Want to know the FASTEST way to turn strangers into clients?⠀
There are a lot of factors that lead to success in signing clients. We need a great offer, an effective marketing plan, skills, and tools that people want in our area of expertise.
Those things are a given.
But none of that will help us if we don’t have TRUST.
In the past, trust was built by close physical proximity. In this new age, we need to build it in other ways.
Because of the wide range of options online, a lot of people are now more cautious when it comes to trusting people they don’t know.
The interesting thing with trust is that you can’t buy it or convince people to believe you’re trustworthy. You’ve got to be intentional to earn it.
Trust is stored and nurtured like money in a bank account.
You make deposits into your followers’ accounts then exchange that trust with you when they follow you and buy from you.
You make deposits into your followers’ accounts and that is exchanged with trust
It’s hard to quantify exactly how important trust is for business owners, but a lack of trust could potentially be your biggest expense.
Without trust, so many people lose sales without even knowing it. Trust is the social glue that holds business relationships together.
Yet, despite the importance of trust in the business world today, not everyone gives it the focus and nurturing it deserves.
So, how do you develop trust, so you can turn more strangers into clients?
Here’s what I believe is the number one thing…
EARN TIME
Trust develops with time.
There’s a piece of research that was done that showed it takes seven hours of consuming content for people to make a significant buying decision.
If you don’t have time with someone, it’s hard to get them to trust you.
When you’re consistently showing up with value, you get to teach people new things. Through that, you demonstrate how you can help them …
… but people need personal connection as well as valuable content.
Around 16 years ago, I was a Personal Fitness Instructor. A gentleman came into the gym wearing a very solemn face.
I was full of energy and a little nervous as he was skeptical, wondering what a woman, half his age could teach him.
He became my client and we worked together for over 10 years, and now he’s my good friend.
As I think back to why he signed up with me, I hadn’t had a lot of business experience yet we had a rapport, and we had trust.
I’ll share my reflections, through the story with Richard, in the following 3 points.
How do you earn time?
1. Prove yourself through peers
Richard walked into the gym, asked for the Manager, and asked to speak to the best Personal Trainer in the gym.
I had a great relationship with the Manager and when I look back, I see that I was using a business technique called ‘Relationship Marketing’.
I didn’t realise until later this is the way that I built trust with him which led to him giving me a lot of leads.
Therefore, I had earned the time with Richard because of the referral from the Manager.
When someone has referred you somewhere, you would be much quicker in signing up to the program than you would if you had just seen a Facebook Ad.
Even though referrals are a wonderful strategy, it’s not a strategy that you can fully rely on to grow your business.
It’s not a proactive strategy in terms of marketing.
Tony Robbins says, “It’s not enough to be excellent anymore. It’s about being outstanding.”
With the amount of people online now, we need to know how to STAND OUT
You can ask people for testimonials and reviews and you can create a community where people are talking about you.
For example, in my Inner Circle community, there are people who have been with me for 2 years and others who have just joined the group so when they are all together …
… the ones who have been in the group longer can testify that yes, Kat knows what she’s doing and she gets results.
These are some of the ways that you can fast-track this process of building trust by proving yourself through your peers.
This is the first reason why Richard signed up.
The second way to turn a stranger into a client is …
2. Believe in their most radical future vision
When people show up to a Strategy Session with you and they tell you their future vision, who they want to be – because that’s what they want …
… in every cell of your body, you need to believe in their vision.
Richard came to me with the vision of wanting to look like Carlos Spencer, a former New Zealand Rugby Union player. Richard was a smaller build and had a smaller frame than what Carlos has.
Instead of telling Richard that he couldn’t do it because he was a different build, as other trainers had done, I began to encourage him on his journey …
… because I didn’t have his trust just yet.
I was able to be share more with him AFTER I had built rapport and trust and he chose someone else that he admired that was more his body build – Bruce Lee.
He trained consistently with me, 3 times a week for years. He went on to compete in 3 Body Building Competitions in the Master’s Division and then became a Personal Trainer.
Richard is in his early 70s, runs a business ‘Addicted To Training’ and is still going strong.
When you REALLY believe in someone’s future identity, you build massive trust.
3. Contribute to their life more than they’re paying for
You can be so much for than just a coach for your clients. You will be evolving over the years and people follow people.
People don’t follow programs. People don’t follow products, they follow people.
You could have the most amazing service in the world, but if you don’t have their trust, they won’t buy your service. Your audience, your people are watching your life.
They want to aspire to their next level and if you have gone before them and created a recipe for success, they will follow you and buy from you.
They want to know that you ‘get them’ and understand them. You have been in their hole and have climbed out of it so now you can show them how they can too.
When you help people transform, not just give them information, they often refer people and be loyal to you.
You’ll be able to make a much bigger impact with your followers.
If there’s one key point I want you to take away, it’s this: when you know how to earn time, your marketing becomes easier, faster, and you show up with more confidence.
You connect better with your ideal clients and you attract more of the right people into your business that you can help.
And what that ultimately means, is that you can help more people, create a greater impact & more fulfilment in your life, and have a profitable business doing what you love.
These ideas are just the tip of the iceberg.
Do you want help doing this so you can get more quality clients?
I work together with people in the following areas:
1) Creating compelling content that converts
I help you craft the right language to attract your ideal client, so the right people can immediately see what you’re all about and that your program is right for them. We also makeover your existing marketing and online presence and make sure your offer is irresistible.
2) Creating automated marketing funnels
I help you create a 24/7 marketing machine that you can rely on and also massively frees up your time. You don’t need to be a tech expert, I hold your hand and walk through it every step of the way with you.
3) Creating profitable presentations
We use my proven process to craft the right language that signs ups truly ideal, quality clients from your presentations.
In order to be the best candidate to get results, you must have experience serving clients in your area of expertise and getting results, and already have a pretty clear idea of what problem you solve and who you enjoy helping the most.
If you’re not sure if you meet this qualification, message me on Facebook or email me at info@katmillar.com and we’ll discuss it.
You need to be willing to create content consistently, either writing and/or being on video and sharing your thoughts about the topics you’re an expert in.
P.S. Whenever you’re ready… here are 3 other ways I can help you grow your coaching business:
1. Grab a free copy of my ‘Client Attraction Checklist‘
It’s a powerful roadmap to attracting leads, signing clients, and scaling your coaching business. — Grab It Here
2. Join the community and connect with Coaches who are also growing their business
It’s our Facebook community where ambitious Coaches learn to get more income, influence, and impact. — Join Us Here
3. Work with me privately
If you’d like to work directly with me … just send me a Facebook Message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Message Here
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