11 Share Most service-based business owners struggle to attract clients . For many, this causes quite a bit of frustration, as they know that they are good at what they do, but this does not equate to new clients beating down their door ready to do business with them. After building 2 successful businesses (one brick and mortar and one primarily online), I’d like to share a few tips on what has worked for me to effortlessly attract clients . These tips should literally magnetize people to you, as you are positioning yourself in an utterly unique way that shows you take your work seriously.
1. Give away some of your best tips, strategies, and knowledge for FREE~ The more you are willing to give away for free, the more you’ll get back. It’s really as simple as that. Whether you’re a coach, speaker, medical practitioner, lawyer, or real estate agent, you want to share a lot of free information with anyone who expresses interest in your services. The best way to do this is to set up a free report or e-book on your website that educates and build trust with prospective clients. In your free report, you want to give away some of your very best tips and insights that will solve the problems that your target market is facing. Then, provide a call-to-action at the end of your report that shows them how they can take the next step in working with you. I have consistently given away a ton of free information for both of my businesses. In fact, I just finished the launch of a group coaching program for alternative medicine practitioners that was very well-received. Instead of just blasting my list with sales offers, I mostly shared a ton of free training with them in the form of videos, webinars, and teleclasses. This way, anyone who was interested got to know me and could more clearly assess if my program was right for their needs without taking any risk. Offering free information is essentially a way to remove risk for your potential buyers. If their only option is to buy on the spot or leave your website and ‘think about it’ then your sales funnel is too rigid. You want to get them to stay engaged with you and your work while feeling that they are doing so on their own terms.. in whatever way makes them comfortable. Giving away free stuff makes that possible.
2. Create at least one low to medium-cost information product~ How many of your competitors have their own line of books, e-books, online courses, DVD’s, CD’s or kits as part of their business model? Unless you’re in the information marketing industry, probably very few. Creating your own products is undoubtedly one of the most effective ways to position yourself as the ‘go to’ expert in your niche. Think about this through the lens of your prospective client. If they see that you have literally ‘written the book’ on the subject, they will naturally be inclined to seek out you and you alone for help. If you’re new to product creation, you want to start with a low-cost offering that is relatively easy and fast to produce. A short e-book works well for many coaches, consultants, and other service-based entrepreneurs. You can use 99designs.com to get your e-book formatted, then use a payment system like 1 shopping cart to process online orders. This is the system I use for all of my products and it works very well.
3. Collaborate with centers of influence in your niche~ Who are the thought leaders and mentors who have gained a worldwide following in your niche? You want to make a spread sheet of these people and build relationships with as many of them as possible. This provides you with a tremendous amount of social proof, as your prospective clients will form a perception of you based largely on the company you keep. How do you make these connections? The best approach is to do as much for them as possible when initiating a business relationship. Sign up for their courses or coaching programs. Promote their stuff. Comment on their blog. Ask them how you can help them. Write them a personal letter sharing how they have helped you. The thing NOT to do is to ask them straight up if they will send you clients or promote your work without first offering them a tremendous amount of value. This is the biggest mistake up-and-comers make when trying to solidify their reputation as a thought leader. Especially with social media, the ‘big shots’ in your industry are likely more accessible than you think. If you reach out to them in an authentic way with the intention to help them, you’ll be pleasantly surprised by how easily these relationships can form.
If You Want to Attract Clients At Will, It’s All About Expert Positioning
Here are some other ways to achieve expert status:
Garnering media attention
Showcasing your knowledge on a professional blog
Creating cutting edge online videos
Writing for the local paper
Getting on TV
Creating a professional monthly ezine
Getting top rankings for all your main keywords on Google
Building a highly professional and popular Facebook fan page
Offering seminars and workshops both locally and nationally
Public speaking events
Are You Trying Really Hard to Attract Clients With Little Result? This happens for 2 reasons: 1. your target market does not clearly see how you are different than the rest 2. your marketing systems need a serious boost Generating traffic and getting more leads will happen as a natural byproduct of a few of these strategies, but it’s still important to develop your marketing muscles so that you know down to a science how to attract clients any time you desire.