This is the burning question I get from so many people when they ask me about running or starting a successful business – “How do you get your clients?”
Believe me, I have tried it all over the last 2.5 years of running my business.
Some tactics I’ve tried and tested have been over-the-top successful and some, not so much. In today’s episode I’m sharing my top five tried and true ways to consistently generate new leads, along with some other helpful tips, resources and nuggets of advice to help you bring in a steady stream of new clients consistently.
These ideas are foolproof, and I can’t wait for you to try them.
The Good, The Bad & the Woo-Woo
The Good: Last week, I escaped winter and joined my boyfriend on his business trip in Florida. It was such a beautiful reminder that this is why I became an entrepreneur: to have the freedom to travel, enjoy new experiences, and yes – even be able to work out of hotel rooms.
The Bad: Setting boundaries is a lesson I’m learning right now and I want to expand on this topic more in a future podcast episode. My goal is to show up as the best version of myself so I can be a great designer, friend, partner, and business owner.
The Woo-Woo: I don’t know whether it’s all of the traveling I’ve been doing, but overwhelm has been a theme for me recently. I started a grounding practice to help tame the chaos. This includes listening to music, red light therapy, drinking tea with tumeric in it, meditating and doing one of my favorite restorative yoga poses, legs up the wall. If you’re feeling a little frenzied too, make time to come back to yourself and regroup.
Let’s Dig In
Before I start sharing my tried and true tips, there’s one thing I have to say first. Be sure you know who you’re talking to so you aren’t throwing spaghetti at the wall. And if you don’t, download my ideal client workbook, linked at the bottom of this post.
01.MAKE SURE YOUR WEBSITE IS CLEAR
Make sure your website (especially your homepage) is minimal, well-designed, and depicts exactly who you are, what problem you solve, who you solve problems for, and how people can work with you. Make it easy for someone to find the information they’re looking for.
02. CONSISTENTLY PROVIDE VALUE.
How often are you showing off what you offer? (Don’t be shy about it!) If you are showing up on Instagram Stories only once in awhile and primarily feature your dog or the cup of coffee you’re drinking, that’s not going to show off your expertise. The goal behind this tip is to establish the oh-so-important “know, like, trust” factor with your audience. Establishing this trust makes you top of mind when they are ready to work with you.
Want to put this into action? Think about resources you can realistically create on a consistent basis that will offer incredible value to your ideal client. What questions can you answer in an Instagram post or what worksheets can you create? Consider a masterclass, YouTube video, or even a podcast!
03.GET OUT OF YOUR ROBE AND NETWORK.
There is nothing more powerful than broadening your network and making face-to-face connections. Even though I haven’t lived in San Diego for over a year, I’m still getting referrals from people I’ve met there.
While networking can feel intimidating, the benefits are well worth it, like curating a referral database! Some networking groups I love and recommend to entrepreneurs include Dames Collective, Rising Tide Society, and Creative Mornings. Make it a goal to attend at least one networking event per month. You can do it!
04. CREATE A LEAD FOLLOW UP SYSTEM.
Have you ever booked a discovery call with a potential client, only to hear crickets afterwards? Not the best feeling.
If you don’t have a system in place for lead follow up, put this on your must-do list right now. I recommend following up with a lead at least 5-7 times before you get a definite no. Check in regularly to see if they have any questions and reiterate your interest in working with them. You could even include a link to your calendar in case they have more questions or add in some urgency with a deadline. We may think someone isn’t interested when they may have just forgotten about our email or needed a little extra encouragement to move forward.
05. FEATURE CLIENT SUCCESS STORIES.
Share the results you’re going to produce for your ideal client, and over-communicate them. What will your services solve for your client? Reach out to past and present clients for detailed testimonials that cover what their pain points were, and how you swooped in and solved their problem.
Collect and highlight these testimonials every single week.
We should never assume our audience knows what we do, so by giving a gentle reminder from time to time, we’re keeping ourselves on their radar.
Links/Resources Mentioned:
Behind the Design Episode #3: The 5 Most Important Elements to Your Coaching Website
Asana is my project management system.
Slack is how I communicate with my team.
UNUM is an app I use to curate the aesthetic of my Instagram feed.
Join the Behind the Design Facebook Group, where I teach free live mini trainings every Friday.
Are you ready to make an impact and illuminate your purpose with a beautiful brand design or an all-inclusive, custom website? Grab one of my final branding spots for March and April.
Use Code DESIGN15 for 15% Off Drag and Drop Website Templates
All podcast editing & show notes are done by Alison Kinsey + her team (they’re the bomb!).
February 16, 2020
