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Does this sound familiar? You’ve attended a dozen or so networking events, made plenty of positive connections and have received a ton of new enquiries, but for some reason it seems that nothing is converting.

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According to the recent Understanding Micro Business Survey 2010/11 conducted by Flying Solo almost 50% of small business owners struggle with converting qualified opportunities into paying clients. In Attraction Marketing terms the reason behind this comes down to two things – RELATIONSHIP and VALUE.

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Perhaps you’ve heard of the old Internet marketing phrase ‘the money is in the list’, on a certain level surely it is but more important the money has always and will always be in direct proportion to the relationship you have with that list.

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You need to give without want, before you can have – Mike Dillard

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In small business, relationships are built by offering value to your prospective clients. There are countless ways you can do that, but it all comes down to understanding who your target market is and what they ultimately want. I’ll give you an example; one of the ways that I build a relationship with my prospective clients is through a fortnightly video newsletter that I send out. The 5-8 minute videos are based on various topics around Attraction Marketing for small business and are produced purposefully and solely to add value.

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But beware of producing content that is purely another form of shameless self-promotion. Not only is this ineffective in adding value but it may also drive people away from you and your business. The online marketer Mike Dillard suggests when building relationships, when adding value you need to ‘give without want, before you can have’.  Focus on creating quality content, adding legitimate value and your relationships with your prospective clients will flourish. Ultimately what you sow you shall reap.

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