It takes attention to succeed. 

You need to give attention to the relationships that make you thrive... and you need attention in return.

If you look back at your own relationships... the ones that didn’t work... you’ll probably see that what left first were the little things.

It’s like we don’t know what we have until we lose it. 

So treasure your relationships with the most significant people in your business: 

Your customers, clients, prospects, list. 

Give them the attention they need to succeed. Help them. Do little things. Go out of your way. 

A mentor of mine says, "Move the free line." Give what no one else is giving: 

Attention. 

Because attention is a currency. 

We say, "Pay attention" for a reason. Respect that. Offer value in return for the attention. 

This is not a short-term strategy I speak about. 

No.

It’s a long-term investment. 

An investment into the attention bank. 

And just as it is important to give attention, so too must you keep healthy boundaries. 

Do not give without asking in return. Make it clear you are a business. Make it clear you are investing in your relationship with them, but you do it for a reason. 

It is the shadow of any relationship. 

Instead of hiding your intentions, be forward with them. Be transparent.

However don’t just charge in and ask for marriage on the first date. Build rapport and trust. 

And when the moment is right, ask them to take the next step. 

Like right now:

I am a business. I sell things. I’m here to make a living doing something I enjoy by supporting you to succeed.

So if you are ready to take your email game to the next level...

I’m here. No pressure. I'm not goin' anywhere. 

When you're ready, sign up for a call with me and let’s take the next step.

Here’s the link:

https://calendly.com/chenleh/30min/

Hey,

I'm using the informal, "Hey" because it's Friday.

I like Fridays. They're always relatively more productive than Thursdays. Definitely more productive than Wednesdays. At least for me.

Anyways, I received this message last night from an email subscriber. It basically sums up what you're going for in your emails. I thought I'd share.

Here goes:

"I wish there was a like button for your emails. They're funny and charming and human and I'm getting really good tips! They're really helpful and also fun to read. You're literally answering the questions I already had. It's like mind reading. Brilliant."

That's what you're going for, "mind reading."

Remember my message from earlier this week?

Get deep inside your ideal prospect's mind. Know exactly who you're talking to.

Why?

Because you'll get messages from your ideal client just like that, "It's like you're reading my mind, how did you know what I'm writing in my diary?"

When your ideal client reads your emails they'll wonder how you're answering the questions they didn't even know they had. You'll be a mind reader.

How do you get that deep?

It's the easiest thing, really, but it takes time.

Alls you gotta do is listen.

Listen to what people struggle with. Listen to what they say their problems are. Listen to the conversation that is happening underneath the words they use. Listen for the deeper meanings, but then use their own words to talk to them.

It's a progressive thing. It doesn't happen overnight.

The results, however, are worth it. Getting so deep into your ideal client's world will affect not only your email results, but all your marketing and client-getting efforts. You'll sit down to do a FB Live and know exactly what to say. You'll open the computer to write a blog post and know exactly what to write to connect directly with your ideal client.

And you know what that means, right?

More connection = more clients = more money = more impact.

Anyhoo, there are a few tricks I've picked up over the years that speed up the process of becoming an "Ideal Client Mindreader."

If you'd like to speed up your learning curve, I teach these methods to clients in my Email Sales Power program.

To hear more about it, schedule a call with me here:

https://calendly.com/chenleh/30min/

Chen "enter the conversation in their mind" Lehner
Persuasion Pirate

Set the container for the relationship. 

It's the first thing you want to do when someone joins your list. You want them to know what they can expect from you. You want them to know how you hold your relationship with them. 

And then?

Follow through with it. 

If you say you're going to send daily, send daily. If you say you're going to send sporadically, send sporadically. The key is not how much you send email, but rather that you set the container for your relationship with them right away.

That way anyone joining your list knows exactly what to expect from you. 

Even better? 

Tell them what to expect from you as they are opting in... and then reset their expectations again in the first email. 

So many people fail to do this simple thing when building their list. It's how you avoid pissing people of because you're, "Sending too much email!" You can't send too much email if you tell people what you're going to do and they consent. 

Example:

I live in the Bay Area. 

Around these parts, "consent" is a big deal. Even to the point of touching someone of the opposite gender. It's not uncommon to hear someone ask, "Is it okay if I massage your shoulders?" or "Can I give you a hug?" 

You don't want a bunch of people randomly coming up to you and hugging you (well, maybe you do... if that's your thing). 

Just the same as you don't want to be suddenly bombarded by email.

But if you tell people what to expect from you, you empower them to choose to engage with you or not.

You are literally empowering people rather than "tricking" them. 

It's called transparency. It works. 

Note: if you ever want to unsubscribe from my emails, you can scroll down to the bottom and hit the little "Unsubscribe" button. It's easy. You have the power. 

I'm not saying you should, I just want you to know you can. 

That's the point: 

When you set your prospect's expectations for your interactions, you won't be crossing any boundaries about emailing. They are consenting to hear from you simply by opting into your list. Once they opt in, tell them what to expect from you! 

Then you're not only being a good human, but you're empowering everyone who joins your list. 

And that, my friend, is rare. 

I talked about this and other juicy email tips on an interview with my friend Beth today. 

