1. Marketing automation provides a foundation for growing any small business.

2. Marketing automation systematizes the creation and distribution of content.

3. Marketing automation saves time, money and tons of headaches and bottlenecks. (When done correctly.)

Am I fan of marketing automation? You bet. We are Infusionsoft Certified Consultants who focus on implementing marketing automation that integrates Customer Relationship Management (CRM) with email marketing automation, ecommerce and much, much more all  in one, affordable system.

While Infusionsoft is the pioneer in marketing automation for small business, the real point of this article and video is that marketing automation, regardless of the specific system(s) you choose to use, can make a huge difference when it comes to successfully growing any small business. (We have hundreds of case studies on this.)

Here’s a video I shot to address how we approach integration marketing automation and the impact it can have on creating and distributing compelling content to grow your business.

If you don’t look at your small business as the single best investment you will ever make, then don’t waste your time watching this video.

What I’m talking about is most of the small business owners I meet every week tell me they want to grow their businesses. But when I ask them how much they’re investing in marketing and sales I get the dumbest answers.

I just don’t get it.

People actually tell me they want to double or triple sales. But they can’t or won’t (usually the latter) invest in marketing or sales.

So how long can anyone expect to remain in business without investing SUCCESSFULLY in marketing and sales?

Without effective and successful marketing and sales, it won’t be long before it’s back to finding a day job!

I just don’t get it.

Watch this video and learn the single most powerful marketing weapon we have to helm accelerate small business sales.

The simple truth is that most small business owners and sales professionals simply don’t make enough sales calls. We don’t have enough appointments. And we don’t make as much money as we’d like to.

Studies reveal that some of the worst offenders are sales people who, when tracked, invest as little as 20% of the overall work time actually selling.

If you’re a small business it’s probably even worse. Too many hats to wear. Non-selling professionals, accountants, coaches, therapists, engineers, etc. who hate sales are also in a the predicament of never having enough new business.

But, the reality is we all want and need more business!

In order to get new business you need…

1. New leads.

2. Leads that convert to prospects.

3. Prospects who become clients or customers.

4. Customers who become raving fans and keep coming back.

Here’s how I routinely double or triple the number of new business meetings each week, each month, each year for my team and my clients.

Listen to what I’ve got to say about this…

We all learned in Malcolm Gladwell’s book, Outliers, the more hours you commit to working at something, like Infusionsoft, you tend to get good at it. Really good at it.

Here is the single most important point I can make to any small business owner, entrepreneur or professional who currently uses Infusionsoft, is considering investing in Infusionsoft, or is using any system like Infusionsoft for growing a small business.

Start and implement your Infusionsoft system with a map. That’s it. (Write it down now. "Get off butt. Call Cliff. Schedule time to do serious mapping and planning today. Grow my business.")

My friend and business associate, Craig Jacobson with Open Spaces Marketing in San Diego, California, is an early adopter in the realm of what Infusionsoft and top certified consultants are now calling the Marketing Automation Plan or M.A.P.

Craig had a different name for it in the early days. Infusionsoft has since trademarked their version including The Perfect Customer Lifecycle which serves as a great visual aid and sales funnel model.

At WealthNet Partners we call it The Sales Acceleration Map or S.A.M. Our team of technology, business, marketing and engineering professionals can then take these S.A.M.s, one or two-page flow charts with detailed descriptions of every step of the marketing and sales process.

Why are these maps so crucial to successful small business owners? It forces us to come down from our 30,000 foot view. But it’s one thing be a great visionary and strategist. It’s quite another to execute tactically with the minute details of growing a business.

Business owners fly by the seat of their pants way too often. It’s dumb. And risky. And really expensive based on my personal experience the last 30 years in business.

The maps get us focused. Focus is powerful.

The first map we craft is the big picture. All the elements that impact sales results. Lead generation, conversion, nurturing with automated follow up, closing the sale, and fulfilling in a way that you develop tons of Raving Fans and referrals! The whole sales funnel so to speak.

The next level of maps we create is for each project, marketing campaign or launch you want to do. Instead of the 30,000 foot view, we drill down to the exact steps in a marketing campaign. This is what I call hyper focus!

These maps are created in programs like Gliffy.com and comparable online mind mapping and flow charting tools.

