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List Building Secrets

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Ridiculously Simple Strategies for Building Your Email List

Helping service professionals around the world attract great clients and build fulfilling, sustainable and profitable businesses. Clive Maloney


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Table of Contents Introduction ............................................................................................................................. 1 Secret #1: Understand the Power of Your List ......................................................................... 2 Secret #2: The Fortune is in the Follow Up .............................................................................. 4 Secret #3: It’s Not All about You ............................................................................................... 7 Local Strategies for List Building ............................................................................................ 11 Grassroots Marketing................................................................................................................................... 11 Speaking Engagements ................................................................................................................................ 12 Referral Partners .......................................................................................................................................... 12 Online Strategies for List Building .......................................................................................... 14 Teleclasses, Teleseminars, Telesummits and Webinars ............................................................................... 14 Tell a Friend Page ......................................................................................................................................... 17 Get Your Swagger On .............................................................................................................. 19


Introduction When we’re talking about list building, what we really mean is your database of people in your community. This community comprises of people who are following your work and interested in what you are doing. Because they have this interest in what you’re doing, they have given you permission for you to put them on your mailing list. People hate the idea of being on yet another mailing list, so to get them there it typically involves offering some kind of free goodie or ‘ethical bribe.’ Naturally, everyone wants to grow the size of their list. The more people you have on your list, the more relationships you can cultivate. In turn this leads to you helping more people through what you do and getting compensated financially. There are online and offline strategies for building your mailing list. They are both really important. Get your list building swagger on: Sign up for the course! >>

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Many people are really excited about the opportunities online with internet marketing. There are lots of things you can do locally as well. Meeting people and connecting with them in a more personal way really makes a huge difference in the amount of ‘know, like and trust’ you can cultivate with them. My sincere hope for our short time together is that I in some way inspire, motivate and influence you to take action and grow your list.


Secret #1: Understand the Power of Your List No big secret here, you might say. Everyone knows you need a list. The funny thing is that of all the entrepreneurs I speak to only a few seriously work at building their list. They do know that having a list of people they can regularly communicate with and share their services with would make a real difference in their business, yet that fail to do anything about it. So what’s up with that? Quite simply, other things scream louder. Building your list is one of those important but not urgent things so it gets put off in favour of the other myriad demands we face every day.

Sign up to the online course! (10-day FREE Trial) >>

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Putting money in the bank Building your list is like capital interest. The biggest mistake people make is waiting to get started. If I were to give you the choice of having £100 now or a penny doubled every day for 30 days, which would you take? Some people would say they’d much rather the £100 now. They can go and spend that money on something they want and they won’t need to hang around for 30 days getting a penny one day, two pence the next day, four pence the next and so on. But the smart mathematicians would know that after 30 days they’d have way more than £100. That penny might start out slow but it soon grows.

List Building Secrets Here’s what you would get… By day 10 you would have earned £5.12. By day 20 the amount would have gone up to £5,242.88. On day 30 you would receive £5,268,709.12. I don’t know about you but I’d take over £5 million in favour of £100 any day – even if I had to wait! List building is the same way. The sooner you start and the more often you make a deposit and the longer you contribute, the bigger the pay out at the end. It’s no good starting your children’s college fund when they’re 16. You start as early as possible.


Start building your list today!

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Secret #2: The Fortune is in the Follow Up Most people’s follow up leaves a lot to be desired. It is often very inconsistent and sometimes doesn’t happen at all. There are only three ways to increase revenue in your business. 1. Get new clients 2. Have your current clients invest more with you 3. Get your current clients to invest more often Most people focus on attracting new clients which is the most difficult and costly endeavour. They go out networking, place advertisements in the press and do all sorts things to gain the attention of those people that don’t know them and they have no idea will want their services.


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Yes, you do need to make some noise to drum up interest. The mistake they’re making is appealing to the tiny 3% of their ideal clients that everyone is dog fighting for. Here’s how it breaks down for most niche markets:

Ideal Client Behaviour

Shopping Open Aware Unconcious Denial

3% of your ideal clients are aware they have a problem and are actively looking for a solution. You just have to be in the right place at the right time to pick up the order.

List Building Secrets 7% of your ideal clients are aware about open to your services but are not actively shopping right now. 30% of your ideal clients are aware that they need a solution to their problem and will be prepared to pursue it sometime in the future. 30% of your ideal clients are unconscious that they have a problem or that someone like you exists that can help them with something they’re suffering with. 30% of your perfect, ideal clients are simply a NO. These people have the problem you solve, but for whatever reason, they are not ready to invest. There could be all kinds of excuses, but for some reason they’d rather stay with the pain they’re living with. Building your list, nurturing your subscribers and educating them about the problems they are experiencing and how you can solve them enables you to access a whopping 67% of your ideal clients! Sign up to the online course! (10-day FREE Trial) >>

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Everyone else who is not actively building and nurturing their list are all fighting tooth and claw over the 3% of people who are actively shopping.

