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.

CHS Birthday Bonus Pack

  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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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!

Who do I collaborate with?

Collaborations are all the rave now. Why? Because we are realizing more and more that you do not have to grow your business alone. According to the Business Dictionary, a collaboration is ‘Cooperative arrangement in which two or more parties (which may or may not have any previous relationship) work jointly towards a common goal.’

There are millions of people who want to buy from you  and a great way to get in front of them is to collaborate with somebody who has the same ideal client but is offering a complimentary service. Examples include hairdressers and nail techs, bakers and event planners to name just a few, but many times it does not work out as we expected. There is a reason we are getting collaborations wrong and I want to walk you through how to make it work

1. When you are not clear about what the collaborations looks like

This is the most common mistake. Time and time again I see entrepreneurs announce that they want to collaborate with other business owners but they are not clear about how the collaboration will look or feel. They do not have a clear understanding of who will be doing the work and the expected outcome.

There is the belief that once the next entrepreneur has clients and is offering a complimentary service then they are the best persons to collaborate with. The truth is, if you are looking for someone to collaborate with, you need to do your homework. Some questions to consider are

  • who are their ideal clients
  • how successful and busy are their own businesses
  • have they collaborated with anybody before
  • how visible are they
  • do their vision, mission and ethics in alignment with your business

Because so many entrepreneurs do not think about these questions they end up in disastrous collaborations and loose a ton of money, time and resources in the process.

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2. You have no contract

One of the biggest mis-steps entrepreneurs make when going into any collaborative agreement. Even if it is a one page contract which identifies

  • what is the overall goal of the collaboration
  • each persons role in the collaboration,
  • how money will be spent and distributed,
  • how long the collaboration will be engaged,
  • how the success of the collaboration will be measured and
  • how will the collaboration be promoted!

Having no contract leaves your collaboration open to failure because expectations are not clearly defined.

3. Lack of communication

This is when the collaboration is finalised. Entrepreneurs tend to just walk away and expect things to fall into place. But actually this is when you have to keep in contact with your collaborator because as you start to promote the collaboration, things may have to be tweaked, twisted and turned to make sure you are really hitting your targets. It is not a drop it and they will come scenario. Keep lines of communication open throughout the life of the collaboration and decide what day and time of the week you will be checking in to give updates etc.

Collaborations are a great way to grow your business fast but like with anything else in business, it must be done with a strategic plan in mind and not willy nilly.

Do you have any successful collaboration stories? Or do you want help in deciding how to find someone to collaborate with? Post your comments below and let’s keep this conversation going!

Stay connected to get more sales

I know the one thing most entrepreneurs have in common is the need to increase sales. That is the number 1 request I get when I start to work with a new client. And many of them expect me to advise them to do a big sale, create a flier and post it all over the place and then they are very disappointed when I give them my simple answer. To get more sales you need to stay connected. Simply put, it means that you have to be at the heart beat of the action and become part of the conversation. Here are some simple ways to stay connected to get more sales:

1. Respond to others.

Spend at least 45 minutes every morning and evening responding to other people’s questions. I know this may be challenging so some but it is very effective to get eyes on your profile. You see every time, you comment or add your opinion to some one else’s post, if they don’t know you they will check your profile. Others will start to respond under your respond and more than likely also check your profile.

 

2. Ask relevant questions.

This forms part of your market research (something we spoke about in an earlier post- Are you doing your research). Asking questions will help you get a better understanding of your audience and allow you to interact with them even more. Make sure that you also respond to their responses so the conversation continues to flow and you build rapport. Research is a key component of building your business as I discussed here in my video- Why market research is so important  

 

3. Share valuable information on your social media platforms

that you know your ideal clients want. It may be an article, a video or some training. But you are not just dropping a link and running…oh no…you are sharing and telling them why you are sharing it and asking for their opinion about what you are sharing.

 

4. Give them a reason to connect.

This is where a great opt-in comes into play. An ebook, training programme, swipe file or cheat sheet etc are some great ways to connect and get more sales. By giving them what they want through an opt-in you add them to your email list and then you can continue the conversation after they have received it. Just make sure what you are sharing is what they really want and continue sharing more after they have opt-in. I am ready to Crush my Email

 

5. Speak at events or host an event.

This is the tried and true way to stay connected. Speaking to an audience is going back to basics before we had the internet and it is still one of the best ways to stay connected. People remember what you say and the feeling they had when they hear you share your story. Connecting with clients on this level is a great way to get more sales because it increases your level of authenticity. group photo

 

6. Reach out to clients

New and old. Make it a habit to stay connected to clients even after they have bought from you because there is a higher chance that once they were satisfied they would buy from you again. Whether by phone, email, text etc, staying connected with people who have already done business with you always leads to sales, referrals and more

 

Connecting should be a way of life for any entrepreneur because it is part of the life blood of your business. It is tied to your visibility and your sales. It is tied to your marketing and promotions. As an entrepreneur you have to stay connected, continue to build more connections and stay relevant to your audience as you continue to grow your business. Connecting is the long game to your own success.

 

Still looking for a great way to connect? We are waiting for you in here.

private fb group- DBS

 

Are you doing your research?

How important is research? Is it really necessary? Or can you just go with your gut instinct? If you are really serious about building a successful business, I urge you not to by pass this step. In fact, this crucial step in starting and growing your business can make or break you in the blink of an eye.

Let me break it down. You have this super awesome idea for a business or for an extension of your business. You happen to see something like it so you think it must work if that other thing is working. Or 1 person asked you to do this little extra thing and you think- wow, I can add this new service- based on 1 person asking you. So you invest time, money and resources and then you hear crickets!!!!!!

Why? Why? Why? Because you did not do the research.

You do not have a real sense of who will buy, how much they will pay, how often they will buy, how they want it delivered, nothing, nada. You went straight into launch mode because of a gut feeling! Doing research is paramount to your success. I cannot repeat it enough.

And before you get all winey and complainey, let me just say that doing the research for your business can actually be one of the most enjoyable parts of starting and growing your business. Research can happen in a number of ways:

  1. Conduct a survey using a free tool like Survey Monkey. Get real feedback from people about what they want and need
  2. Do a short poll in your group or page
  3. Come out and ask everybody who you are currently serving. Every time they make a purchase, ask them a question
  4. Through your email list, just ask 1 pertinent question and ask them to respond to the email
  5. Sampling if you have a product to gather if it is something people would eat or drink
  6. Host a small gathering of friends/family and ask them 10 questions each

 

Do this right and the information you gather will be gold. In fact do not rely on just one method. Combine some of the methods above so you get a variety of answers for comparison. If you already know your target audience, you can get very specific but if you are not sure about who will need your solution, then spread your net as wide as possible and gather intel. After the first batch of research and you have narrowed down your audience, do some more research so you can start to get some more specific answers.

Research is not something that is conducted only when you start business though. It should be conducted every year in your business to ensure that you are meeting the needs of your ideal clients; to garner what needs to be improved or changed and to give you a sense of the way forward for your brand.

Research, research, research….you just cannot skip this out of your business strategy. Not sure what to ask, how to ask or where to ask, then let’s get on a FREE 30 minute discovery call and chart a way forward

5 things you need to do before you start a business

Starting a business is no easy feat. In fact, having a great idea alone is not enough anymore. Gone are the days of build it and they will come. Now in order to build a sustainable business, you need to put in the work before you even officially launch the business. Why? So you do not waste time, money or resources. So that you have a clear idea of how fast and how deep your business will grow once you start. There are some important steps you need to take before you start.

Here are 5 things:

  1. A clear goal

You need to know what your end goal is for starting your business. Do you want to create a large conglomerate in 10 years? Do you want to leave a legacy for your children? Do you want to make $1million in 5 years? Do you want to create a regional impact and have your business in 5 Caribbean islands over 3 years?

What exactly do you want to happen in your business and by when? A goal needs to be written out and broken into smaller parts so that you can see and understand all the moving parts. A written goal is more likely to become real to you. A goal keeps you motivated and focused on the bigger picture even when you have tough days, weeks and months. A goal gets you excited to work on your business every single day.

2. A business plan

Your business plan is your guide to develop your business. Your plan will include who will make up the members of your team, as well as your estimated budget, your Unique Selling Proposition, your missions and vision statement and an analysis of your competitors and the market you are entering.

Some people rush through a business plan not realizing the importance it plays in guiding the developmental process of your business. Your plan can be flexible and in fact should be reviewed and updated maybe once a year to ensure you have tuck to your goals and take into consideration any changes in the economic climate in which you operate. I touched on this topic a few months ago- What does your business plan really say

3. Research

The one thing that many new business owners fail to do. They start with a great idea and then launch on social media with a biz page and images and expect to make millions. But before you start, you need to do some research to ensure you have a ready market for your business. Do people want what you are going to offer? How much are they willing to pay? How do they want it delivered to them and how often? What is the challenge they are facing that you are now going to solve for them?

Research is not a guessing game. It means you have to figure out who your ideal clients are and start discussions with them so that when you are ready to launch you know exactly what they need and want. It means speaking to industry leaders and do some surveys. It means getting really intimate with your market, visit and even speak to your competitors and ‘stalk’ them for a while to see what works and what is not working.

Without this crucial step, many businesses fail before they even have a chance to really get off the ground.

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4. Understanding of your money

Why did you get into business? To make some money. That is one of the key mistakes entrepreneurs make. What is some money? Entrepreneurs need to have a very key understanding of how money works for them and if they have a challenge then that is the first help you should get from an accountant.

  • Do you have a budget?
  • How much does your product/service sell for?
  • How much are people willing to pay?
  • How much do you need to make every day, week or month?
  • What would your overheads be?
  • What taxes do you have to pay every quarter?

 

5. A marketing plan

Marketing is the life blood of your business. Without a structured system of marketing, your products can sit on the shelves for months and your phone will never ring. Marketing is NOT creating a facebook page. But instead, is the process of engaging with your ideal customers to build know, like and trust so they will buy from you continuously.

Marketing also involves a combination of activities which compliment each other to increase your visibility and reach. Many entrepreneurs get stuck on this part of business and while they have he best intentions, never seem to move past the launch stage. Hire an expert who can guide you through what a structured marketing plan would look like for your business. In a past blog, I spoke about 3 ways to market your business when you have no budget

This list is by no means exhaustive, but it is a good starting point for you to start your business. How many of these do you have in place and did you skip any steps when you were first starting your own business?

As your coach, I would love to help you through this process. For more help, book a FREE discovery call with me today and we can get started.

 

 

Failure is part of your journey

 Failure! It is the one thing we all somehow seem to be running from. We are afraid to fail. Afraid that failure means that we are not good enough or that people will judge us by our failures. As a child we were taught that failure is not an option and that once you fail then you cannot advance and somehow you are less than.

In business, the opposite is true. If you have never failed at some part of your journey in business then what exactly have you learned? Some of the greatest minds in business and entrepreneurs that we religiously followed have failed in business. Most notably we have heard about at least 15 times billionaire Ricard Branson has failed at business. But that has never stopped him from trying and trying again until he found the things that have made him quite a huge success today. Failure does not mean the end of your journey but is merely a stepping stone for bigger and better things to come. It is how we learn, grow and expand our entrepreneurial muscles.

According to dictionary.com, failure is defined as ‘an act or instance of failing or proving unsuccessful; lack of success’.  But is it really a lack of success? I choose to look at it from a different angle because failure to complete a task may mean that I do not get the intended outcome but it also means that in the planning and execution stage, I learned many new skills and tools along the way. In essence any of my failures have taught me some really invaluable lessons that I utilise to make my next project even better. My chances of success increase every time I fail at one thing. I know what not to do and have a better sense of direction of where I need to grow and who I need to serve

If you do a simple google search, you will read of at least 23 successful people who failed at first– Oprah Winfrey, Walt Disney, Vera Wang, Isaac Newton to name a few. And today we remember them not for their failures but for their legacy. For what they did accomplish and how their tenacity and perseverance has changed the world in which we live in.

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As entrepreneurs we become so paralysed by this fear of failure that fail without even trying to fail…if that even makes sense. What I am saying is that, yes, you start each new venture with a dream and hope to succeed. A dream to make a mark in society. A dream to change lives and become a household name. A dream to make millions along the way so that you can live the life you always dreamed about. And it is important that you have those dreams and that drive to push forward. But it is also important to remember that even if you do launch your business and it does not yield the exact results that you want, that you have not only failed but you have learnt and you have grown and now you are better equip to try again and do even better. The goal is to keep trying even when things fall apart or you do not get the results you want. Keep in constant motion and do not let your dream die. Do not let the fear of failure, rejection or judgement stop you from producing something great that the world will love and you will be remembered for.

More importantly, in every failure, your success is right around the corner, so get up each day knowing that what you are doing will make a difference in somebody’s life. That somebody is also learning from your mistakes and that as you get up each day and set a goal that you are much closer to your success than you were before.

If fear of failure is something that has been keeping your paralyzed then let’s get on a FREE discovery call and discuss how you can move past this fear and get you into action.