If you are a coach or service-based business owner, or you want to be, and if you want to get fully booked with paid clients that are going to pay you what you’re worth, you’re in the right place.
Over the years I’ve been so blessed to work with hundreds of business owners, and I’ve noticed there are 3 main problems entrepreneurs face when it comes to getting more clients.
The first problem is a lack of strategy.
When you don’t have a clear, effective strategy with actionable steps, that you’re doing on a day-to-day basis, it’s very hard to grow your business.
In my last blog, I shared how to create the right strategy. If you missed it, you can check it out here…
The second problem is a lack of skills, and that’s what I’m going to be sharing with you today.
The third problem I see is a lack of support.
Many entrepreneurs don’t realise the power of having a supportive community and a mentor. When they come up against roadblocks (which we always do in business, right!), they get stuck, discouraged and many businesses fail.
In this three-part series, I’m unpacking each of these three problems and how you can overcome them.
There are 3 essential skills that you need to have to attract the right clients – and not just any clients, but the right people for you who are going to pay you what you’re worth, and that you’re going to be able to help create breakthroughs and a brilliant transformation in their life.
I noticed that a lot of entrepreneurs, coaches, service-based business owners are really good at what they do.
For example, if you are a mindset coach you’re probably skilled at helping someone to release limiting beliefs, overcome fixed mindsets, and barriers.
If you’re a relationship coach, you’re probably skilled at helping someone overcome conflict and create a deeper connection.
If you’re a career coach, you’re probably skilled at helping someone find the right job for the.
But it doesn’t matter how good you are at these industry skills or at your craft, if you don’t have the right business skills, it’s like having half a business. And without these skills, you’re not going to make it in business.
There are 3 main skills you need to get more clients.
1 – Client Attraction Skills
The first skill is client attraction. There are a number of parts when it comes to marketing and being able to attract the right clients for you. Client attraction skills is about marketing specifically to get clients.
There is a difference between the way you market a service, compared to how you market a product.
So if you’re a coach or have a service and you’re selling time with you, or you’re selling your expertise as a subject matter expert, you’ve got to get good at marketing specifically for client attraction.
Getting really good at creating content is key. You’ve got to create valuable written and video content, and consistently provide value to your target market.
Are you consistently showing up and giving valuable, helpful, relevant content to your clients, at least once a week?
Are you regularly sharing valuable content on social media, on your website and on email?
There’s a saying in marketing “Don’t build on someone else’s land”.
What that means is don’t just try and build your business on social media. Social media is an amazing way to connect with people, to build rapport, to get people to know, like you and trust you.
Social media is about building relationships. It’s relationship marketing.
But you also need to be able to have your own land, which is your own website and your own email service provider.
You need to be sending out regular emails at least weekly, because email open rates are so much higher than you’ll ever get on social media unless you’ve got a massive budget to spend on Facebook ads.
It’s very unlikely you can build a really profitable, successful business just through social media. I don’t know a way to do it. And if you do figure out a way then let me know! But I’ve never seen it happen. Every successful business owner I know has a great email list.
Your email list doesn’t need to be massive, but you need people who you can market to, nurture, look after, and give value to through email. You also need to be consistently posting on your website.
Copywriting is the words you use to attract clients. You need to develop the skill of copywriting, because copywriting is usually what is letting you down if your marketing is not working.
If you try to launch an online course, a webinar, or a freebie and it didn’t gain you clients, more than likely it’s because of the copy you used.
Your video skills don’t have to be perfect, but your copywriting has to speak to your ideal client. You need to hone your skill of copywriting and it’s so important that you know the language that your ideal client resonates with so that you connect with them.
You want people to read your writing and think, ‘It’s like they have been overhearing my conversations!’ You want to have so many conversations with people so that you understand how you can best help them.
Ask people what they’re struggling with, what roadblock they are encountering, and ask people how you can help them overcome their problems.
I coached hundreds and hundreds of people with so many free discovery sessions. I would pour my heart into people, even if they weren’t going to sign up with me, because of all that I learned.
The coaching experience was such a valuable experience. Doing these sessions helped me understand what people needed help with, and where I could come in and help them. These sessions helped me understand my target market’s language.
The best way to get good at copywriting is to do it and to follow other people who are great at writing copy.
I consume a lot of copywriting. I love reading Facebook ads, because someone is investing money into making sure the copywriting on those Facebook ads is good. If you scroll past Facebook ads and you just use Facebook for fun, it’s not going to help you grow your business.
