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I work with a lot of clients and one of the most common things that come up over and over and over again is that they can’t get clients. There are many factors involved in getting in front of the right people to generate clients, like knowing who your fabulous dreamie clients are, where they hang out and what your message is for example, but ultimately a service-based business is about people and connection.
When you connect with people then you are building that know-like-trust factor and that’s what creates new business for you.
The problem is sometimes we don’t want to do the work, well we do, but it’s icky and uncomfortable reaching out to people. Now I’m NOT talking about cold calling here, trust me, I won’t even do that. But you hiding away behind your screen isn’t helping anyone and it’s certainly not going to get you to the place of making a big difference in the world.
What I’m talking about is creating discovery calls/conversations so that you can get that connection with people in order to grow your business.
Fear gets in the way, though, doesn’t it? I don’t know where to begin, I don’t know what to say, I haven’t spoken to them in ages. What that fear is really saying is, “Will they think I’m being pushy?“, “Who am I to shout out about what I do?“, “Will I annoy them?” “Will I be judged?” etc.
Let’s say it as it is here…
You need to be pro-active to get clients. Sitting on your butt wishing on a star won’t bring them in. Harsh but true! If you don’t have an enormous budget then you have to do the leg-work.So here’s my 3 top tips for getting new clients (it doesn’t have to cost you money, it can all be done for free)
- Start a conversation
“Where do I begin when I don’t have any connections?”
Just begin where you are.
Let’s say you’re connected on a social media platform. Try this:
“Hi there, I just thought I’d pop by and say hello! I often see your name pop up as one of my connections but have been so busy that I haven’t really taken the time to connect, which is kind of the whole point of being on here!!
How are things going with you and your business?
Share what you’ve been up to, and let the conversation build over time. Don’t just leave it as a conversation, though. If the person seems a good fit to work with you then invite them onto a call to chat with you to find out how you might be able to help. Remember it’s a bit like building a new relationship, don’t ask for marriage on the first date! Allow the relationship to develop and get to know them first J
Seriously, how hard can it be to have a conversation with someone? It really isn’t!
Action: Go out there and start the convos already! Go and speak to one person straight after listening to this podcast.
Follow-up, follow-up, follow-up. It can be sexy and fabulous – it’s SO under-rated. It’s the lifeblood of your business.
I can’t count the number of new clients I’ve had now that have signed up because they said my follow up is fab. I read on Hubspot the other day, that 80% of sales require five follow-ups. Are you following up five times? I know I didn’t used to. I do now because I want to connect and build those relationships so that I can grow my business. I do way more than five now.
I love following up, I really do. I love knowing what people have been up to since we last spoke, whether they end up being my clients or not. Not in a nosey way, I am just genuinely interested and think about them often.Follow-up lets people know that you’re thinking about them.
“But I haven’t spoken to them in ages.”
So what?! Reconnect.
“Hi, it’s been a while since we last got in touch. How’s everything going? Last time we spoke you were… “(fill in the gaps about what they were up to). Then just show a genuine interest in where they are at now.
Action: Go back to 3 people you’ve not spoken to for a while and reconnect.
By the way, did I mention that follow-up is really important? Okay, okay, just sayin’.
Set it and forget it
“It’s a chore”
“There’s not enough time, I don’t have enough hours in the day.”
So make time.
Make it the first thing you do each day.
Connect with 2-3 people and then go about your normal day, feeling smug that you’ve done your follow-up.
Create a simple system for your follow-up. Make a note in your diary, use an online project management tool, or a note on your phone. Just diarise the next time you’re going to connect. KISS – Keep It Simple Sweetie. It doesn’t need to be complicated. Get out of your head and take action! Stop overthinking it!
Action: Set up a super simple system to keep on top of your convos and follow-up
So there you have it – my 3 top tips for getting new clients.
- Start a Conversation
- Set it and forget it
If you’re struggling to get clients come and join my fabulous 3-day live experience, Discovery Call Magic, where you’ll
Learn how to stop the struggle of getting new clients and start receiving diary bookings with ease
- Discover how you can stop leaving money on the table and start working smarter, not harder
- Use simple systems to get clients on auto-pilot, over and over again
Come and join me – www.bit.ly/DCMagic
You can have clients now, no matter where you are in business – by building relationships. You run a service-based business, so be of service, connect, help out, you never know where that connection might lead.