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

Advertisements

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.

social media icons- rami-al-zayat-170349

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.

 

Carlos Muza

4 ways to increase your revenue

Everybody wants to make money in their business right? Either that or they are running a charity. But making the money always seems to be the hard part for many entrepreneurs because we do not talk about money or understand how money works (but that is for another blog post!). There are some tried and tested ways to make more money in your business. I want to share with you just 4 ways:

1. Look at what you are offering and determine if the prices need to be raised. (Yes you will lose a few clients but you will gain better clients in the long run!) Do that immediately. Raising your prices means that you will attract higher paying clients who value what you are selling them. Do not get caught into the thinking that charging less will give you more clients. In fact the opposite is true. Raising your prices also means you may be able to work with less people and still earn the money you want.

2. What product or service are you presently offering that sells the most? Sell more of it by talking about it more, give your clients more info about it and get more people to buy it. It is your number 1 seller for a reason. This means you have to be very intune with your clientele and your inventory. The product that sells the most and flies off the shelf fastest is the one you should be producing the most of. If you make 100 soaps and they all sell out in 1 week and you have a line of people trying to buy more, then you need to make more soaps and sell more of it every week (raise your prices!)

3. Are you offering enough things? Meaning, are you selling more than 1 thing at a time? It is a myth that you should be selling 1 thing at a time. Sell as much as 2 or 3 things at a time so you have multiple streams coming in and you are not depending on just 1 sales. When you are running ads, sending out emails or doing videos, it is okay to sell more than 1 thing because your clients are at different stages of the buying process with you. Some need a low end product, some a mid range and some a high end. You should be selling all of them. They key is to know where to sell each one of these things. Once can be sold in your fb group, another via your email list and still another in collaboration with another entrepreneur. Do not depend on the sale of 1 thing to give you the revenue you desire.

4. Offer weekly or monthly package deals. So instead of a month by month sale, offer a 3 month package which they can pay over a period of time. That way you can guarantee money is coming in even 90 days from now. This works well especially for service providers like consultants. For hair dressers and nail techs for example ensure that your clients book their next appointments in advance so you are guaranteeing that you are always booked. If you sell a product, you know how long it lasts on average, so ensure that your strategy includes a follow up system so they buy another item from you before their last bottle is completed. And combine services or products. This way you get a larger revenue jump than if you were trying to sell each item individually.

Now that you have these 4 steps to take, let’s commit to implementing them in your business today!

Leave a comment below and tell me which one you plan to implement.

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.

Stop making excuses!

As a coach I have heard it all, trust me. From:

  • I have no time
  • The kids were awake
  • I got sick
  • My laptop stopped working
  • I have no support
  • I just don’t know what to do
  • I feel overwhelmed
  • The dog ate my assignment

I have heard them all and while I know sometimes we have legitimate reasons why things cannot get done, many times, if we are totally honest with ourselves we know that we are making excuses.

Why do we make excuses?

Most times it is out of fear! We do not know what will happen if we actually do the work. We are afraid that if we put in the work and we do not get the outcome we want then we will be disappointed. Fear cripples you into not just making excuses but not doing anything at all. But my question is- What is the worst that could happen if you do nothing? You end in the exact same spot and nothing gets done and your business dream just withers away

Other times it is out of laziness! Yes laziness. People are lazy. Sometimes you are extremely lazy. Some days you feel like doing nothing at all, but if you feel like that every day then Houston we have a problem! Running a business is not for the faint of heart and neither is it for someone who chooses to be lazy because yes it is a choice.

What do excuses do to our business?

Excuses keep you back. They hold you back from success and it kills your motivation, drive and momentum. An excuse is any barrier you put up physically, mentally or emotionally that keeps you from completing what you set out to do.

What is the truth?

The truth is that you have more control than you think or more than you allow yourself to have. As humans, it is easy for us to complain and make excuses because that is where we are most comfortable. How do you combat your excuses?

  1. You set a plan or a goal and you stick to it, even when you are feeling lazy, down, demotivated or whatever you want to call it this week. The point is that you give yourself no excuses.
  2.  You get an accountability partner who will take no excuses what so ever
  3. You hire a coach ( Yes I am available!) who will help you develop the tools to keep you focused
  4. You develop daily practices like affirmations and journalling which get you in the best mindset everyday
  5. You commit to get things done no matter what!

Parents know the drill all too well with their kids. They have a million excuses why they should not go to bed on time; or do homework; or clean their rooms and as a strong parent you let them know that the rules are the rules and they have to do it no matter what. No excuses!!! So why don’t the same rules apply to you and your business?

Excuses are the things that hold us back. It is our comfort zone and in coach I always tell my clients get uncomfortable until you are comfortable…and then get uncomfortable again! Business is about growth and learning and going beyond where you thought possible for your business. That definitely will not happen if you keep coming up with excuses for why you are not

  • posting on your page
  • doing videos
  • making phone calls
  • attending networking events
  • collaborating
  • selling everyday
  • investing in new
  • writing your blog

So, tell me what excuse you are NOT going to make today and how we can work together to keep your momentum as you grow your business with NO excuses.

Let’s schedule a FREE discovery call to get started talking.

Why you should hire a coach

Coaching seems to be ‘in’ thing now. Everywhere you turn somebody is calling themselves a coach. Whether this is good or bad is up for debate but what is most important is why you should hire a coach. Let’s start off by distinguishing what a coach is and is not. A coach is a qualified person who guides you through a process to help you reach to an end goal. Whether it is personal or business, your coach should help you go through a process of analysis for you to get clarity on where you want to be and how you plan to get there and then work with you as you move closer to your end goal.

A coach is not a psychologist or a therapist and does not treat with personal or mental health issues and should in fact recommend you seek professional help if these are your underlying issues. Your coach also does not focus on your past but instead stares you forward into the future and gets you into action to get what you desire. A good coach will help you unleash the great potential that is lying asleep inside of you so that you can become a better version of yourself. Your coach does not and should not have all the answers but is there to ask you some hard burning and sometimes tough questions to allow you to seek out the answers and get the transformation that you are craving. Your coach should be your cheerleader and team support but should also know when to give you a solid shake up or wake up call when you are falling down a slippery slope.

Not all coaches are made equal and some of the best coaches have coaches because they understand the importance of continuous growth and transformation.

Why should you hire a coach?

Because if you are serious about building a business that you truly love, you know and understand that it cannot be done alone. You know that you need a team and support system so you can work smarter not harder and that having this team will allow you to grow even faster than if you were doing it alone.

I can attest to the fact that I have grown  my own coaching business so rapidly because I have had many coaches and mentors to guide me along the way. They have been able to share valuable information which allowed me to avoid many of the traps of entrepreneurship. My own coach helped me find my rhythm and my momentum and it is because of this support I am where I am today. But more than that, I also understand that the coaching relationship would not have worked if I did not put in the work we discussed or get uncomfortable until I got comfortable with all that I needed to do to become a successful coach in my niche. I spoke about this in one of my blogs in July 2016- How hiring a coach changed my life.

In your quest to find a coach, look for someone who resonates with your own value system. Someone who has experienced and surpassed where you are presently and someone who has proof that they have accomplished what they say they are trying to help you achieve. A true coach will be honest, open and authentic and will be in a constant state of learning right along with you. (Just maybe I am the right fit for you!)

You should hire a coach because the world of business is competitive and having someone in your corner who has already accomplished what you are now trying to achieve will help you avoid many pitfalls. A coach is not a friend or a ‘yes’ man but is a no none sense supporter who will show up and give you the low down when you most need it. Your coach is not an advisor but your like your sub conscious brain helping you to  uncover all the innate skills and talents you already have.

If you still have questions about how a coach can change your life and your business, feel free to hop on a FREE 30 minute discovery call and let’s discuss how coaching really works.

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.

Richard-Branson-Steve-Jobs-Oprah-Winfrey

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.