Revenue Accelerator with Susan Gold

It is critical for a business to attract the right clients to grow. To be successful in business, you must serve the right clients. Susan Gold, a marketing strategist and founder of Susan Gold Coaching, joins us on this episode of the Revenue Accelerator Podcast. In my chat with Susan, she shares with us the steps she took to find the right clients and convert them into sales and revenue.

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Susan’s Early Days
Susan learned about marketing before the digital world existed. She had been in the corporate world for about 30 years and had previously worked in advertising agencies. Susan believes that the primary goal of marketing should be to connect with the right clients. In the previous companies where she worked, however, it was all about doing what the company wanted or what the other departments didn't want.
The Deep Feeling
Your business is not all about you. It’s about how you can attract clients and earn revenue. Susan often asks her clients to make a list of their customers and rank them according to how they are making them happy. They also analyze the business’ previous strategies and margin rankings.
Creating Influx of Ideal Clients
Getting a business’ ideal clients has always been a problem. One of the great marketing channels you can use is networking. Find the right network with about 60%-70% of your ideal clients. Otherwise, you need to change rooms as it is not the right network for you.
Stop bringing prospective clients to you. It will cost you a lot of money. Instead, go to where they already gather. You must know who your ideal clients are to know which network is right for you.

Getting your Prospect’s Attention
You must ensure that you can highlight the skills and changes that you can bring to improve the association. Engage with people and find ways through workshops and presentations.
You can go to your prospect's referral partners and find out the meetings, associations, and other things that they go on. This will enable you to discover the different network rooms you may enter.
Leveraging the Right Channels and Engaging with Them
Creating visibility doesn’t automatically get you leads and sales. You must engage with them and determine what their pain points are. These pain points are your prospects’ clients that need to be solved. This is where your role comes in. You must introduce to the client how you can contribute to this particular pain point and what value you bring.
The Things a Business Owner Must Do
You should keep track of who your clients are. Aside from thinking if you are a good fit for them, you must also think if they are a good fit for you in terms of revenue and margin. You must also know who referred them. This is to ensure that they are well-taken care of.
Find out who your ideal clients are and learn where they came from. You must understand their pain points to know how you can help them.

Resources Mentioned

Discover how Susan Gold helps businesses with their strategies: