11 Lessons on How to find clients
- 11 Lessons on How to Find Clients
- Finding Clients Lesson #1: Targeted Referrals
- Finding Clients Lesson #2: Zero-line Item
- Finding Clients Lesson #3: The Client Sandwich
- Finding Clients Lesson #4: The Sneak Peek
- Finding Clients Lesson #5: Buy a cup of coffee
- Finding Clients Lesson #6: Get on a show
- Finding Clients Lesson #7: Your Up Level Skills
- Finding Clients Lesson #8: Brag About Your Clients
- Finding Clients Lesson #9: Are you priced right?
- Finding Clients Lesson #10: Who do you hang with?
- Finding Clients Lesson #11: Group Coaching for Leads
I'm continuing here today with the eleventh and final lesson in the "Finding clients" series.
This is the no-nonsense series of lessons that work in today's market to find clients you want to be working with on a consistent basis.
Group coaching for leads.
You've heard about group coaching before in the context for your business.
I met Lauren Pawell, founder of BixaMedia, a marketing strategy firm, a couple of years ago.
In fact, she was the very first guest on Live In The Feast Season 1 Episode 3.
She inspired this idea of bringing your leads together in one space so that you can then vet the good fit en masse.
Let me explain how this works.
You get a lead as you normally would, but instead of getting on a one-on-one call with them, you get them to an educational webinar.
Get them to sign up and as a group, you run through some educational material for them, provide ridiculous value in a way that allows all the leads to walk away with something beneficial to them.
They also know and understand the type of work that you do, who you help, and if you may be a good fit for them.
Then towards the end of that webinar, you present them with an application for them to be able to work with you.
Lauren shared some of her KPIs that she aims for with registration, attendance, and applications.
The part of this I like the most is that you are spending one hour of time with say 5-10, maybe 20 people and weed out those that aren't a good fit. Rather than one hour with each individual to weed them out.
As a result, you are only spending time on those that raise their hand to want to work with you. But those that don't still walk away with value from you, something that's helpful to them in that moment to move them forward.
Lauren said that of those who fill out the application, she'll close 80% of them.
That's such an amazing use of time.
In fact, she sent me an email just last week that as of January 2nd, she's booked solid for 2019.
The only work that they are taking on is Strategy Sessions.
Since I heard about this idea, I've looked for ways in which I can leverage this in my own business. Because as I said, it's such effective use of time and provides the same amount of value as you would if you continued the sales process as you do today.
A good place to start with this is with past clients. You already know who they are and that you'll want to work with them again.
Remember in lesson 7 we talked about those up level skills? Take the skills that you've learned since working with them and package up something to sell.
Send an email with some registration link and get them all on a call. Practice your delivery and then pitch with that application.
It's as simple as that.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach