Wondering how to get more clients?
In this training I share with you how to get fully booked with ideal clients who are reliable, consistent and pay you what you are worth.
Over the years I’ve been so blessed to work with hundreds of business owners, and I’ve noticed there are 3 main problems that many business owners face, when it comes to getting fully booked with clients.
1 – Lack of Strategy
The first problem is a lack of strategy.
Many business owners don’t have a clear, effective roadmap to put all the pieces together and join the dots. They find themselves busy, but not productive.
When you have an effective strategy with clear action steps, you can create a consistent pipeline of clients and a reliable income stream.
2 – Lack of Skills
The second problem is a lack of skills. If you’re not regularly attracting paid clients, it may be because you haven’t developed the right business skills.
If you’re willing to learn these skills, you can fast-track your results and have a profitable business doing what you love.
3 – Lack of Support
The third problem is a lack of support. Without support from the right community and mentor, many people struggle to make it in business.
There’s nothing more valuable in accelerating your business growth than receiving clarity and guidance from an expert who has achieved what you want to achieve and believes in you.
This includes having a community, critiquing (getting feedback on your business from an expert) and clarity.
Over the next few weeks, I will unpack these 3 problems in detail and how to overcome them.
Today I’m sharing about the first main problem, which is a lack of strategy.
Lack of Strategy
Having the right strategy is key for your business.
Do you ever find yourself sitting at your desk and staring at a blank screen, struggling to create content?
Do you try a little bit of one person’s ideas, then a little bit of another, and feel like you’re busy, but you still don’t have enough paid clients?
Maybe you’ve put out some free content like videos, but you’re not getting the results that you want?
Without an over-arching business strategy, you can find yourself busy, but not productive.
There are 3 areas that need to be addressed when building your business strategy.
1 – Predictable Pathway
You need a predictable pathway that’s going to give you a pipeline of clients, that’s going to give you a reliable source of income and a steady stream of clients.
Having a predictable pathway is having specific things that you do step-by-step, every day, week, month and quarter.
This way you can guarantee that if you do these specific tasks, and you follow this path every single week, then you are guaranteed to get clients.
If you’d like a free checklist of things that I suggest that you do every day, every week, every month and every quarter to actually build your business to get more clients, you can download it here.
Part of your predictable pathway may be you are going to get a certain amount of discovery calls booked in every single week. Or it could be that you are doing a certain amount of webinars or workshops every week, month or quarter.
With this you know that if you do this output each week, month, quarter and you know that you have a 50% conversion rate, you know that from 10 discovery calls, you will get 5 new clients.
Your strategy might be to run a webinar once a month, and a free workshop once a quarter. Based on your conversion rates and sending out a certain amount of emails and posting a certain amount of social posts or social ads, then from this you can work out your predictable client signups.
When you follow a predictable pathway, you can get consistent income within your business.
2 – Personalised Plan
What a lot of people get wrong is that they try and follow all sorts of mixed information and they are doing what I call ‘pick and mix’. They’ll use a little of one person’s method and then they’ll try another person’s method.
You need to think, ‘What is the best plan for me and my business?’ Don’t do a podcast because someone else is, and don’t write a book because someone else is.
You want to make sure that your plan is personalised for three different things…
1 – Personalise Your Plan According to Your Unique Personal Preferences
It is really important that you enjoy your business and there is a really big difference between people who are doing what they love in their business and people that are not. This is where identifying your unique personal preferences is important.
What are your unique personal preferences? You might not like showing up on video, but you might be a great writer. Instead of forcing yourself to be on video initially, determine to write a blog once a week.
I personally feel we all need to show up on video, so if you are struggling with that, I recommend working on that area. But in the meantime, you might have be a really good writer, so determine to show up every single week and write a blog.
If you love doing Facebook Lives, but don’t like writing, pay someone to transcribe your video into a blog for you. Choose what you love to do in your business that you are good at and outsource the rest.
I do recommend if you’ve been doing one-on-one coaching, that you definitely consider overcoming whatever your block is, so you can start doing one-to-many.
Your personalised plan might start with one-on-ones and when you get to 10 clients, then you will start doing one-to-many. Or your plan could be that you are going to research for 3-6 months and then you will start to create an online course.
Your plan needs to be tailored to suit your preferences of what you enjoy, so your business does not become a burden around your neck.
I love creating content and videos for my online course. I love updating my content. I love running webinars, plus online and live workshops. I don’t love writing blogs, so I get my Facebook Lives transcribed for me into blogs.
2 – Personalise Your Plan According to Your Ideal Clients’ Needs
What do your ideal clients’ want? How do they want you to show up? Do they want videos or do they want a podcast from you? Maybe they want to read your book or they might want to do a mini course or a six-week course?
What type of topics do they want to hear from you? The only way to get answers for these questions is to ask your ideal clients!
When I first started my Facebook group, I put up a poll asking people what they wanted. I talked to hundreds of people and asked them what they were struggling with and what their challenges were.
I started creating content specifically for my ideal clients based on their needs, not what I felt they needed.
Your personalised plan needs to be designed precisely for the kind of clients that you want to work with.
3 – Personalise Your Plan Around Your Values and Vision
You want to make sure that your plan is designed around your values and your vision. What is your 5, 10 or 20-year plan for your business?
My vision for my business is to have a big company, that’s helping thousands of entrepreneurs every year. I aim to employ coaches and have offices in other countries, and I aim to do national and international tours and retreats.
When I’m setting my goals, I’m always thinking about that vision and how can I get closer to that vision all the time. I ask myself what skills I need to master in order to get to that big picture vision.
I ask myself; What systems do I need to put in place to get to my vision? What support do I need? Do I need different coaching? Do I need an assistant? Do I need a virtual assistant? Do I need a marketer or a copywriter?
So you start with your values, then your vision and then you set your goals. I have my annual goals and then quarterly goals, so I’m always setting my strategy according to that quarterly plan.
My goals are always output focused and not always result focus. I do put results in terms of numbers and targets. I find it really motivating to say I’m going to write 50 blogs, so therefore I’m going to do 50 Facebook Lives in a year that will get transcribed into my blogs.
I encourage people not to always be focused on the results, but on the output you are doing. When I was a personal trainer, I would encourage people to focus on what they’re outputting over the results.
So if the goal is to run 100k’s a month, then aim for that and not the result of losing a certain amount of weight.
I recommend that you set goals for yourself and for your business, quarterly, and also weekly, where you have a set amount of output that you’re doing. With that output, you know if you are doing that, then you will get a great result.
Make your personalised plan that fits into your strategy, according to your skills. If you’re brilliant at coaching, then make sure that you focus on coaching as your core product. If you’re terrible at designing a funnel, then outsource it to someone.
If you think of it like a matrix, you’ve got the things you love and the things that you’re good at. These are the things that you should be spending your time on. This is strategic planning.
There will be things that you love and the things you’re good at. Then there will be things that you love, but you’re not so good at.
You need to decide if you should keep doing those things or if you should outsource them. And then you’ve also got things that you really don’t like but you’re good at them.
It’s important that you enjoy your business for sustainability. I just have to enjoy my business.
I have to have passion and I need to be smiling every day. I enjoy the people I’m working with. Because it’s your life and every hour you spend in your business is an hour of your life that you’re not going to get back.
It’s really important that you set your personalised plan according to your skills, the things that you are good at in your genius zone.
So many business owners spend their time faffing about on things that they either don’t like or they’re not good at, and it’s such a waste of time. We want to be putting out energy into things we love and things that we’re great at.
3 – Profitable Product
The third one that we need to think about when it comes to strategy is having a profitable product. Now by product, I don’t mean a physical product.
A product can be that you’ve pulled together your services into a program and offering that might have multiple pieces.
It’s like a fruit salad. You don’t just want to sell someone a banana. You want to cut up that banana, mix it with some cut up apple, melon and other fruit and sell it as a fruit salad. You’ve got to package it as a product.
I got this concept from Dale Beaumont. He says if you try and sell an apple for three bucks, but someone thinks they can go and buy it for 80 cents from the supermarket. But if you cut it up with other fruit and you mix it into a fruit salad, you can sell it at a café for $15. People eating a fruit salad aren’t asking what the fruit cost the café.
If you’re a service-based business owner, you want to think of your service like a product business, as if you’re selling something that has multiple paths to it. It’s not just time exchanged for money.
Time exchanged for money means you’re always going to be stuck and it’s not scalable.
You want to make sure that you’re starting to systemise and automate things. You package includes video trainings and you’ve got group coaching programs and you’ve got a community online – this is what I mean by having a fruit salad.
If I say to people, I’m $180 per hour, then people break that down and think $3 a minute is expensive. So you want to make sure that you’ve got this product that is a whole bunch of components that maybe includes one-on-one time with you, but then it also includes other things.
Maybe you have people join your private community, where they can network and get their support. Think about how to make a product and program that’s really appealing, irresistible and profitable.
When it comes to having a profitable product there are 3 things to think about:
1. Pain Points
Your product needs to address and solve people’s biggest pain points.
It’s not that your product improves people’s lives a little bit. Your product needs to actually solve the pain points your ideal client is dealing with. That’s what will make it profitable.
The second one is practicality. You can sell a course to help people with their mindset. But how practical is it when they do change their mindset? What will they do with a new mindset?
It’s like selling weight loss. You need to be talking to people about what kind of clothes they will be wearing and where they will be going once they lose the weight. Maybe they’ll be dating or doing some rock climbing?
It’s not just about the scales and the losing weight, it’s what will people do once they’ve lost the weight. You have to explain the practical reality of what your product will bring into people’s lives.
When it comes to having a profitable product, your packaging is so important. You need to package your product to be irresistible. There needs to be a clear price and a clear payment plan. I recommend you have a paid in full option and a payment plan option.
Your product needs to be branded well with nice design and show a step-by-step path so there is a clear start and end, with the result promised for the end. Then you’ll have a great profitable product.
What this means for you is that you will have a business which is an asset that will keep providing for you and is sustainably profitable. This gives you the flexibility, freedom and funds you deserve.
Want to more about know how to best attract new clients?
I’m running a free event for service-based business owners who want to know exactly how to attract more clients and build their business. It’s happening on Saturday, 8th August 2020.
I’ll be going through my 5-step client attraction formula, step-by-step.
It’s a full day where I’m showing you step-by-step how to grow your business, as well as giving you personalised feedback and the opportunity to have your business questions answered.
There’s no catch, no hype, just real, practical, valuable content to help you get more paying clients, fast.
Remember – the world is waiting for your brilliance!