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 third 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 and Part 2.
It’s rare that any prospect will buy from you the first time they meet you. In fact, that’s normal!
Most people need to learn to trust someone before they’re willing to fork over their hard-earned money.
The good news is that if you have an irresistible opt-in that solves a pressing problem (like you learned in Part 2), then you’re on track to having prospects fall head over heels for you.
The bad news? Your opt-in by itself often won’t be enough to convert your prospects into paying clients.
This means that the next thing you need to do is build trust and rapport so they feel comfortable hitting the “buy now” button.
Whether you know you need to work on building trust and rapport or think you have it nailed down, if you aren’t selling as many client spots or digital products as you want to, keep reading.
Commit to Creating and Sharing Regular, Free Content with Your Prospects
Building trust and rapport can be as easy as creating and sharing regular, free content with your prospects.
In doing this, you’re wowing your prospective clients with helpful content that makes them feel like you understand them and that you can solve their problems.
The best way to do this is to write blog posts that are specifically targeted at solving your clients’ problems, then send those blog posts to them via email.
Creating and sending regular content to your audience keeps them engaged with and interested in you and what you do.
Whether you’re selling one-on-one services, group programs, or products, content should be a key component of your marketing strategy on a regular basis (not just when you’re trying to sell something).
Need some tips to get started or up your game?
You’ve got to blog regularly
I make it mandatory that all of my clients publish regular blog posts. Why? It works!
The more regularly my clients publish good content for their audience, the more likely they are to get hired.
If you’re new to blogging, don’t over-think it. Just write.
If you’ve been an on-and-off blogger, commit to writing regularly. Preferably weekly!Click to TweetWant to build trust with prospective clients? Commit to blogging regularly.
Please, don’t worry about annoying your subscribers. They signed up because they want to hear from you. They can easily hit the delete key if they don’t want to read… but they can’t read anything if you don’t send them anything!
Stuck on what to write? My favorite tip is this: Think over your client sessions from the last week and brainstorm 10 different things you told clients. From there, you have 10 blog post topics.
As long as you’re writing about things that will help your target audience with whatever it is you sell (it all comes back to client clarity), you can’t miss the mark.
In time and with experience, you’ll learn what resonates with your audience most. For now, just write.
Social media, podcasts, and webinars
If you’re already blogging regularly and sending your blog posts to your email list, consider upping your game by increasing your social media content, starting a podcast, or offering regular webinars.
However, don’t feel like these are “musts” when it comes to creating free content. You can work magic with a weekly blog and email to a growing list. In fact, it was the core strategy that enabled the passive income that I referenced in Part 1.
Keep your sights focused on your target client, what she needs, and how you can help. From there, you’re setting your list of prospects up to trust you and buy what you’re selling.
Prospects Still Not Pulling the Trigger?
But… what if you’re providing valuable free content and delivering it consistently, and prospects still aren’t hiring you?
Well, the solution is surprisingly simple.
Stay tuned for Part 4, where I share the three things you must have in place to make it a no-brainer for clients to hire you.
Your Next Steps
To build trust with your clients, you must deliver content that solves their problems and makes them feel understood.
Start today with these action steps.
1. Commit to blogging regularly, preferably on a weekly basis.
2. Keep a running list of blog ideas so that you can ensure you’re delivering helpful content to your prospective clients.
3. Consider how you can use social media, podcasts, or webinars to continue to provide valuable information to your audience.
And if you have any questions, leave a comment below. I’m here to help!
Leave a comment below.
Here’s what’s included in The 5-Step Business Momentum-Builder: