I’m about to break down a step-by-step guide for How to get clients.
So much has changed online between 2020 and 2021.
As you know, in 2020 we had the world of Covid, we had the world of lots of things happening in our world and because of that, so many people moved their businesses online.
Business owners were forced to move their businesses online if they were to survive.
THE PROBLEM WITH HAVING A BUSINESS ONLINE
The problem that a lot of people are finding right now online is that your expertise is no longer enough.
Your ‘skills’ in fact are actually no longer enough.
You have to reinvent yourself if you want to fill your business with amazing high-paying clients.
So I want to give you the step-by-step process that I take and that I teach my clients and so that you can get going with them.
Let’s dive in.
When it comes to getting clients online one of the first places that a lot of people actually miss is at the beginning and that is to make sure that you are solving a real problem.
The biggest problem that I see when I work with people who are very new in their business or who have been in business for quite some time but aren’t getting any clients is that they want to solve a problem that they want to solve.
As opposed to solving a problem that their ideal clients actually have.
The problem is that people haven’t actually put up their hand and said
“Can you help me with this problem”
One of the biggest ways to make money online is to make sure that you are solving a REAL problem.
Here’s a glance at this episode…
- [02:22] #1: Focus on the other person
- [04:15] #2: Niche into a Hungry Market
- [06:43] #3: Stop selling and instead lead with Storytelling
- [10:27] #4: Set a Target
- [12:38] #5: Create a Multi-Video Strategy
- [14:24] #6: Create a High-Ticket Offer
- [16:35] What is a high-ticket offer?
- [16:53] #7: Master how to Close Clients like a Pro
How to ensure that you are solving a real problem
You’ve got to do some research.
Here are some steps to help you
#1: Focus On The Other Person
You’ve got to remove yourself, remove all emotion, remove all prejudice, remove everything that you think you want to do and focus on the other person, your Ideal Client.
Take the attention away from yourself and focus on the type of person that you want to help.
Do some research.
Use Facebook Groups for research:
- Go into Facebook groups and find out what people are asking for.
- What are they struggling with?
- Go to where your ideal clients are congregating and listen in on their conversations.
- Bring them in and have interviews, have zoom calls with them, do surveys if you want to.
All of these things are really good ways of doing research.
I promise you that without this step nothing else will work.
It will be almost impossible to build your business because you do not have a solid foundation.
You have no proof that you are actually solving a problem.
The crazy thing is that we get paid for solving problems, right?
The bigger the problem you solve the bigger the amount of money you are going to make online.
One of the things that I always ask my clients especially when we are working together inside of our intensives is I say:
“On a scale of 0 to 10, 10 being that the problem that you’re serving is a big massive problem and 0 being that your ideal clients don’t actually care about this, where are you on that scale?”
What I’m really expecting them to say is:
“I’m an 8, 9, 10”
That’s where you ought to be.
The bigger the problem is the more money you are going to make.
Here’s a question for you…
Are you solving a real problem or are you solving something that you think your ideal clients want to solve?
Have you done some research?
Do you have proof that you are solving a real problem?
These are real questions that I want you to answer in the comments because it’s going to help you massively.
BONUS: Here’s a Valuable Resource to help you accomplish this: The Ultimate Target Audience Persona Template
#2: Niche into a Hungry Market
This is another area that a lot of people miss.
Many people are scared of niching in.
Because a lot of people believe that by niching in that they will be cut off a segment of their audience.
But this isn’t the case.
You’ve probably heard this phrase but I’m going to say it again:
“If you’re speaking to everyone then you are speaking to no one”
You are more than likely going to make your business a success if you are completely settled and straight and understand exactly who your ideal client is and you have niched into a specific audience.
WHY YOU SHOULD CONSIDER NICHING IN
I’m in a room and there are so many other people in the room with me.
Let’s imagine that somebody comes into the room and they starts calling out:
“Hello, hello, hello”
What would happen?
We would all turn around, look at that person like
“Who are you calling? Be more specific”
But imagine if the person who’s looking for somebody came into the room and said:
“I’m looking for a woman, she’s black, she’s wearing pink lipstick, she’s got natural hair, I believe they’re called sister locks and she’s wearing a dark top as well. Is that woman in this room?”
Now they are being specific.
Then I Pam Obasa might turn around and go:
“Oh, okay, you’re clearly looking for me”
Do you see my point?
They are being specific and so the likelihood of them targeting the exact person that they want to communicate with is very high because they are being specific and that essentially is what niching in is.
