upon the last time you spoke to them. Someone you grade an “A” would be someone you feel absolutely sure will refer you, a “C” is your long lost elementary school buddy that you haven’t talked to in over 20yrs. 

Don’t worry is you can’t get too many A’s on that list. That’s about to change once you finish reading this article. So let’s keep going! 

WARNING! Your database might get you excited and you might want to craft a pitch and send it to every breathing human being on that list. I beg you to please DO NOT do it. That is called spam and you will be burning connections instead.  I don’t know about you, but, whenever I get a pitch from someone who I haven’t talked to in a while, I get very irritated. It makes me feel like they are all about a transaction and not the relationship.  

The Confession Letter: How To Get Back In Touch With Old Friends

If you haven’t kept in touch with many of the people you know, don’t worry about it. Life happens, you move, new schools, jobs and you simply lose contact. How do you then call them out of the blue as if nothing had happened? This is where the confession letter comes in.

You craft a letter that admits to your friends or clients that you are taking a new approach to business that puts relationships first. You confess that you haven’t been as proactive in your personal communications as you would like, and that you’ll be keeping in touch much more regularly from now on.

For your various groups, the letter would be written appropriately for each. Try to customize it as much as you can. And one thing … by letter it actually means a real letter, printed, and mailed. Email and chat can work, but if you truly want to go above and beyond to make it up to that connection, it’s better to send them a letter.

Let’s get you committed to getting as many A’s on your database as possible, and here’s how.  

Instagram Can Help You Expand Your Circles Easily

Since Instagram allows people to have public profiles, if you follow them, you will instantly get access to all their content. Note that this does not happen with Facebook or LinkedIn. So, there is no protective wall between you and your future best connection.  Interesting …

So how can Instagram help you grow your SOI with individuals?  

You will want to start with your database. Start with those A’s and B’s. Connect with them on Instagram.  Then, navigate to the suggested connections.

One of the very common questions asked by Instagrammers is how actually Instagram determines suggested profiles? The people you see on your suggested list are sometimes familiar but most of the time they can be random people you do not know. There surely is an algorithm behind how Instagram determines suggested profiles to you.  

Say, for example, you want to connect with people with high net worth. Start by being intentional about the connections you add. Don’t connect with random people, or profiles that don’t show high activity. 

Monitor your follower count and quality. Once you have a good amount of the kind of audience you want to build, say, about 250 great connections, engage with them consistently. A great way to keep up with your connections is by adding them as close friends. In this way you will see notifications of your updates and it will be easier for you to stay in touch with your Instagram followers. 

Follow this strategy, consistently, for about 2-4 weeks and Instagram will send you potential connections who have the same qualities of your current SOI. 

But … Why Do People Unfollow You On Instagram?

In the early days of Instagram Marketing, everyone wanted ways to get more Instagram followers. 

One of the ways to get those most wanted numbers was simply to follow people and then unfollow them so you could look like a celebrity. 

Make no mistake, most micro celebrities earned that status following this method. 

Have you ever received a message from a random person offering you followers for sale? I must admit, I tried that method and realized that it made no sense. Why would you want to add robots? Even when they tell you that you could get people to “follow” you for real, they will unfollow you.

The follow and unfollow game is part of the Instagram Marketing strategy. But for different reasons that, sadly, most business owners still can’t comprehend, due to the excessive misinformation out there. 

It’s Ok To Unfollow Connections 

  1. If you put some effort in engaging with them and they never reciprocate. 
  2. If they are inactive. 
  3. If they don’t have real pictures, especially their profile picture.
  4. If they share content that’s gross, repetitive, boring, and you sincerely dislike them.
  5. Those who are fishing for compliments.

Tips To Avoid The Unwanted Unfollow

  1. Share Instagram-worthy content. This is serious. Instagram is like a magazine. Your audience is not expecting to see your pictures of your scrapbook. 
  1. Claim your authority and expertise, starting with your BIO. 
  2. Be strategic with your content.  
  3. Use hashtags to expand your reach.
  4. Engage in comments with like-minded individuals

A Pro Tip To Grow Your Sphere Of Influence And Nurture Those Connections (And Generate Leads On Instagram)

As a social media marketer with over 10 years of experience, I consider myself a master! When I hear tips and secrets, very often, they are not Instagram-only secrets. They apply to social media marketing in general.

One of the rules to generate leads is to engage in conversations just like in real life. Have a system to track the connections to follow up and get conversions.

Facebook allows you to edit your friends list so you can customize your notifications and feed. So does Instagram.

How do I turn notifications on or off for someone I follow on Instagram?

