Bad clients = No Money

One of the reasons you are making no money is because you are attracting the wrong clients. The ones who want to beat you down on price, the ones who never buy again or refer you, the ones who really don’t appreciate the value of what you provide. You do not want bad clients, you want the very best clients ever so you can earn all the money you want and deserve in your business.

Here are a few questions to ask yourself about the type of clients you are attracting

  1. Who am I attracting?

Something that many people do not think about. But the truth is you are attracting a certain type of client because of your energy, your mindset and your lack of a plan.

I am sure we can recall that horrible client we once had. Or that person we spent 2 hours on the phone speaking to only for them to say they cannot afford your services. Didn’t you feel deflated and like you wasted a whole bunch of your time? It is time to put a stop to that and only attract persons who want to work with you and are willing to work with you.

How? By being intentional and specific about who you want to work with. This is not something a lot of entrepreneurs do and that is why the hagglers end up in your mailbox or on your phone line.

  1. Who do I want to attract?

This is a serious serious question guys. If I were to ask you this today what would your answer be? And I do not mean some vague thing like people who like body scrubs or people who like to dress up. But I mean the real people you want to attract. What is their age? What is their struggle? Why do they need you?

Knowing who you want to attract and why you want to attract them specifically will help you eliminate a lot of wasted time and energy and get to selling your products and services consistently everyday!

Take some time today and make a list of the characteristics of the type of person you want to attract to your business.

  1. Your money mindset

You have a scarcity mindset and that is why you are not attracting the right people or attracting money to your business. This is the ugly honest truth and until you come face to face with this reality then you will continue to struggle

Many clients tell me yes they believe they deserve the best clients and they deserve to make money but deep down they do not believe it. There is always a feeling of doubt and fear around earning the money that you want consistently. I understand because I have been there as well. Saying yes to people I know I should have said NO to. Lowering prices because of the belief that some money is better than NO money at all. But when you start to self sabotage yourself like this, you will constantly be struggling to make the money you want by attracting the best clients.

Your money mindset can make or break your bank account. Ask yourself

  1. Do I know how much money I want to make
  2. Do I know what I will do with the money once I make it
  3. Do I truly believe that this money will always come to me
  4. Do I believe what I am currently doing will earn me the money that I want

A shift in your mindset around money is one of the first things that you need to do in order to attract clients who will always be willing to pay you.

  1. What is my daily ritual to attract clients?

When I ask my clients so what are you doing to attract clients or sell your products and services, I always get these really vague answers like I am posting on my business page. I am here to tell you that without a plan to attract the best clients then struggle will be your middle name.

A plan! Yes! A plan! And that is why I encourage you to set up some daily rituals in your business that you do consistently to attract clients. Creating a routine will eliminate the stress you experience of what to post, where to post and how to post. It will ensure that your clients see you consistently both online and offline. It will become a habit and literally take less than 1 hour to do every day because it is now a routine. And you position yourself as the expert in your field because you share value consistently.

Your daily routine can look something like:

  1. Post in 3 groups where my ideal clients are. Share value and ask for the sale
  2. Send an email with value and ask for the sale
  3. Share a new video with valuable content and ask for the sale
  4. Call 3 potential clients per day and provide value and ask for the sale
  5. Follow up with 4 persons who expressed interest in my services/products and provide value and ask for the sale

You will notice that the other consistent part of this routine is that you share value and ask for the sale.

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  1. What am I telling them?

What exactly do you tell your clients everyday? You see this could be the simple reason you are not attracting the very best clients. You are not telling them anything of value! You are not sharing with them how you solve their challenge and why they should buy from you. And I do not mean bragging about how great you are; dropping a flier or a link, but really and truly engaging and showing them how you can help them!

Many clients I have noticed just like to talk about the finished product but they do not like to share the process and that is exactly what your clients want to hear to build know-like and trust! They want to know that you understand the process to get to the finish line.