The most amazing thing about niching in is that it allows you to be the big fish in a very, very small pond as opposed to being the small fish in a big pond full of sharks and whales and all other sea creatures that are just there biting and fighting for attention which is what the online marketing space is like.
By niching in you actually take yourself away from all of that madness and you put yourself in a smaller space but you get to dominate that space and that is where you want to be.
You want to be the authority and in order to be the authority, you have to niche in.
Comment below and let me know:
Are you niched in?
What is your niche?
#3: Stop selling & instead lead with story telling
This is one that is a little bit different to what you have heard .
Hold up, you mean a business coach is telling you to ‘stop selling’?
You see one of the biggest problems with marketers or people in business or coaches, consultants and anybody who is trying to get into business is that the first point is:
“I want clients”
“I want sales”
“I want to sell, sell, sell”
Because of that everything that they produce is a sell, sell, sell because that is their focus.
I can’t blame you because that is what a lot of coaches are teaching and that is what we see online and in fact, I was guilty of that but wouldn’t surprise you if I told you that my business actually grew the moment I stopped selling, the moment I stopped looking for clients and the moment I repositioned myself and instead led with storytelling.
This is exactly how my business grew.
I started to think about some of the stories that I have.
We all have stories and in fact, you are just one story away.
Believe me, you are one story away.
So I started to look at what stories I have.
I remember one day, going to visit my husband for lunch.
He used to work in central London and I would take the train and go and have lunch with him and on the train, I would sit on my phone and I would craft stories in the ‘Notes’ app.
I’d wake up in the morning and I’d craft stories about the day before.
I’d be on the train or in the car whilst I’m next to my husband and I’ll be crafting something.
I took a huge break from just trying to sell and enrol clients to just sharing stories online and this is what happened before I knew it…
…people started to hit me in my inbox, people started to email, people would get on calls with me to the point where I then needed to hire a sales team because we were overbooked
Imagine being BOOKED OUT!
I had four ladies working with me because we were so unaudited with inquiries that there was no way I could handle it.
This only happened because I stopped selling and instead led with storytelling.
Here’s the truth.
Storytelling is so powerful, in fact, it is the fastest way to get clients.
Because it gives you permission and gives you access to connecting with them in a deeper way than anything else would.
People buy from people who they know, like and trust.
They don’t buy from people who are trying to sell to them.
If you want people to buy from you, you first have to understand that they have to first buy into you.
Once a person has bought into you, guess what?
They will buy from you over and over and over and over again.
This is where you get to create a consistent flow of clients.
BONUS: Here’s a Valuable Resource to help you accomplish this: The Ultimate Stories That Sell Template
#4: Set a Target
Set yourself a target.
How many clients do you want to work with?
Strike that, let me ask you this:
How much money do you want to make in your business in the next 12 months?
Did you know that the best way to set your target is to work from the end back to the beginning?
So you first figure out how much money you want to make in your business in the next 12 months.
Let’s say you said:
“Pam I want to make $100,000 in the next 12 months”
That’s fine, so you want to make $100.000 in the next 12 months then the next question is:
What is your offer going to be and what is the vehicle going to be?
You’ve got to figure out if you want to make $100.000 how much money do you need to be bringing in every single month in order for that to happen.
The problem is that most people set their goals and what they’re really doing is setting up pipe dreams.
I call them pipe dreams because there is no way under the sun that they would hit that goal.
Why? Because it is just a number.
There’s nothing holding them to it.
They don’t have a big WHY as to why they want to make that money.
They don’t have a vehicle.
They don’t have an offer.
They have nothing concrete.
Deep down they still want this thing and it’s not going to happen because they haven’t done what I’m asking you to do right now.
They’re not solving a big problem.
They haven’t niched in.
They’re not using storytelling to lead them and to sell instead of just being salesy.
They haven’t set a concrete target and they have no plan on how to get from A to B.
Did you know that the majority of people, I’m talking about 99% of business owners who are not making it right now, it is for that one reason.
So set your target high but remember to reverse engineer your target so that you can hold yourself accountable month after month after month and really track your progress to see how close you are to reaching that goal.
BONUS: Here’s a Valuable Resource to help you accomplish this: The Ultimate Goal Setting Worksheet
#5: Create a multi-video strategy
I was having a meeting with my sales team the other day and we were just talking about what is working now.
I love evaluating and they said to me:
“Pam every time we get on a call and we ask what it was that caused you to book a call with Pam and they say…
I’ve watched all her videos.
