Get More Sales Through SEO With Gert Mellak
Sales Strategies for Consulting Businesses
Over the years, SEO has brought feelings of love and hate among content creators. New or expert, all things around it sound confusing, and the fact that the rules change every minute doesn’t help.
Gert Mellak from SEO Leverage is here to help. He is a consultant that helps business owners to figure out the SEO game. During our conversation, we will learn about his ERICA framework, the frequency of actions that you need to do on SEO, and what Google does differently to other platforms like iTunes.
Welcome to the Accelerate Sales Podcast. If you're a first time listener, you'll love what you hear, also please subscribe. If you're a regular, I'd love an iTunes review, it means the word to me.
Today we're going to talk all things SEO, and don't be frightened, there's a great way of explaining and that's going to be given to you in a framework. It's called the ERICA model and you're going to absolutely love it. The next thing you're going to find out is around the frequency of doing your SEO, and I think it's really going to shock you.
Then the last one is particularly for podcasters, but it is for all content. How does Google search and what does Google do differently to maybe other platforms, like an iTunes search or something like that. Something I'd never heard of before and it really made sense and it's got me doing some actions. What I'll do now is hand you over to Gert Mellak from SEO Leverage.
Welcome Gert Mellak, from SEOleverage.com to the Accelerate Sales Podcast. Great to have you here, Gert.
Well, thanks for having me. It's a pleasure.
Yeah, normally I have you in my ears, because I often hear you on SuperFastBusiness, which I know James is your mentor, James Schramko and he's been very good to me over the years, and I'm normally listening to you there. I've got a little bit better prep than what I have for some other podcasters, but SEO is a bit, what can I say, a bit tricky?
Out of all of the marketing disciplines, I think it's the one that no matter how many podcasts I've listened to, or how many people have interviewed, I keep adding bits of knowledge, but it's not as if it comes to me straight away. We want you to help make that a bit clearer for all those consultants out there today. Why don't we kick off with who you love to work with?
That's a great question. I definitely add bits and pieces to my SEO knowledge on a daily basis as well, I have been doing so for quite a few years. Our perfect client is probably a small to medium-sized business. We work a lot with online businesses, a lot with membership sites, a lot with consultants, authors.
Essentially, many of our clients have been creating content over quite a few years, have been writing their blogs, have been doing maybe a podcast, etc. Have been essentially, consistently creating content over time.
Google, a few years ago, used to give you a lot of visibility for this content, so it didn't matter too much how it was structured, if it was a transcription or an article, or just, links weren't that important in the past as they are today, for example, relevant links.
It was a little bit quote, unquote, easier. It was difficult with the knowledge we had back then and we didn't have the tools we have today, but it was, I think, easier to get visibility on Google than it is these days.
Many of my clients have been really successful in the past, have been building their brand with content, with content marketing, with podcasts, etc, but have then seen that it gets trickier. Some of my clients were the first in their niche, the first in the industry, really putting the word out there and have been established authorities in their space for a while.
Then there were new people coming in with the latest SEO tactics, with links outranking them. Maybe they were focusing on their business, there were competitors coming in and taking over the space on Google. We work with many clients in this way where we have to audit the site, apply our framework and things like those.
Yeah, well, we'll definitely dive into your framework in a moment, but if you had to take a guess for most consultants, are consultants generally the ones that have been in it for a long time, they're thought leaders and therefore you're helping them readjust, like you said, or do you find that consultants can sometimes be a little lacking in content and it's more a kickoff for you? If you had to take a percentage mix of the two, what do you think it is?
That's an interesting point, because it would probably be 50-50. We have consultants that have really gotten their first clients by just putting out their methodology, their way of analysing. For example, a business or life coaches or consultants as well, just putting the word out there, sharing their thoughts, sharing their ideas, etc.
Then you've got consultants that maybe grow their business referral-based and they're now saying, "Look, this ..." I don't know, they might be running some Facebook ads, some LinkedIn ads or something like this, or gets traffic from there, but then the pandemic for example hit and they started searching for their services or searching for their, well, what they actually do and they can't find themselves.
Then it's really let's build up the content bases and let's start increasing your relevance in this space, so I think it could be a 50-50, based on my experience.
Okay, all right, well, look, if we look at the, let's say it's 50-50, right, but if you look at the problems they're trying to solve, right, I know SEO is, it's like a vehicle to get you to a certain destination. What are some of the problems that the consultants in particular come to you with, knowing or hoping that SEO will solve?