  1. Are you telling them about that?
  2. Are you sharing stories?
  3. Are you sharing your own challenges?
  4. Are you sharing WHY you started the business?
  5. Are you sharing the process?
  1. Where are my clients?

So now I know exactly who I want to work with. My ideal client avatar is on point and I am excited!!!! Now what do I do?

You show up exactly where they are.

You see part of understanding who you want to work with is understanding where they hang out both online and offline and then being intentional in showing up exactly where they are consistently sharing value and asking for the sale. It is an intentional activity that lands you the very best clients.

And let me tell you a secret….they are not all on your fb business page! LOL

No, they are in groups, in forums, browsing social media, in associations and groups, sitting in their offices etc.

  1. What do I want them to do?

You may be surprised how many times we fail to tell our clients what to do. Meaning we give them some valuable piece of information and then we left them hanging out to dry. This is a huge problem guys!

If you do not tell them what to do i.e. Have a call to action, then why do you expect them to buy from you. You are literally leaving money on the table.

Literally by not saying to them

  • Click here
  • Message me
  • Reply to this email
  • Schedule a call
  • Book a service

They will consume your awesome information and then move onto the next guy who tells them exactly what he wants them to do. This is how you get the clients! Sounds simple right? Then why are you not doing it everyday?

  1. What am I offering to them?

Another reason you are not getting clients is because you are not telling them what you can offer them. So hear me out…I know you will say but Adanna I am posting everyday and telling them but no one is buying…but are you really? Are you being super specific and telling them what you are selling or are you giving them an overview of the 10-15 things that you offer and hope that they pick one of them.

You see, you have to be specific about what you want them to buy especially when you offer more than 1 product or service. Giving them too much information about your whole portfolio may seem overwhelming to your client who just want quick easy solutions. For example as a VA you may offer:

  • Administrative assistance
  • Social media management
  • Content creation
  • Email management
  • Project management

Take each one of those things and sell them as separate pieces or create bundles but speak specifically to the persons who may need each one of these items individually. And then you can either offer them as a bulk item or upsell them to a bigger package. But if you are not being specific about what you are selling to them then how to intend to attract them and then convert them into YES clients?

  1. Why you and not the other guy?

Why should a client buy from you and not the other guy? What makes you so unique and how are you communicating this ‘uniqueness’ to them?

The truth is that there is nothing new under the sun and most industries are so saturated with a bunch of people offering the exact same thing packaged with a different name in different brand colours. Everybody is an event planner or a social media strategist or a Virtual Assistant. They are a dime a dozen and we all know this. Yet we show up and say the exact same thing, in the exact same way using the exact same formula and expect people will buy from us…..argggh. NO!!!

If you want to attract the best clients you have to offer them something unique because they have used other people and have been sorely disappointed before. They have gotten a lot of the same ole same ole thing and can tell you exactly what they do not want from you.

Understanding what makes you unique to your audience will help you attract a better type of client who will not only appreciate your services, buy from you consistently, not haggle you for prices and recommend to other awesome clients who will do the same.

  1. How do I convert clients from maybe to yes!

The age-old question. The answer is quite simple…well not really but it can be done.

  1. You offer them consistent value. There is reason they are on the fence. They can see the value but it has not become a desperate need as yet and this is why you have to speak to them over and over via emails, blogs, social media, networking, videos, articles etc. The consistency is key to change the maybe to a yes!
  2. Follow up! A client who has messaged you or asked a question under a post is a maybe client and the way to convert that to a yes client is to follow up until you get the yes. Ask them if they have any questions; offer a free trial; invite them to an event you are hosting; just consistently follow up with them until you get a yes!
  3. Make it easy for them to say yes. And by this I mean make sure the process of consuming your content and buying from you is SIMPLE. Do not add unnecessary steps. Do not overcomplicate the way they have to get information from you or buy from you. Make everything just a click away. This is the beauty of businesses like Amazon where they have a One-click button for you to buy. Make it simple and make it a no brainer so you can get a yes!

Moving clients from a maybe to a yes is a strategic action that you have to intentionally make easy for your clients.