Without focus you are screwed in business. I used to be a very unfocused marketer and small business guy. Then I got help. My business coaches taught me how to focus, plan and execute in a much more disciplined way.

That’s what the mapping process is all about. The power of focus.

So let me ask you an important question. Do you have a clear road map and plan of ACTION for your business? If not, why not?

What are your thoughts about a process like this?

We always appreciate your thoughts and comments on the WealthNet Partners blog.

"Pay time" is about connecting with leads, prospects and customers. Sales is an essential discipline.

Here’s what I have to say about making 167 sales calls a day, even if you own your own business.

Even if you hate making sales calls!

The angle in this satirical plot is how could a poor, homeless guy, with no education or sophistication, make it the world of high finance and Wall Street.

In the end Murphy’s street smarts paid off handsomely.

But here’s the point of the story…

I’ve had this same debate going on in my mind, and with several friends for some time now. The issue at debate here is whether or not anyone, I mean literally anyone, could start their own business. (Not so much make it on Wall Street. I think the public perception of that world has shifted dramatically since 1983. I am talking about starting real small businesses that anyone can start.)

The answer I believe to be true today is, "Yes." Anyone can start their own business and here’s proof.

Read the book Banker to the Poor:Micro-Lending and the Battle Against World Poverty. It’s written by the founder of Grameen Bank. His name Muhammad Yunus. And it’s one of the most transformative and powerful stories I’ve ever read.

His story began with a $27 small business loan to a poor woman in a Third World nation. You must read the book. It’s amazing.

In the end, you too will know the real debate is over. I’ll compromise my point a bit in saying that almost anyone can start a small business given the following…

• A desire to see the possibility.

• Willingness to learn.

• Commitment to doing the work.

Of course, as is revealed through Yunus’s story, access to credit is a critical factor. Even if it’s only a $27 loan!

Do you know someone who’s stuck without a job? Perhaps someone you know is unsure of what they could do for a small business. Sometimes it just takes a little nudge to sense that it is possible to do and have more in life.

What do you think about ending poverty through entrepreneurship? At WealthNet Partners we are all about "creating real wealth through entrepreneurship." Can we create wealth by starting and growing successful small businesses? You bet.

This means regular people, from all walks of life, finding a way to start, fund, market and grow successful small businesses all over the world. And as Mohammad proved, this can be true even in the poorest slums of the Third World nations.

Perhaps it’s a window cleaning business. Or a residential landscaping business. Maybe a pool cleaning service.

Your business doesn’t have to be complicated. You don’t have to be rocket scientist. You don’t need to be rich to launch a small business of your own.

If you are unemployed or underemployed, you can change your situation. If you know someone like this, send them to us today and we will help them. Even if they don’t have a bucket of money sitting there to invest in their business!

The only real barrier is the one we create for ourselves.

How do we breakthrough the barriers we so easily create? We commit to learning. And doing. And learning some more.

That’s how.

We always welcome your comments here on the WealthNet Partners blog.

To your success.

Full disclosure… I am a certified Infusionsoft consultant and have been since early 2007.

If you aren’t familiar with Infusionsoft, and you own a small business of virtually any kind, you need to check the software out right away.

Want some free stuff to help you see the power of Infusionsoft? I am happy to share some really cool Marketing Automation Maps (MAP) and other free stuff with you if you contact me.

This was an two-day, highly intense implementation event for a group of select business owners, entrepreneurs and professionals from all industries and backgrounds- eCommerce, information marketers, consultants, automotive, healing professionals, artists, authors, physicians, etc.

Here’s the big lesson I learned from this powerful focus on implementation of campaigns, sequences, web forms, copy, video, design of templates, design of landing pages, and much more. (It was an all-out, A to Z attack on each clients’ Infusionsoft system.)

1. All software has it’s issues.

2. The biggest software issues are usually people related.

Like any great piece of software, Infusionsoft adds tons of value to a small business IF the owner and users of the system implement it consistently well. Is it perfect? Define perfect, please. Then we’ll talk.

Software implementation is not a one time thing, really. Implementing, applying, leveraging and getting a return on investment from software requires daily management of the system and clear communication among the users as to how the system is being used.

Software implementation is a moving target. Your list changes. Your marketing campaigns change based on testing data. (What, you’re not split testing? Ask me about this.)

Most important, you will likely change your mind about how to use Infusionsoft, for example, as you get to really know the software and see it’s potential at work.

What do I suggest then, if people are generally the issue with software, me included? I am writing in the context here of Infusionsoft, but this can apply to virtually any software implementation.

1. Create a mind map or flow chart of your marketing automation plan. We also call these Sales Acceleration Maps or SAMs. This is the foundation of all the moving parts that tie to your follow up and marketing automation. It is a critical advantage to have a MAP.

2. Pick a pilot for the system. Most business owners should not be their own pilot. Now tons of people may disagree with me on this. But if your area of strength is making and selling wing nuts or reefer trucks then hire someone to be your pilot for the system. They will work under your MAP and plan of attack, within the system, making it sing. You do what you do best. Sell more trucks.

3. Be consistent. The discipline of implementing a system like Infusionsoft requires daily and consistent use, maintenance and active management of the application. Otherwise, people get lazy, the system is not maintained and updated, and it starts failing. This usually leads to someone believing the software has failed them. It is usually not the case.

So there you have it. More lessons learned as we work in the trenches to help small business owners better start, fund, market and grow successful businesses. This is how we help people create real wealth through entrepreneurship.

Do you agree with me that people are more often the issue with software?

What are your experiences with Infusionsoft? What other applications do you feel my points would apply to?

We always appreciate your comments here on the WealthNet Partners blog.

To your success!

We don’t need to be listed in the Inc. 500 every year to have a successful, profitable and growing small business. But not everyone gets it, clearly. Meaning way too many small business owners are lacking serious discipline snd systems to follow up with new customers and ongoing services.

During my presentation some of the people in the room were simply fighting to get back to where they were a few years ago. Others were growing at a healthy rate and adding new employees. So makes the winners different and how can you apply what they’re doing to your small business for 2012 and beyond?

Here are three critical disciplines for small business selling success in 2012 and beyond…

1. Get the lead generation dialed in for your small business. Your website is the single most powerful marketing weapon in your arsenal. But it’s also one of the weakest points for small business owners. Develop and test new lead magnets for your website. Model the success of other powerful sites that convert. Get a consistent stream of new and high-quality leads coming to your business every week. SEO, pay per click, and other marketing tactics can net you a healthy ROI.

2. Commit to a sales-focused mindset, top down. If you’re not committed to sales results how can you expect anyone on your team to be? This means you need to show up every day and put your best foot forward. How does your 2012 plan of action map this out for you and your team? Do you have specific sales and activity goals? Do you use a system to manage your list of people and activities? Are you focused and showing your team that you are personally committed to developing new business every week? Do you have a solid opportunities and pipeline forecasting system in place? If not, get committed now.

3. Automate all your marketing and follow up. If you’re not committed to the discipline of sales and marketing automation you are leaving thousands or hundreds of thousands in lost sales opportunities on the table. Here’s why. If your lead generation, lead follow up and sales follow up isn’t automated and documented in a single, simple-to-use system, you’re missing new business and sales opportunities. Solution? Automate your marketing follow up. Get email to be a high ROI activity for you. Let the CRM system that’s right for you dial in your sales growth for 2012 and beyond.

There are the top three small business selling disciplines as I see it.

Look. The bottom line is we all want to grow our small businesses. And the simple truth is that we each have competitors with higher growth rates and more market share than we do. Which means there’s a ton of opportunity waiting for you if you choose to go after it and do the hard work!

Incorporate these three sales disciplines into your business and see what happens.

Your comments here on the WealthNet Partners blog are always appreciated.

Happy Thanksgiving to You and Your Loved Ones

As we approach the end of 2011 and I think about all the possibilities for me and our clients in 2012, it’s’ important for me to stop and be grateful.

In this moment of gratitude I want to share a gift. As many of you know, not only do I love to write and teach, I love to read and learn. My small gift to you is the recommendation to read one of the most powerful books I have ever read.

While I read many, many books each year, the most important learning I do is working with fellow business owners, entrepreneurs and professionals who seek to create real wealth through entrepreneurship. This means starting, funding, marketing and growing successful businesses. Reading is important, but doing is where the real learning takes place.

I see this work with you, my clients, and anyone who chooses to read my articles and books, as a supreme act of creation. Creation? Yes, creation.

