You put in a lot of effort to get a lead or leads into your business to convert your first client. You participate in social media, perhaps go to networking events. Constantly spread the word across your network that you are open for business and consistently work at getting noticed.
Because of the effort you put in, it is worth spending some time and effort into creating a conversion strategy that works for you. Be authentic and real, your clients and leads will respond better.
Getting the right first client can make a huge difference to how quickly you grow your business. It can have a major impact on your confidence, motivation and enjoyment. It is worth some of your time to think about who your first client should be.
It’s just not enough to pick up a client, any client! You want to choose clients who you will work well with and who will provide you with support, testimonials and referrals. (As well as pay on time, every time).
In my opinion, getting the right clients is a major step in growing your business and confidence. The right client will show you loyalty, send leads your way and provide you with social proof to show others that you are worth working with.
That’s right. Create an image in your head (or on paper) of the right client for you. Think about when you worked in an office or other environment.
Imagine that you are an investigator looking for clues to solve a problem. The answers to the above questions will give you some clues as to what your best clients could look like.
For example, if you are well organised and like working with others to help them get better organised, you have your first clue.
The following types of industries might suit you if you are an organiser and very structured.
If you are creative and more inclined to develop new work, templates, powerpoint presentations and videos. Really good at new projects and delivering on milestones, then the following industries may suit you.
As I mentioned earlier, these are just clues to where you should be looking for your leads. By choosing a market that you work well with you can start to understand that market and match your services with their direct needs.
Your client profile should include the following:
Moving a lead to a client is a process and it’s not a sprint.
You will need to touch the lead at least 7 times before they will be ready to buy.
Take your time and enjoy the process. Enjoy getting to know them. You are interviewing them to find out if they are the type of client you want to work with. Shift your mindset and you will be much more comfortable with the process.
These 10 Questions will help you interview your leads to make sure they will be a good fit for you and your business.
If you need further help at this stage, read my article on Buying Signals which goes into more details on how to recognise when the lead is ready to buy from you. You may have to speak to 10 leads to find that client. (industry standard ratio 10:1)
If, by the answers to the above questions you establish that they would indeed be a good fit for you and your service, you must act immediately.
Step 1: Send an email confirming your discussion, outlining the client’s next step and your next step. (attach your Business Profile and marketing material that includes testimonials). Give them something simple to do to get started. If you give them a list, they will find it overwhelming.
Step 2: Do something for your client to thank them for their time – comment on one of their blog posts, give them a testimonial on Linkedin or another social media platform, mention their business in a blog post or comment, give a testimonial on a directory or something similar.
Step 3: Most new clients will be expected to pay you an amount up front before you get started – send an invoice for the agreed amount and attach your Perfect Client Welcome Kit (we have created one for you with an agreement reviewed by an Australia lawyer)
Remember that personality plays a big part in how well you will work with your first client. Take a personality test to work out the types of people you will work best with. There are quite a few available online, but here is a simple personality type guide complete with a link to a free online personality test. Click image to download.
This welcome kit includes an agreement and terms and conditions that has been reviewed by an Australian Lawyer. This perfect client welcome kit helps you establish a strong relationship with the client from day 1. It also provides you with ideas on how to add value to the client while not impacting negatively on your costs. This special offer is a massive 85% off.
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