I just began working on a copywriting project when I asked my client why they start their training with how to engage prospects instead of the typical client attraction strategies.
Here answer blew me away.
“Because,” she said, ” what good will being able to attract new clients do if you don’t know how to convert them from prospects to paying customers? If you don’t know what fees to charge them? If you don’t know how to take their payment? If you don’t know how to serve them so they get the results you promised? Or if you don’t know how to get them to become raving fans that bring you amazing referrals and provide a great testimonial?”
The entire online coaching industry has been teaching it all wrong. They’ve been insisting that you have to know how to attract clients first, and then engage them.
They have been telling you to put the preverbal attraction cart before the engagement horse.
No wonder you’re struggling to bring in new clients.
Creating up your client engagement foundation doesn’t have to take a ton of time.
Here’s what you must have in place before (or at the minimum, while) you should even think about running ads, participating in telesummits, growing your list, or any other client attraction strategy:
1. Get super clear about who your ideal client is and where they hangout online.
2. Make sure your messaging is spot on and speaks directly to your ideal clients.
3. Design your ideal client journey – the dreamy step-by-step map of where in their business your client enters your world and where do they leave your world (need help creating this, let’s chat).
4. Create a cultivation and solicitation process that feels abundant and supportive – for both you and your clients. This may include a preliminary connection session, a more in-depth strategy session where you may or may not ask them to work with you, a lovely sales conversation where you introduce how you can support them, and a plan to get them from where they are now to a place where they are ready to say YES to working with you.
5. Lay out options for working with you and set the fee structure. This is where you name and describe your packages and payment options.
6. Determine how people will pay you and set up the back-end systems to easily and automatically send invoices, follow up reminders, and receipts.
7. Create an on-boarding process for your new clients that may include completing a questionnaire or hopping on a new client call. This should include a clear plan for how you will get them from point A to point B (or whatever point you promised them). You want to be clear from the very start about what you expect from them and what they can expect from you.
8. Set up deadlines and any necessary calls and have them agree/sign off on those dates. The more organized you are upfront, the more confidence your client will have in their decision to work with you.
9. Understand how your work together will flow. You don’t have to share this part with them, necessarily, but if you are new to working with clients, you want to have a plan in place – with goals and deadlines- that takes them step-by-step through your work together. What challenge will you address first? How will you know when that challenge has been met? How will you know when to move on? What’s next? And so on.
10. Think about other ways your clients can work with you and set a time to talk about continuing your relationship past your current situation.
11. Develop a way to ask for referrals and testimonials once your work is complete. Your best prospect usually come from your best clients, so don’t be afraid to ask for anyone they think might be a good fit for working with you.
12. Create a way to ask for feedback on your work or process. This is crucial if you want to continue to improve your skills, craft, and/or coaching abilities.
13. Think about other ways your clients can work with you and set a time to talk about continuing your relationship past your current situation.
Once you have all of that in place, then you are ready to attract new clients.
Think of it like this…
Your talents and skills and systems = your business foundation
Your client engagement systems = your walls and roof
Your client attraction strategies = the decorations in your house that make it a home worth living in.
So, stop focusing on attracting new clients and figure out the best way to take care of the once you have right now, and you’ll find yourself in a better place to handle the abundance of clients the Universe has lined up for you.