When you turn on notifications for someone you follow, you’ll get a notification every time that they share a photo or video. To turn notifications on or off:

  1. Go to their profile.
  2. Tap Following > Notifications.
  3. Tap next to one of the following to turn notifications on or off:
    • Posts
    • Stories
    • IGTV
    • Live Videos

If you’d like to turn notifications on or off for multiple people, you’ll have to visit each profile and turn them on or off individually. Keep in mind that you may get a push notification when someone you follow shares something for the first time in a while, whether or not you have notifications turned on for that person.

People aren’t notified when you turn notifications on or off for them.

Learn more about managing your notification settings

I wrote the Six Golden Rules of Social Media and shared the system I engineered and followed to generate multiple 7 figures in sales using social media marketing.

You might want to watch the recap of my 6 golden rules video!

Building your SOI using Instagram marketing will catapult your success. Especially because you can do it without leaving your home. 

Don’t forget that consistency is key to seeing real engagement. You certainly want to have a long term vision for your Instagram marketing strategy, just like any other digital marketing activity.

Strategy Yes, Tactics No!

Gone are the days where marketers promise get-rich-quick tactics. And if you have been following those, I suggest you take the time to craft your Instagram Marketing Strategy.

If you want, let’s keep this conversation on social media. 

How to Get Clients with a Blog

There is absolutely no denying that blogs are indeed a fantastic tool to attract potential clients to your digital domain and boost your revenue. This is great news! 

However, on the flip side, generating traffic for your blog is barely half of the battle. Comments, tweets, and likes are all nice; however, none of these is your ultimate objective. What you need is to convert the traffic you receive on your blog into paying clients and customers. 

Keep reading if you are interested in learning about how you can not only draw visitors but also get clients by writing blogs and tracking their performance so you’re not wasting marketing budget.

Know Who Your Ideal Client/ Customer is

This is the very first step you ought to take, even before starting the blog writing process. It is vital to know who your ideal client is prior to writing a blog to attract the said client. 

This goes further than being aware of the clients’ demographics (gender, age, income, and so forth). Although this data is a good point to start, it does not reveal why anyone would purchase your product or hire your services.

Every service or product sold is a solution to a certain problem. Hence, to create quality content that draws your potential clients/customer, your first step should be to define the precise problem which the client is looking for a solution to. To be able to write a blog post that genuinely helps your clients, you need to understand them well.

The following are some of the important questions you need to ask yourself at this stage: 

  1. What is the common denominator amongst your favorite clients?
  2. How do your potential clients/readers describe the issue or problem that they have? 
  3. What are your clients’ objectives?
  4. Which are the problems that they face that your service or product is an answer to?
  5. Which sources do they use to search for information that is your area of specialty?

Select Topics that Offer Solutions to Client’s Pain Points

The ideal topics for blogs that drive conversions are the ones that facilitate a client to resolve a pain point or answer a query the client might have. 

As a case to point, you may target potential clients who would want to boost the customer service of their business or generate more sales revenue. 

Subjects that revolve around common pain points are very effective at driving conversions and getting clients. This is because they target people who are on the lookout for a solution to a certain problem and are already in a ‘purchasing’ mind frame. 

However, you should not dole out all the answers to the problem sour potential clients and customers might have. What you ought to do is to lay out a comprehensive framework for resolving a particular problem via actionable and useful information.

That said, you should leave sufficient space to include strong CTA’s (call to action). These CTAs should convince the blog readers to get further assistance or learn more by fulfilling a certain desired action. For example, you should urge them for a free trial, finalizing a purchase, subscribing to your email list, and so forth).

Create a Sense of Urgency

Did you ever purchase an item on sale because it was the very last one that was available on stock? Most of us have done so. The notion that something we desire very much and want is only available for a very brief period is often enough to convince us to buy that thing.

The following are some of the great tactics ways to add the element of urgency in your blogs:

Write your blog post with a sense of urgency. Begin the blog post in a normal fashion but as you approach your concluding remarks, begin to use shorter and concise sentences. Moreover, use short paragraphs as this makes the reader read quickly. This, in turn, increases urgency and makes the reader more likely to act on what he/she has just read in the blog post. 

Another strategy you can employ is to instill urgency in your Call to Actions. This could mean sharing a time-sensitive discount coupon, offering a bonus gift, or simply reemphasizing the point that a certain product is available in limited quantity. 

Use data-backed and relatable examples in your blog posts that show the importance and need for buying your product or engaging your services right now.

For instance, say your service/ product can help an organization slash down their churn rate by 25 percent within 30 days. Convert these statistics into a situation to which your blog visitors can relate. You can do this by showing how much profit and how many consumers they can if they do not use your product.

Do Not be Excessively Promotional

Needless to say, the prime purpose of blogging for businesses is to land clients and sell. However, this objective should not be too obvious to your blog readers. If you try very hard to sell your product service via your blog, you run the risk of jeopardizing your credibility and pushing away your clients and customers.

Selling should definitely be an element in an ideal sales blog but only in terms of impact. In other words, you should refrain from promoting your product continuously throughout the blog. 

Customers purchase from businesses they trust, and the only means by which you can gain that trust is when you offer advice and useful information that establishes your position as the foremost authority on the core subject of your blog. 

Once the customer is sure that you truly have complete knowledge of your blog subject, he/she will be more likely to spend on whatever else you are offering. 

Create a Loyal Reader Base

It is important to know that loyal readers of your blogs usually tend to convert to paying customers before anyone else. These readers stoutly believe in what you have to say and fully appreciate whatever you are offering via your blog content. Hence, it does not take much persuasion to get them to convert. 

You can employ the following tactics to boost your visitor loyalty: 

  1. Constantly providing readers with quality content/information free of cost.
  2. Responding to every single email and message you receive from all of your blog readers. 
  3. Giving a reply to the comments on blog posts. This shows that you care for your reader’s opinions.

Apart from the above-mentioned strategies that will go a long way to help you build a loyal reader base, making videos about your product/service is one tactic you should also definitely consider. Videos have a very high-perceived value, and this is why individuals are eager to watch them. You can incorporate these videos into your blog as well. 

Format Your Blog for Readers who Prefer to Skim

Regardless of the purpose of your blog, you must format it to suit those individuals who prefer skim reading. All of us have limited attention spans. Hence, you must cater to readers who are inclined to glance through the blog content by drawing their attention to all the important blog sections. This is particularly necessary when the purpose of your blog is to drive conversations. 

The general formatting rules are as follows:

  1. Your blog should comprise short paragraphs. Be sure not to write more than 3-4 sentences per paragraph.
  2. Wherever appropriate, use numbered lists, subheadings, and bullet points.
  3. Make use of images to divide the blog text and highlight your chief points.
  4. Select a font size and style that are easy to read.
  5. Capitalize those words and phrases that you particularly want the blog readers to pay attention to.

Walk your blog subscribers through a complete sales process

The next step after someone is on your mailing list is to walk him or her through a sales process.

The sales process type will be contingent on what your blog content is about. You must have a well-defined sales process (a series of clear steps that gives the person the opportunity to become a client/customer)

The following are some of the most effective ways of converting your blog subscribers into paying clients/customers:

  1. Offer your subscribers a  consultation free of cost
  2. Invite them to a special webinar where you will show your product  
  3. Point them to a sales webpage directly
  4. Offer them a lucrative discount 

Tune the “Contact Me” Section of your Blog

This section of your blog plays a pivotal role in attracting potential clients. 

A strong “Contact Me” section begins with appreciation. Salute your blog readers in a professional manner as your attitude matters a lot here. A common mistake most bloggers make is to pretend to be someone they are not. This approach will not work if you wish to earn a potential client’s trust.

Most of the blog readers prefer to reach out via the form in the section, whereas others favor the direct email option. You should put in your personal phone number through which readers may contact you. In addition, be sure to include your Facebook and Instagram fan page so that readers can get in touch with you through social media as well. 

Ask potential clients and customers to fill out the form if they wise to engage your services, and you will circle back to them within twenty-four hours. Avoid promising anything that you cannot do, as that would tarnish your self-image. 

If someone would like to be your friend, he/she can follow you on your social media channels. 

Additional Tips to Nab Clients with Your Blogs

Your Writing Should Reflect your Personality

When writing your blogs, use narratives and stories and give it a personal touch.  Depending on your blog content, you can also add humor to your writing. This helps to hook your readers, and they are drawn into reading more of your posts. 

Update Your Blog Regularly

When potential clients and readers observe that you update your blog frequently, they will be more inclined to purchase your product or service. Clients tend to admire a blogger’s consistency in producing quality and informative content. 

 Inject Passion in your Writing

You need to infuse your passion in your blog posts if you wish to treat your blog like a paying client. Writing blog posts as a profession can often be dull at times.  For instance, your blog posts are not going to be very riveting if your client is the owner of an electrical switchgear organization!  

When you have your own blog, you also have the latitude to write about what you want. Your posts are sure to stand out to those who pursue your blogs when you instill passion in your writing. Furthermore, including vibrant images can also help you to connect with your readers and audience in a more engaging and relatable manner.

Also, your passion for your blog content helps to convey what you want to write. Potential clients and readers will notice your passion and will be more likely to convert into customers. Alternately, they can also engage your services to write similar content for their own websites or blogs. 

Track, track, and track!

As a forensic marketer, I am always paying attention to metrics (as you may know).  The following are trackers that your blog must-have, so you can run reports, check performance, and plan future content:

    1. Facebook pixel. Make sure your blog has a Facebook Pixel installed, along with custom events, so you can see important metrics such as article views and clicks on your call to actions. You can even build a custom audience from your article visitors.
    2. Google Analytics tracker. A tracker will allow you to gather information on your article visitors, the time they have spent reading, other pages they visited, and depending on your settings, you can set up goals and campaigns to find specific users’ behaviors.
    3. UTM codes. This tool allows you to easily add campaign parameters to URLs so you can track Custom Campaigns in Google Analytics. Watch the video below to see a quick tutorial on how UTM codes work.


Bottom Line

Writing blogs can prove to be a very profitable venture if you put your focus on converting your blog readers into clients and paying customers. Following the aforementioned tactics will surely help you to appeal to various clients. 

Bear in mind that if you provide value to your readers via quality content, then the part where you try to convert them into customers and clients becomes a whole lot easier. 

Invest in your blogs, and the readers will invest in you! 


3 Reasons Why Service-Based Entrepreneurs Should Focus on LinkedIn

Generating leads and sales opportunities using social media seems like the promised land. Everyone talks about it. Where is the gold?

Many professionals and entrepreneurs are scrambling to find time to market their business on a multitude of social media networks with little or no results to show for their time and effort. While networks like Facebook, Instagram, Twitter, LinkedIn, and Pinterest each offer a unique set of benefits, engaging your audience across multiple platforms won’t necessarily drive results for your business.

LinkedIn is the hub for consultative selling

Most professionals that we help, get confused when we classify them as B2B. When we explain the concept of consultative selling, it’s typically the biggest “aha moment”.

So what is consultative selling?

This approach focuses on using strategic questioning skills to engage in a sales dialogue with a customer about their most pressing business issues. A consultative approach to sales requires the salesperson to consistency elicit feedback and use that information to ask the right questions at the right times. This ensures both parties are communicating and understanding each-other effectively.

Modern buyers are more informed and more prepared; they face an overabundance of information and options, come to the table with increased skepticism. As a result, the sales cycle has elongated, or in some cases stopped.

For professionals and entrepreneurs who offer a service, a consultative selling approach results better than the product-oriented approach.

How do you market professional services in the information-overload economy?

Entrepreneurs focus too much on how great their product or service is. They assume that we will be engaged, just because they are in front of us. The truth is, you must earn our attention.  I think most Sharks will agree with me on this one.

Robert Herjavec 

Fish where fish are

Your marketing plan should include social media marketing. You want to select the platform that takes you closer to your ideal buyer. Let’s take a look at the platform’s usage for B2B.

LinkedIn is great for SEO

If you haven’t already done so, apply some time-honored SEO principles to your LinkedIn profile so that you’re more likely to get noticed. Content optimization is one super simple way to land on the newsfeeds.

SEO or search engine optimization is a complex science among all other dominant Google algorithm’s 200 or more factors. SEO is mainly the practice of increasing the quantity and quality of traffic to a website. It’s a practice of optimizing web content for better ranking. By following the SEO best practices, an online marketer can place content on top of other similar topics.

According to this approach, people who are actively searching for particular information will be able to view your web content the moment they enter a query.

But it’s to keep in mind that search engines are continuously refining their algorithms. Each year, Google changes its search algorithm for several times. Although, many changes are minor, yet there are specific algorithmic updates that might affect the search results in significant ways.

Nowadays, SERP or a search engine results page takes in consideration images, social media information, videos links, article listings, ads and several widgets. Although keyword and critical phrase optimization are still relevant, yet according to the present Google algorithm change, now a digital marketer has to give importance to several other off-site elements also.

If you’re not taking advantage of LinkedIn Articles, it’s time to start!

LinkedIn Algorithm is unique

Content is reviewed by human editors

Part of the LinkedIn algorithm’s uniqueness is that it uses real humans to filter through user-generated content, and to learn more about what makes a post noteworthy (or not).

This is the stage where those humans determine whether your post is valuable enough to continue displaying in the LinkedIn feed. If your post continues to get engagement, the cycle continues, and it keeps getting shown.

There’s a lot of speculation that, at this stage, if your content is amazing, it may get a boost and reach more people.

Closing thoughts

LinkedIn is a trend that you don’t want to miss. Our flagship course, LinkedIn Ninja, will take your business to the next level. Learn more.




How To Use Google My Business Listing for SEO

If your list of “things to learn” to market your business has SEO (search engine optimization) on it, you are at the right place. I’m going to give you the most current SEO bites that you need to have a clear idea of how you can grow your business using this fascinating tool named SEO.

