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.
Here are some further resources that you'll want to check out that directly relate to the show.
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