List Building Secrets When you follow up consistently you will be top of mind so you’ll be the person they’ll hire over your competition. You will also have the opportunity to educate your subscribers about the problem they might not even know they’re suffering with and how you are the answer. Imagine how much money extra you could be putting in your pocket just by staying in touch. The easiest way to follow up, build relationships, trust and likeability is to build your email list of ideal potential clients who have opted in and given you permission to send information to them via email.


That’s why your list is one of the greatest financial assets in your business.

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Secret #3: It’s Not All about You Are you one of those people who worry about emailing people in your network in case they think you’re pestering them? Do you worry that they might see you as pushy or hard selling them? Relax. It’s all in the mix! If all you’re going to do is send out emails saying ‘buy my stuff’ then you’re bound to tick some people off. If instead you focus on building a relationship and providing value then it’s a whole new story. If you want to build a list of loyal subscribers who open your emails, engage with you and above all take action when you ask them to do so, you’re going to want to keep sales messages to around 2030% of your content.


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The remainder of your content should be focusing on giving value and strengthening your relationships with your readers.

List Building Secrets Here are some ideas about what you might email: Have a ‘get to know you’ sequence of emails where you provide information about yourself and your values and invite your readers to introduce themselves too. Have a newsletter. These should be regular, conversational and not too long. Follow the same rule of having 20-30% content as sales, the rest is about giving value. Share a case study or success story. People on your list want to know that the problems they have can be fixed. Show them how other people you have worked with have overcome their obstacles and achieved success. Recommend a resource. Read any good articles lately? How do you think your customers would feel if you sent them a relevant article about their situation and you said, “I saw this and thought of you?”


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Writing a blog gives you a constant stream of great content that can be shared with your subscribers. A blog can set you up as an expert and authority in your field. It can also give your readers a better sense of who you are. Send out some tips. This is a great way of demonstrating your expertise. If you’re giving these hot tips away for free, just think what value they might get if they hired you! Promote other people’s stuff. I’m not kidding! You can promote other peoples’ programmes and earn affiliate money as passive income to your business. I’m just scratching the surface here. If you really thought about it, I bet you could find something to say to people on your list every day if you wanted to. Aim to have one little nugget of value each and every time you contact them.

List Building Secrets Getting your message out If you’re like me and passionately believe in what you do then you have an important message that needs to get out into the world. The more people you connect with and the better you nurture those relationships, the more people you can serve. Growing your list gives you a vehicle to do that in. Focus on helping people. Just be sure that you do invite people to work with you so you turn that relationship into a commercial one. You deserve to be compensated for what you do. If you don’t get paid and can’t keep up with your bills, how can you continue to help people and make a difference in the world?


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List Building Secrets Refine, Refine, Refine What we’ve looked at so far is the foundation to list building. I will now share with you some simple, yet powerful, strategies for building your list. Before I do that, a word of warning…

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There are lots of things you can do to market and promote your business. List building is certainly right at the top. But the key to a successful business is not doing everything. It’s doing some things really, really well. It won’t take you a lifetime to learn how to make good money through business but it will take you time to perfect it. Whenever you reach out to people on your list, look at the response you get and ask yourself, “Why am I getting what I’m getting?”

If you want to get a really responsive list of people who open and read your emails, share what you do with others, pay you money for your services and come back to you time and again, you need to commit to lifelong learning.


Did fewer people open your email than normal? What has changed? Have you not been in touch for a while? Was your subject line not very compelling? Building a profitable email list is something that you will hone and fine-tune over time. Develop a heightened sense of curiosity about what’s going on in your list and you won’t go far wrong.


Local Strategies for List Building Grassroots Marketing A simple and often missed strategy is to utilise your current community of friends and fans. Write out a list of people you already know that would be happy to hear from you and find out what you’re up to. If you really think about it you should be able to come up with hundreds of people including neighbours, friends, family members, and people from church, groups and associations you’re with. The list is endless. Start with a list of at least 100 people. Once you have your list reach out to them with an email or letter and tell them what you’re up to. Explain that you’re building your list and want to get connected to people in your target audience.


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At the end of your message ask them to take action and be specific about what it is. Direct them to the place you want to direct them. It might be to your website so they can download your free gift. You might decide to give out 10 complementary consultations and invite people to come and spend time with you. Do remember that the fortune is in the follow up. Send your mailings out in manageable chunks and make sure you follow up with everyone, preferably by phone. Don’t underestimate people you already know. If you have a good relationship with them they will want to help you. All you need to do is tell them how and make it easy for them by being specific about what you need.


Speaking Engagements If you’re not too shy about standing up and speaking then participating at speaking engagements is an excellent option.

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At the end of your talk, or preferably just before you sum up, invite people to join your mailing list and receive your free goodie. Have a clipboard you can pass round or provide a web link so you can collect names and email addresses and get them signed up.

The chances are that there are a number of speaking engagements going on locally where you live. Good places to find events are meetup.com and eventbrite.co.uk. Check out groups that meet up often and then go ahead and contact the organiser. Explain who you are and that you have a 30 minute or so interactive talk or workshop called ___________. This seems like it would be a perfect fit for their audience. Would they be open to you coming and speaking? Don’t discount this option if you’re new to speaking. There are plenty of ways of starting up small such as speaking at your local networking group or on a teleclass or webinar with a few invited friends.


Referral Partners Another local strategy is to look for referral partners in your area that have access to a similar audience but serve them in a different way.

List Building Secrets Identify people who have their own mailing list who are the exact group of people you want to reach and then create an event together. For example, I had a client offering coaching to people who were facing retirement and wondering what next to do with their lives. His speciality was helping people find a purpose and plan for during and after retirement.

He could form a relationship with an independent financial advisor in his area. All he need do is explain that he’s helping the same community of people as the advisor and that he’s put together a thirty minute talk.


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The event could be hosted in the IFA’s office and if he would work with him and promote this event to people on his list, he would gladly give the financial advisor a percentage of profits for anyone who signs up to his services afterwards. The event would be hosted by the IFA and the retirement coach would be a guest speaker. This strategy works really well for two reasons: 1. Both partners combine their list to get as many people to the event as possible. The IFA adds anyone from the coach’s list that comes along to his own mailing list. The retirement coach also gets to add people from the IFA’s list by offering people who do attend a free gift or incentive to get them on their mailing list. 2. There is money on the table. While you may be able to get a handshake agreement on working together, money provides additional incentive to really go out there and fill places.


Online Strategies for List Building Teleclasses, Teleseminars, Telesummits and Webinars Similar to local speaking engagements, teleclasses, teleseminars, telesummits and webinars are a way for you to give value to your ideal clients, position yourself as an expert and build sufficient reciprocity to get them to sign up to your mailing list. In case you’re wondering, let me give you a quick rundown of what they are. Teleclasses This is simply you with a special telephone line where people dial in at a pre-arranged time to listen to what you say. You could get people just to listen in, or you could pause and open up the line for questions, which could be managed by you or an operator. Sign up to the online course! (10-day FREE Trial) >>

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These are simple and versatile – you can pre-record them and just get people to call in. You could provide additional materials like worksheets that people fill in along the way. You can record and transcribe the call and turn it into an information product… there are endless possibilities. Teleseminars This is a little more involved than a teleclass. It’s like having a live seminar, but is conducted on the phone or over the Internet. It usually involves a series of calls or sessions over the same day, or multiple days, almost like a conference with different sessions. It could just be delivered by yourself or you could include guest speakers. It’s best to use this if you want to go in-depth on a particular topic and give your listeners additional teaching. This is most definitely something you would charge for, whereas teleclasses are often a free introduction to you and what you do.

List Building Secrets Telesummits This is similar to a teleseminar except that you typically have several speakers. It could run over several days or weeks with your listeners tuning in at certain times. Again, you can record and transcribe the call. Even though this is a bit more advanced and more work to organise, it’s a great way to build your credibility in your marketplace because you’re amongst other experts. It has the additional advantage that you build your mailing list faster, as each of your speakers will be promoting it to their own audiences. Webinars These are typically PowerPoint-style presentations, with you and/or guest speakers narrating the content. You can combine this with any of the above formats.


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A webinar provides the advantage of you being able to explain your content visually to your audience. You can use these like teleclasses (i.e. free introductions), or you can compile several and run an online course where people tune in for the next module each week. Getting their contact details If you host your own online events then you will gain your prospects’ email addresses and contact details when they sign up. If however, you are a guest speaker on any of these events then you will want to build your free goodie in to your talk. Avoid giving details of your free goodie right at the end. Stop before your last important teaching point and tell them before you continue that you just want to share with them how they can get some free resources that will help them ____________.

List Building Secrets This way your audience will stay on the call with you while you explain your free offer and will more likely sign up. If they don’t stay, they won’t get the full webinar they wanted to hear.

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do is give an additional tip and say, “here’s what I do to help my clients,” or “here’s a tool that I often use.”

Blogging Blogging is great a thing to do and can be a lot fun. I write my own blog and share a lot of cool tips and strategies that help my community and demonstrate my expertise. But the thing is that blogging takes a lot of time. It’s a slow burn activity and you might not want to write regularly. Here’s something you can do that’s a lot quicker and easier. Go to the big blogs that attract lots of readers and who serve the same target market as you. Comment on the articles posted there. You might say “I love this article. I totally agree with what you’re saying here and this is what happens to my clients all the time.” Then what you Sign up to the online course! (10-day FREE Trial) >>

When you post this comment on someone else’s blog where you’re being helpful and providing additional value, you position yourself as another expert. Just be sure that when you sign it you enter your website and name.