A decade ago, SEO was about keywords and content. For example, if you are a doctor and want to get more patients, all you needed was a website with a couple of pages that claimed your location.  Your SEO expert would edit your pages URL to do something called “site structure” so your website pages would look like:

In theory, if your URL has the keywords that most people use to find the services that you provide, then Google would find your website and get you traffic. Like I said, SEO was done this way, a decade ago.

Google My Business Listing Has Changed The Game Plan

Getting a local business listed on Google My Business (GMB) and other online directories is one of the fastest and easiest ways to get a local business to start showing up for local search results on Google. Google My Business connects businesses directly with their customers — whether they’re searching on Google Search or Maps.

Most SEOs who work with local clients consider claiming their GMB listing the first step in their SEO strategy. Surprisingly, 56% of local businesses haven’t claimed their Google My Business listing, according to Local Business Institute.

I know you want to optimize your website and landing pages with SEO, but you might just need to focus on GMB first.

How To Get Started With Google My Business? Is This Free?

Yes, it’s a free service, which is the irony of this amazing tool. It costs nothing for you to list your business. Now, to be transparent with you, the listing alone won’t just do magic and take your business to rank on the first page of Google maps or the Google search. It will take work, just as traditional SEO. We will work with content and distribution, but the good news is… the results come much faster.

If you haven’t claimed and verified your Google My Business Listing yet, that’s the first step. To get started, visit

How to optimize your Google My Business listing

Google will ask you several questions about your business just to make sure that you are legit. Please note, if you want to market nationally, I recommend to start your SEO plan here at GMB (Google My Business). You will be surprised by the results, I promise!

Updating Your Information Is A Key

Also, it’s important to realize that Google encourages people who are familiar with your business to answer questions, so that Google can learn more information about your company. To do this they simply click on the “Know this place? Answer quick questions” link.

Once you get your listing verified, your next step is to work is to optimize it. This is where most business owners miss their chance to claim their spot!

Optimize Your Google My Business Listing

I can’t mention enough how important it is to log in to your Google My Business listing account frequently since Google might require you to answer some questions that they need, to complete your listing. How cool is that!

Here is a list of actionable items that will help you advance in your optimization process:

  1. Review all the options from the menu. Your listing gives you options to add information, such as “call to action”, “hours of operations”, “services”. Make sure to complete all of them.
  2. Micro-site feature. This feature is ignored most of the times. Instead of using your website, Goole gives you the option to use a template so you can add your basic information. I recommend using it, since the speed and size will help you in accelerating the optimization process. This is what our micro -site looks like.
  3. Add high-quality images to your text.

Google My Business Updates or Google Posts

If you have used LinkedIn articles, then this feature will be familiar. If you haven’t used LinkedIn articles, then you might want to visit this link. LinkedIn articles are just as effective as blog posts, but they get you in front of your network much faster. Google updates / Google posts have a huge advantage:

Google Posts show up in Google search in your Google My Business listing (in the Knowledge Panel and on Google Maps). This is huge!!!!!

You can have fun with your Google My Business Posts by adding an image, a call-to-action (CTA), and even including a link to another page or website.

Not sure what type of Post you should make? Here are just a few Post ideas:

  • Memorial Day sale is a good reason to post an update.
  • Hiring new staff.
  • Announcing a promotion.
  • Hosting an event.
  • New service.
  • Featuring a new product.
  • Post a contest.
  • Sharing your latest blog post!
  • And many other ideas (here is how my help comes handy!)


Did you know that your customers — and potential customers — can send you text messages? This is a great way to connect directly with people interested in what you have to offer, and a great way to engage with people looking at your GMB listing (and you know that Google is always watching engagement.)

To get started with Messaging, log in to your GMB dashboard and click on “Messaging”:

How to optimize your Google My Business listing

You can then set up the message people will receive after they send you a message and your mobile phone number.


If you don’t want text messages sent to your personal phone number, you can download Google’s Allo app. When you set up your Allo account, use the same phone number connected to your Google My Business account. Now when someone messages you, the message will be sent to the Allo app instead of appearing alongside your personal text messages.


Transparency is the new currency. In other words, your reviews are money! I know that most business owners hire Yelp for reviews. However, they miss out Google which is detrimental to their SEO. Don’t get me wrong, I have no problem with Yelp. However, I recommend Google My Business listing more than Yelp, in my opinion.

Since we are covering this topic, by the way, reviews matter so much that you might want to take some time to strategize around this topic. Your marketing team should get you solutions to get reviews on Facebook, Google, and other local platforms.

Alignable is a great platform to build your network. It’s also connected with your Google My Business listing. If you don’t have an account, let’s get you here!

