A few weeks ago I was asked this question by a reader, and I thought I’d share my answer with you, too!
“Why are you marketing if you have a waiting list? (I’m not being sarcastic).”
What a fun question!
Before I share my answer, take a moment to think about this question. Why would someone market their business if they have a full waiting list?
(Seriously, think about it for a moment. I’ll wait.)
Did you come up with a answer or two? Awesome. I’ll dive into mine, and we’ll compare notes at the end.
Marketing is about communicating the value of what you offer to your customers. For online business owners, this usually means sharing ideas and helpful tips on a regular basis through a blog or newsletter. It can also include social media and leaving helpful, thoughtful comments on others’ blogs.
This probably sounds familiar to you, and it should. But there’s an even more nuanced way to look at marketing, and it’s important to know if you want enough clients to fill your roster and your waiting list.
Here’s what I mean…
A business owner can market reactively or proactively.
Reactive marketing is promoting your business in response to a need, such as needing more clients.
Marketing in response to a need looks like sending emails to your list only when you need new clients. Spending extra time on social media when you’ve got open spots in your calendar. Blogging or sending newsletters only when you need to drum up business.
Reactive marketing isn’t necessarily bad, but it can be stressful to always pitch your list when you need clients. It’s also possible for readers to pick up on your needy energy when you email them, praying for a new client. And people generally don’t respond well to needy energy.
Wouldn’t it feel easier to send emails, write blog posts, and engage in social media without the added pressure of needing something? I think so.
That’s why I prefer proactive marketing.
Unlike reactive marketing, proactive marketing doesn’t stem from a place of need.
Proactive marketing is done as a part of normal, everyday business operations. It looks like crafting helpful blog posts. Sending content-rich newsletters. Consulting with potential clients. Writing thoughtful followup emails to prospects. Engaging in social media with the intent to give. Continuing to grow your list.
Personally, I don’t want to have to react every time I have an open client slot. And there’s nothing more reassuring than having a full waiting list; it’s clients and income I can count on.
That said, I know it wasn’t always this way for me. I didn’t always have a long waiting list. Yet even when I needed more clients, I still acted like a proactive marketer, and that has everything to do with how I grew my client roster and my waiting list.
How to Be a Proactive Marketer Even if You Need More Clients
Whether you have no clients or all the clients you can handle, proactive marketing will get you the clients you need or it will fill up your roster and your waiting list.
Here’s your proactive marketer checklist. Do these things regularly, whether you’re looking for more clients or have a full waiting list.
- Send a newsletter
- Engage in social media
- Consult with prospects
- Follow-up with prospects
- Grow your email list
- Guest post
- Engage in social media
- Host free calls or webinars
- Share your knowledge and ideas as much as possible
Acting like a proactive marketer even when you need clients will bring new clients to you now and fill your waiting list for the future. And you’ll be doing it without the needy, graspy energy people run from. (How sweet is that?!)
Are you ready to proactively market your business to grow it both in the short and long-term? If so, tweet about it!
I’d love to hear from you in the comments below. Tell me…
What was your initial answer to why someone should market even if they have a waiting list?
What are your thoughts now? How have the changed from reading this article?
What other insights do you have on this topic?
I can’t wait to hear what you’ve got in the comments below.
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