I love all of Pam’s videos.
I love the stories that she tells
I feel so connected to her.
I love her.
I understand her.
I get exactly where she’s come from.
I get exactly what she’s doing.
I know exactly how she’s going to help me.
I’m ready to enrol in working with Pam”
‘Sales’ is one of the easiest conversations to have when you not only use storytelling but you use the multi-video strategy.
What is a Multi-Video strategy?
It is a strategy of using video all the time in your business, across different platforms.
You can spend all day every single day writing Facebook posts or writing emails but I can tell you that one good video with your one story is going to trump everything else that you do.
I can promise you that.
So I want you to make sure that you are using video marketing in your business every single day.
In your videos, don’t make them boring, make them about you.
Make them stories.
Let people buy into who you are because like I said before when once they have bought into you they will buy from you over and over and over again.
#6: Create a High-Ticket offer
This one is going to ruffle a lot of people’s feathers because so many people are scared of charging high.
I get it.
I actually used to be that person.
I remember for the first 18 months of my business I actually struggled to sell a $500 offer.
I’m from the UK, I’m actually a London girl but I was selling in dollars because my money mindset was so low.
In my mind, I sort of thought that if I sold in dollars the conversion rate was a little bit lower, I would get more clients.
The truth of the matter is that I was self-sabotaging myself and selling myself short just like you are.
Watching me right now the crazy thing that I learned is that it takes the same amount of effort to sell a $500 offer as it does to sell a $2000 or £2000 offer.
It also takes the same amount of effort to sell a £10000 or a $100,000 offer.
It also takes the same amount of effort to sell a £20,000 or $200,000 offer.
The crazy thing is that the Pam that you see here today, who has super high ticket offers and sells them with ease is the same Pam who struggled to sell a $500 offer.
The clear difference between the two and what has helped me to build six figures a month business is simply because I grew in my mindset, I placed a high value on my skills and I backed it up with expertise.
I went back to school guys.
I did the work right and I still do the work.
I did the very things I’m sharing with you.
I followed these steps and I still follow these steps over and over and over and over again and that is what I mean by going back to school.
The problem is too many people want to cut corners.
That’s what I mean by pipe dreams.
They want to cut corners.
They don’t want to do the work.
I hope that you are not that person but if you are a person that’s serious about your goals then you want to place a high value on yourself and create a high ticket offer.
What is a high-ticket offer?
A high ticket offer is an offer that is above $3k.
I can promise you that it is so much easier to sell than anything lower.
#7: Master how to close clients like a PRO
When it comes to selling a high ticket offer you need to get comfortable with having conversations and consultations.
The problem is that a lot of people get into a zoom call or even a consultation over the phone and they start giving their services away for free.
Do not give your service away for free.
In fact, if you do that you are doing your potential client a disservice and you are really lowering your value the value that you have placed on yourself.
Instead, when you get into a sales conversation you want to be an investigator.
That’s really all you want to be.
You want to lead with questions.
You want to ask questions that will lead to the answers that you are looking for.
That helps your prospect to actually come to the realization that they not only need help but they cannot solve the problem themselves, that they need you.
Do you see the difference?
That is what being a master at sales is truly about.
You’re asking a ton of questions.
You are guiding your clients to make the decision themselves.
You’re not bashing them over the head and forcing them to come to a decision there and then.
You are leading them to make that decision of their own accord.
Where a lot of people actually miss the sale is that they believe that closing the client is what happens on the court.
That isn’t the case.
When you set up your business in the right way and when you lead with storytelling what happens is that your prospects have actually given you what’s known as a micro commitment before they even get on that call.
What is that micro commitment?
A micro commitment is when they have said yes in their own heart and in their own head even before scheduling their call.
This is why in my business we have a 60% to 80% conversion rate of a high ticket offer.
It is because we have created a multi-video strategy using storytelling just like I’m teaching you.
That allows our clients to give us a micro commitment even before they get on a call.
Because when they get on a call we’re not actually trying to convince them to invest in our program and this is what a lot of people do and where they get it wrong.
We’re not trying to convince, we want you to say yes of your own accord.
We want it to be filled with joy because we know that it is when that happens that you will do the best work and you will also get the best results.
WHAT TO WATCH NEXT ON HOW TO GET PAYING CLIENTS FOR YOUR BUSINESS
So let me know in the comments below, RE getting Coaching Clients for your business…
Let me know in the comments:
Do you struggle closing clients?
Do you struggle with what to ask them?