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.

 

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 is your ideal client?

Many times when a person decides to start a business, they never think about their ideal clients. I mean really think about them and write out the characteristics of them. You tend to focus on starting a facebook page, having a pretty logo and starting to sell. And when you have done all of this and then get no sales, there is a huge uproar. One of the reasons, (and by no means is this the only reason) you are getting no sales is because you are trying to sell to EVERYBODY even though everybody does not need or want what you are selling. You have this false belief that your product/service is so great that everybody will rush to purchase. This is so false and actually many business close after 1 year in business not because their product/service was horrible but simply because they did not take the time to fine tune who they wanted to serve.

What is an ideal client?

An ideal client is that person who needs what you have. They do not question your price and they are seeking out a solution for a problem and they know you can solve their problem. Your ideal client is a sweetheart and sometimes called a soul mate client because they understand and appreciate your product or service. They also recommend you to others and give you glowing testimonials all the time. Sometimes they do not even realise they need you until they have used your product/service but once they do there is no turning back. An ideal client buys from you over and over and over again! Sounds perfect right?

But why is it important to find them?

Once you know who your ideal client is, it is sooo much easier to share value and sell everyday. They want to soak up the information that you are sharing. Knowing your ideal client means you speak directly to a person who wants to buy from you. They know, like and trust you and they become your brand ambassadors. Knowing them also means that you save time, money and resources. It also means that your marketing and sales efforts are more focused and fine tuned so you can sell more and work less (almost ideal!)

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But where do I find them?

This is the part where the ball drops. You have to go looking for them. You have to ask around. You have to look at the people who have bought from you before or who are buying similar products and services to yours. You have to pay close attention to what people are saying and consuming in the industry. Most coaches and marketing gurus will give you a simple exercise to complete which speaks specifically to the demographic of your ideal client. For example,

  1. Are they married, single, divorced or widowed?
  2. Are they male or female?
  3. Do they have children and how many?
  4. What is their household income?
  5. What is their disposable income?

These questions really tackle the basic information about your client. And they are important because a single woman spends money differently and her priorities are different to a married woman with 3 children. You have to identify these basic qualities so you can understand what is important to them and why they buy.

In addition, you look at where they live, where they spend their time both online and offline, the brands they follow and the people who they consider influencers. Why? Because you need to be wherever they are everyday!

But a great sales person needs to know about the emotional parts of their clients. What makes them tick? What keeps them up at night? What can’t they live without? How do you find these answers? You simply ask people who have bought from you; who have expressed interest in your product or service or who you know need what you have to offer!

What do I do when I find them?

When you have narrowed down exactly who needs you and how they need you then you start to share value. You pay close attention to the language they use when they are speaking about the problem they are experiencing. You talk directly to them about their problems using the exact words they use (psychology of selling!) and share how you can help them sleep better at night. Give value everyday and ask for the sale.

Where do I start?

Start by writing it out. Get it out of your head and write out the exact features of your ideal clients until you have created a persona that you can actually visualize. It helps to also give your ideal client avatar a name. But remember, you can also have more than 1 ideal client based on where they are in your buyers journey. So keep plotting away until you narrow down exactly who they are and how you are helping them. In a previous post- Stop Living in a Ghost Town I shared some useful tips about how to engage your ideal clients consistently.

And if you still need help, then contact me for a FREE 30 minute consultation and let’s get to work identifying your ideal client.

 

 

 

 

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.

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5 things

5 things your clients are saying about you

You know how no matter how we try we are always concerned about what ‘people’ think about us? Well the only person who should be focused on is what your client thinks about you and what they are saying. As entrepreneurs it is very easy to just focus on ourselves and whine and complain about why people are not buying from us, but let me share with you 5 things your clients (potential clients) are saying about you. Hopefully this will help you get clearer about what you should be doing in business

  1. I am not sure of exactly how you can help me. Why? Because your message is not clear and how you can help is not clear. Your ads or posts are vague and leaves clients more confused than when they first encountered you
  2. I do not know anyone who has ever tried your services or products. Why? Because you have not asked for reviews or testimonials so that your ideal clients have proof from other people that you do what you say you do. Yes the opinions of others is super important to them.
  3. I do not know who that is. Why? Because you hide behind a logo or some meme and people do not trust who they do not know. As a new entrepreneur you should let people, know, like and trust you and that means putting your face out there sometimes. Being visible and sharing valuable information consistently.
  4. They never respond to messages or questions. Why? Because for some reason you think every question they ask is annoying and instead of being patient and responding to them and giving excellent customer service you ignore them and thus they ignore you can buy from the person who answers them in a timely manner.
  5. I already know someone who sells that. Why? Because we all know someone who sells something but you need to let them see and understand the value that you bring to them when they buy from you. You need to let them know what makes you UNIQUE. Do not assume they know and do not assume it is the price.

 

So I chose to only list 5 but there are quite a few other things your clients are saying about you which you should be aware of. These are things that you can easily adjust in your messaging and your strategy so that you do no lose sales or even lose clients unnecessarily. Do you think any of your clients say these things about you and how can you fix it today so that the conversation about your business changes?

If you are still not sure how, then book a FREE 30 minute discovery call with me today and let’s keep the conversation going.

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