If you want to watch it, hop on over to the book of faces and give it a watch. 

https://www.facebook.com/bethw.nyc/videos/10160451462645302/

Cheers,

Chen "Layin' it Down" Lehner
Persuasion Pirate

It can be intimidating to start sending more email. 

"Are people going to unsubscribe in droves? I don't want to spam people! Nobody wants to hear from me that much... I don't even know if I could write that many emails. Does it even work?" 

I want to share what happened for a client of mine after they started sending three emails a week. These aren't the exact numbers, but you'll get the idea. 

Their average revenue each month was somewhere between 25-45k depending on what promotional cycle they were in. They have online programs and products from $7 up to $997 and a subscription program for $37 / month. 

Over a period of about two weeks I wrote a series of emails that were sent Monday, Wednesday, and Friday (about six total).

The result? 

They had their biggest month... 

...ever.

Not only that, but most of the revenue generated from those emails is for their subscription program. In other words: recurring revenue. They jumped from an average of ~35k / month to their first-ever 69k month. That's about a 50% increase in revenue and, if we keep it up, nearly a million-dollar-a-year business.

I'm not going to lie to you and say it was "just from six emails." Success is never from "just one thing." If anyone says that, they're lying. 

Their results were because: 

1. They have trust built with their audience 

2. We knew exactly who we were targeting

3. We had a good offer that their list wanted

4. We made sure their list knew about it 

If your audience doesn't know about your offer, they won't do anything to get it. Hence the case for sending more email. 

It'll be scary at first. People will unsubscribe, but once you get into it, people will expect to get their dose of you (and miss you when you don't contact them). 

Anyways, if you are converting your programs or products in person, but you can't seem to translate your success into email, schedule a call with me. I'd love to help. 

It's not cheap, but it might just mean your best month, ever.

Click here to schedule: 

www.calendly.com/chenleh/30min/

Chen "Find out what they want, then give it to them" Lehner

I just got a cold call from a prominent life coach's sales team.  

The guy was trying to get me to schedule a "Discovery Call" with the sales team. It went something like this...

Rep: "Hi Chen, would you like to do your complementary discovery call now, or schedule it for another time?" 

In response I say, "No thanks, I'm good." 

To which he replies, "You don't feel like you could improve in any area of your life?" 

I just had to laugh... out loud, and say, "No dude, thanks. I'm good." 

So... what happened? 

He used an assumptive question that I could only answer yes to, especially if I was feeling particularly insecure or unable to express boundaries. 

Here's the thing about using tactics like this sales rep used: while they do "work" to hit numbers, they don't work to actually create long-term transformation.

Which, if you're in the game of transformation, is your ultimate goal. 

These types of assumptive tactics work on people with very low self-esteem, no ability to set boundaries, and who are insecure saying no in social situations. They stop working very quickly if you talk to anyone who is confident, has a decent ability to set boundaries, or is in any way self-aware. 

I don't know about you, but I'd rather have half the amount of self-aware clients with good boundaries than an infinite amount of insecure clients with bad boundaries.

Don't get me wrong, the more you can highlight your prospect's fears and desires, the more likely to act, they are (#yodawisdom)... 

...but a surefire recipe for a client that resents you is using very assumptive language and questions before clearly understanding what your prospect's fears are. 

You'll have far more results if you simply ask permission and get curious about what people really want as you go about your marketing.

It's the key to getting clients online without compromising your integrity (in my opinion). 

Want some help with this?

I've got some time set aside this week to talk to a few business owners ready to take their email game to the next level.

Set up a call here:

www.calendly.com/chenleh/30min/

Chen "I can always improve" Lehner​

Seriously, I dare you to do it. 

One of the best things you can do to spice up your writing is to change your environment. 

Go out to a coffee shop, write in your bedroom, your office, on your phone, etc. etc. etc. 

But if you really want to change it up... 

...do something totally out of the box unorthodox like writing naked. 

Not only will it be a fun new experience, but it will change the energy behind your writing.

Try it. Maybe when your significant other isn't home, however, or you might not actually get any writing done if you know what I mean. 

Too much for a "professional" email? 

Let's take it back a notch then: writing naked can also mean just telling the truth in your emails. Don't try to hide what you're doing or what you want people to do. It can be fatal. 

Take a risk and take off your "clothes" in front of your audience, get naked and get vulnerable. Chances are they'll love you for it. 

I mean, in any "normal" relationship (I say "normal" because when is any relationship normal?) there comes a point where you just have to get vulnerable. Who knows, if you stick around long enough maybe I'll do the same. 

Ah heck, who am I kidding? 

Of course I will. 

Anyways, there's a fine line to walk when you do decide to get vulnerable with your audience. Don't do it all the time or people won't trust you. I think everyone knows someone who almost always has something "really big" going on and is oversharing with everyone.

Be vulnerable, share the story, and how you came out the other side. It's powerful and it's potent and it connects you to people. 

To learn more techniques for connecting with your audience via email, you can still watch the replay of my webinar "3 Keys to Getting Clients from Email." 

Check it out here: 

chenlehner.com/webinar-replay/ 

Ta ta for now, 

Chen "Tell Them What to Expect" Lehner