If you’re still struggling to get more customers, clients, and sales, I feel your pain, and I know that feeling sucks because I was there before.
I remember having the feeling of having bills to pay, expenses to make each month, and other financial obligations that never end, but not making enough money from my business to pay them.
And to make matters worse, the income from my business was the only income I had coming in for my family.
Talk about being desperate!
So, if you’re going through something similar, then fret not because in this post, I’ll be showing you how to get more clients, more consistently 🙂
The Secret To Getting More Clients & Customers
Here’s the reality of things:
If you’re not making at least $10k – $20k per month and getting clients and customers consistently, then you’re either doing the wrong things in your business, or you have yet to implement the right things in your business.
And while I know that $10k – $20k might seem intimidating to some people, I want to let you know that it is possible when things are set up properly in your business.
For example, when I first started my business, I was only generating an average of $400 per month.
And that’s an average.
That means certain months I’d be doing $800, while other months I would not even make a single dollar.
During that time, like you, I had been searching for articles and blog posts on how I could get more sales, customers, and clients for my business.
And whenever I came across a blog post or article saying that it’s possible to make 6-figures in my business, I started to feel intimidated.
In my mind, I knew that there certainly were people making that kind of money from a business similar to mine, but for some reason, I just could not accept the idea that I could too.
But that all changed because eventually, I took a leap of faith and changed how my business was running.
And that led me to grow my business to $10,000 in just 4 months of making the change, and subsequently to over $30,000 in just slightly a year.
That is why I’m telling you that it’s certainly possible to build a $10k – $20k per month business, if and only if, you change how you run your business.
But here’s the bad news:
If you continue running your business the same way, then things will most likely stay the same for your business.
You will still be making the same amount of money you’ve always been making, and you will still be getting the same kind of clients you’ve always gotten.
And if you haven’t been able to get clients for a while now, or have yet to get a single client, then by repeating the same things you have been doing up till now, will only ensure that you will never get a client.
Einstein once said:
The verdict is clear: If what you’ve been doing hasn’t been working for you, then it’s time to make a change.
And with the change, think of it as an “experiment”.
When you think of it as an experiment, you start to have fun when you implement changes, instead of feeling frustrated when things don’t work.
And that also means that if the experiment “fails”, it isn’t YOU that fails, it’s just that that particular method didn’t work.
All you have to do is stop that experiment, and start another experiment!
When Thomas Edison asked about his “failure” in inventing the light bulb after 10,000 times, he said:
I have not failed. I’ve just found 10,000 ways that won’t work.
I love that quote!
And that’s how you want to see your “failures” as well!
So instead of telling yourself that you must make your business work using this one method, change your approach to telling yourself:
“Okay, I’m going to try 3 different methods at first to get more clients. I’ll measure the results at the end of 3 months and then analyze it. If it didn’t work, I’ll see what can be improved, and then start the experiment again.”
Ultimately, the “secret” to making your business successful lies in this phrase here by Tony Robbins:
If it doesn’t work, try something else. And if that doesn’t work try something else. And if that still doesn’t work, try something else again. Keep trying until something works!
Now for the good news:
If you aren’t consistently getting clients & customers in your business yet, then it’s most likely because of only 4 main reasons.
And I call these the “4 Big Killers” of your business.
And if you fix these problems, you will start to see progress and results in your business.
That means more highly qualified leads, more paying clients, and generating more revenue consistently to your business.
Killer #1: Convert Every Sale & Customer Into A “Client”
Now, at this point, you might be wondering:
“What on earth do you mean?”
“I’m a Coach/Consultant, of course I’m supposed to get clients!”
“But I’m not a coach or consultant!”
“Aren’t they all the same?”
“I’m just selling online courses, what do you mean by converting my customers to clients?”
Well, let me explain 🙂
I first was introduced to this concept when I discovered Jay Abraham’s Strategy of Preeminence.
Basically, what this strategy is is a philosophical strategy.
Whether you’re a coach, consultant, online marketer, or a blogger, you want to treat the people that you want to do business with as your clients.
And what Jay Abraham means is that you do not wait for money to change hands with your audience before you decide to guide them, help them, and make sure they are in a better place because of you.
That means, treat your audience as though they already are your clients.
When you think of your audience in this way, you will be able to create content and marketing in a way that lets your audience feel that you care for them.
This is very important and crucial to building a successful business.
One of the big concerns that many people have is, “What if I’m giving too much?”
This comes from a Scarcity Mindset.
