But, if you want to CONTINUE making this difference and reaching more and more people to help, you need money to do so. Thus you have to continuously “sell” the things you offer. In other words, you need clients who want to work with you or buy your products.
Working with clients, allows you to impact their lives positively, but it also provides you with the necessary money so you can stay in business, repeat the process and continue making a difference in more and more peoples’ lives.
In principle, this sound like pure logic, but this is where the problem starts.
Many women entrepreneurs do not have a problem with the first part of the statement – helping more people and making a difference in people’s lives. That just comes natural.
It is the second part of that statement – the “selling” part that makes them totally uncomfortable, because women often put a negative connotation on the word “selling”
I can totally understand that, because you do get many people that are in business purely for the money and use marketing and selling techniques that leave a bitter taste in your mouth. We’ve all experience that and these bad and negative previous experiences make us uncomfortable with the idea of marketing and selling in our own businesses.
I however want to put a different spin on marketing and selling today.
1. Marketing And Selling Enables You To Make A Difference!
When you know in your heart, your business exists to help other people and to make a positive difference in their lives, then marketing and selling (when done right) is a tool and the process on how you can reach more people to make that difference!
Marketing and selling then becomes a passion and not something you dread doing anymore. Just think about it…what can be more fulfilling than telling people about what you do and making a positive difference in someone else’s life when they work with you or benefit from buying your products?
2. You Make A Difference, When You “Sell” and Earn Good Money.
A bold statement. I know. Let me try to explain…
Earning more money is great; no-one can denies that. And in business, you can really only get more money, by selling more.
But, I believe the overall purpose of business is not to make more and more money and become stinking rich (although, that would be really nice :)).
For me, the purpose of business is to make a difference in people’s lives through the products and services you sell.
So, the money you earn through selling your services and products just enables you to do what you are supposed to do – using your Godly given talents in a meaningful and creative way through your business to make a difference in this world!
Bottom line: when you ‘sell’ and earn good money you can stay in business. When you grow your business, you can help more people, improve your own life and the lives of those who are closest to you. Earning good money even allows you to reach out and help those who are less fortunate than you.
So, “selling” when it comes from giving, is not an evil thing to do.
You can make a pretty big difference through selling your stuff and then using your money wisely to change your life, and the lives of those around you.
To Your Success
P.S. Now, let’s hear from you… How do you see marketing and selling. Share your thoughts with us in the comment box below. Oh by the way…. it’s also easy to share this article, using the buttons below.
“If you want more clients, you need to do more marketing.”
Well, that is not the whole truth!
Marketing alone and getting the word out about your business as far and wide as possible, won’t necessarily bring in more clients!
The truth is…
To get more ideal and high paying clients you need the missing link!
You need to “Create Client Chemistry”…
…and Client Chemistry is all about the connection, interaction and relationships you have with your prospects and clients.
But to understand what it really means, it’s important to understand the word “chemistry” first.
From a scientific point of view, chemistry is the study of the interaction, relationship and behavior of matter – all things that we can see and touch, but also things we can’t see and touch like atoms, molecules and energy fields.
So, chemistry truly embraces everything we do!
You find “chemistry” in the food you eat, the air you breathe, the soap you use, the fuel in your car, the furniture in your house…
…you even find chemistry in you and in how you think and feel.
In humans chemistry exists in the form of energy and is visible in our emotions – how we feel about things.
For example, all emotions such as fear, hate, love, like, trust, etc. are a result of chemical messengers in your brain.
Thus, chemistry within you, dictates how you feel about most stuff out there and it dictates your interactions, behaviors and relationships with other people – also those with your prospects and current clients.
And because chemistry is already part of you (and your clients), you can use it to create client chemistry and attract more ideal clients.
How to CREATE client chemistry
Client Chemistry is about creating a connection and bond between you and potential clients so that they are eager and willing to work with you.
It is much more than just marketing and attracting clients.
It’s firmly build on the following…
1. Create An Instant Positive CONNECTION
Any chemical reaction, whether it is in science… or with your clients, starts with an initial contact and subsequent reaction.
For example, initial contact is made when people see you for the first time, hear you speak or read about you. Then subconsciously they form an impression of you and who you are.
That is why the saying “first impressions count” is so true.
Within those initial moments, people either instantly “connect” to you, or they don’t.
In business, both of these are good!
Today’s Success Tip – it’s a Tweetable! Just click on the link to tweet.
An instant positive connection happens when someone, (even if they do not know you yet), feels somehow connected:
they feel you understand them or their situation,
there’s something that just naturally flows,
you share the same values,
they like you,
they enjoy and are enthusiastic about what you say,
they just “click” with you…
…and all this makes them respond positively.
They want to know more, find out more, click on a link, sign up for your freebie, get in touch, send you an email, call you, etc. etc.
That’s the start of client chemistry!
It can however also happen that there is no real connection between you (as a service provider) and people who get in contact with you, hear about you or read you stuff.
That’s super okay too! Because in reality, not everybody will like what you have to offer.
You anyhow just want to work and focus your time and energy on ideal clients – people with whom you have a positive connection and with whom you can build a client relationship.
So if there are people you don’t see eye-to-eye with regards to your services, it’s great.
That means you’ve carved out a niche and target market, and people outside this group won’t necessary “get” or understand what you offer. That is what you want, because you only want to attract ideal clients that instantly “click” with you and what you offer.
How to Create This Instant Connection…
In chemistry we use the term “like attracts like”.
This means in the plain sense of the word that there should be something your prospects “like” about you.
It can be some similarities between you and them: same values, experiences or interests. It can be that they see themselves in what you offer: they feel there is something in it for them, something they can benefit from, something that can make them stronger or better, something that can solve a problem for them – in essence just something they “like”.
Thus, to create this instant connection with ideal prospects, you need to really understand who they are, what they want, and what makes them tick… and then authentically incorporates it in your marketing messages and weave it into your website.
2. Build “Know, Like and Trust”
After this initial “positive connection” it becomes a matter of them getting to know you better, liking you even more, starting to trust you and eventually working with you.
In some instances, you will get clients that just instantly “click” with what you have to offer and they will immediately decide to work with you after the first contact. That’s great!
But the majority of people will first want to get to know you better before they trust you enough to work with you.
How to facilitate this “Know, Like, Trust” process…
i) Know You:
This is where it starts and this step can basically be broken down into 2 aspects:
First: People know about you
Second: People get to know you
In order to get more clients and create that first positive connection, prospects need to know about you – they first need to know you exist.
So, this is all about visibility. Getting you message out there with marketing and building relationships with key influencers – people who can help you spread your message.
Then after the first positive connection was made, it’s about nurturing this relationship by staying in touch on a regular basis so they can get to know you better.
ii) Like You:
People mostly do business with people they like.
But your goal is not for everyone to like you.
In business, you only want your target market and ideal clients to really like you.
Remember, as a solo-preneur, you are your business, and likeability comes from being authentic and expressing the real you through your content, service, marketing and all your interactions with prospects and clients.
People don’t like a faceless company. Thus, put a photo of you on your website, tell people more about yourself (in a friendly, professional way that adds to the relationship).
Invite them to engage with you via social media, to comment on your blog and to respond to your newsletters.
Truth is: when prospects “like” what they hear and see, and start to interact with you, there is a natural progression toward them starting to trust you.
iii) Trust You:
Trust is built between people when you keep your promises – when you do what you say you are going to do. It’s that simple.
For example: When people see that others experience the results of what you “promise” in your marketing, it builds trust that they can get the same results when they work with you or buy your products.
So client testimonials are great for building trust as it provides the social proof that you walk your talk.
Also be true to your word. E.g. if you say you’ll stay in touch or send out a daily, weekly, monthly newsletter, then just do it. Breaking that promise disappoints you followers and impact on their trust.
Remember, not everyone you connect with will want to work with you or want to buy your products – even if there is some “chemistry” in place.
But, people who trust you, will (in their own time) choose to work with you or refer others to you.
Thus, when you can connect with prospects on a deeper and emotional level and build on it with know, like and trust, you’re in the best possible position to create real client chemistry that leads to long-lasting client relationships and real prosperity.