My Ask!

I’m assuming that you want to increase your business. Visibility is what you need and that’s my specialty.

I have a recipe called Forensic Marketing that works deliciously for business owners who have been hiring freelancers for all kinds of digital marketing services and nothing seems to make sense. My ask is that, if you feel that something is off with your marketing, I can take a look and give you a complimentary assessment. Our budget isn’t like agencies. We have budgets for all kinds of sizes.

If this makes sense to you, my offer is on the table! Book a complimentary Forensic Marketing assessment here.

To your success, greatness, and beyond we go!


A lead? A suspect? A prospect? What is the difference?

Your Network is Your Net-Worth

We just migrated our contacts to a new CRM system and my assistant asked me which tags to add to the contacts. Do we add them as leads? I said no. They could be suspects unless they have solicited an Assessment. The more tags she added, the more questions she had.  So, I sent her a Whastapp note to explain the different kinds of contacts.

If you are confused about tags for your contacts, you are so at the right place right now. I hope you can get some clarification after reading this post.

These 8 “Tags” Will Make Your Prospecting Really Simple

If you’re not sure what “tag” I’m talking about, it’s basically a way to classify a connection. Most CRM programs give you the option to “tag” the contacts. If you don’t have a CRM yet, just use a spreadsheet and add a color instead of a tag.

Tag 1: Suspect

Let’s pretend that you are a dentist and your primary focus is in families with children. Technically, the entire list of families who attend schools near you, are suspects. The person in charge of doing business development should work with your marketing team to get you access to those lists. If you just get names and emails, but you have no idea if those contacts will be interested in considering your services, use “suspects” as a tag and create a plan to move them further into your pipeline.

What are referrals?

A referral, by definition, is a suspect, unless is coming at a point where they have a budget in mind, they have explored other solutions, and your name was referred to them as a “second opinion”. In that particular case, you got a lead.

Tag 2: Lead

In simple terms, a lead is an individual or organization with an interest in what you are selling. The interest is expressed by sharing contact information, like an email ID, a phone number, or even a social media handle. The definition seems so simple, that “what is a lead” doesn’t seem like a question worth answering. But, that’s not true.

If your pipeline counts “leads” using this definition, you will find plenty of contacts who won’t respond your calls, emails, or consider your offer. Very often, individuals subscribe just to check your information, but they have no intention to buy. For this reason, if we want to build an accurate pipeline, then we will need to polish this classification.

So, what is a lead?

Someone fills up a form on your website, calls your company landline requesting info, initiates a chat on your website, or interacts with you on social media.

Is it a lead?

By a marketer’s definition..

This would be a lead. Because, for a marketer, lead is someone they can trail. You have captured their contact information – like a phone number, email or a social media account. If marketing can nurture them, and get them interested in a sales conversation later, it’s a lead.

By a salesperson’s definition..

They have just expressed a vague interest, and it can turn out to be the best deal of the quarter or just flat out junk. These leads are not qualified. So, sales would not consider this inquiry a “lead” yet.

What is a qualified lead?

Leads are considered qualified when they take a further action after their initial inquiry. For instance, if they specifically ask for a demo of your product, or take a free trial, they are sales-ready. Someone who downloads your free book won’t be as qualified as someone who attends to a 60-min live webinar, for example.

Tag 3: Prospect

Lead ‘ and ‘prospect ‘ are two terms that everyone comes across in a business scenario. Surprisingly, many assume various definitions and have different understandings of the two words although the terms are used on a regular basis.

Basically, a Prospect is a person or company that has the kind of problems or challenges around which you can create value. Also, You have to disqualify them if you cannot create value for them, or if they will never perceive the value you create.

In a nutshell, a Prospect:

  • Must fit your target market.
  • Must have either approach you or respond to your approach.
  • Should have the means of money to buy.
  • They should have the authorization to make the buying decisions.

I am sure that you have experienced a situation where someone approaches you about your services, you then reach out, schedule a presentation and provide all the information. In the end, the person tells you “this sounds great, let me talk to ______”. To avoid this uncomfortable scenario, make sure that you filter those leads, by adding extra layers before you can consider them “prospects”.

The figure below shows you an example where you have 1,000 leads, and 100 of them were filtered into prospects. From 100 prospects, 10 turned into customers. Your marketing system should provide you predictable outcomes so that you know exactly how many qualified leads you need to reach your revenue goals.

Tag 4: Sales Opportunity

Once you have filtered your leads and have a list of prospects, then your sales pipeline moves to Stage 2. This is the phase where you qualify your prospects, discover what are their needs, budget, and what questions do they need to answer before making the decision to working with you. A professional salesperson invests plenty of time and efforts developing sales opportunities and qualifying them, doing things like drafting customized emails, proposals, 3-way calls, demos, webinars, etc.