People with this mentality always hold back what they give in their content, and because of that, they aren’t able to get leads, sales & clients.
Imagine you go to a new ice-cream shop that just opened near your place.
You go to the shop and you see that they many new and different flavors from what you’ve seen in other ice-cream shops, and you’re very tempted to buy one.
But before you buy it, you want to have a small sample taste of the ice-cream to see if you like it.
So, you ask the person if you could have a small spoonful of the ice-cream to taste it.
Most of the time, the shop would be more than happy to let you taste it.
Because they know that if you like it, you will buy it.
But, what if this time, the person told you this, “Sorry, no sampling allowed. Either you buy it or you don’t.”
How would that make you feel?
Chances are that you would be put off by this right?
That’s a Scarcity Mindset.
The shop owner might be afraid that they would lose money if they keep giving samples away.
But it’s been proven that samples do help to increase sales.
So, what you really want to have instead is an Abundant Mindset.
With an Abundant Mindset, you know that the more you give away for free, the more business you will have come your way.
And this is the same for your business when it comes to getting clients.
With this mindset, you know for certain that if people like your content, they will want to learn more from you.
And eventually, they will want to buy from you and become your client.
Think about it – have you ever read a “How To” book and end up wanting more from the author?
I know I have.
And that’s because when we like something, we just want more of it!
Jay Abraham also mentioned that there’s a distinct difference between the definition of a “customer” versus a “client” in the dictionary.
In the Merriam-Webster’s Dictionary, the definition of a “Customer” is:
Do you see that it says “a commodity”?
Now, I’m not sure about you, but I certainly do not want to be considered or labeled a “commodity”!
If you’re a “commodity”, then chances are you won’t last very long in the business world because you would be seen as no different from your competitors.
You want to let your audience see you as someone with authority. And that’s why you want to move the relationship from just being “customers”, to long-term valued” clients.
Now, take a look at the definition of a “Client” (same dictionary):
The dictionary says, “one that is under the protection of another”.
I felt the need to bold the word “protection” because it’s such a powerful word.
To me, the word “protection” means to really look out for my clients.
To give them what they need to get the end results they want.
To make sure that they are now in a better place because of me.
My mind is constantly on the lookout for them.
Thinking of how I can best serve them, help them, guide them (which means you :)).
Not sure how you feel, but I would certainly love it if the person I do business with shows they care for me, make me feel welcomed, and make me feel good!
For example, one day when I was looking at my American Express bill, I noticed I was charged a membership fee of a couple hundred dollars.
So as anyone would do, I phoned in to ask for a membership fee waiver.
The moment I was connected to a Customer Service Officer, the lady on the phone immediately greeted me with the most vibrant and liveliest voice I’ve heard in a while, “Hello Mr. Davis, how are you this morning? How may I help you today?”
I responded, “I’m good. I noticed I was charged a couple hundred dollars for the membership fee and was wondering if I could get it waived?”
She respond, “Absolutely I can help you with that Mr. Davis. Give me a moment to have a look into your account. By the way, have you already had your coffee this morning?”
“Oh I don’t take coffee, but thanks for asking,” I said.
Then she said, “Ah, keeping healthy and staying away from the caffeine I see!”
“Haha yes,” I responded.
Then she said, “Do you mind if I put you on a short hold while I help you with your fee waiver?”
“Absolutely!” I said.
A few minutes went by and she got back on the line and said, “Sorry for the wait Mr. Davis. I’ve got good news for you and I’m thrilled to let you know that your fee waiver has been approved!”
“Thanks!” I replied.
“You’re welcome! Is there anything else I can help you with today Mr. Davis?”
“Nope that’s all. Thank you very much!”
Now, for some of you, you might think that this is a common thing that happens with credit card companies, but I can tell you it’s not from my experience.
Of all the credit card companies that I’ve spoken with, American Express is by far the friendliest, and they really make you feel appreciated.
Now, American Express cards don’t necessarily have the best card benefits among some of the other cards that I have.
However, because of their customer service, I’m so inclined to just stick with them!
It just feels so good to speak to someone from a company who shows they value you as their client.
That is the same mentality you want in your business as well!
Now, back to the dictionary definitions.
Do you see the huge difference between the word “protection” and “commodity”?
Protection makes you think for your clients.
And when you think for your clients, they will feel that you care for them, and will want to just do business with you because of that.
At that point, price no longer becomes a barrier between you and them.
They want you because they know you care for them, and for their results.
Commodity, on the other hand, makes you feel like you are nothing special.