Absolutely, consultants usually are interested in leads. They're interested in being found when someone wants to solve the problem, they help solving it. If I want to grow my customer base, I want to acquire more clients, I want help in sales, for example, this is where they then see other consultants coming up. They type in help with sales, or get more clients, or some things like those. They see other consulting firms coming up and then the question is, why am I not there? I'm not even in the first 10 pages.
I'm Googling and essentially only the first page and probably mostly the first half of the first page count in order to really scale a business. They then ask the question, why are they not there? What they never ask themselves is, do I have anything that really deserves to be there? Is there any content Google could show a user from my website in order to make them happy?
Because ultimately what Google wants, it wants to make users happy and they're not going to be happy if they come to a service page, an about page, or a contact page. They need extra content that speaks to exactly what the user is looking for at this precise moment that is not a generic service or a sales page.
This is what we really need to understand if we want to start leveraging SEO for lead generation, that there is a particular problem someone wants to solve and I can help them solve it. If I do this in a very good way, have a very good lead magnet, they might even then download my lead magnet when they find me.
This way they're going to be happy and then it's really on the back end on the mailing list, in order to try to get more trust, create more connection, more rapport with this particular user. This is just one person really that needs to be convinced here, and then get them to take action.
Just on there, before we go through the framework, on the content itself, right, so I've heard people mention that you should start with what you enjoy the most, right. Which I suppose is a little bit different to what your audience then really consumes. For me, as an example, I love podcasting, it's great to have you on the show, it then allows me to repurpose, I've got video, I've got audio, etc. For me that's a natural thing. I don't like writing blogs as much, so I like one asset to do all the heavy lifting.
In your experience, is it what you're most comfortable with is the best content, or should you really map your audience first and then adapt you to meet your audience? I'd just love to, it's the chicken or the egg, I suppose that's what I'm asking you.
I think with podcasting in particular, what comes to my mind is that podcasting is really great for search engines from podcasting platforms, right. We have different search engines in our lives, iTunes has a search engine, Amazon has a search engine, SoundCloud has a search engine, right.
The search engine I pick, already tells me something about what I expect to find. If I go to iTunes and I search about sales and consulting or sales for consulting and I find Paul Higgins' podcast about how to help me sell better or learn more about sales, I'm going to be happy, right.
If I go to Google, we need to ask ourselves, how many of 10 people doing a Google search about selling expect to find a podcast? Probably I always say one out of 10 and I think it's probably on the up side, right, on the higher side.
Most people, when they come to Google, they don't expect to find a podcast. They don't have the time to listen to a 30 minute, 40 minute podcast in order to find out the information they're looking for. They're looking for another thing, they're looking to skim something, they're looking to click on the table of contents, to jump directly to the section that they think is going to answer their question.
If my VX is a podcast, I need to be very clear about the reach I really have and the platforms that can really cover it. If I want to create and cover more platforms, I need to adapt my way of presenting this content to the different platforms in the same way as you will repurpose a podcast and take a snippet and prepare it specifically for Facebook. Why don't you put the 30 minute episode up there? Because it's not what the platform expects.
From Google, we expect that Google brings us to a page, whether it's a play button and then a podcast player and 200 words of show notes and we expect Google to rank it. This is I think the big misconception, we can not expect the platform to do anything that's not going to be good for their users.
I think a big part of what we do with clients, with consultants, when we work with them, is to really have them understand what is the particular moment someone is in when they type in a certain query? What is it that they expect? One of the main tools we use here is Google itself, because Google is going to tell us what they think users want to see.
I've no idea, and it's not even industry specific, it's query specific. Yeah, so a search query triggers a different result than another search query right. If they search for the best sales consultant, it's very different from how to get better at sales. It's completely two different search intents, right.
On the one hand we probably see homepages ranking of different sales consultants, or comparisons of different sales consultants and their methodology. In the other one, we're looking for a long form article that probably walks us through everything that's related to sales, with links to further resources, etc. I cannot rank with this one on the other query, it's impossible, because it wouldn't make users happy, right.
If I want to get anything from Google, I first of all need to present them with something that actually makes sense for them to run.
Great, and therefore you can still repurpose the podcast, but it's got to be in a way that is beneficial. What about, I've heard that LinkedIn is going to start indexing posts, right, which will then be able to search on Google itself. Have you heard that or you're across that at all?
Not too much to be honest, I know there is a big leverage when publishing or leveraging other platforms and their authority for your content.
We're more about controlling your assets, having good control, because what you do if your page, your entire strategy on LinkedIn posts because at some point, or medium.com or whatever it may be, and this tends to rank well and then they flip a switch and this is not indexed anymore and over a certain time show it anymore, or they don't allow Google to crawl it anymore, like most of Facebook probably for example, what happens then?
I'm very reluctant to have a client base their strategy on a third party platform they don't control. It can be a good complementary solution maybe, whenever they publish a blog post, if they have resources that are available, I might rewrite this or repurpose this or write maybe a shorter version on a third-party platform.
This is again original content, we need to put a lot of effort in this and we need to treat it like a content that's specifically optimised for a certain platform. I wouldn't base an SEO strategy on getting my content ranked on other platforms. Then on top of this, Google, I think, is not going to rank you just because you have your post there if you're not an authority in this community, or an authority in your space.
Google I think can connect the dots and see how active you are on LinkedIn, what type of authority are you on LinkedIn. If I write tomorrow about life coaching on a platform, on a third-party platform, Google would be smart enough not to rank my post, because I've got no idea about life coaching, right.
I think Google is very smart these days and this is where I think comes the difference between SEO from maybe five, 10 years ago and SEO today. Google has their, yeah, are working with many, many, many, many layers and complexities, etc, and they can figure a lot of things out based on context. This is where those quick wins are, where now I do this, because this is going to work right now in Google, and tomorrow it might not work, but I think those times are mostly over.
Great. Well, look, that's a really good summary, but I'm sure most people listening or watching at the moment are thinking, "Wow, this is why I need an expert like Gert, right." Because what he just explained, it sort of makes sense, but it's not as if I can then go and tell someone else what you just said, right, and that's why you're the expert and that's why you do what you do.
I know you've got a framework called the ERICA, right, which you help. What I'd love you to do, in the next five minutes, is just run through the framework, but link it to some specific examples for consultants. Okay, so let's go for it.
Absolutely, so the ERICA framework, this is an acronym I've come up with, really refining this over many, many years and then we ended up publishing a book about it and creating an application to help our clients really apply this specifically. It's an acronym, E stands for evolution, R for research, I for interlinking, C for content, and A for action steps.
The first step, and this is what we do every couple of weeks, we have been testing this with several clients doing this once a month, doing this every week, doing this every three days, etc. What worked the best was I applied the framework every couple of weeks. Applying this framework for us means that we take their project through every single step every couple of weeks. When we start with E for evolution, this is where we-
Just on that, Gert, so why the frequency of a fort months or bi-monthly or every two weeks?
This is why we were just testing this works really well. First of all we want to be very close to what Google is doing, right? Imagine we had a client, I think this was a consultant as well from Melbourne I believe, sorry, Brisbane, from Brisbane. Google suddenly decided in their niche to only show homepages, not inner articles or service pages anymore.
This was just they switched and from their position two ranking they came to a page three ranking overnight. Can you imagine, you only do this once a month, or every two months, etc, you might not even be aware of it.
Yeah, or even worse.
If you have a working business you don't check your rankings every day, because you don't have time for that. Not even SEO agencies necessarily check their rankings every single day. We want one to see the overall trends, so you might not find out and then until you react, until you fully process this etc, there's a very big time lag.
You want to be very close to what's happening. One week frequency has been shown to be too close, so from me suggesting the client, what they should be doing, I could suggest it every week, to them delegating this to their team, getting this executed, getting this back to us, revising, etc, giving them feedback, a week is not long enough, it's not realistic.
We had all these tasks piling up and suggestions piling up over time, which is frustrating and doesn't bring results. Then we're like, let's reach this out in two weeks and this is perfect. This requires some consistent efforts on the client side, but has been shown to be really the perfect way to be close to Google, but still be able to execute and turn quickly enough based on Google's algorithm changes and perceptions, etc.
All right, great. Now, you got a condensed time now to get through the ERICA, after that question. Evolution, so that was the first one. What are a couple of key examples you can give about evolution, because I went through your fantastic master class and you talked about conversions, benchmarking, etc, but what are the things specifically that a consultant should think about in the evolution step?
Absolutely, in the evolution step, first of all we always want to benchmark against competitors, right. We don't need to be the best out there, we need to be a little bit better than your competitors at all stages, right. We need to always monitor them, always know what they are doing, what's working for them, etc.
We had a consultant, for example, in the language learning space and they had a competitor who suddenly went down. We were in this evolution step, able to identify where they went down, which specific two articles went down. We were able to inform our client about what they should be doing about the same topic in terms of content, internal linking and external linking, specifically on those two topics their main competitor lost. They were able to take over their position and then started-
Gert, what is it? Is it me coming up with who my competitors are? Is it you coming up and then working together? What's the best way to come up with your competitors? Because a lot of consultants say, "Look, I serve people globally." For me as a sales strategist that works for consultants, who do I know who my key competitors are?
A competitor is who comes up with a search query where you want to rank.
It can be a blog that doesn't even offer the service, they can still be a competitor of yours because they take away the attention of Google users and draw them to their blog, rather than to your services. You want to be really clear about which topics you want to come up with. Sometimes clients have specific search queries, sometimes they say, list everything around, I don't know, video production, I need to be there. Whatever they search around video production, I want to see this person, right. Or whatever they search for conversion optimization, I need to be there.
Or what they have specifics, and say, okay, whenever it's e-commerce and conversion optimization, I want to be in this particular niche. This makes a lot of sense to pick really your expertise and then we research viewers for our clients and say, "Okay, these are the keywords."
We do research on Encore and on Reddit, wherever, this is how people search for what you're doing, right. When they search for this, we want you to ultimately rank on page one, the higher on top the better, right. Everybody who comes up for the search queries, that you are the expert and you want to rank against essentially your competitor.
You want to identify, you just to get an idea about the competitive landscape and know what's happening on page one, how do they move around, when does Google suddenly rank it higher than the consultants for example, why might this be the case? Are the top 10 really consistent? It's not always only consultants, it might be a mix of consultants and agencies and maybe a blog post that doesn't offer a service, etc.
You want to be really close to your competitors, but also seeing the evolution step, how does everything we have been doing so far actually work? What are the things we have implemented? Does this now drive more leads? Have we changed this lead magnet? Is this now getting more conversions? Where do the leads come from? Where do people, what is the content that actually brings in the right people that are ready to take the next step and download something? This is very different from people just consuming the information and leaving or bouncing off your website.
This is where in the evolution step we just tried to map, where do they come from? What's the current situation on the competitive landscape, and conversion wise, where do they come from?
Okay, great, so the next, what have we got? Four, if you can just give a quick elevator pitch, because I want to make sure that we get to the action, the rapid fire as well. The next one is research, so what's a key key point about the research in the context of a consultant?
Right, research comprises a lot of things, definitely competitive research, this is always something we do. In the evolution step we take, what is the current situation? Where are we benchmarking? Research has been diving into the competitor, what is working for them? Where are they ranking on page two, page three? They might be a little bit weak there, how can we leverage this, how can we take advantage of this?
Maybe they have already done something well, but they are missing something, so we can pretty much use a similar strategy, or maybe we need to reinvent the wheel here completely. We research the technical side of things as well. Very often there are handbrakes on a website, really, where it's actually just a technical block. This is why this is ranking, we can see what can be done there.
We do a lot of user experience studies, because Google, ultimately they want to rank your content, if it uses re-users, but if the content isn't well presented, the site is slow, it doesn't work well on a mobile phone, etc, there can be technical issues that also need to be done in the research step.
Yeah, no, I know that you've a good example of the UX and a result as well, so if you watch that master class, which we'll put a link to, you can see that. Interlinking, so you're talking
Internal and external linking, we call it interlinking. Links are votes of confidence, so a page linking to another page essentially says, "Users go to that page because this is a good reference in this page." Like Wikipedia does and gives you all the references, where the references come from, and this works both from external websites and also internal pages.
A page on your site linking to another page in certain contexts is Google giving Google two dots to connect. Okay, so if I talk about email marketing and into a page that talks about subject lines, Google is going to match them together and say, "Okay, this is email marketing," or it might also be ranking for some subject line topics, for example, because it links together with another article, right.
Just on that, should you specifically or proactively put links to other articles which you're saying is going to increase based on your model?
Absolutely. We want to give Google context. We want to go away from a model where we just click new post, new post, new post, and just add to the category and at some point we have 200 posts in the same category and with pagination nobody's going to click. We want to have a good idea about the structure of the website and say, "Okay, this is really, I'm talking about sales and when it comes to sales, we have in-person sales, we have virtual, we have email sales, via email, etc."
You map this out, really literally on a spreadsheet we map this out, usually so the clients can understand, this is my website. Now I want to create a piece of content about subject lines and I can see where in the structure is this going to go and how do I then need to link these together so Google can actually make sense of it?
From someone that's said, "Look, I've just spent..." Some people might've spent 10, $15,000 on a website and they know that they haven't got this right, so they're listening at the moment. How difficult is it to go and restructure it? Because I'm sitting here thinking, "Oh gee, that sounds like a lot of work." How much work is it for the owner themselves to restructure that?
You're probably not going to change the design, but you're trying to give Google more context between the content you already have, right. If you don't have content, you start out and can make sure that the content is really structured. Structure really means how it is connected. Not how is this visually on the menu or navigation part, but how is it really connected? How can they use it? It comes to the main article, now go more specific.
Is there a link pointing to this, or do they need to search in my category archive and find another article that talks about this topic in a little bit intelligent way, right? This is where we map this out and this can be, very often it's an assistant doing this for a business, they go in and based on our instructions, then place certain links in order to make sure that this happens.
Links also affect other websites, so Google is not going to trust a website that doesn't have any links from outside. That content isn't good enough. Google is not going to trust you if there are no other people trusting you as well.
You can open up your business, if nobody refers to you and nobody talks well about you, etc, then it will be really rough, right. In the internet it happens exactly the same, so you want to make sure that your content also attracts and gets links from other relevant people in this authority. Ideally the people also rank somewhere for similar queries on Google, because they apparently seem to be relevant in this space.
Yeah, and I know that you also talk about that part around getting rid of toxic links, which we won't go into right now. I know the next one's content, so just a couple of key points on content.
Absolutely right, the content that Google wants to rank. This is not the same today as it was last month, possibly, and definitely not as it was two years ago, so you want to keep-
You with your clients, Gert, sorry to cut you off there, but with your clients, are you directing that? Are you saying, "Look, based on this change, this is what I think you should write about."
Yes, yeah, so we tell them not only what they should write about, we also tell them what they should rewrite. There might be content from 2015 laying around, where it used to do really well, the topic was great, but the presentation isn't good enough, or it doesn't attract any leads. Maybe we can rewrite this to prepare the reader to really do the opt in afterwards, right.
We try to leverage what is already there. It's not always a rewrite, we have times where we almost forbid them to write new content, they have so much, they just need to go back and rewrite all this stuff.
Yeah, and is too much content therefore not always a good thing?
Absolutely, especially if you don't make it clear what you want to rank. Imagine you have 20 articles about how to sell more. How could Google possibly choose which one to rank? You want Google to know which one, you don't want Google to rank one every day, because otherwise you can't optimise, right.
You want to make it clear, there are techniques and methods to make it clear to Google which one you want to rank and the internal linking should help, but too much content can confuse Google, yes.
Yeah, and I've heard that also, so let's say for me it hasn't been a huge change, but at one point I ran an outsourcing business, right. That outsourcing business I sold, I no longer have that, but I might have blogs that still relate to that. Will Google in that case get confused as to, well, how this is, he's writing about virtual assistants and how to do that, but then now he's also talking about sales. Is that, I suppose a simple example of how Google could get confused as to, well, what really is your core topic?
I think the confusion happens when we talk a lot about the same thing and what search intent you're targeting or why. Every piece of content should target a certain intent, a reason why someone opened up Google and searched for something and if you don't make this clear it's definitely an issue.
There's also a thing about topic irrelevance. If on SEOLeverage.com tomorrow I would talk about how to get your virtual assistant, and one other thing, I would probably not be relevant. If I have been doing this for a while, probably at some point Google would say, "Yeah, apparently they also know a thing or two about virtual assistants, so we can start ranking them."
There is a term called topic irrelevant, right, where we say, "Okay, you need to be able to back this up, right." The same way as in the conversation, if you just talk, say one or two phrases about a subject, but nothing else, people might not believe you as much as if you were able to do a 60 minute speech on the topic.
Yeah, brilliant, and I know the last one's action, but because we're a little bit tight on time, I'll sum it up to say that, that two weeks you said, but I think the most important thing is taking that action. I think your team as well is really important there. I know that you've got a fantastic platform that you've had for around 12 months and that's what, really, when I was listening to you, inspired me to get on to the core.
Because some people I've worked with in the past with SEO, it's very confusing as to where is everything, but if you go through and watch the master class on Gert's, you can actually see that he's got each of the ERICA steps and he's actually got the key actions to take. I think it's well done, I think that's, I haven't seen it by any other SEO business and I think what you've created there is brilliant.