Tag 5: Verbal Commitment

Did the prospect say “yes I’m in”? Did they pay? If your answer is NO, then you don’t have a closed deal, yet. This tag is one of the most important ones. You need to have a plan to manage those who gave you a verbal commitment. At this level, your prospect considered your proposal and they are just waiting to fund it. Don’t celebrate yet! Things can turn in the opposite direction!

Tag 6: Client – Active

You closed the client, yes! This will be your favorite tag! You are on Stage 3. Your banking account is happy now that you got some money. Your pipeline should move the sales opportunity tag into an active client tag. It’s important to keep in mind that your business should measure the lifetime value of your clients. The more specific data you can build, the better.

Tag 7: Client – Passive

You provided the services to your client, they are happy. Make sure that they leave you a testimonial so that you can consider them advocators! There are plenty of strategies that you can implement so that your past clients become passive income for you. This will be a topic for another article, but in the meantime, just be mindful of this tag.

Tag 8: Client – DNC

What if the relationship with that client went sour and you don’t want to ever contact them! That’s where you use the tag DNC (do not contact). Your CRM should have this tag so that you don’t make the mistake of calling people on the DNC list.

Do you analyze sales funnels as part of your Forensic Marketing services?

I certainly do! In my opinion, there is no point in having names and emails if you can’t track activities that enable predictable outcomes. For this particular reason, we only use marketing strategies that are quantifiable and predictable. Visit our services page for a full explanation of who do we help.

To your success and beyond we go,

Jessica Campos

Forensic Marketing – The Key Ingredient to Enormous Revenue Growth

To put it in layman terms, forensic marketing provides you with all the evidence that points you precisely towards which of your marketing strategies and tactics is not functioning as it should. Read on to learn about the instrumental role of forensics in the marketing landscape

The Need for Forensics in Marketing

Forensics is not just limited to the marketing domain. For example, forensics plays a pivotal role in the realm of Medicine. Forensic Medicine assists in pinpointing the irregularities in medical treatments that general patients have to subject themselves to. Patient response is used to gauge these irregularities. 

Similarly, forensic accounting aids you in identifying accounting inconsistencies in standard records and practices.

As you are likely to observe, the common denominator between these fields is that they all identify inconsistencies, disparities, and irregularities. Take a minute and envisage the results you will achieve if you integrate forensics into your business’s marketing endeavors! If you go about it the right way, there is nothing stopping you from accomplishing enormous revenue growth for your business. 

Using a forensic approach to assess your current marketing efforts is pretty straightforward.  

What goes down is that your company provides a comprehensive solution for a bunch of individuals. This group is your target audience. You want to gain maximum visibility in front of this audience so that they are privy to your solution. You also want to convince and influence them so that they become a client of yours. This is where forensic marketing comes into play. At the end of the day, it is all about converting insights into actionable steps that your business can take to fulfill (and at times surpass) their goals.

Here is how forensic marketers analyze current marketing efforts using forensics to expose potential areas of opportunity.

Is it Easy to Locate Your Business?

Currently, people are on the lookout for organizations that are similar to yours. They are looking at other websites, search engines, reputable review sites, and various social media platforms (Facebook, Instagram, Twitter, etc.). Your business must be easy to locate in all of the above-mentioned places. What you need to do is to begin looking around by yourself. Make yourself believe that you do not have any prior knowledge and do your research like how a novice would do. 

As a case to point, clients always tell forensic marketing experts that they want their business to show up for a couple of critical keywords. Upon doing the research, it turns out that most of the individuals who are searching are not using those particular keywords. These people are using different keywords, which less experienced folks would be using. Hence, you need to begin looking around!

Can people easily find you on social media channels, search engines, and related sites such as publication websites? If “No” is the answer to this question, you should reach out to an expert in the forensic marketing realm who will help you to identify why your online presence is limited and what you can do to solve this problem.

What are the Chances of Lead Conversion on Your Website?

Pretend you are merely a visitor and explore your website. Are there lucrative offers present on your website for those individuals who do not want to reach out to you just yet? Does your website feature web pages targeting people in all stages of their buyer journey? Does your website narrate an impactful emotional story that resonates with potential buyers?

If the answer is “no” to any of these questions, you need to engage a forensic marketer. You should get in touch with one to pitch your suggestions on how to include the important details on your details that you have been missing so far. There are several business websites that look splendid but lack in the core areas, which are extremely vital to generate leads.

The great news is that it is not much of a challenge to upgrade to a well-constructed website that features all the missing pieces. Hence, what you need to do is to collaborate with a partner who can scientifically analyze what your website lacks and then suggest those necessary additions to facilitate you to convert more potential visitors to your website into leads.

