Weak Messaging

How Weak Messaging Can Derail Your Demand Generation?

Have you wondered why potential prospects walk away from your Tech firm without buying?

 

Do you know why your demand generation campaign is not yielding any result?

 

Do you know why sellers simply cannot connect with prospects and articulate value?

 

TechCEOs and leaders usually assume it’s your products, service offerings or lack of right references that keep prospects and clients away from you.

 

But often, it’s simply that you are confusing the heck out of your potential prospects and customers, and they’re going to competitors whose messages they can easily understand.

 

Have you watched any Hollywood movie lately? If we watched Harry Potter try to knock off Voldemort, settle into a nice lifestyle with his friends AND discover his true identity and past, that movie would be terrible. Real life is messy, but movies filter out all the clutter and give us a clear, compelling story.

 

Here are the three most common ways that Tech firms confuse (and lose) customers:

1. You only talk about yourself. Your messaging is ‘Me Centric’.

This is probably the most common thing TechCEOs do to confuse their customers. They lead by talking about themselves. Their service offerings, history, their awards, how long they’ve been doing business in the South East Asia, India and the US. Customers don’t understand how the information is relevant to them, and they tune out.

 

Why?

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Market of One

Selling To Market of One

In any tech market these days, there’s really first place, second place, maybe third and then the rest.​

Who wants to be rest?

When you think about markets such as fast food, consumer, tech or business, what are the first names that come to your mind? McDonald, Uber, Apple, Microsoft? 

The seconds, thirds and the rest simply don’t exist.​​


​If you are the rest, it is so darn difficult to get attention, attract prospects and get them interested in what you do.​​​​​

Ideally, you want to create your own kingdom and own it. Don’t you?

The point is there are only one or two names that will leap to mind in any category.
They own the category.​​​

They are the category.

And that’s where you want to be with your business. But how can you get to be first?

The answer to being first is not to simply “become visible”. You want to be visible in a way that is trusted, sought after, highly paid, in demand and authoritative.

Your aim is to be visible with authority. So visibility isn’t enough.

But you have another, even bigger problem. The bitter truth is that most markets are really crowded. The leader in any category has often been established for years, if not decades and will be difficult to replace.

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Having Clarity

Why Having Clarity Helps Drive Revenue Growth?

Anthony’s (not the real name) Company is a provider of Consulting, Advisory and Managed Cloud (AWS and Azure) Services to large enterprises.

 

Windsor Tech (not real name) serves as a consultant, an implementor and service provider for enterprises client and how those customers migrate work load from on-prem infrastructure to AWS and Azure cloud. Anthony is uniquely qualified to demonstrate how to clients can transform their IT by creating clarity throughout the entire company by getting everyone laser focused on the real drivers of revenue growth.

 

Yet, Anthony is struggling to grow his tech business revenue beyond $3.7M. Though Anthony is early in the cloud life cycle he has to compete with big boys such as IBM, DXC, Accenture and many other mid tier players to win business.

 

Anthony is selling into South East Asia and is also dabbling into Middle East and US markets.

 

When we met Anthony, the first question we asked him was the following.

What is your revenue growth strategy? Is it market expansion, market exposure or gain marketshare?

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10reasonsGrowth

10 Reasons Why Technoprenuers Don’t Grow Revenues?

Most of you got into tech business because of the “promise”.  

Promise to earn an income. You want to create money freedom for yourself and your families. The second promise is to create an impact. You want to grow, create impact for your clients and make a bigger difference in the world. The third promise is independence. Freedom to innovate without restrictions.

Yet, despite your best efforts, majority of technoprenuers I run into aren’t achieving all three of these goals. In fact, many of them are struggling to grow, tired or both. 

So, why is this the case for so many technoprenuers like you? 

 



1. Lack of clarity – technoprenuers are good in creating technical value. Not all are good in monetising and growing business to next level. This includes creating a revenue strategy that defines clear goals, markets, sales, marketing and talent. 

For example, lacking clarity in choosing the right market, kind of customers you have to pursue, right offering, deal size, go to market and resources to needed to get there can accelerate or derails your growth plans. When you lack certainty of direction in your business it causes you to be hesitant to take action on big decisions that will give you big results.

 

Self reflecting question: Do you have a well defined revenue strategy for your company? Does it fit into one page?