Before we go into the rapid fire section, I just want to ask you a simple question. Have you got the sales system to get you the revenue that you want? For a lot of you, you would be nodding your head and saying, "Yes," which is fantastic, well done. Some of you might say, "Well, I don't know what a sales system is." Because you may have come from corporate, you may have never been trained in sales, you just got referrals, right, and you're just working that referral engine, but not in a system way.
What we've got is a pulse check, so you can go to Paulhigginsmentoring.com/pulse and answer the nine questions in three minutes and then we'll have a call and I can help you fill those gaps. It's not a sales call, it's just helping you fill those gaps. It's Paulhigginsmentoring.com/pulse and I hope that my SEO is well crafted with that, Gert.
We'll go into the rapid fire section, where I'll ask you questions and you give me a quick answer. Are you ready for that?
Yeah, let's do it.
Okay great, so what's a habit, a sales habit, if you think of your business, what's a sales habit that you do on a regular basis?
Provide upfront value.
Brilliant and from a technology point of view that helps you accelerate sales, what do you use?
Tonnes of SEO tools.
Yeah, but any sales, do you use a sales CRM or anything specific to sales?
Email, email. We're very conversational, we try to build trust through email.
Okay, great and are you Google?
Yeah, Google obviously. Google obviously and definitely, definitely email and SEO, yeah.
Loom videos would be good in the technology space, so Loom videos are really, really useful.
Yeah, excellent. I've got a partner as well, DUBB, they're a good sponsor of our podcast. That's a good comparison that you can do, to use Loom, but that's also a good product of course. What about your source of new ideas for sales, improving how you sell, where do you go to find those?
I think we are very focused on SEO and in giving the best SEO value rather than on sales. Because once people see that we know what we're talking about and can show results, we don't have to focus so much on sales, but really focus on providing more and more value, get better and better results and this is ultimately what builds the trust to get people to take action.
Okay, great, and the next one is, how do you give back?
We are supporting right now, I think almost 25 families connected to our team. Right now we support a local NGO here in Spain, in Madrid, who is working on social integration. Yeah, once in a while we have our social enterprises, so I think we're doing quite a few things there.
Okay, great, well, look, the last question is, after all the great advice you've given, if you could just circle on one, so one action that people could do to 10 times their sales, what would that be?
Absolutely consistent. Consistency paired with patience is leading to results.
Yeah, I've got to say, I lost some patience recently around my SEO and then when I got taken through the results and looked at how far we'd come in six months, which wasn't as obvious to me, I realised that it is something. You're right it's consistent, it's for the long haul.
You've given lots of great advice and I know you're going to give more in the book as well, so if you go to SEOLeverage.com/book, Gert has got his book there, he goes through that ERICA and also like I said, we'll put the link to the master class, which I found very informative as I was preparing for this podcast interview today.
Gert, an absolute pleasure to have you all the way from Spain and yeah, it's been great listening to all the wisdom you shared today.
Well, thank you so much, Paul, for having me. It's a pleasure.
Wow, I need to take a breath of air after that one, or certainly Gert does. He's got so much knowledge, his knowledge of SEO is just, yeah, it's inspiring and infectious, and if I've learned anything from this is, go and see him. I know he does some SEO audits. Go and do that and also grab his book.
What were the other key things I learnt? Those two weeks, I think it's so important, so if you're not doing that, and let's face it, if you're not doing any SEO, there's a golden opportunity, right. Because as he said, you can't rely on other platforms like LinkedIn, etc, you need to own your own content and have an organic reach. Obviously, the search to me, it seemed, I just missed it, right, it wasn't as obvious to me.
What I'd love you to do is move from the learning to the action, right, so share with myself on social media and also mention Gert, on what you learned from it, okay, so that we know the action that you took out of it. That'd be great. Also there's the full transcript, there's the link, so I'll put the links to the book, I'll put the links to the master class that we spoke about, so you can see that ERICA framework as well.
If you've got friends that you know would really get value from this, please be the sales hero and share it with them, okay. Don't keep it to yourself, please share it with them. Many people struggle with SEO as you know, so it would be great for you to share this with them.
If you want to know that system, if you've got the right system to get to your next million, just go to Paulhigginsmentoring.com/pulse and you can take that and check out the solo shows. I do solo episodes every week, and they're much more specific on examples that I've done around sales strategies. Please take action to accelerate your sales.
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