  1. Saying NO to low paying clients

Sometimes saying NO is the best thing you can do for your business. Many times I see business owners so desperate to land a sale that they say YES to a client even when they know this client does not respect them or their work or the client has beaten down their price to next to nothing. The desperation to make a sale is real and it can work against you.

I am not going to tell you about knowing your worth because if you do not know that by now, then no wonder you are struggling. But understand that saying YES to everyone who crosses your path especially when they have beaten down your price is your fault!

Say NO to those clients and trust me they will pay exactly what you charge the next time around.

If you need support in attracting the very best clients then join me in my private facebook group of over 3000 entrepreneurs from around the world building dynamic brands- Dynamic Business Strategist

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No email list = No business

YOU ARE NOT SERIOUS!

Why is it when a new client comes to me and asks for help and we start to explore all the things they are doing and not doing that email is always so low on the list? It’s either they are not sending at all or they are sending so sporadically that their clients do not even know they exist? Arrgh

Guys, you want to grow your clientele? You want to make money? You want to connect with your audience? Then you have to start taking your email list seriously. Some of you are so stuck on the social media bandwagon that you are not seeing what is directly under your nose. There are people who want to engage with you outside of social media everyday!!!!

Get on the train, get on this bandwagon and come experience what so many of us are experiencing. Let me just say this. It does not happen overnight so do not booo hooo if you sent 2 emails and no one deposited 5k into your account. You have to build their trust. They have to know you are in it for the long haul. They have to know that you really want to help them. They have to know you are all in for them and with them. In other words you have to be consistent in providing value and asking for the sale.

Here are some things to consider once you start sending out your emails:

OPT-IN

I change my opt-in a few times a year and they are not always shared on my website. In my business, I have found that using an opt-in was the easiest way to grow my email list as well as stay connected with my clients in ways I could not using social media

What is an opt-in? An opt-in is one of the tools you use to grow your email. It is a valuable piece of information that you give your clientele in exchange for their email address. This is a free easy way for you to stay connected beyond social media because you own your email list whereas you do not own the content that you share on any of your social media platforms.

SPEAK DIRECTLY TO THEM

I work a lot with my clients in creating emails to send out to their audience and the first thing that pops out to me is how many are just struggling to speak authentically in your own voice. If someone opts-in to get valuable information from you…then they want to hear from YOU. They do not want to hear a bunch of recycled clichéd words and phrases. They want your thoughts and opinions in your own voice and your own words. Do not be afraid to speak to them like you would speak to a sister or brother if you were telling them about your business.

Speak directly to them in an authentic voice

CALL TO ACTION

Are you using a Call to Action in your emails when you do send them? What exactly do you want your readers to do when they have consumed the information that you have sent? Many people miss the mark when sending emails and just are concerned with showing a pretty picture. But like with everything else in business, you have to tell your audience what you want them to do!

EMAIL AWAY

This one always causes much controversy because some people hate sending and some people hate receiving emails. The truth is that it depends solely on you and your audience and the relationship you have built with them. But sending 1 email per month is many instances is not cutting it!

Do not let this marketing gold mine go to waste in your strategy arsenal. I see many people who send an email to me every quarter and what tends to happen is that I read it and say I will come back to them because I am busy. But because they are not going to email me again until 6 weeks from now, I forget about them and they lose the sale…. Of course your offer is totally irresistible then I would click on your link and buy right away right?? Lol

The truth is people need to be reminded of offers, sales, discounts, valuable information. They need to be reminded in order for them to take action. Especially if you are having a time sensitive event or sale, so do not be afraid to stay connected and email them often

WHAT DO I EMAIL TODAY?

Anything I want! That’s the beauty of emails. It is the opportunity for you to share stories about your business, your ups and downs, your sales and offers and just about anything you want.

For me, what ever I share with you here in DBS I usually also email to my list because trust me somebody in here would see it in their email and not see it as a post in DBS. So that’s the beauty of creating an email list. It can and should be repurposed and used over and over an over again.

What did you email today?