You might want to create a file of Facebook ads. I do this on Evernote, an organisation system. I have created a file called ‘Facebook ads’ and I put a whole heap of Facebook ad wording in there, to get ideas to get better as a copywriter.
Communicating your value
You also need to get really good at communicating your value and influencing people to take action – through your written and video content.
It’s so important that you know how to effectively speak to your ideal clients’ frustrations, fears, dreams and desires and clearly articulate how you can help people.
2 – Sales Skills
The second skill is selling. Many people cringe when they hear the word sales and selling.
I used to as well – I thought sales people were pushy and I would avoid it. I thought of sales as having to try to convince someone to buy from me. I didn’t realise that there’s a way of selling that feels enjoyable for both people.
If what you offer people improves the quality of someone’s life, you are doing them a disservice not to share it with them.
After doing a sales course, something clicked in my head that I was thinking too much about myself and what others might think of me, rather than actually helping them.
I had to totally reframe what I understood sales to be.
I now see selling as service. Selling is helping. Selling is caring.
If you’re ethically and authentically helping someone improve their life, why would you not want to tell people about how you can help them?
Every time I’ve bought from a mentor or an expert, or I bought a course or some form of education, my life has improved. In fact, the return on investment that I’ve had in investing in education and coaching is unbelievable.
I love buying education. I love buying from coaches and mentors. That is what accelerates your growth and gives you rapid results. When I started investing lots of money, I got incredible results.
By buying education, I now don’t ever have to work for anyone ever again! That is a BEAUTIFUL thing.
I can work for myself at home. I can make a six-figure income, because I’ve invested in coaching and education. I could never repay those people for how much they’ve helped me.
When you think of sales like that, when you think of the things that you’re so grateful that you purchased, it makes you want to inspire people to buy.
The word sales can have connotations of an 80’s car salesman. If you have that feeling, it may help to reframe it and think of sales as inspiring people to buy.
Think of it as sharing your message so someone can breakthrough into a new place in their life.
Developing the skill of sales is extremely important if you want to make it in business. You’ve got to learn how to do it correctly and authentically and then practice it.
When you have the skill of being able to sell, you can make money anytime, anywhere and that’s priceless.
3 – Presenting Skills
The third skill I recommend that you develop in order to attract your ideal clients is the skill of presenting. The world has changed and people are realising how easy it is to build a business through being at home.
But to make it as a coach or service-provider, you’ve got to get good on video. You cannot hide behind words anymore. People want to connect with you.
It’s different if you’ve got a product you’re selling. People don’t necessarily need to connect with you as a person.
But if people are buying time with you, they want to see you and hear you.
How willing are you to put aside your self-consciousness and show up on video?
A lot of people aren’t willing to do this. They hide behind written words. They don’t jump on video. Or, they jump on video but they haven’t practiced. They haven’t organised their knowledge and they haven’t put their knowledge into clear, actionable steps.
And when it comes to video, people are watching to see how consistent you are at showing up.
The skill of presenting is learnable. You don’t have to be an extrovert. I’m not. You don’t have to be super confident either. You just have to believe in what you’re sharing. You have to know it’s true. You have to have done it yourself, so you share with authenticity and integrity.
You’ve got to be willing to present yourself, show up with confidence, and give value.
If you take the time to hone these skills, learn from an expert, keep growing, improving and showing up, there’s no reason why you can’t get fully booked with clients, make an incredible income and help so many people.
You’re building an asset and a legacy that will keep going and going, once you know how to attract clients, know how to inspire them to buy and know how to present.
The sky will be your limit and your income will have no ceiling.
Then you don’t have to rely on someone else paying you every single week. You can make your own money.
If you can stop being distracted by everything that you could be doing in business and start honing these three skills, you can make money fast.
Something I LOVE about entrepreneurship is that the playing field is equal for everyone. You don’t have to have a formal education. You don’t have to have been born in a certain generation that understands tech. You don’t have to be a ‘natural’ marketer, sales person or presenter. All of these skills are learnable for everyone.
If you want to develop these three skills, then I highly recommend that you join me next week on Facebook Live in my Amplify Your Influence group.
We will be talking about the third problem that most entrepreneurs make, which is not having the right support that is what accelerates your growth.
I will be unpacking how you can develop these skills in a free workshop that I’m holding on August 8th, 2020.
This is a new full-day online workshop. I will be showing you how to develop these skills, how to attract clients and I’ll also be giving you feedback on your own business, and helping you with where your gaps and your weaknesses are.
You’ll walk away with a clear marketing roadmap and you’ll also get my 5-step client attraction formula, with all the slides, the workbook, and resources.
Looking forward to seeing you!