A Small Change and You’ll Get Clients Faster and Easier
Here’s a little change in how you choose your clients that will make acquiring clients really easy.
It starts with making sure that you only market to those who seriously need you, but add one more thing. How those people think; What they believe about success and managing money.
In fact this is about attracting clients to you rather than you having to chase after them. Client attraction, not client chasing.
How people feel about money has a huge impact on people’s success.
As a marketing coach, I ask each of my clients to break their target market into 3 segments, low success, average success, and very high success, because each level thinks very differently about money.
The low success types manage money in life and business by “staying within a budget”, and by cutting expenses to get it back in budget. The result is that this creates a self limiting situation where they won’t spend money to get the help them need to get out of where they are. They are locked in at “unsuccessful”.
It’s like a football team playing defense 100% of the time, they never pick up the ball, therefore they never score. Most of their movement is sliding backwards.
But if you look at the very successful, they have learned that you have to invest in your moving forward, they look for a dollar that generates $10, $100, or $1,000, and move forward, while the unsuccessful try not to spend that dollar. In fact, this highly successful person is out there actively looking, and ready to spend on what moves him forward the fastest.
So, after my clients identify their niche market, we narrow it further into identifying the highly successful that will quickly hire them. The unsuccessful, although they need you very much, won’t usually spend money to get help. Avoid the lowly successful, focus on the very highly successful, and your ability to acquire clients will leap upward by 10 times more more.
When I meet with a
- $100K business, my sales are almost nil. They will say things like, “Oh, WOW, I really wish I could afford you”, meaning that what I said worked, they do want me, but would never spend money to hire me.
- $500K businesses, my sales close ratio is about 30 to 35%. This group has just started making the transition from managing money by cutting, and staying within budget, a defensive, survival approach, and are starting to think, Return on Investment. This group can be convinced, but will take a little effort.
- $1M and up, businesses, my sales close ratio is between 50% and 75%. This group KNOWS that it can move forward by looking for the right ROI, the right person who can take them upward. They have a history of hiring, and probably are actively out there looking. Very little “convincing” is needed. If you talk about results of a very high value, they will be ready to hire you IF you can show them that you’ve done it. Then you are hired!
You will need two things, a great offer with specific result and high value, and identify these highly successful wanting to become even more successful.
There are a lot of other beliefs that self limit, and a lot that explode upward movement, but this is one of the biggest.
Helping coach/consultants reach another $100K to $1M within months and to stop thinking small when attracting new clients
Author of the upcoming book “Secrets to $100K+ Coaching/Consulting Business: Get Clients Fast and Easy”