by | Jan 2, 2023 | Business Building Musts, Marketing Strategies, Small Business Help

In this blog, I am going to look at the “old” way we used to manage leads – old fashioned marketing strategies and techniques, vs the new way of managing leads.

So, let’s look at some of the old ways business owners, hopefully not you anymore, manage leads that come into the business:

  • Promote to as many people as possible
  • Promote all your products and services
  • Convince people they should buy from you
  • Apply pressure to make people buy
  • Push people to make a decision
  • Make what sales you can and repeat

Does any of this sound familiar?  Either as a customer of someone else’s business or perhaps some sales practices you’d rather forget from the past?

So, what are the new ways? Here they are below:

  • Niche your area of expertise
  • Provide answers to prospects’ problems
  • Offer more value upfront
  • Position your expertise with evidence
  • Invite them on the first step of the journey with you
  • Introduce the full range of services once they are in your world.

Does any of this sound familiar?  I am hoping so.

As the Americans say ‘the riches are in the niches’ and as I say (and I am sure I have stolen the quote from somewhere) a confused buyer doesn’t buy!

So, what we can learn from these two lists are:

  • Niche your services and market your niche
  • Lead with value and give, give, give, ask – value before the sale
  • Deliver content that’s solving your prospects’ problems (or surprise and delight them!)
  • Stop convincing people to buy from you and let them discover you and what you have to offer – and again, let them discover what problems you can solve for them.
  • Know what you want to be famous for – position yourself as the expert in x, and
  • Rather than promoting absolutely everything you do, understand what your prospects and audience want and market that, the rest of your services are add-ons or VIP services once they are in your world – again, market what you want to be famous for – niche!

If you follow lots of marketers like me or maybe what you’ve heard here today, you have heard lots from me – and I guess that’s the point!

This stuff is important.  Think of how you want to be “sold” to and use that as part of your selling strategy too!  No one really likes to be sold too and my guess is that as soon as you feel like you are being sold too – you start to either step or click backwards!

So jot down your answers to these questions – it can help you get some clarity:

  • What content do you have in your business that provides value, services and solves the problems of your ideal client?
  • What’s your niche?
  • What do you want to be famous for?
  • What problems do you solve?
  • Or alternatively, how do you surprise and delight your customers/prospects?

I’d love your feedback and thoughts- head to my Facebook group Like Minded Business Owners or email – I’d love to know your thoughts on what are big futurist topics.

As always, if you want to discuss your business goals going into 2023- book a discovery call with me and let’s do that together.

Or, let’s hang out and get social on social – you’ll find me on Instagram, Facebook and my fave LinkedIn.


Don’t forget, you can book a free discovery call with me to talk about how I can help your nail your business strategy, goals, planning and marketing in 2023! Simply click the link and grab a spot!

My Like Minded Business Owners Facebook group is also a great community to join – full of awesome people in small business!

Or you can DM me on Instagram or send me an email

I wish to acknowledge the Traditional Custodians of the land, the Yorta Yorta People, on which I conduct my business today and pay my respects to their Elders past and present. I extend that respect to Aboriginal and Torres Strait Islander peoples reading this blog post today.

About the Author:

Jenn Donovan of Social Media & Marketing Australia.  Jenn’s an expert marketing coach and mentor from rural NSW. She is all about empowering business owners to earn what they’re worth so they can make a bigger difference in the world.  The Founder of Buy From a Bush Business, Co-Founder of Spend With Us – Buy From a Bush Business Marketplace and host of the very popular podcasts Small Business Made Simple and Stories from the Bush. Jenn is all about community and humans interacting with humans!  H2H Marketing – human to human marketing. Jenn talks the talk but importantly walks the walk! Jenn’s online community is over 320,000 with her famous Facebook Group currently at almost 370,000 members and still growing every day.  She’s the mayor of her own little online city!

Get in touch –

On Instagram – @jenndonovan_

On Facebook – Jenn Donovan

Or on LinkedIn as Jenn Donovan


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Brilliant – it’s on its way – thanks!


Brilliant – it’s on its way – thanks!


Brilliant – it’s on its way – thanks!


Brilliant – it’s on its way – thanks!

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