Cultivating Leads for Sales Opportunities

Let’s face it, merely 10 percent of your leads are going to convert to sales opportunities from the onset. The majority of these people are going to be in the middle or beginning of their buyer’s journey. They are not too eager at that point to reach out to one of your sales representatives. How you nurture these leads is of paramount importance if you want them to get in touch with you when they are ready to reach out.

For instance, if you scroll down your email inbox, you are likely to come across several emails from individuals whom you do not know at all or have never spoken to. Are the people sending you emails repeatedly? This happens to all of us and is a prime example of a lead nurturing campaign gone terribly wrong. What you need to do instead is to earn their trust and educate them continuously on why they should even mull over going about things differently.

A comprehensive forensic review of your business’s lead nurturing campaign will examine click-through rates, open rates, offer mapping and workflows to identify where your campaign might have fallen apart and how you can enhance it to generate a greater number of opportunities for your sales division.

Cultivating Sales Opportunities to Convert to Customers

For forensic marketing, acquiring a sales opportunity is not the end of the line. The end game is when you get a new client or customer. You need to have a rock-solid sales process if you would like to finish strong.

What you need to do and what your goal should be is to build such a tremendous experience that potential customers would want to tell everyone about it when they enter your sales funnel. A forensic review of your entire sales procedure examines rates of conversion in every one of your present deal stages. It also checks the tools of communication, the precise engagement rates of these tools, and your close rate to identify at what point you might be doing something in the sales process.

This immensely invaluable forensic review generally generates revenue in a matter of weeks since it unveils potential areas that prevent individuals from engaging your services today. 

Importance of Data in Forensic Marketing

Data is the crux of forensic marketing. In the current times, we do not arrive at any decisions without adequate data to back those decisions up.  This gives us the confidence that we are making the correct decision. More performance metrics (quantitative) then validate that decision.  

You might consider your website to be lacking somewhere or realize that it is not producing sufficient leads. What forensic marketing experts will do is that they will examine all the data linked with your site. For example, your site could have a low rate of conversion (0.07 percent instead of 3 percent) or an exceedingly high bounce rate (85 percent instead of the accepted 55 percent). This precious data point to the fact that your website is not generating sufficient top-quality leads for your organization.

Having a thorough knowledge of such metrics aids forensic marketers to focus on prime areas that they can impact swiftly and in a quantitative manner. For instance, including the video component on your website will boost the average time a visitor spends on your website. This, in turn, improves the rankings of the website on Google and various other search engines. By incorporating content into those videos, the conversion rate will go up, and what this translates into is that you will generate more top-quality leads for your business.

Regular Monitoring

Often when you begin an investigation of any sort, it requires regular monitoring. You have to survey just as much as investigate. It is important to note that the answers you seek do not always lie in the data. At times, you will find out these answers in your marketing assets’ live performance.

As a case to point, what do visitors click on when they explore your website? How further down the web page do they scroll before they lose interest? Which specific web pages do they visit after checking out the home page? This kind of behavioral data may not be on hand at the start.  However, by gathering this data over a certain period (a couple of weeks approximately), you have further data to strengthen your hypothesis.

Post the initial forensic review, you would also want to monitor a broad array of metrics regularly. Your sales and marketing strategies will modify and evolve with time, so you will have to ensure these modifications have a positive impact on performance. 

Utilizing a forensic approach to review your sales and marketing strategies and overall performance is very much about being thorough and comprehensive in your approach. One cannot underestimate or ignore any aspect of the forensic review. There is a strong likelihood that the smallest aspect might generate the biggest results.

The other important component of this forensic marketing review is to know precisely what you have to do after you have successfully determined the challenges and issues of the marketing and sales efforts. 

If you are not able to rectify the situation, you will likely generate the same or even poorer results than what you achieved before the forensic review. Your prime objective in the capacity of Vice President of Sales or Vice President of Marketing is to unveil the weak links, correct them, and subsequently optimize the efforts over time. 

A forensic marketing review of your present marketing activities and sales procedure assists you to swiftly identify and correct these weak links so you can easily meet your monthly and annual revenue objectives. 

Request a complimentary forensic marketing assessment here. It doesn’t hurt to know your numbers.

Final Word

To summarize, the ultimate goal of forensics marketing is to highlight and show the specific areas that are not performing as well as they should and then subsequently showcase the value of enhancing performance in these areas. These enhancements will positively impact the generation of leads, boost the number of sales opportunities, reduce the sales cycle, better the close rate, and better the quality of leads that are streaming in.  All of this will ultimately lead to enormous revenue growth across the business.