When you are in business, it is imperative to get your name and your business in front of the people you want to work with…, and the more people you can reach with you marketing, the easier it will be for you to get clients, grow your income and create the life you want.
So, Here Are Four Key Element for Reaching More People and Thus Get More Clients
1. Find Your Target Audience In Large Numbers.
One of the most common problems with finding more clients is that people are often looking for clients in the wrong places. Instead of knowing who they want to work with and then going to places where they will find these ideal clients, they spend time in places where there are no clients for them. In other words, they spend their time in forums, networking places and social media platforms where their ideal client doesn’t have a presence.
So, the first thing you can do to reach more people and get more clients is to go to where your ideal clients are already gathered for you and where you can find them in large numbers.
Today’s Marketing Tip – It’s a Tweetable!
To get more clients, go to where your ideal clients are already gathered for you @FrancisvanWyk
Another common issue with getting clients is that many solo-preneurs don’t market consistently and according to a plan. Their marketing is very irregular and in “pieces” – only when there is time, when the appointment book looks a bit empty or when their bank account is approaching red. Thus they have no continuity that will fill their pipeline with more and more potential clients
Implementing and working according to a marketing plan, will keep your marketing consistent. It will also keep you accountable to do what you’ve set out to do and inspire you to achieve the marketing goals you set for yourself. All this will enable you to keep momentum and consistently reach more people – thus increase the probability of getting more clients.
3. Have a Diversified Marketing Strategy
If your business is doing okay with only one or two marketing methods, that’s great. But, just imagine what you can achieve if you use five or ten proven marketing methods?
By creating a multi-channel marketing effort, you put yourself on a firm foundation for greater success as you establish more ways for potential clients to hear about you and eventually work with you. An added benefit is if someone doesn’t respond to one of your marketing tactics, they might respond if you present that same offer to them in a different way.
Having a diversified marketing strategy ensures that you can reach more people and also reach them in different ways that will increase your chances to get more clients.
4. Build a List Of Ideal Prospects
Perhaps you have heard the following saying: “The Money is in the List”. This phrase means that it is important for every business to have a list or a database of ideal prospects that can eventually become clients. When you have a list of devoted followers and fans, they will be more than willing to work with you or buy your products, because they already know, like and trust you.
It is important to ensure your marketing efforts are not in vain. Thus, you need a system to capture the contact details of potential clients, so you can add them to your list and then stay in touch on a regular basis.
Building a list of ideal prospects is an excellent way to reach your ideal clients in large numbers.
Your Assignment for this week:
Set aside some quiet time and think about places where you can find a room full of your target audience. Create a plan to get your business in front of them and in multiple ways Then develop a system to capture their contact details so you can stay in touch with them regularly. If you need help and want a proven system to reach more people, check out the “Create More Marketing Momentum”program. It provides a step-by-step process to build your marketing foundation and start attracting the clients you want.
As a solo-preneur, the #1 goal of having an online presence is to create a client attractive website that engages your target audience and gets their email addresses.
Although you ultimately want to sell your services and products online, it can take time to build enough trust and credibility to convince someone to work with you. And the best way to build this trust is to capture their contact details so you can nurture a relationship over time by staying in touch via email and providing value on a regular basis.
Truth is: if you don’t have a way to capture a visitor’s email address, chances are they’ll leave your site and never come back. You won’t know who they are nor will you be able to follow-up with them. Sadly, they might never return to your site or become your client and you’ve missed an opportunity to help them with your unique skills and services.
So here are 4 GREAT tips on how to make your website more client attractive
1. Know Who You Write For?
Why is it important?
By knowing who you are writing for, you’ll know what to write on your site. Thus, identifying your target market is essential for a successful website.
It is not really necessary to spend thousand on a web-designer to have the best looking website out there. More important is to ensure the content on your site gives value and engages your ideal clients long enough so they opt-in to your mailing list.
By knowing your market and understanding their needs, you can guide them with your words to gain an interest in learning more about you and what you have to offer.
2. Prominently Display Your Irresistible Free Offer
Your free offer is what you give to visitors in exchange for their email addresses and it should be so irresistible that they won’t mind giving you their contact details. This is how you get people on your mailing list so you can stay in touch with them.
