This week I signed up 4 dream clients. In this training, I share how you can do it also.
There are 4 main things we need to in order to attract new clients…
1. An Irresistible Offer
In order to sign up new clients, you need an irresistible offer. So it’s important to take the time to build out a no-brainer offer that you cannot wait to share with the world.
It needs to be an offer you’re proud of and excited about because it is filled with so much value.
Your offer needs to be designed very specifically for a clear problem and solution.
Your offer cannot be that you will give someone a dream life as that’s too vague. It’s got to be something specific, and you need to use compelling language.
People don’t want to receive coaching just for coaching’s sake.
They want to work through a process, overcome challenges and receive keys, tools, and resources. People want to work with someone who has overcome the same challenges themselves and organised their knowledge in a way to help them with the same challenges.
There are 3 main components I recommend you have in your irresistible offer:
1 – Curriculum
Your irresistible offer needs a solid step-by-step curriculum in your offer. It needs to have a step-by-step system, like an A to Z process.
It’s not just about having bits and pieces of content. It needs to take people step-by-step to their end goal.
There’s so much free information out there that people get overwhelmed. People want a curriculum of content and you want that to be available for people 24/7.
2 – Coaching
As well as curriculum, people also need coaching and mentoring as part of your offer in order to implement the learnings.
Research shows that less than 10% of people ever complete an online course on their own.
You have knowledge, wisdom, and experience that other people don’t have and you’ve overcome the problem that you’re helping to solve, so including coaching or mentoring is highly valuable.
This could be done one-on-one or in a group setting.
It could be you delivering it, or one of your team who you’ve trained.
3 – Community
People also want a community. And not just any community, but a quality community.
There are so many Facebook groups out there. Most people are part of so many free communities and often they are getting lost in the crowd.
To accelerate success, we need a smaller quality, intimate community where we are valued, heard, and supported by people on a similar journey.
We need cheerleaders who lift us up, give us feedback, inspire us and help us grow. The best way to do this is in a smaller group.
Curriculum, coaching, and community are just some of the components of building out an irresistible offer.
I’ve got a whole training on how to build out an irresistible offer. Email us if you’d like us to send it to you.
2. Consistent Valuable Content
Every single week you need to give a valuable piece of content to your social communities. You can do this as a Facebook Live, as a blog post, or in lots of smaller social media posts (3-5 per week).
Consistency is the key to social media. The reason I signed up 4 clients this week is that I plant seeds constantly. I plant seeds in my Facebook Lives, blogs, and social posts. I’m constantly throwing seeds into the ground, watering and nurturing them.
The clients I’ve just signed up are from the seeds I planted a long time ago. One lady who signed with me has been following my Facebook Lives for about 6 months and she’s been getting my emails. It’s not about getting instant results. I only want to work with people that are ready.
I never want anyone to feel rushed into something. I don’t like people to feel like there’s any pressure, so for me, I’m detached from the outcome. I show up. I ask what they need and if I feel that I’m the right fit for them, then I present them with an irresistible offer. But I don’t offer it to everyone.
The cool thing is that because I’m always planting seeds and consistently putting content out there, most people come to the strategy calls ready and committed to themselves.
I don’t ever have to do awkward sales calls because most people who connect with me know they have a problem and I know that I have a solution to help them.
Your content has to be compelling, hook people in, engage people, speak to their fears, to their desires and your content needs to connect with them emotionally.
You need to speak the language of your ideal client and speak directly to the specific problems and needs that they have.
Your content also needs a great call to action. You don’t just need free content, but also a clear lead generation strategy that you focus on. And consistency is the key.
3. Unshakable Confidence
Signing up new clients really comes down to how much you believe in yourself because if you’re not confident, you won’t be able to sell anything and you won’t be able to sign up clients.
Here are 5 things you can do to build unshakable confidence:
1 – Believe In Yourself And Back Your Dreams
Now, this doesn’t mean that every single day you wake up and feel amazing. It’s just a quiet knowing within you, that whatever happens, you will keep going until you make it.
I’ve made a decision a long time ago that I will never give up on my dreams. It doesn’t mean I don’t doubt myself. It doesn’t mean I don’t have fears, worries and doubts come up.
This is where you have to do the work to keep your mindset strong and keep backing yourself and believing in yourself. Even on the days where you struggle, you’ve got to just do it anyway. No one else will believe in you as much as you need to believe in you.
2 – Do The Hard Work
Confidence comes as a by-product of competence, and you get competent, by doing the work and by getting really good at your craft.
I’m good at sales because I’ve done hundreds and hundreds of sales calls. I’m good at presenting because I’ve done hundreds of events. I’m good at coaching because I’ve coached hundreds and hundreds of people.
I started out coaching people for free. That’s how I got all the learnings and figured out what people want and what they need. I’ve done so many strategy sessions where people didn’t sign up, but I’m not focused on the outcome because I know eventually, I am going to succeed.
There’s a lag time between putting the seeds in the ground, watering them and making sure they get the sun and looking after them before they start to grow and produce fruit. Most people don’t keep going and quit before the harvest comes.
Farmers don’t throw the seed in and expect a tree the next day. Farmers consistently show up, water the plants, fertilise the soil and do everything they can to ensure the crop they have planted end up bearing fruit.
3 – Keep Showing Up Consistently
Keep showing up consistently even if you feel like it or not. You have just got to commit.
If you’re not committed and trustworthy, people aren’t going to trust you. They will just think you are there when you feel like it. People want to see you showing up and taking action consistently.
4 – Spend Time With Visionaries
Spend time with visionaries and people who think beyond just the current day-to-day stresses. You are not going to get unshakable confidence by hanging out with people who think small and focus on really small problems and things that don’t matter.
You need to spend time with people who are visionaries, who think bigger and look to solve bigger problems, instead of just thinking about how they will make their lives more comfortable.
5 – Have A Mentor
We all need mentors to help us develop our skills because confidence comes as a by-product of being really good at what you do.
And one of the fastest ways to get better at what we do is by having a mentor who has ‘been there, done that’.
4. Proven Sales Process
There are 3 main things people get wrong when it comes to the sales process:
1 – Not Having An Automated Booking System
This is so simple to overcome. If you don’t have an automated booking system, you just need to set up a calendar online. You can get one appointment type for free. I use Calendly.
If you want to have multiple calendars it costs $10US a month. I’ve got a calendar for 30-minute bookings, 15 minutes, 45 minutes, 60 minutes, and 90 minutes.
It just takes away so much time and effort that you can waste, going back and forth with people. How many people are just not signing up with you, simply because it’s too hard? You need to have something that people can book 24/7.
I don’t do anything manually for my sales process until I turn up on the call. Everything is automated. People book a session on Calendly. They get a questionnaire to fill out. They receive automatic reminders and all I do is read and take notes from their questionnaire before the strategy session.
2 – Not Preparing For Their Sales Calls
People don’t do well at sales because they fail to prepare. They don’t have a questionnaire, and they don’t have a structure to follow.
Sales calls are very dynamic and can go all over the place, but I have a structure that I’m following and a toolkit of questions. I then devise questions based on the questionnaire that I’ve received.
I always know where I’m at in the process of the sales call, as I follow a structure. I allow myself to flow within that structure though depending on how the call progresses. It’s so important to prepare in advance.
3– Not Leading In Their Sales Calls
You’re the expert. You’re the professional and people want to be led and directed in strategy sessions and sales calls.
In my strategy sessions and sales calls, I have set questions that I ask, but I flow with how the answers are, but I always bring it back within my structure. I lead in my strategy sessions.
I ask the person when I get on the call or Zoom if they are comfortable, have a glass of water, and are ready to start with the strategy session. I then have my questions and structure to follow based on the information I’ve received from their questionnaire.
There’s so much that you can do in your conversation to increase the likelihood that they’re going to say yes to you.
I absolutely love sales conversations, because it’s an opportunity to help someone change their life. I see them as coaching sessions and if we are a match, then I offer them my program.
Getting good at sales is the only way you can stay as an entrepreneur. It’s the only thing that gets money in your bank account, and it gives you freedom.
I could not have built my own business to a 6-figure business on my own. I needed a mentor. Personally, I invest at least $10,000 every year in getting help from mentors and coaches.
Every time my money has been low, I have spent the money and invested in coaching and mentoring, because that’s the way we grow.
Want help to grow your business?
Do you want help to get more ideal clients, free up more time and create a profitable, lifestyle-friendly business that you love?
I offer a free 45-minute clarity call to see whether my programs are the right fit for you.
Apply for your free clarity session here
To your success,
Leave a Reply