 

2. Poor execution – Translating strategy to execution needs both a process and discipline. Technoprenuers are usually impatient, try too many things and slip up on execution. Many companies have deployed brilliant strategies and still missed their number. This is due to poor execution. Companies who fall into this category will likely survive, but will find growth difficult. The execution of well defined strategy is where the magic happens.

 

Self reflecting question:Do you have an execution plan with clear actions, roles and responsibilities and target dates?

 

3. Passive marketing –  If prospects don’t know you exist, they can’t give you business. Most technoprenuers aren’t savvy in marketing themselves or their company. At best, your marketing is too passive or patchy. We have found that most technoprenuers have no clear marketing strategy at all, or at least none that they could articulate. They reported that while they might enjoy the occasional success, essentially they’re relying on luck more than anything else.

A feeble attempt to hire someone to “do social media” for the company is not a marketing strategy. Putting some content on website or in Linkedin is the easy part, getting anyone to read that content is what takes skill. When your content doesn’t do anything to attract readers, get their attention and drive traffic – you do not have a marketing strategy at all.

 

Self reflecting question: Do you have a well thought out marketing strategy?



4. Unreliable sales process – Technoprenuers rely too much on partners, joint ventures and other quick routes to get sales. They don’t realise that having organic sales capability increases your company valuation. Lack of a predictable demand generation and sales process results in prospects stalling or dropping out. Most of them don’t realise that their sales process is dead or does not exist.

The best tech companies today don’t use a sales process to sell.  They use a buying process to understand and match themselves to the customer. Understanding this helps them deploy specific actions and activities.  These help pull the customer through their buying process.  They help strengthen compelling events. And help prioritise the customer’s problem and use your solution exclusively to solve it.

 

Self reflecting question: Is your sales processes aligned to your customer’s buying needs? 



5. Unscalable model –  Technoprenuers get stuck with the same business model that worked for them in the past years. They haven’t revisited or changed revenue model to suit current times. For example, SAP shops are selling time & material hours or projects. Legacy shops managed services. Product companies selling on prem slapped with services.

What you don’t realise as a technopreneur is that if your business is primarily dependent upon you and your efforts, by definition, your business can’t scale. Also if your business model has a linear relationship between revenue and cost, it’s hard to scale because scaling requires a lower cost per unit of acquisition.

One of the mistakes a lot of tech business owners make on this subject is that they think in absolutes—in other words, they use binary thinking—either you’re scalable or you’re not. Irrespective of the size of your business, do know that it is possible to take your current business model and make it more scalable.

 

Self reflecting question: How scalable is your current business? Is there a linear relationship between revenue and cost?


6. Stale Talent – Technoprenuers are stuck with wrong set of people who might not be the right fit for the role. In early stages, you need misfits and in the growth stage you need builders and scalers. Some argue that talent is 50% of the business success equation. The other 50%, of course, is performance conditions. No matter the ratio, your people are key to hitting your number.

There are 3 errors technoprenuers make in hiring.

  • Hire someone with wrong competencies.
  • Hiring people but not communicating and tracking accountability.
  • Compensation is not in alignment to what you want to achieve.

Making a mistake here sets you back by years. Many technoprenuers have burnt a lot of cash, time and have also fallen prey to cynicism.

 

Self reflecting question: Do you know who to hire, how to make them accountable and how to set compensation?

  

7. Lack of measurement – What does not get measured does not get managed. Usually, technoprenuers run their business with this formula. Acquire new customers, retain your customers and grow your customers. Sounds easy. Yet it is so difficult to unpack without proper measures. Most technoprenuers are not even on top of their sales pipeline!

If you do not have a way of measuring your lead flows, deals, sales cycle length, deal size, conversion rates, new vs repeat business – you are already in red flag area. You will be overwhelmed and will not know what and how to control in your selling function.

 

Self reflecting question: Do you know what to and how to measure, in sales, to take control of your revenue growth?

 

8. Lack of patience – Passion and patience go hand in hand. Living in line with your passion will probably require that you go slower than you might want to. It will definitely mean that you say no more than you say yes. Being patient and yet methodical will go a long way in taking you forward.

Technoprenuers often try too many things, when something does not work, and end up spreading it too thin. They don’t give enough time to work on one thing to reach a goal before getting onto another. This attitude often derail any progress made.