20% opened my emails today and I am ecstatic

No I am not mad. The thing is that most people don’t understand is that 100% of people may not open your emails for a number of reasons. But 20% is a great open rate!

I read an article this morning that said 24.79% is the new ‘great’ open rate but you get my drift. The point is you are always aiming for everyone to open your drool worthy emails but 24.79% is a great open rate to have. When last have you checked your open rate?

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EMAILS ARE YOUR LOVE NOTES TO YOUR CLIENTS

You do love your clients, right? Even the one who have not even bought from you as yet right? Well because I love my clients, I send them love notes. That is what I think of my emails. It is my way to say to my clients everyday…Hey, I was just thinking about you. I love you and I know you need to hear this as much as me….Or I know you have told me in the past that you were struggling with this so I just wanted to share somethings that I use. Your clients feel the love in the emails that you send because they know you are sending it to share, add value to their lives and to put a smile on their face. At least that is why I send emails and boy does my love convert!

2018 is the year of LOVE so let’s start by sending love to the people we care about.

 

10 ways to prepare for 2018

So we are fast approaching 2018 and the panic has set in for many. How do I finish off the year? Did I complete everything I said I would?  How much money can I make between now and Christmas? What exactly am I going to do differently in 2018?

Rest assured, this is a common feeling and dilemma that many entrepreneurs face and feel at the end of the year. The new year feels overwhelming but have no fear, I am here to share with you 10 ways you can prepare for 2018.

1. Do a brain flush

This simply means writing out all the ideas you have in your head in no particular order. Get it all out and on paper until you feel you have everything out so you have a fresh clean slate to start on

2. Write out a new goal

A goal not written is merely a wish list. To go into the new year, get very clear about what you want to happen in your life and your business. Write out a very specific goal which will highlight exactly what work you want to do, who you want to serve, how you want to serve them, how much money you want to make and by when you want to make the money.

3. Reach out to your clients and ask for a testimonial and a referral

Your past clients are your best clients…because they already know how awesome you are and will gladly spread the word once they have been blown away. So before the year is ended, ask them for a testimonial and a referral of your services so you can increase your client list and get more eyes on your business

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4. Review your analytics

If you use social media to actively promote your business, then this is a great time to review your analytics. Have a look back over the year and take note of the posts and information you shared that performed really well. The post which got the most views or engagement. The blogs that had the most responses. The videos that had the most engagement. Spend time going through your analytics so you get a better sense of what resonates with your audience so you can do more of those things as you work to increase your visibility and brand presence.

5. Choose 10 books you have to read to help grow your business

As an entrepreneur we know that we should be continuously learning and growing. Books should be our bets friend whether in hard copy or as an audio book. Reading is a great way to keep on top of your game and stay motivated as you climb the ladder to success. There are so many great motivational and personal development books that continue to help us be the best that we can be. I recommend you start with

The Success Principles by Jack Canfield

Think and Grow Rich by Napolean Hill

The Power of Positive Thinking by Dr. Norman Vincent Peale

6. Make a list of collaborators

Collaboration is a great way to grow your business fast! The key is to choose persons who already have a great client base and add value to their existing clients as well as yours. Identifying who you want to collaborate with and why you think the collaboration is beneficial to both of you is bound to elevate your business in 2018.

7. Create a content list of all the topics you can share with your audience

By now you should have a clear idea of the information that your ideal clients need and want. Using bullet points, start to make a list of topic ideas that you would like to share during the year. The list will not be exhaustive but it should serve as a jumping off point for you to start the year off on the right foot. Your list can then be used to write value post, send emails to your audience, do live or pre recorded videos and so many other things.  Planning in advance is key to the your successful growth

8. Identify 5 clients you have to land

No more shooting around in the dark. You know the clients you want to work with. You already know you your sweetheart client is and you understand exactly how you can make an impact in their lives. Start the year by writing out their names and how you plan to help them solve a challenge they presently have.

9. Choose a mentor

Having a mentor is one of the best things you can do for your business. No matter what stage of business you are in, it is great to have someone who has already been where you presently are to guide and support you along the way. There are many entrepreneurs who are willing to mentor new and budding entrepreneurs. Make a note of some of the people you really admire and seek them out as mentors. This will do wonders for your business, your moral and your motivation in 2018.

10. Identify 2 new skills you need to learn

Keep learning! It’s that simple. As we grow, we continue to learn. None of us have all the skills necessary to run a business. So we learn as we grow. Identify 2 new skills that you know you want to learn to improve your business and schedule a period of time during the year when you will start the process of engulfing yourself into learning that skill.

This list is by no means exhaustive, but it is a great starting  point for you to overcome the overwhelm of finishing this year and taking a deep dive into 2018. If you still feel stuck, then I am just a click away.

Facebook is not the only place to find clients!

This is a funny statement coming form me given that most of my clients do come from facebook. But that is my business and every business is unique in its own right. While facebook seems to be the be all and end all of social media for some, I always have to ask and remind my own clients to look outside of facebook for their ideal clients as well. Not because their clients may not be their but more because their clients may not be using facebook as a tool to help solve their problem.

There are some businesses that thrive on facebook and the proof is in their conversions and return on investment. They do massive ads and outstanding videos and get clients dropping into their laps day in and day out but for others posting everyday and doing ads and live videos just does not get them the traffic they want. The problem is that they are not clear about who their ideal clients are and further do not know where they go to seek help for their biggest challenge. You first need to know and understand that, before you decide which social media platform works specifically for your niche.

Platforms such as Instagram, Linkedin, Pinterest and Twitter are also great platforms to connect, engage and build relationships with your ideal clients…if used correctly. And there-in lies one of the biggest problems. Because entrepreneurs have gotten so hooked on facebook, they tend to try to use the other platforms in the exact same way and get no results, then give up completely, without understanding that each platform has its own nuances and users respond differently based on how you present your content.

I have followed some great brands big and small who are killing it on Instagram and Linkedin and the one thing I have realised is that they have taken the time to study and understand the platforms, so their ideal clients respond to them and they make a ton of sales…which is what we all want. They understand what type of content works, what type of images work and what call to action garners the best feedback from their audience. They also pay attention to their analytics so they know the best days and times to post to really reach an engaged audiences of buyers.

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My advice to my clients and to you is

  1. Do some market research about your ideal client and determine which platform works for them
  2. When you choose a platform, follow people who have mastered the platform so you can pick up on some useful tricks and advice on how to become an expert on the platform
  3. Experiment with the platform because you want to create something that is uniquely yours
  4. Don’t just post but engage with others as well so you can also build know, like and trust

This by no means is knocking facebook for its great business capabilities, however, as a business owner, it is imperative that you also do not put all your eggs in 1 basket. Even if your ideal clients are found on facebook, decide where is the 2nd highly trafficked social media platform that they are on and show up there as well. But show up in the right way! Try to master at least 2 platforms really well before you branch into others because you do not want to over extend your own abilities.

PLUS besides social media, there are other ways to reach your ideal clients like radio, press, tv, networking events and speaking engagements. So decide where you need to be and show up genuinely and proudly every day.

If you are still struggling to

  1. Find your ideal client
  2. Master social media to land clients

Then let’s get on a Free discovery call so we can discuss how to get you on the right track.

 

Create content that sells

One of the challenges many of my clients face is creating content consistently that sells. You see, this is something that is not taught in school and when most people start a business, they focus on building a pretty website, have a splashy call card and then maybe creating a flier that they hope will lure people to their business. And when it does not quite work out that way, they come to me and ask WHY? My question to most entrepreneurs is – what content are you sharing with your audience?

Content alone won’t make the sales. You also have to consider where you are sharing it, who you are sharing with and when you are sharing but you have to have a clear idea of what you are sharing with your audience. Is it something they need to hear, read or experience. Are you sharing the content in the best way for them to understand how you can actually help them solve a challenge they are facing? Content creation is one of those must do activities for any business whether now starting or in business 10 years.

Some of the top brands share content consistently and that is how they are able to close their sales. Content does not mean advertising…so let’s squash that misconception right now. Content is about educating your audience and sharing value. It is the information your provide to your ideal client to help them solve their challenge. Content can be shared in a number of different ways including

  1. Video
  2. Posts
  3. Audio
  4. Speech at a speaking or networking engagement

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Content is shared in different places such as your:

  1. Blog
  2. Podcast
  3. Social Media Platforms
  4. As a speaker at an event
  5. Through a Mic Man
  6. Newsletter
  7. Email

And because the places are varied and they way it is shared is plentiful, many entrepreneurs immediately go into panic mode. But the solution is right in front of you everyday.

Here are 5 easy ways, I have been able to create content consistently for my audience and close the sale daily

  1. Ask them exactly what they want to learn from you. I know this sounds obvious but you would be surprised how many entrepreneurs are afraid to simply ask this question. Give them exactly what they want and then some more
  2. Create a poll in your group or your page or send out a survey with a list of questions that you want to get answered
  3. Think back to all the clients you have had over the last 3 to 6 weeks and make note of all the questions they have asked you via phone or email. Each question is a piece of content that you can share and teach your clients
  4. Look at what your competitors are posting/sharing and look at the response they are getting from their audience. Those responses are pieces of content for you to grab up
  5. Keep reading about new trends in your industry and give your opinion

This list is not exhaustive obviously but it is a great starting point for you to begin creating content that sells to your audience. The key is to take this information that you would have gathered and turn it into pieces of information which you share with your audience so they get to know, like and trust you even more.

If you have read this and still feel you need help in creating content that sells then let’s connect and discuss how we can get you over this hurdle called content creation!

Success is uncomfortable

I have been working closely with quite a few clients lately, more than my usual amount but I wanted to do it to see how I would manage. It has been tiring and eventful but fun at the same time. But the one thing I heard from at least 5 of my new clients as we developed new strategies and they got into action was that they were uncomfortable.

I found it amusing that each one of them used that exact word. Not that they were afraid or stressed but that they were uncomfortable! And it was the truth. They were uncomfortable because I was asking them to do things they had never done before. Things that took them out of their comfort zones. Things they never thought they would ever have to do. And it was not that these clients were lazy but they got comfortable complaining about how their businesses were not growing. Comfortable just getting by and barely paying bills. Comfortable being just comfortable with nothing to show at the end of the month even though they had a burning desire to do more and be more in their business and for their family.

Working with a coach (me!) forced them to get uncomfortable and do more than they even thought possible. It made them go one step further than they would have gone if they were doing this all alone.

Their success means they have to get uncomfortable!

Starting, growing and sustaining a business is not easy.  In fact, it may be one of the hardest things to do if you do not have all the tools or knowledge at your disposal but it is not impossible. As entrepreneurs we have to be ready to get uncomfortable to get to our success or our version of success, because then we will appreciate it even more.

One client even told me before she sent an email her stomach was upset. Another said before she did her live video and while doing the video she wanted to literally throw up. Being uncomfortable looks and feels different for everybody but it is something most successful entrepreneurs have experienced as they grew their business.

 

harry-sandhu-time is precious

 

The point being that if you really want success you have to get uncomfortable trying and testing  things that you have never done before. Whether that is doing a live video, speaking to a CEO, speaking on a stage in front of 1000 people or getting published in a major newspaper or magazine. Our success depends on hoe much we are willing to push ourselves beyond our safe limits to get exactly what we say we want in business and in life.

We have to push past our fears and our anxieties. Acknowledge that they exist and then make a conscious decision to keep moving even though you feel the pain in the pit of your stomach. Because truth be told, you will never know until you try! There is no time like the present to get exactly what you want, so let’s work together to make this happen.

Still looking for guidance and support as you grow your business? Look no further! As your coach I will provide you with the extra push to move you from uncomfortable to comfortable in your business and it starts with just an email or a call