To keep giving you relevant and timely content, we update our most popular posts. This article was last updated in May 2021.
This is the fourth part of a five- part series curated specifically to help you fill your client roster, sell out programs, and create passive income. Before reading on you might like to read Part 1, Part 2, and Part 3.
You know your target client inside and out.
You’re knocking people’s socks off with your free content.
Prospects rave about your opt-in freebie.
Your subscribers love and share your content.
And you have countless people who say they love your stuff and want to work with you “some day,” but…
You aren’t hitting your sales goals.
As frustrating as it is, you’re not alone.
Did you know that the average sale takes at least seven touches with a customer before they say yes?
This means that even if you’ve been running your business for years, it still takes nurturing before a prospect turns into a paying customer.
Even more important, you need systems that help you follow up with your prospects and create those “buy now” moments.
Which systems do you need? And how can you ensure you’re not wasting valuable time creating something that won’t work?
That’s exactly what I’m going to help you with today.
Determine What Systems You Want to Use to Nurture Prospects
Whether you’re selling one-on-one services, group programs, or digital products, systems are a MUST for turning prospects into paying clients and customers.
What are the most effective ones? I’m going to tell you right now.
Autoresponders
Autoresponders, also known as follow-up messages, are automatic emails that are sent to subscribers at set intervals after they join your list or opt-in for your freebie. These emails are set up and sent through your email provider (Aweber, MailChimp, Mad Mimi, etc.).
They’re a great way to turn subscribers into paying customers, no matter what you’re selling.
What kind of emails should be included?
You’ll first need a welcome email. Then you should send an email 3 and 10 days later, reminding them that they subscribed to your list, encouraging them to check out the download, and offering assistance via email (if you’re actively looking to get new clients).
Finally, you should email them at regular follow-up intervals to make sure they know how they can hire you or buy from you.
Personal emails to your subscribers
Autoresponders are super helpful (they free up your time and ensure you stay connected with new subscribers) but, by nature, they’re impersonal.
That’s why, especially if you’re selling one-on-one services, I recommend taking it a step further and sending a personal email to each person on your list. And, yes, I mean a personal email from YOUR email account, not your automated email marketing service.
Taking time to send a personal email to each of your subscribers allows you to make a deeper connection and opens the door to a conversation.
If you reach out, connect, and offer a little bit of free advice, your subscribers will quickly turn into mega fans.
Social media
Social media is a key part of getting your name out there and finding your right people, whether you’re selling one-on-one coaching, group programs, or products.
Set aside about 30 minutes every work day to be of service on social media. Focus on sharing content that provides solutions to problems and commenting on others’ posts in groups where your prospective subscribers hang out.
Tap into your passion, maintain a “be of service” mindset, and use the language of your prospects. Doing these things will help you sidestep any debilitating fears or shame about being overly pushy or desperate.
Click to TweetThe more generous you are with your time and expertise, the more subscribers and clients you’ll get.Sales emails to your list
You might be nervous at the thought of selling your offer, and I get it. You don’t want to come across as “pushy.”
But if you’re trying to book more clients, sell out your programs, or create passive income, it’s a big mistake to avoid pitching your services out of a fear of being pushy.
Remember, you’re helping your clients and customers make big leaps in their lives! You’re here to serve them, and they WANT to know how to work with you.
Rather than just plop your new offer on your website and hope that people magically find it, I recommend you write an email that explains your new offer and send it to your email list.
Best of all, you can do it in a way that feels genuine and helpful, never pushy or slimy.
Add a pitch to your weekly email
Since you’re sending your weekly blog post to your list via email, I recommend you add in a pitch section. (No, not a P.S.!)
If you subscribe to my newsletter, you’ll see that I have the top section that is dedicated to the week’s content. Then there’s a bottom section with my bio.
When I was actively selling one-on-one coaching, there was ALWAYS a section called “Work With Me” where I talked about the coaching work I did and directed readers to my Work With Me page.
Now, when I’m actively selling programs, you’ll find a blurb in the newsletter between the blog content and my bio that talks about what I’m selling.
You should do these, too!
Keep track of prospects and follow up regularly with warm leads
If you’re selling one-on-one services, use a spreadsheet or similar tool to keep track of potential clients. Set aside time once a month to follow up with a handful of your leads.
If you have space on your client list, you can pitch them new services or offers, remembering to approach it from a place of service. If your list is full, you can simply send a quick email to touch base and keep your brand in the forefront of their minds.
If you’re selling group programs and someone tells you, “I’d love to join you next time,” be sure to save that email and add that prospect to a follow-up list for the next time you open the program.
Set Up Your Systems
Set up as many of the systems above that pertain to you. (Most of them should no matter what you’re selling!)
Start by listing out which ones you’re going to use. Then list out the specific pieces you need to create (emails you need to write, etc.). Then go create those systems.
Keep in mind that once you implement the system, there’s a good chance some parts will work great and others might have hiccups. That’s normal!
Part of setting up effective systems includes using a scientists’ mindset to see what’s working and what needs fine-tuning.
When you run into areas that need improvement, identify what needs to change and how, fill in the new gaps, and resume using your newly-improved system. With just a few tweaks, it will be humming along and you’ll be loving it.
Your Client Calendar Still Isn’t Full
You’ve learned a lot about what it takes to fill your client roster and sell out your programs and products.
But even if you sell offers that solve your clients’ needs, create an irresistible freebie, deliver high-quality content, and have simple systems in place to make it easy for people to hire you… it won’t be enough if you’re missing one thing.
What’s the one key ingredient to booking yourself solid?
Having enough people in your pipeline to sell to.
Tomorrow, I’ll share exactly how to get a steady flow of perfect prospects that will help you hit your financial goals.
Your Next Steps
Take action and create your client-getting systems so that you can effortlessly attract new clients.
Remember that, even though this is an unsexy part of business, this is an important step to filling your waiting list and selling out your programs.
1. Decide which systems you want to use to get more prospects.
2. List out the steps you need to implement each system.
3. Set up and run your new systems, improving them as needed.
If you have any questions, leave a comment below, and I’ll help you out.
Here’s what’s included in The 5-Step Business Momentum-Builder:
Great tips, Jenny! I’m in a process of repurposing my services and, as a result, I’ll have to find new clients. So, I’m in a need of refreshing my leads too. It’s a lot of work!