 

Self reflecting question: Have your tried sticking to one thing and giving it time and energy to succeed? How often are you distracted from your path?

 

9. Hit refresh – After tasting a bit of success in the first few years, technoprenuers struggle to change their ways and be more in sync with the current environment and business situation. They struggle with this question. w“Is change possible?” and “How can I be effective in creating change?”.

They fail to realise that the key to creating change is to acknowledge that every behaviour has a ‘frame of mind’, constructed of values, beliefs, identity and intention, and unless this is addressed your mind will act like a gyroscope bringing your behaviours back to this frame. The cost of this ‘stuck’ behaviour is not just in dollars but confusion in your company, amongst employees, who are paralysed by lack of communication and cohesion at the top.

 

Self reflecting question: Are you stuck in a fixed mindset patterns influenced by old beliefs, past failure and misplaced intentions?

 

10. Lack of Self Leadership quotient – Let’s first define Self Leadership. Self-leadership is about taking responsibility, get as much information and use your autonomy to make decisions to take purposeful action. Self-leadership empowers people to adapt to the current circumstances whilst maintaining a strategic focus towards the larger goal. 

Often times I find technoprenuers who have stopped growing have succumbed to the environment (board, investors, employees and market situation) and sub-consciously stopped taking responsibility for their current situation. Without this you lose the ability to influence your communication, emotions and behaviour and
get in your own way of reaching your goals and aspirations.

Self reflecting question: How do you perceive, feel and understand your current situation in business? 

 

 

P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.   Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.   Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3.    Join our Techcelerate Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action now and grow. Best Wishes.

Revenue Strategy

How can technoprenuers connect revenue strategy to execution plan?

With a new year starting the timing is right to shift the focus to executing your revenue strategy with precision and achieving the planned outcomes. We have clearly see that technoprenuers who spend quality time in putting together a focussed revenue strategy and execution plan are far more successful that those that simply wing it.

It does not matter if you are a 20 person or 200 person tech shop. Having a plan and focussing your activities in the right direction will yield results.

Here is a sample revenue strategy and execution we put together for one of the mid sized tech firms that wanted to 2X revenue within next 12 months. We simply chopped off a geography and 2 products from the basket!

 

The tolerance for under performance is diminishing each year as technoprenuers understand that revenue growth (and sales) is a science not an art form and good planning and implementation methodologies do deliver results.

If you cannot plan and see how to make the money at the start of the year
the results are most unlikely to be there at the end of the year.

Technoprenuers spend considerable amount of time and effort in running their business but spend very little time in planning and translating that plan to quarterly action plans.

Often they find it cumbersome and tedious. Sometimes they simply do not know how to put this together and translate it into an execution plan.

For those who are struggling to put together a plan, here are some outline that can help you along the way.

In Agility Nexus revenue planning process, we focus on 4 areas – core strategy (where to focus to achieve our numbers), product/ solution portfolio, sales and marketing.

1) Core Strategy – In developing our core strategy we look at our desired revenue numbers, share holder expectations, how fast we want to achieve it and what resources we have to get there. We also look at markets, competition, product/solution lifecycles, our position and a future paced outlook to achieve our results.

 

2) Revenue Planning – We then move onto a detail plan that goes one step down into mix of segments, product/ solution portfolio, existing customers, new customer acquisition, products, territories and revenue opportunities.

 

3) Breaking down the revenue plan – this leads us to objectives of the revenue plan (includes both marketing and sales) and what are the requirements (and needs) to get them delivered. We use a 4 quarter, 90D sprint planning process to plan and execute the micro detail of what is required to be completed each day, week, month and quarter. The activities with the customers which steers the direction from where the sales revenue will be derived.

 

4) Sales Funnel and Process – We then develop (tweak) the sales process and funnel, by applying AICP framework (Attract, Interest, Convert and Propagate) that incorporates customer buying journey, acquisition channels, attraction and conversion tools that brings in paying customers. This also boils down to detailed weekly execution plan.

 

5) Weekly/Daily Progress Tracking – when you understand the activity requirement for the business, you can then monitor to ensure the activity, and the right activity is occurring. This is the engine behind any revenue results being achieved. We monitor the following key areas with well defined KPIs.

  • Demand Generation activities
  • Sales funnel activities,
  • Client conversations and conversions.

