I know the word ‘system’ isn’t sexy… But in this video and blog post, I share why systems can be truly sexy, and life-changing in your business. I share 5 systems you need to attract and sign up clients consistently.
Systems help you free up more time to attract more clients and be able to sign them up, so you can do more of things that you really love to do.
Systems allow you to have more time for the things that are in your genius zone – the things that only YOU can do.
Wealthy people create systems, and then they let the systems do the heavy lifting for them.
One of my favourite ways to view systems is this:
S – Save
Y – You
T – Time
E – Energy
M – Money
S – Stress
A system is a procedure, a method, a process, a set of steps that you repeatedly do.
And if you get them on automation, which so much you can do now because of technology, it allows you to have more time to do high-level tasks, like create quality content.
Systems allow you to plan and have a clear vision of where you’re going and really grow your business to the scale that you want it to be…
… as opposed to staying small and being stuck in admin and stuck in all those menial tasks that can just drag on and leave you frustrated and stressed.
You know those tasks that get you stuck and still not having the kind of impact that you want, or making the kind of income that you want to have.
The right systems can allow you to know that you’ve got a steady stream of clients coming in.
If you put these five things in place, if you have the systems taking care of all of the many tasks you need to do in business, through technology and through setting things up properly with a good foundation, you’re going to feel much less stress and much more relaxed.
Also, systems allow you to connect all the different parts in your business.
There are a lot of different steps that need to work together to achieve the outcome that you want for your business.
The right systems mean you know that everything is cohesive and taken care of.
You don’t forget to follow up on that person, you don’t forget to ask for referrals or testimonials. You don’t forget that you need to do a proper marketing campaign in the right timeframe.
There are a lot of systems that you need in your business.
Here are five of the most important systems that you need to focus on in order to attract and sign up clients.
1. A Content Creation System
You need a system for how to create regular consistent and valuable content to put out into the world.
I don’t just mean chucking up random Facebook posts, I’m talking content that is strategic and purposeful.
Your consistent content should be about educating your ideal clients on exactly what they need to know about you.
It should show people why you’re different and exactly how you can take them from A to B or A to Z, that you know what you’re talking about, that you can be trusted, that you know how to help people transform and get a great result.
That is what your content is about. It’s not just about quickly putting something out there just to be seen and posting anything that’s not valuable, you want to make sure that you have a system for your content creation that is regular.
I recommend that you post on social media and daily. Posts should highlight things like:
* Why you’re different
* What you believe
* What you stand for
* Your unique point of difference
* Your opinion on things
* What kind of person you are
* What kind of things that you help people with
* Maybe you spotlight one of your clients that you’ve helped achieve a transformation
* Maybe it is showing behind the scenes
* Maybe it’s showing you at an event and putting the highlights of what you’ve learned during the event
So when you put the system in place, you’ve got a plan for it. You’ve got a schedule, you’ve got a map.
With my private clients, I help them with this with a social media planner.
And I teach them how to rotate their posts, being strategic in how many times they are purely giving value and how many times they asking for the next step.
We also look at rotating between educating and entertaining and inspiring – doing a good combination of these.
You don’t want to have it all ad hoc and just randomly post last minute, because you quickly need to think of something – you want it planned in advance.
I recommend you use a scheduler. You can also add posts when you’re out and about, but at least you don’t have to manually do it every day.
I have looked at a few different schedulers. I personally like Buffer, because you can create everything on automation to go out.
I also recommend with your content creation that you send me an email to your list, once or twice a week.
And it’s valuable content – you’re giving, you’re sharing, you’re helping people to solve little problems in their lives that is in your area of expertise.
Don’t send something on mindset one day, and then on health, and then on relationships and then on finances – make sure your content is your ideal client with your content.
We also need to have a system for our copywriting.
We need to have templates that we’re using with our copywriting. This is what I do with my clients, I give them templates to follow because it’s a whole skill in itself.
It’s something that a lot of us haven’t been taught.
It’s something that we need to study and practice and get good at.
Copywriting is a big part of our marketing.
Copywriting is basically any kind of words that you write in order to market or in order to influence, it’s about copy that you write for a commercial purpose.
You also need a system for the copywriting on your landing pages, so you can capture people’s email addresses.
So that’s number one – we need a system for our organic, our free marketing.
2. An Advertising System
You need a system for paid advertising. And for most of you watching, it’s probably Facebook ads.
You need to be running Facebook ads. Gone are the days where we can post about our business all the time and show it to loads of people.
Those days were good when they lasted, but those days are over.
Now, we’ve got to pay to play.
So you want to always have ads up and running, you’re keeping an eye on them to make sure they’re converting, even if it’s $3 a day, and you’re posting your content and putting money behind it on Facebook.
I don’t recommend that you just boost posts.
I recommend that you actually create a whole ad, and that you’re always testing and measuring, you’re always comparing an A and a B – such as headlines or images against each other.
I’ve always got ads running, there’s never a time where I’m not running ads. They are running either running to a freebie/lead magnet, or for an event that I have coming up, or for people to watch a video of mine, and I’m always keeping an eye on it.
So instead of consuming social media, when I’m on Facebook, the majority of the time I spend on social media is creating and posting original stuff that I write, and not just copying or reposting other stuff, and also checking my ads insights and making sure that they are working well.
3. A System For Presenting Your Offer
Presenting is about sharing an offer to your ideal client.
Usually, you will present one offer at a time, and I recommend that it is whatever it is that you believe that your ideal client needs most.
You need to present, whether that’s on a video, whether it’s a sales call, whether it’s a webinar, it could be a sales letter – such as a full landing page with the sale, it could be a live workshop – it’s some kind of presentation where you’re presenting the next step to your client.
So you need a system around it.
You need to know when you’re going to do it, you need to know the schedule, you need to have it clearly planned out – the structure of your presentation, what you do before the presentation, during the presentation, after the presentation – these are all things that you need a solid system for.
Ideally have templates for all of these things, so that there is a system, structure and strategy – so that you’re not starting from scratch, and just kind of making it up as you go along. That’s a big waste of time.
4. A Sales System
You need a sales system – a process.
This is where you’ve attracted the potential ideal client, also known as a lead or prospect, and you’re going to convert them to a paying client.
This is where the rubber hits the road, this is the thing that will keep us in business. Sales are the lifeblood of our business. The only reason a business fails is not enough sales.
And the main reason a business succeeds, there are lots of reasons but fundamentally it comes down to having enough sales.
If you don’t have enough sales, you don’t last in business. You’re stuck in a job, you’re going and doing something else, you’re distracted and you can’t put the time and effort into growing your business properly.
So for a sales system is about setting up a process where you know what to do before the sale, during the sale and after a sale.
You need a template or script with the appropriate questions, you need to have a structure for how you do that offer.
You don’t want to get on the phone with nothing planned, that’s not going to work. That’s going to convert really low.
You want to make sure that you know what you’re doing, you’ve planned it out properly.
And then you also have a post-sales process.
I like to document everything that I do in my business, all the system. I record videos on them so that I can train up my intern or contractors.
You need clear systems to get people to get money into your bank account.
There are lots of steps you need in this system.
You need a way to take payments for example Stripe, or PayPal, or Ezidebit.
You need a way to book people into your calendar, and that should be automated, there shouldn’t be texting back and forth. There should be none of that manual stuff happening – that is not a good use of your time.
Your time is spent doing what you do best, and not trying to collect money. You’re not a bank.
It’s not trying to book appointments, you’re not a PA, you’re the business owner.
You’re the visionary – you’re the one that needs to set the direction, the culture, the values, the vision, the mission, the goals – THAT part of the business, not getting stuck in low-level tasks like admin.
So once you set up a sales system, you’ll know that you have a certain amount of leads coming into your funnel consistently and you’ll be able to convert them into paying clients.
5. A Nurture and Follow-up System
Do not leave this to chance, and do not leave it to memory. Don’t even leave it to your to-do list.
Unless you’re constantly prioritising and ordering around your to-do list -which is kind of a waste of time… It’s better to just have a system.
When I first started out in business as a Personal Trainer, before I used the internet much, I’m not naturally organised, but what helped me was having a system. I had to work on getting organised and planning and having a system so that I didn’t have scraps of paper lying around.
My system was – I pulled out their folder with the notes from their previous session, I planned the session that we’re about to have. I had everything documented and color-coded.
Creating these systems really helped me with clients, because I had the system of knowing how many leads I needed to get on the phone, how many appointments I needed to book, how many of those would convert into paying clients, and then how to nurture and follow them up.
I had a system of checking in if they didn’t by and a system of following up and setting myself appointment reminders, otherwise people fall through the gaps.
There’s a saying in the marketplace ‘The fortune is in the follow-up.”
How many people have you missed because you haven’t followed them up?
Maybe you’ve met them at a networking event, and you’ve got on really well, and the business card is somewhere in a drawer somewhere or in your handbag still and you haven’t done that follow up. I’ve been guilty of this over the years.
Follow up has to be fast.
You also need a system for looking after people – maybe they’ve bought from you in the past, or they might be a client that you only see occasionally – you want to have a system to follow them up.
Also, you need to have a system for making sure that you’re asking for referrals and testimonials.
Once this is all systemised, it’s going to take away so much stress.
So many people are running around chasing all different things because they don’t have good systems in place.
Doing these things and getting a result from these things, and two different things.
The better the systems are, the more likely you’re going to get consistent results.
And you just keep tweaking the system until it works.
You don’t want to get caught up in the emotion and the drama. You just want to focus on the numbers and the facts in business.
Of course, there’s emotion involved, but we need to do our best to keep it very factual, and just focus on the tasks that are going to get us the outcome that we want.
This stops the handbrake being on the business, where there’s no flow of clients because we’re getting stuck in low-value activities, or we’re running in the wrong direction really fast and we’re exhausting all this energy when actually we need to be focusing on getting the systems in place.
It can feel like a lot of work to put systems in place, but I promise you – it’s worth it.
It’s a ‘do it once and it’s done’ approach.
As one of my favourite quotes by Les Brown states:
“Do what is easy and your life will be hard. Do what is hard and your life will become easy.”
So, if you’re wondering, where do I start with all of this? I don’t even know where to start, I’m overwhelmed…
…I totally get it, because it was me when I started off as well.
It’s taken me time to build systems and I’m still tweaking them. But I can help you save a lot of time and energy in putting them in place because I’ve found some great hacks and technology tools that can help you.
There are a few different options for how I can work with you.
If you haven’t had a one-on-one session with me before, then I’m offering you a free one-on-one session. I will help you strategise and put the right systems in place for your business and show you the next steps you need to be doing right now, and how to actually do them.
Or maybe you’ve got these systems in your business already, but they need a few tweaks because they’re not all working as well as they could.
If you don’t have a flow of consistent clients coming through your pipeline and you’re signing them up regularly and then nurturing them so they are raving fans, systems can help you.
Also, I have a full-day workshop coming up on Saturday the 17th of August, in Sydney.
This is for you if you want help putting together your client attraction system to help you attract and sign up clients and keep them coming and paying you consistently, so that you can have a profitable business that you love.
You’ll learn the systems you can use to free up your time and stop stressing and struggling over money and getting stuck in procrastination or overwhelm or any of those things that hold us back in our business.
You’ll get loads of useful tips and a step-by-step plan that you can apply straight away, plus a lot of support and a great community.