When your clients see you as a commodity, then price is going to be a big barrier between you and them.
They become price-sensitive and will just look around for someone cheaper and more affordable than you.
So, you definitely do not want to come across as commodity to your clients, and the way to do that is to show you care for your clients and let them feel “protected”.
When I implemented this shift in my mindset towards my audience (that I see them as my clients instead of just customers), it was a huge impact on my business.
And that was one of the big reasons why I was able to grow my business so quickly from just making $400/month to over $30,000/month in just over 12 months.
And I strongly suggest that you implement the same thinking towards your audience as well because when you do so, you will be able to create better content and better marketing, which will result in better clients and more profits!
[FREE DOWNLOAD] The Coach’s Blueprint
Killer #2: Targeting More Than One Audience Segment
Going too broad is a big mistake that I see many people make.
And I get it because you don’t want to limit yourself to just a few audiences when you can help many different groups of people.
And because of that, you want a marketing message that appeals to everyone.
For example, if you’re in the Fitness Niche, you probably might think that you can help everyone who wants to get fit, get fit!
Or, if you’re in the Dating Niche, you probably might think that you can help everyone who wants to get a date, get a date!
However, there’s a saying in the market that goes, “if you try to target everyone, you end up targeting no one.”
And the reason is that your message would become too general, and it will alienate your best audience.
Here’s a scenario to explain what I mean…
Scenario: You’re a woman and you’ve just given birth (Men, please bear with me), and you’re looking to take up Yoga to get back in shape.
Now, you are given two different classes to choose from:
Which class would you choose to join?
My bet is that you will take up the Postnatal Yoga Class right?
Now, let’s dig into two big reasons why that is so.
Reason #1: The Postnatal Yoga Class is speaking specifically to you (as a woman that has just given birth of course!).
If you’ve just given birth, then there’s no doubt in your mind that the class is catered specifically to you.
You don’t have to worry whether the exercises are suitable for you because the word “post-natal yoga” already assumes that the exercises are specifically catered for women for have just given birth.
And that leads us to the next reason.
Reason #2: The “Yoga For All” Class raises too many questions.
Is this class suitable for you?
Are the exercises suitable for your current condition?
Will the exercises be safe for you?
Is this for beginners or people who are more advanced?
So while the marketing message “Yoga For All” targets everyone, many people will feel alienated by it.
And this is the difference between trying to market to everyone, as opposed to marketing to a specific audience segment.
This is very important to understand because when you try to target everyone, you get seen as a generalist rather than a specialist.
Generalist is someone who is like a jack of all trades.
They know many things but is a master at none.
Whereas a Specialist is someone who just knows one thing, and they go really deep with it.
And a good example is the general practitioner and the heart specialist.
Compare the general practitioner to the heart specialist.
Who do you go to when you have a heart problem?
Obviously the heart specialist.
Imagine if the general specialist says that he is going to do open-heart surgery on you.
Would you let him do it?
Similarly, if you got an eye condition, would you get the general practitioner to operate on your eye, or let the eye specialist do it?
I’m sure you get my point!
And of the two, who do you think gets paid more?
The Specialist gets paid way more!
And that’s the same for your business.
When you specialize in an area in your niche, you are able to charge more compared to people who try and do everything and become a generalist.
So, focus your marketing on just that one specific group of audience that you can get the best results for, and go deep with them.
And when you do that, not only will you start to attract more of the right people to you, but you will be seen as the go-to expert in your niche.
Killer #3: No Consistent Lead Generation Machine
If you have no idea how you’re actually getting leads, or have a proper process to get leads, then you don’t really have a business. You have a hobby.
If you’re spending your time doing all sorts of different “traffic tactics” like:
- Doing SEO
- Writing blog posts after blog posts
- Posting on Pinterest
- Posting on Instagram
- Posting on Facebook
- Managing Facebook Groups
- Posting videos on YouTube
- And other “shiny” traffic tactics
And after doing all these different things you still aren’t getting any traffic and leads, then you are simply wasting your time because you’re not focused on doing what’s necessary.
Again it’s like being a generalist again, and not a specialist.
So, instead of doing all these things, what should you be doing instead?
I’m sure you probably have heard of Robert Kiyosaki, the bestselling author of Rich Dad Poor Dad.
He has many series of books that teach about investing and personal finance, and have sold millions of books around the world.
But what not many people know, is that he only achieved his world-wide fame after he got on Oprah Winfrey’s Show.
It was only after he had gone on Oprah Winfrey’s show that he really got famous.