 

6) Monthly Review & Meetings – Technoprenuers should also review progress, on a monthly basis, with individual team members to the plan, realign them where necessary and remove barriers that will stop them achieving. You should keep the team focused on the right activities and allow them to demonstrate how they are managing prospects and customer base.

 

7) Quarterly Business Review – keeping the revenue plan active with a runway of one or two full quarters ahead, at any time of the year is a must. Ensuring the activities are feeding the short and medium term objectives of the company.

 

With the focus on performance, effectiveness and results maintained through quality dashboards, the team will understand how to manage and deliver the planned results. The most important contribution of all is frontline coaching and reinforcement of the activities that deliver success.

If you don’t have one, get started with your strategy and execution plans. It will clearly differentiate you from your competitors and focusses your efforts to achieve maximum results.

 

P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.   Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.   Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3.    Join our Techcelerate Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action now and grow. Best Wishes.

Authority

Why Build Authority Positioning in Your Niche?

Ok, you have built a kickass cloud management, optimization platform. Or you have just built an AI widget with APIs that can connect with gazillion apps.

Now, who knows you in the cloud or AI industry?

Have you established your presence at least in your target market?

If you are not systematically and methodically establishing yourself as an authority, at least in your target market, you are ignoring the true power behind the marketplace. This is the axiom behind authority marketing.

As a technopreneur, if your firm is not able to sharply differentiate itself from others around you, you are just another company in the mix.

But if you do, then you are on your way to becoming an authority in your niche or chosen field.

An authority has all the knowledge stored away. An authority who disperses his or her knowledge in a way that people rely on and seek is a celebrity.

Authority positioning affords your business to leverage its experience to gain an elevated expert status within the specialized confines of their industry. You become an educator and advocate for the success of those who rely on you;

then, your audience can find (and trust) you.

 

Fast-Tracking Your Authority

Strategies used to optimize your position as an expert celebrity include highlighting local (or regional) press, writing books and other authoritative and informative materials, and distributing your writing so that it becomes widely available.

You must provide your target audience with so much content and proof, showing that you understand and empathize with their needs, so that you are the only choice in their minds. This could be done by being interviewed on podcasts your target audience listens to, or even starting your own podcast so you can open huge doors of opportunity for your business by interviewing influencers in your industry.

For example, one of my clients, for whom I’ve helped position a youtube strategy, has told me that their youtube is now syndicated on different platforms, increasing its exposure. My client also uses the platform to approach prospects with the ask to interview them, opening the door for future conversations about my client’s expert services.

 

Think about this: If you were looking for a Digital firm to help your business get closer to cosmetics users who are predominantly teenage girls, how would you make your decision?

With the first Digital company, you meet them at your local tech group and think they pretty friendly, at least from what you can see in early morning networking meetings!

With the second Digital firm, you notice they were recently featured in your local chamber of commerce retail summit, wrote a popular ebook on how to structure user experience (UX) for omnichannel retail consumers and has a weekly podcast you listen to about recent developments in retail technology.

Who would you choose?

Both may do a fabulous job, but we are all so busy that we tend to make decisions based on who seems to be the most qualified, and this is tied to visibility. In fact, the accountant who has established himself as an authority has vastly improved his “perceived value” in the marketplace.

 

Placement And Positioning

In the real world of business, I have found that respect comes not from media savviness but from the ability to make your knowledge into something useful for others. The primary way business owners can generate widespread respect for their authority is through understanding the technology and methods they work with and generating solutions from them.

Being able to generate and distribute applications for what you know will garner substantial unassailable value.

Authoritative entrepreneurs must display not only a tolerance but a thirst for change. When others are unsure of their response to change, the authoritative business owner must maintain a consistent viewpoint that portrays a protocol in place to allow change to be integrated into the business.

Look for ways to document your knowledge. It may be recording your thoughts with your phone about a specific problem you recently solved for a client. Guess what you can do with that?

Transcribe the recording and repurpose it into a blog post, your next email update to your clients, a social media post — the list goes on! See how easy this can be? But the first step is getting started and deciding to keep it up, even if it’s only once a month!

Remember: Building your authority should be your No. 1 priority.

Go to Market

How to keep Go To Market Strategy simple?

I have been observing and working with company companies on how they take their product or service to market. While most have it right to a certain extent a lot can be done to make GTM slick, precise, high yielding and cost-effective.

This one diagram says it all.