If you feel the way I do, you believe we are the essence of creation. And within this lies our ability to create. This is the ability to create what you want or your vision for your business and your life. This is what matters most.

Our ability to think, act and create is affected by one primary aspect of our being. This is the underlying structure of our being. What you may or may not choose to learn in accepting my gift of gratitude is the distinction between the two opposing structures that dictate success or failure in life and business.

No person, building, work of art or any other creation can manifest without a proper alignment with the underlying structure. Think about nature for a minute. The wind, water, and electricity all take the path of least resistance. This is the innate way for humans too. But without the awareness of the fundamentals of structure, we are doomed to struggle more than we need.

In the context of entrepreneurship, this is perhaps is a new business model you want to create. Or a new idea that you want to test and take to market. It doesn’t matter what it is you want to create really. If we do not align completely with the creative force that lies within, we can not create.

I could go on about this subject for too long. But I realize most people these days will not read long blog posts, articles or even books. Most of us are "too busy" and distracted to do so. We simply can not assimilate the massive amounts of information thrown at us each minute, each hour, each day. So we filter. This I accept.

So in the interest of brevity, and in the heart of the Thanksgiving holiday, I want to share my deep gratitude to each of you who is part of the growing community of entrepreneurs here at WealthNet Partners.

And I want to share a gift that you can choose to receive or not receive. It is a recommendation to buy and read a book I have just finished reading. It was suggested I read this book by a wonderful friend and man. (Thanks Dave.)

The day Dave suggested I read this book I went to Barnes and Noble and purchased it. It was the last copy in the entire store. I read each of the 285 pages in the last three days. I did this because as soon as Dave described the premise of the book to me, I was compelled to read it cover-to-cover.

This book, the second edition, was written in 1989 by Robert Fritz. The title of the book is The Path of Least Resistance. Learning to Become the Creative Force in Your Own Life.

Of the books I’ve read life-to-date, it is by far one of the most transformational and high-impact. Why? Because of the fundamental lessons given in the book that relate to creating a business and life that means something to me. And to you, hopefully.

I told a few friends and clients of mine about the book. Usually I get a luke-warm response. Or something like, "Geez, Cliff. Another book you’re all excited about. WTF?"

I said I would buy them a copy. But I’ve decided I will not buy the book for anyone. At least this is way I feel right now. But this could change over time.

I feel this way because whenever I give someone a book most often it goes unread. I know this because when I ask to talk about it with them they tell me they have yet to read it. (My wonderful father is one exception to this seemingly persistent rule. He will read what I suggest so we can have an intelligent conversation about it.)

What motivates me to suggest great books, like this one, to my clients and friends is that I want to share ideas that will serve you in your quest to get what you want for your business and your life. I do it as an act of service. I do it out of love. Yeah, this may sound corny. But I mean it.

So the challenges I offer, along with my deep gratitude and desire to serve you, is will you buy this book and read it? Will you then be willing to talk with me or someone you know about it? Will you share it with others, even if it does not move you forward in the direction you want? I hope so.

Admittedly, this is somewhat self-serving because I want to have intelligent conversations about great books like this with you. Whether you are a client or not, I want to learn. And a huge part of learning is the discourse that occurs when we can discuss our respective experiences, challenges and successes in the context of creating the life we want.

One last point I need to make. We invest a lot of our time and energy helping our clients implement software to help grow successful businesses. If you read The Path of Least Resistance you will quickly learn that software, or any other function or tool related to process, has little to do with the success of a business.

The success of your business has little to do with software, any tool or process by itself. Yes, tools, software included, can help. But it’s your ability to align with the creative forces that lie within you that make the most significant difference in achieving success defined as what you want to achieve. In other words, the ability to achieve your vision is based on the creative force that lies within each of us.

Again, I am deeply grateful to all of you who read this and especially to those of you who contribute in your own ways to making the world a better place.

Your comments, thoughts and suggestions here on the WealthNet Partners blog are always appreciated.

Happy Thanksgiving.

I recently attended the Infusionsoft Customer Tour in Los Angeles, CA. Up at 4am Arizona-time, hit the airport, land in Burbank, all day in session and home at 10pm. And was it ever worth it!

Check out what I have to say about Infusionsoft raising the bar.