So what has this got to do with you getting leads?
Well, let’s break down what Robert Kiyosaki effectively did by going on Oprah Winfrey’s show.
In fact, all he did was just 2 things:
- Create quality content (his book).
- Got his content through the right channel (Oprah show).
So first of all, he created quality content through his book.
If you haven’t read Rich Dad Poor Dad, I strongly encourage you to read it. It’s a really good book on personal finance and investing.
Now, this book is both his Lead Magnet and product.
He earns a royalty from every sale of his book, and at the same time, this book exposes his audience to more of his products and courses.
So, the first thing is to create quality content.
Next, he leveraged other people’s audiences!
He didn’t go do a hundred and one things to get people to know about him.
All he did was to go on Oprah Winfrey’s show, and leverage on her audience.
Because Oprah has a huge audience, that would immediately get lots of people to know about him, and that would in turn eventually lead to sales for his business.
And that’s what you should be doing as well.
Now, you might be asking, “Do you mean I have to write a book and go on Oprah Winfrey’s show?”
Don’t be silly 🙂
Of course not!
We do not have to do it to that extent to become successful.
In fact, all you need to become successful is to focus on creating, what I call, Authority Assets.
Authority Assets are authority content pieces that serve as automated lead-generation tools.
Each Authority Asset focuses on just two things:
- The right kind of content that will attract your ideal audience
- The right channel to place that content
When you do this right, these Authority Assets will serve to feed you leads for life.
The more assets you have, the more leads you will generate for your business without you ever having to manually chase leads again, or even have to explain to them what is it that you do.
By the time people come to you, they would already be highly interested in what you can help them with.
So, all you have to do to get lots of leads for your business is to create quality content and find other people’s audience to leverage on.
Like What You’re Reading So Far? Then You’ll Want To Download The Coach’s Blueprint Where You’ll Get My Exact Step-By-Step Blueprint to Build A $10,000/Month Coaching Business (From Scratch)…
Killer #4: No Systematic Process To Convert Leads Into Clients
The final and most important piece in your business is to have a systematic process that will help you turn these leads into paying clients.
So what exactly is a “system”, and why is it important for the success of your online business?
Whenever I think of the word “system”, I think of the process of turning coffee beans into drinkable coffee!
In the same way, there is also a process to convert your leads into paying clients in your business.
Now, just like the process of turning coffee beans into a cup of delicious coffee, there are many different ways to turn your leads into paying clients.
For me, the best way I’ve found to convert leads into paying clients that generated a consistent income for me every single month when I first started, is through this 3-step process below:
First of all, we’ve established what Authority Assets are in the previous point.
That will be the core way that we will get traffic.
Next, we will get into the steps.
Step 1: Free Email Course
There are many different types of Lead Magnets that I have used over the years.
But I realized that there is a huge difference in the type of leads that I get based on the type of Lead Magnet that I used.
For example, using an eBook Lead Magnet will yield a different type of lead compared to a lead gotten from an Email Course Lead Magnet.
In fact, what I found after using many different Lead Magnets is that there are two very different categories of Lead Magnets.
Lead Magnet Type #1: Lead Magnets that only generate leads, but they do NOT lead to a sale.
These are Lead Magnets like:
- Ultimate Guides
- Anything that is downloadable as a PDF!
And the reason these types of Lead Magnets do not lead to a sale is because the moment they download the Free PDF you give them, they generally don’t come back to read the other emails that you send them.
There is a disconnect there!
That is also the reason why you see such a huge drop-off in your email open rates after sending them the Free PDF in the first email.
Lead Magnet Type #2: These are the Lead Magnets that not only generate leads, but they also lead to a sale.
And by that, I mean that because of the content and format of this Lead Magnet, it is designed to eventually get your audience to buy from you.
And for this type of Lead Magnet, there are only two:
- Email Courses
And the reason these two Lead Magnets are the only ones I recommend is because it leads directly to a sale.
For example, in a Webinar, you can directly sell to your audience after giving them content.
It’s a seamless transition from content to the sale, and it all happens in the space of just 60 – 90 minutes!
Also with a Webinar, you can build rapport and trust a lot faster than other types of Lead Magnets.
Through a Webinar, your audience can hear your voice, and even see you present.
That’s why many online marketers use Webinars to sell their products and services.
And for the Email Course, we all know how powerful email marketing is to sell our programs and courses.
When you use the Email Course as your Lead Magnet, people will naturally open their emails because they know that you will be giving them content through emails.