Now assuming that you are not a startup and you have a product or solution that has been commercialized and is available to the public, your company can amplify one of these two areas: Sales and Marketing.
When I am working with a $20M revenue company, I still see CEOs make a mistake in not use the right GTM strategy to drive revenue. For example, hiring a high-touch, expensive sales force to sell a low-priced product can be disastrous. After this misstep, an otherwise high-potential company may fail to grow fast enough to compete or reach profitability.
Here is another chart to show more attributes that can decide your GTM strategy.

P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.   Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.   Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3.    Join our Techcelerate Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action now and grow. Best Wishes.

8 Tech Firm Marketing Activities To Do Every Day

Technology firms marketing is now an umbrella term that encompasses a whole bunch of actions. It’s important to note that the “run-of-the-mill” marketing activities that work for any old business aren’t necessarily going to be the best fit for technology firms, however. What’s more, some technology firm marketing activities are going to be more worthwhile than others depending on your immediate goals.

Before You Get Started: Assess Your Tech Firm’s Objectives

Technology firm marketing should be executed based on what you’re trying to get the prospective client to do next.

Do they need to know simply that your business exists, or why you’re the best tech business in your domain area for them? You could even be at the point where you need the client to officially agree to working together. Here are quick summaries of common tech firm marketing objectives that technopreneurs face all the time:

  • Building Authority: Make sure prospects know you are different from other tech firms next door by presenting your point of view on both your domain area and common client issues.
  • Establishing Trust: Allow prospective clients to get to know your personal tech brand by making an introduction and revealing your personality and values.
  • Demonstrating Capabilities: Help clients realize your specialty tech areas and reassure them that you truly solve problems for your clients, in their business.
  • Asking for Referrals: Keep the business coming by asking your established, ideal clients to introduce you to other people just like them.

Depending on the maturity of your tech firm marketing strategy, you may be in a position where you need to work on all of these things at once, or just focus on a couple of areas in particular. For each of these objectives, there are some ideal marketing activities (that you can do every day, of course) that will strengthen your overall chances of success.

 

Tech Firm Marketing Activities for Meeting Your Business Objectives

Building Authority

authority-law-firm-marketing.jpg

Publish Regularly

If you want to prospective clients to identify you as the tech “expert of choice,” you’ll need to show off a little. Write down your point of view on hot technology and domain issues of the day and transfer that to a digital medium. It’s a great idea to get a blog started on your tech firm’s website, but even if you don’t have one, using LinkedIn Publishing tools is a great way to broadcast your tech business knowledge.

If writing for tech firm marketing isn’t your strong suit, try finding your voice by reading tech journals and blogs. You will get an idea.

Give prospective clients that have agreed to communications links that go directly to your resources. That way, you have more control over whether you’re reaching the right people instead of hoping that they’ll stumble across you. Just be sure to keep your contacts organized by the practice areas and topics that are most applicable to their needs.

Read More

Why Technoprenuers should focus on creating business value?

‘By now, we all know about the “merger of equals,” where Cloudera is acquiring Hortonworks to form the big ‘big data’ technology company. The deal signifies that the Hadoop market could no longer sustain two big competitors. Hadoop has been synonymous with big data for years, but the market — and customer needs — have moved on.

Companies of all sizes are increasing their adoption of AWS, Azure, and Google Cloud services at the expense of on-premises infrastructure and software. This is a no-brainer.

So what’s the lesson for technopreneurs in here?

While it is good to build your technology practices (with changing trends and times), it is far more important to solve customer problems and create business value.

At the end of day, selling to your customer means conveying what they value, not how cool your tech is

For starters let’s define what both business and technical value look like?

 

Technical value: This is the value built into the technical implementation of whatever solution you offer by the engineers in your organization. The complexity of solutions and advanced technology add value. Simpler implementations and common technology reduce the value. 

 

Business value: This is the value extracted from your solution by the customer to run their business. This is the WHY of your whole solution – why the customer would want to use it in the first place. Usually, this value can be measured in terms of revenue, growth, reduction of complexity in business systems, saving of time and simpler transactions – things that help your customer improve their business

 

Most Technopreneurs I meet are either a technical CEO who have a scientific or engineering bent themselves. Although they’re obviously aware of the need to win customers and grow the business, sometimes the temptation of a big juicy technical problem to solve with a stable of engineers is just too much.

