When you’re starting a business, the biggest question on your mind is this:
How do I get clients?
Today I’m going to walk you through the first five steps you need to take — they’re also the most important steps — so you can get moving and start getting clients.
Let’s dive right in.
Step #1 – Get Clear on YOU
The first step to getting clients is getting clear on you!
What do I mean by that?
You have to start with what YOU love to do and who YOU love to work with. Don’t start by thinking about your “target customer” or “ideal client avatar.” Start with what you love to do and who you love to help.
Why? Because if you don’t love the work you do and the people you work with, your motivation will be low and your results will be lackluster.
On the flip side, when you start with work and clients that light you up, BIG things can happen in your business.
Your Action Step: Claim what you love to do and who you love to work with. You must start here.
Step #2 – Get Clear on Your Client
Once you’re clear on YOU, you can then think about the clients you love working with. You need to get into their heads to hear their thoughts and into their hearts to feel their emotions.
Ask questions like…
– How does she feel right now?
– What does she want most?
– What does she think will happen once her problem is solved?
I’ve talked about this next part many times before, but it’s so important I can’t not talk about it again.
You need to answer questions like these from the perspective of your target client. You need to get into her head and answer these questions as she would.
This means you must avoid jargon, industry-speak, and expert-talk. The words you would use to describe your clients’ problems aren’t always the words they would use to describe their problems. This distinction is crucial!!
When you find your clients’ exact words, you can access the goldmine that will help you market to them. Knowing their thoughts and feelings and desires is the key to attracting clients.
Your Action Step: Find the exact language that your clients are using to describe their situation and desires.
This isn’t easy, but it’s essential! Make sure you do this step!
Step #3 – Create a “What I Do” Summary
Once you know what you want to do, what your target client wants, how she describes her predicament, create a “what I do” summary.
I had you practice this last week by posting a brief sentence summary describing your work.
When written jargon-free, your “what I do” summary is the starting point for everything.
It’s the perfect answer to the question, “What do you do?” whether you’re at networking events or social gatherings. It’s a great bio. It’s perfect on your services pages. And it informs everything else in your business. (More on this in a moment.)
Here’s an example of a straightforward, clear summary:
I’m a coach for moms who are ready to get back into the workforce. They’re ready to do work they love and earn money for their families, but they have no idea where to begin. I help them find a career path and a job they’re thrilled about.
You know you’ve nailed it when people give you that, “Oh, I understand” look or even say they need to hire you.
You might be thinking, “But Jenny! Writing this summary is hard! I can’t get it to three short sentences.”
To which you have my sympathies… to an extent.
Yes, it is hard work, and it does take brainpower. It’s also how you get results!
This is why I spend two full weeks with my Make It Work Online clients on this exact exercise. It’s that important!!Click to TweetIf you can’t speak the language of your customers, you won’t get customers. It’s as simple as that!
The good news is that when you nail your summary, you’re primed to take the next step (and then make money)!
Your Action Step: Write a concise, three-sentence summary that descries what you do, who you help, and what their results are. It should ring with a *zing* of truth and make you think, “YES! That’s what I do!”
If you’re not finding that *zing*, don’t move onto the next step until you do. (FYI: All of my clients nail it. I make sure of it.)
Step #4 – Create an Offer People Will Buy
Once you have nailed your “what I do” summary, you can create an offer your people will buy.
Now there’s a big mistake too many people make: they skip the summary and jump right to the offer.
Why is this such a bad idea?
If you can’t write a concise description of what you do, no one will “get it” when you tell them! This means it won’t matter what offer you create, because people won’t understand that you can help them and they won’t hire you.
However, when you nail your summary before creating your offer, your offer will have people saying, “Oh! I totally need that” or “My friend needs that!” Before you know it, clients are lining up to work with you.
Based on your summary, you should know exactly what your client thinks she needs. Create the exact offer she’s ready for, and it will be easy to sell.
There’s a lot that goes into writing great copy for your offer, and the thing I want you to most remember is that you must use their language, because it’s their language that sells (not yours).
Your Action Step: Create and write the copy for an offer that solves your target client’s exact problem.
When you work with me and get your summary and offer just right, people will be clambering to hire you (and that’s just awesome!).My Personal Recommendation for YouThe “Jargon Trap”: The Reason Prospects Aren’t Turning into Paying Clients & How to Change It Fast My Personal Recommendation for YouThe Questions You Must Ask Yourself Before You’ll Get More Clients
Step #5 – Spread the Word
If you’ve done all the steps above correctly, then you’re ready for the final step(s): spread the word.
There’s a lot that goes into those three simple words, and it’s also that straightforward.
Once you have a clear “what I do” summary and a great offer that people are hungry to buy, you need to go out there and tell them about it!
– guest post
– be of service on social media
– build your list
– network in person
– offer free calls or webinars
– offer free workshops in your local area
– hop on the phone with people to connect
– write great blog posts and send them to your list
In fact, I recommend you do all of these things and keep doing them until you get traction (even if it takes a few months or more!).
It’s not easy starting a new business, but when you put in the time and energy and stick with your plan, it will pay off. Persistence and determination is a must!
Your Action Step: Map out the steps you’re going to take to spread the word. Then get to it!
(Yes, this is hard work. And yes, you can do this. I know you can.)
I want to hear from you!
Have you nailed your “what I do” summary?
Have you created an offer?
Are you working on spreading the word?
Or, did you jump ahead to steps 4 and 5 before completing steps 1 and 2? It’s okay to admit it, as long as you go back and do that important work first.
Let me know where you are, how it’s going, and how I can help.
My personal recommendations for getting more clients:
6 Emails That Bring in More Clients
Turn Your Opt-in Offer into a Client Magnet
Desperate or Determined? Why One Will Kill Your Biz & the Other Will Catapult It
Want More Clients? Make Sure You Do This
21 Ways to Get Clients Fast