And if you’re just starting out, I strongly suggest using the Email Course because it’s so much easier to create compared to a Webinar which can take weeks, or even months just to get a good one up!
So, Lead Magnet Type #2 is what you want to use in our business because it seamlessly transitions you to the next step…
Step 2: 7-Day Influence Sequence
The 7-Day Influence Sequence is basically a powerful email sequence that helps you build rapport, trust, and likability in your audience towards you, and helps you sell your program and courses.
For the 7-Day Influence Sequence to work well, it has to be structured in the following sequence:
1) The Big Hook: This is what captures the attention of your audience to make them want to read your emails.
2) Challenges: Your audience comes to you because they have challenges they want to overcome, and this is where you let them know you understand the challenges they are going through, and how you can help them.
3) The Biggest Questions: Your audience inevitably have questions when you talk about your topic and how you can solve them. So, you want to address the questions they have in their mind as well to let them know you have the answers to their questions.
4) The Plan + Special Opportunity: When you lay out a detailed plan for your audience, they will know you have the solution to their problems and how you can help them reach their end goal.
5) Case Study: This is where you showcase a case study of how you got results, or how you helped a client get the end results your audience wants.
6) Strategic FAQ: This is where you answer the most commonly asked questions by your audience. Inevitably during this time, you would be getting lots of questions about your program and is where you want to answer them. But you don’t just want to answer every question that comes your way, or you will be writing an essay! You just want to pick the questions that help you sell your program because ultimately that’s how you can help your audience best – by getting them to become your client!
7) Urgency + Close: Finally, this is where you want to give a gentle reminder to your audience that your program will close soon so they will have to join soon.
When you craft your 7-Day Influence Sequence with these elements in place, you will have a really compelling email sequence that not just gives tons of value to your audience, but also lets them get excited about wanting to join your program.
Step 3: Email Coaching Program
Many people nowadays sell online courses.
Now, there’s nothing wrong with selling online courses, except for the following problems:
- It takes a lot of time to create a really good online course.
- The “tech” can be quite daunting to set up, especially if you’re just starting out.
- Your audience doesn’t really benefit as much compared to some sort of personal interaction with you.
- You only get paid once, and because of that, the only way to make more is to get more new sales (which is by far the hardest thing to do in business).
With all that said, there is a place for selling online courses, but not when you want to get your business up and running quickly, and you want to generate a consistent income every single month.
And that is why I strongly suggest starting with the Email Coaching Model.
So what exactly is the Email Coaching Model?
It’s simply just two things:
- A step-by-step training in PDF format (no videos needed!).
- Providing support and answering any questions your clients have through emails.
You can think of it as a simplified version of an online course (where you deliver your course as a PDF), and having email support.
Compared to selling online courses, it’s much easier to set up, much easier to sell, and your clients benefit much more because you get to personally help them.
And here’s the best part – you get Monthly Recurring Revenue! Hooray!
Monthly Recurring Revenue is basically getting the sale once, and getting paid over and over again for it.
It’s the Holy Grail to getting predictable and consistent income every single month!
And it’s the simplest way to grow your business’ revenue every single month without having to get more sales.
For example, if you just had 10 sales of $200/month each month, that would mean that you would be making a Monthly Recurring Revenue of $2,000 each month.
And that means that as long as you just have 10 sales each month, by the 5th month, you would be able to grow your business to $10,000 per month!
That was how I was able to grow my business so quickly from making just $400/month to over $30,000/month in just over 12 months.
So, having this system in place helps you do 3 important things:
- Automatically helps you build rapport, trust, and likability in your audience’s minds towards you.
- Converts them into paying clients.
- Generates Monthly Recurring Revenue.
Getting to $10k per month and beyond isn’t difficult if you focus relentlessly on these 4 things in your business:
- Thinking of your Audience as “Clients”.
- Identifying the Ideal Audience for your business and understanding them extremely well
- Attracting them through your Authority Assets
- Converting them into paying clients through a systematic process
With these 4 key elements in your business, it will allow you to build a solid client business for years to come.
Your Next Step
Did you like this post?
If so, then you’ll want to download the Coach’s Blueprint:
Did You Like This Post?
I’ve created this post with lots of love and I’m constantly thinking of how I can make every post as helpful as possible for you 🙂
If you liked this post or you felt it was helpful, would you please share it? I’d really appreciate it if you do!
Remember, sharing is caring! It won’t even take 5 seconds of your time.
So go ahead, click the share button below now to share the love! You rock!