I’ve seen many business leaders go from a state of boredom to full-on orgasmic glee in an instant when I ask about the latest thing they are working on.

Typical ‘shiny new object syndrome’.

When developing and selling value for your customers, use the constraints and rules of creative disciplines like writing and creativity to satisfy the engineering mindset of solving problems while at the same time tapping into the human and business needs of the customer.

Solve business problems. Leverage technology. But don’t get married to it.

Good luck.

 

********************************************

P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.

12 Accelerators

The 12 Accelerators: How To Scale Your Tech Business Fast?

I want to teach you the model that helps us scale your Technology businesses.

You could be a System Integrator, Software or Hardware OEM, Specialist Services Player (Analytics, Security, AI), IT Services or into tech business that is into a consultative selling cycle.

I don’t know how much you know about the work that we do, but our job is really simple.

We take Technology businesses with an annual run rate of USD 1M up to USD 10M and take them from $X a month and help them to get to $2X within a year. And we do it with this model right here:

More than anything in the world, I want you to have a technology business that can scale.

And what I mean by that is a Technology business that gives you more of three things.

I don’t know why you became a Technopreneur, but I’ve got a hunch that there are three things that you want.

Money

Number one, I want you to have a technology business that takes the lid off the amount of money you can —the amount of cash you can make, and income you can make from your business.

Most tech businesses are stuck or limited —the amount of money they can make mostly depends of the number of clients added, number of projects executed or number of licenses or subscriptions sold. If this is not happening, you are not making money.

So, we want to take the lid off money.

Meaning

Number two, that maximizes the amount of impact you can make.

So, in other words, that instead of making a big difference to —like 5 or 10 or 15, maybe —like, 20 clients, that you can impact hundreds of clients instead. Or you can pick and choose key clients with whom you want to do business and grow.

 

Freedom

And thirdly, the amount of freedom you can enjoy; we take the lid off that as well.

I want you to have more money, and more meaning, and more TIME freedom.

But more money, and more meaning, and more freedom are really the three things that drive me and most of our clients.

The three things I think we want more to grow your Tech business.

To get more money, more meaning, and more freedom, there are FOUR parts of your technology business that we need to focus on.

 

Attract

We need to look at the way you attract leads, the way you get them interested, the way you convert them into clients, and the way you deliver your service so you can help more clients succeed — and make more money.

Right? Here’s what happens, though.

Most technology businesses aren’t built in a way that can scale at all. Most technopreneurs don’t have a system that helps to attract prospects, get them interested, convert deals and propagate your good work.

Because they don’t, they end up with no audience or pipeline. Right?

In a little bit, as we go through the How To, I want you to kind of —to look at this not as, “Oh, this is interesting content that Mag’s teaching.” But I want you to look at your technology business through this lens.

Now, most people don’t have a way to get enough leads in. So, then, no audience. Like, world’s best-kept secret; no fun at all.

Most —so, that’s the opposite of being able to attract.

 

Interest

Once you are able to attract prospects to your domain, you need to get them interested in what you do or offer.

Without interest, you will not be able to get engage deep with your prospects. Interested prospects are curious.

They would like to know how can you solve their problems and get them to a safe place. Your prospects are inundated with choices and are facing an overwhelm. Without interest, you are not going to go too far with them in their buying cycle.

 

Convert

If you think about the convert side of your business —the way you convert prospects into clients.

Most technopreneurs don’t have a way to convert the client —prospects into clients.

They end up with a big fat cash problem called, “no sales”. Right?

No audience means your marketing is limited.

No sales mean we’re not converting prospects into clients. So, it hurts our dollars.

 

Propagate

Now that you have successfully delivered your client engagement, how can you make your client become a raving fan of what you do?

How can you ask for referrals? How can you make your client sell for you?

This something big companies have mastered. Technopreneurs are often in the dark when it comes to propagating their body of work through referrals from existing customers. You need a system to get this done.

The 12 Accelerators

What I want to do in a second is I want to share with you the twelve accelerators — the twelve projects that we use to drive a technology business and take you from where you are right now to a 2X dollars a year in the next 12 months.

We’re going to start with Attract side of the model because frankly, we’re going to generate leads and we’re going to sell stuff. We need to know what we’re going to get leads for and what we’re going to sell.