Create an offer that has a clear and easily identifiable outcome and provide a specific solution to a problem your target audience experience. Then display it prominently on every page of your website.
You never know what page your visitor may enter your site. And since it is your #1 goal to capture their contact details, you want your free offer to be one of the first things they see.
3. Structure Each Page of Your Site Around Your Goals
Each page on your site should have a specific goal. Think about what you want to achieve with every specific page. In other words, do you want a page to build trust, educate your audience, inform them about something specific, sell a service or product, engage them and/or get some information from them?
Try to focus on only one specific goal per webpage as to not confuse your visitor with too many options. When you know what you want to achieve with that page, it will also be easier to create a specific call to action.
4. Include a Specific “Call To Action” On Every Page.
Your ideal clients do not only want to read through your content. When they are intrigued by what they read, they usually want to know more and with a clear call to action, you can lead them through your site and guide them on what to do next. This is also how you train people to act on what you want them to do.
A call to action can be anything from asking them to: click here for more information, leave a comment, connect with me on social media, share this info, call me, sign up for my freebie, sign up for my programs, etc.
Engage them with the content and then invite them to take some sort of action.
Remember: Your website is a reflection of you and your message, online. Create your sitewith your ideal clients in mind and give attention to those things that can authentically compel your visitors to reach out for receiving more info from you.
Your Assignment for this week:
Review your website. Does it purposefully assist you with your efforts of marketing and getting more clients? On the hand of the 4 tips above – which one can you improve on to create a more client attractive website? Make some time in your schedule and then act on it.
To Your Success
PS – Be sure to share this if you liked it! I’ve provided options just below to make it easy for you. 🙂
Running a solo business is great fun! You can make the rules and you can steer the course of your business.
The fun and excitement is especially huge when you just start out. You are so full of plans and ideas and can’t wait to start implementing all of them and seeing the results.
Then at some point, the unthinkable happens. You get so caught up in your business that you can’t see the forest for the trees any more. Even when you work really hard and try you utmost best, your business and income starts to reach a plateau – and you might be happy with that for a while, but to move past this and experience another burst of growth you often need to get a new fresh perspective on what to do.
Why? Because alone, you only have so much knowledge and experience, and can only take your business so far. Sometimes you need someone else to steer you in the right direction. Sometimes you need to seek knowledge outside of your own.
Here are 5 ways I use to gain a fresh perspective on my business:
1. Take some time off. From time to time all you need is to take a break from work and do something different. Stepping away from your business enables you to clear your head and help you be creative again.
2. Talk to someone about your business.One of the barriers to growth in a solo-business is that it often feels there is no-one you can openly talk to about your business – mostly because they don’t really understand exactly what you do. However, occasionally it’s good to talk to a friend or a family member about what you want to achieve. Since they are not wrapped up in the day to day workings of entrepreneurship, they can often provide alternative or fresh insights to stimulate ideas and help you see things differently.
3. Attend regular networking meetings and business events. Talking to other business owners – even when they are not directly in your industry or line of work is a great way to tap into advice and expertise that you wouldn’t otherwise be able to get hold of. Listening to speakers and talking to other attendees at business events can also stimulate your thinking, allow you to look at things differently and help you generate new ideas to implement.
4. Join a mastermind group.Finding a group of like-minded individuals (e.g. other solo-preneurs) that regularly meet and with whom you can brainstorm and discuss new business ideas, can do wonders for your business. It is important to get the needed support and be able to learn from others who are in more or less the same situation – all participating with the mutual goal of growing their businesses.
5. Work with a mentor or coach.Having a fresh pair of eyes that focuses specifically on helping you grow your business is invaluable. The right coach can help you define the actions you need to take, act as a sounding board, help you define your goals, give personalized support , share appropriate know-how, systems and tools you haven’t thought of before, give you the necessary confidence and hold you accountable to implement the plans for growing your business.
Re-energising your business can be as simple as taking advantage of every resource you have. Put the fun and excitement back in your business by finding a fresh perspective – one outside your own head.
Share with us below how you gain a fresh perspective on your business.
Francis van Wyk is an experienced business and client attraction mentor who supports women solo-preneurs with planning and achieving business success online.
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You are in business to make a difference, right?
