I know first hand how stressful it can be to try and figure out how to attract more clients consistently for your business. I struggled with this for years until I FINALLY figured out the exact sequence to more leads and more clients.
In this article, I’m going to share the exact 7 steps I used to get 40 new clients for my own business in about 15 months. In a totally authentic way. It’s not pushy or salesy.
I’m referring to attracting clients that are typically investing $1K, $3K, $5K or $10K or more with you.
Who this for: Entrepreneurs, Coaches, Consultants, and Service Based Professionals.
Hello I’m April Yvette. I’m a purpose driven sales expert and transformational change specialist. I believe in putting God first. (Seen on: Shark Tank, ABC, CNBC, NBC, FOX, Los Angeles Times)
I’m excited to share this process with you because I know these steps work. These steps helped me double my impact and I doubled my sales in my business in 2018. Plus, my clients have used this same method to attract new (B2B) clients in just 11 weeks and 12 weeks for their business too. Of course everyone is different and will get different results. So I’m sharing what worked for me and how it could work for you.
Let’s dive in.
The truth is just doing one or two tactics does not work to get more clients consistently. All business owners need a sales system that works to attract clients.
I believe in purpose driven selling (the new way). Not traditional selling (the old way).
Purpose driven selling is when the primary focus is on helping our clients get what they need and want. There is a higher purpose behind why you do what you do. You have a change you were born to make and your business is the vehicle that you achieve your mission.The income goals and numbers are secondary. It is relational.
Traditional selling is when the #1 focus is on making money and hitting your numbers. It is transactional. There is nothing wrong with having income goals and knowing our numbers in our business. But I believe in doing meaningful work and focusing on people and still achieving your goals.
Here are the 7 Steps I used to get 40 new clients and I doubled my sales in 2018.
1. Have a clear message. If your message is too broad, too generic or if describing what you do is too complicated, your ideal clients may not respond and you will have a hard time getting a sales appointment booked. Before you do any marketing or sales activity, you gotta have a clear message first.
2. Your Story + Your “Why”. “People don’t buy what you do they buy WHY YOU DO IT”, says Simon Sinek (author of “Start with why”) Sharing your brand story, your values and your why (why you do what you do) is the best way to create an authentic connection and magnetically pull your ideal clients to you. This builds the know, like, trust factor instantly.
- When the work you do is meaningful and there is a higher purpose behind why you do what you do, the marketing and sales process will feel authentic, easier and more enjoyable. So you will do more activities that leads to more new clients and more sales. It’s because you are focused on actually helping people. The money is the by-product.
- 2) Decision makers “make buying decisions based on emotion and they rationalize the purchase with logic”. When you trigger high emotion and it’s authentic, this influences a decision maker to want to buy from YOU over the competition. It’s because you’ve made an authentic connection with him or her and at the same time, you also demonstrated that you can truly help them solve their problem. Both.
3. Visibility. (Choose the RIGHT marketing strategy to get in front of your ideal clients weekly!) You must get in front of more ideal clients consistently and share what you do (your message) so you can get appointments booked on your calendar with potential clients. This is the marketing piece of the sales system. If you aren’t reaching enough potential clients you won’t get appointments booked. No appointments = no new clients. There are 6 primary marketing strategies proven to work to get actually get more clients.
Networking is just one of those marketing strategies that work to get quality leads and ideal clients. The reason why many entrepreneurs or sales professionals struggle with getting clients from networking is because 1) Their message is not clear and prospects are not responding to them. 2) Or they are fishing in the wrong pond. That’s why it is so important to have a clear message FIRST.
At networking events you invite the right people to have a 1 on 1 phone call with you.
I teach all 6 visibility methods. You choose ONE and do that. Consistently.
4.Enrollment Conversations. You execute a sales call or sales meeting with a potential client. You must know word for word what to say before, during and after a sales call. This is a caring conversation where you listen and present your offer in a way that causes your prospect to say yes and buy from you with ease. You don’t have to be pushy or hard sell to get clients. Just relax and be your self.
*Do the math. Know your numbers. Here’s the formula: “I need to reach ___X___ # of potential clients and share what I do, in order to get ____X____ # of number of appointments booked, in order to close the sale and get ___X____ # of new clients.” When you know your numbers and you focus on helping people instead of just the money and when every part of your sales system works, you will reach your new client goal! It will come true!
5. Deliver Your Promise. Be enthusiastic. Let them know they made the right decision and reaffirm the Golden Results they want. This helps to lessen “buyers remorse” and stay with you from now on. Help your clients reach small wins and celebrate that so they feel like they are making progress right away. They will love you for this and refer you.
6. Follow up with a trust building email sequence until they say YES! Some potential clients are ready to buy in a few days or few weeks and other clients are aren’t ready to buy for in 3 to 6 months from now. You’ll need an effective follow up process to nurture the relationship and bond that you have with potential clients. Your email follow should not be “Just checking in” generic emails. Provide emails that are useful and add value like: a case study, a strategy, your story, a client story, a client testimonial, a how to video, a 3 step process, etc. This builds trust and they believe YOU are the best person to help them because you demonstrated you actually CAN help them. And no you don’t have to give away your farm. With this nurture sequence you’ll stay top of mind and when they ARE ready, they buy from YOU. The right follow up can dramatically shorten the sales cycle if done correctly and authentically.
7. Mindset. There are times when we need to identify and unhook from subconscious limiting beliefs, fear, blocks, old stories, old patterns or old habits so we can breakthrough our glass ceiling and grow to the next level in our business.
- Perfectionism
- fear of being a fraud (Imposter Syndrome”
- hiding out or holding back from marketing yourself and your business
- proving
- not owning our worth or value (not feeling good enough),
- over giving and under charging
- Lack of commitment. Being on the fence and not ALL IN
These are all examples of things that must be healed in our mind so we do the activities daily that is required to attract leads and more new clients consistently.
Well, that’s it in a nutshell. I hope this was helpful in outlining the 7 step system to attract more clients consistently.
I’d love to talk and get to know more about you and your situation and see if I can help in any way.
Schedule a complimentary strategy call with me here.
In friendship,
April Yvette
April Yvette International
Motivational Speaker. Purpose Driven Sales Expert. Transformational Change Specialist.
Seen on: Shark Tank, ABC, NBC, CNBC, FOX, FOX Business Network, Los Angeles Times, Indianapolis Star
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