Okay? So, under Attract, there are three accelerators —three kinds of focus areas that we zoom in on in order to grow your Tech business.

 

Attract: Segment

What is your target segment? Who is in your target market?

The easiest way to think it is who do you love dealing with? Who in the past have you had good success with? Who you like working with on a day to day basis and could do for the next year or more?

So there is your target.

We can then get deeper on that, of course, and look at what keeps them up at night, what the pain is. But for now, choosing the right target market and the segment will allow you to focus, message and differentiate yourself from the competition.

 

Attract: Build authority

The second thing that helps your business to differentiate is to build authority.

Positioning yourself as an authority is critical. It affects how many referrals you get, how much clients will pay, and, when done correctly, can begin a new chapter of truly enjoying your practice.

To go from ‘Who are you?’ —best kept secret— to kind of a big deal in your space is extremely crucial.

So, we want to fill your funnel; that’s about getting leads in. And then we want to build your authority so that it’s easier to sell to the people that you’ve got —so they become quite a big deal. The more authority work we do, the easier that sales become.

 

Attract: Install automation

Again, so that you don’t have to do all of this stuff yourself. Automated just means you don’t have to do it.

So, it might be that you have a virtual assistant running some of the systems for you.

It might be that you have an active game plan campaign or Hubspot, or any other software gadget —some kind of system that you can design a campaign and just have it run for you every single week without you having to be physically involved so that marketing does what it needs to do.

When we can do those three things; Segment your market, build authority, and install automation, guess what happens?

Now, you’ve got an attraction system that is absolutely humming.

We’ve talked about the three accelerators for how you attract leads into your tech business. And in just a moment, we’re going to talk about the way you get them interested in you.

But what I’d love to know right now is if you think about these three attraction pieces, what do you need most right now?

Do you need to analyze your market and identify your target segment?

Build authority and become a bit more of a key player in the space?

Or is automation the thing that you most need?

Do us a favor and just type into the comment box, which one of those three? Leave us a comment, which one of those three do you need most right now?

Now let’s move onto the Interest side of the model.

So, under Interest, there are three accelerators —three kinds of focus areas that we zoom in on in order to grow your Tech business.

Interest: Sell with webinars

So, on the Interest side, the first thing we’re going to do is we’re going to audition clients. The second piece is to sell with webinars.

Big fan of the old webinar; done a bunch of them in my time. And frankly, it’s a little bit of a secret weapon.

There’s something magic about being able to show up on a webinar, and have a few hundred perfect prospects show up as well, teach your heart out for an hour or a little bit more, and then have them jump on your offers and say, “That was incredible, but I want more.”

That’s exactly what we want. Okay? And so, the second Interest driver that we run to grow your tech business is to sell with webinars. And that —which leads us to the second.

 

Interest: Fill your funnel

So, the second thing we need to do in the interest side is to fill your funnel.

Most technopreneurs don’t have a funnel, and if they do, it’s not full.

And so, there are two parts of that:

It’s designing out the perfect funnel to get you the leads that you need, and then turning on the traffic tab to drive people through —whether it’s to a webinar or a case study funnel, or an appointment funnel.

We just need a simple funnel that drives new traffic your way and generates the leads you need for your funnel. That’s the first project —that’s about getting rich.

Convert

On the convert side of things. There are three ways that you can scale up client conversions.

They are Strategy Session, Value Builder, and Killer Proposal. Each of these is designed to convert your prospects into paying clients.

 

Using this framework, we have been able to help technopreneurs install systems and tactics that allow them to scale with very little resource investment. Without a system, a process and an approach you are pretty much stumped and cluttering yourself with unwanted activities.

In summary, I don’t know what your colors are. Whether you have a lot of greens (going is good), or lots of oranges, or lots of reds. But if you had more greens and oranges than you’d like —or frankly, you’re on the right track.

But you just want to go faster— then, I’m really glad you’re here because later this month, we’re starting a brand new case study group for our Techcelerate Program.

And we’re going to work really closely over two or three months with a small group of coaches and help them to implement these systems week by week by week to go from red to yellow, and yellow to green.

It could be the perfect way for you to go from where you are to 2X your revenue within a year in your technology business quickly. In it, we cover each of these twelve accelerators with a heavy focus on – Attract Cycle, filling your funnel, and then converting opportunities into deals.

Take good care. I’ll talk to you soon.

 

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P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.