List Building Secrets What you’re not doing here is selling to anyone or telling them to go to your website. You don’t tell them to go and download your free stuff. That’s rude. You just give your little piece of advice, your name and your website link. If you’ve chosen a popular blog then thousands of people will see your comment. When they see you’re comment many will think, “That’s interesting. He sounds like an expert. I’ll just quickly go and check him out” and they’ll click on your link.

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On this page you say that you’re so excited that they signed up and joined your community. Tell them that you’ve sent the link so they can pick up their free goodie. You know they’re going to really like it and it will make a massive difference for their problem or situation.

When they do arrive at your website what do they see? On the right hand side above the fold, where their eyes are drawn to naturally, they will see your free offer and join your mailing list.

Tell a Friend Page When someone signs up on your website for your free stuff, send them to a ‘tell a friend page’ on your website.


Then what you do is ask if they’d be willing to share these free resources with three of your friends who are also in the same situation as you. At this point

List Building Secrets you describe your niche and target market so they’re really clear about who would consume your free goodie. “If so,” you say, “would you be willing to put their name and email address in the little box below? I promise to not add them to any mailing list. I’ll just send them a quick note telling them that I have these free resources and that you thought they might be interested. Here’s the link to get them. As a thank you, I will send you my free _________________.” Here you have an extra freebie, report or resource that goes nicely with the one they just signed up for.


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Why does this strategy work so well? You’ve just given them something they want so people feel indebted to you. Also, people hang out with people that are like them. They will know plenty of other people in the same target market and demographic as them. Providing you’ve done a good job on your free goodie then they will want to share it with their friends and gain the recognition for doing so.


Get Your Swagger On Here we come to a close for List Building Secrets, but we have just started to scratch the surface on this highly profitable subject. According to a recent study1 small businesses spent an average marketing budget of £3,029 in 2013. They know the importance of attracting attention and getting people to their websites. But the biggest problem is not gaining attention; it’s converting that attention into paying clients and customers. If you can’t convert people you might as well flush 97% of your marketing budget down the toilet. Remember that breakdown I gave you earlier? Only 3% of your ideal, perfect clients are actively looking for your services right now. 1

Statistica.com


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If you could convert more people into paying customers through building a highly responsive email list, you would devastate the competition. Capitalising on that 67% of your ideal clients that could be converted in time is your way to make real money, and lots of money, since few other people are really concentrating on them. If 67% of your ideal clients were to buy from you within a year from now you will increase your sales by 2,330%. Even if my figures are only 90% right, you still stand to make over a 2,000% increase. There just isn’t enough time here to teach you all my list building secrets and I’d love to share them with you. You see, when you run a small business you’ve got to get out the gate quickly. If you’re just starting out you need to start making your deposits straight away. If you’ve been going for a while then you can’t hang around. The economy is beginning to recover and small businesses are on the rise. The quickest,

List Building Secrets most agile and the ones with the biggest lists are going to get ahead. That could spell bad news for you.

Introducing List Building Swagger Get instant access to my online course…

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Build your email list at faster than light speed. Put together a really cool ethical bribe to get people on your mailing list and agree for you to continue to market to them. Setup your opt-in form on your website or Facebook so you can get people on your list. Build an electronic newsletter or ezine that your list actually looks forward to receiving and reading. Gain massive trust with your email list and position yourself as an authority in your field.

Grow a List of 10,000+ Subscribers and Get Them to Buy Your Stuff! In this training you will learn how to:


Avoid the pitfalls and common mistakes that most serious list builders take years to learn. Drive masses of traffic to your website and convert them into happy paying clients.

List Building Secrets Get BIG results from a tiny budget. …and much, much more! Join us on the course today and get INSTANT ACCESS to this very special course. I’ve spent years building my list and made just about every possible mistake. I spent thousands of pounds on training, read dozens of books and have spoken to industry experts with hundreds of thousands of people on their list. I did this so you don’t have to. I’ve cut out the fluff and worked out exactly how you can go about building your list of raving fans to 10,000 people or more. List Building Swagger is one of the many courses and training videos available to you when you subscribe to my Virtual Academy for just £14.97 per month. You can complete the course at your own pace and come back to it as often as you like. Sign up to the online course! (10-day FREE Trial) >>

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Even if you only got one paying customer as a result of this programme, what’s that worth to you? Ten pounds? One hundred pounds? One thousand pounds? What if you got a steady stream of clients? Would that be worth £14.97? If you’re still not sure I invite you to sign up and try it for 10 days completely free of charge. It’s on me! Join List Building Swagger Today! I look forward to seeing you there!