Joan Bell ~ Biz Coach 101

Raise your Self Worth ~ Increase your Net Worth

3 steps to more clients for Coaches & Solopreneurs

Passion Led us Here

One thing I’ve noticed is that very few solopreneurs embrace the fact that if they want more clients, they have to actually do something to get them. (OUCH!)

I’m not being sarcastic here, It's a fact that many of us solopreneurs believe that a monthly newsletter and a few Facebook posts will bring all the clients we need…..sadly, not so, and here’s why.

To get more clients, and more importantly keep them, you need to be organized, systemized and have a plan, so that you’re doing a number of things each and every day to attract clients in the first place and then to keep them interested in your services.

Even though you might have written a few excellent articles and given a couple of webinars doesn't automatically bring clients to your door. So, that’s the bad news.

The Good news is that this can be remedied as soon as you create and begin to implement your marketing plan.

It doesn’t really matter how you do it but it needs to be done if you want to see growth and cash flow in your business on a regular basis.

Here are your 3 'Need to's - proven steps to help you get more clients. Become comfortable with these then get creative.

1) You need to decide what you’re good at and also what you love to do and for whom. Factor those decisions into your marketing strategies.

For example. You might be good at speaking in public and you might love meeting and mixing with people. Right there you have a marriage made in heaven if the people you mix with are your ideal clients.

Focusing your primary marketing strategies around networking and giving presentations might be a good strategy for you. You might also do regular lunch and learns and monthly webinars for instance.

2) You need to create a specific set of actions that you will you do every day to give you the results you want. It’s easy to fall through the cracks here. We do random well, but when it comes to daily actions it’s very easy to get sidetracked. Persistence is the key to marketing success.

I have to admit I didn’t do this naturally at first. I really resisted until it became very clear to me that it was the small steps I took every day that gave the biggest results in the long term. This has now become my ‘mantra’.

Your steps may take a couple of minutes or an hour. For example, 2 phone calls twice a week to a ‘warm’ lead. A coffee meeting with a potential referral source once a week or a daily strategy to add potential clients to your mailing list. The options are endless. It’s the consistency that pays off. These are easy, doable steps and if you turn it into a game you can take the ‘seriousness’ out of it.

3) You need to follow up! This one is KEY and the most neglected. Many entrepreneurs go to great lengths to create and build their lists and then they don’t follow up! This is madness. Prospective clients need to know, like and trust you before they will do business with you.

Always follow up, always have a next step ready. Keep asking yourself “What's the next step?” In this way you'll always have a pipeline that's flowing. At every stage of your marketing (and sales) communication there's a next step. Your job is to figure out what that step is and follow through with it.

Yes, you might also need to get out of your own way to make this happen but believe me it’s worth it and if you do it right, it can be painless. Just do the daily actions when you’re energy is at its highest and it’ll be a breeze. For me, that’s first thing in the morning. Do what works best for you.

It doesn’t take long before these actions become routine. You might even begin to enjoy them….and before you know it the ripple effect kicks in.

This is the way you BUILD your business, incrementally.

Very soon your efforts begin to pay off. Someone tells someone about you, you get a phone call, you get the business, and this becomes a regular occurrence until before you know it you've become the go-to person for whatever it is that you do. (Which brings us back to step 1.)

BONUS TIP: When you decide on your daily steps, calendar them into your daily planner. This way you have no excuse not to do them. This tip alone was the one that made the biggest difference for me personally.

If you need some tips on how to follow up with potential clients who have shown interest, this article will help​

So there you have it, my 3-Step Super Simple Marketing Plan. All you need to do now is design it, implement it and make it work. If you have your own brand of tip or strategies, please share them in the comments below. And if you need help designing your plan, I'd love to set up a meeting.

If you'd like to get more posts like this directly into your mailbox I invite you to sign up and join a group of like-minded professionals who are learning to get more clients (and cash) doing what they love. Simply click on the bright strip at the top of the page and you're good to go. My monthly Newsletter Action Works will pop up in your email box each month, and to keep you on your toes I always add a Coaches Challenge based on my topic of the month. You can also connect with me via Facebook or Linked in below.

Joan Bell - NLP MP
Biz, Marketing and Mindset Coach

Your Social Media Marketing Plan – Sorted! (with checklist)

Would you like to have an online marketing plan and know each day what you need to do to get more clients?

Do you have any kind of marketing plan or do you do random acts of marketing when the mood hits you? Let’s change that right now!

Most service professionals do a lot of their marketing online so it makes good sense to have a marketing plan that once created, becomes a set-and-forget process. The steps below will help you do that.

Any kind of marketing plan begins with an intention. What do you want to achieve from this plan? What are your main criteria? Do you want to build your list, get new clients to hire you, book strategy sessions or simply become known for what you do?

When you have the answer to those questions the next step is to decide on the Social Media platforms you want to use. This can cause some entrepreneurs to throw in the towel. So many choices aren’t there? You'll need to decide which ones will serve you and your ideal clients best, and which ones you might even enjoy using.

I suggest you pick no more than 2 or 3 platforms and start there. Be consistent with your efforts and get known for your expertise. Build your reputation, share ideas and freely share your knowledge.Then, when you've flexed your social media muscles, add more platforms. Keep it simple.

I’m including a free download to some simple tips and strategies for designing your online Social Media posting calendar. I’ve given suggestions on how often and where to post for maximum benefit.Use this as a guide and adjust to fit your specific purpose.

There are a couple of apps you can use to help with your plan, and if you want to get super organised you can pre-schedule your posts, images and tips etc. weeks in advance and free up time for doing more lucrative tasks.

Many entrepreneurs outsource social media. You can get someone on Fiverr to help, or a social media management service such as Buffer or Co-Schedule (free & fee) depending on your needs and finances. Another option is a VA (virtual assistant) Don’t let the ‘mechanics’ of it be an excuse not to do it. (These are not affiliate links)

If you’ve been putting this off I suggest you calendar in some time to make it happen. Clients rarely come knocking on your door uninvited. You need to connect, engage and make offers, and it’s hard to do that if you're sitting behind your computer procrastinating. Not that you would do that of course!

If you want to ‘market like a pro’ this blog post will help.

What you don't know you can learn. What you can't (or don't want to) learn, you can outsource...Joan Bell

Click to Tweet

Once you have your Social Media plan sorted you can begin on your overall marketing plan, if you haven’t done that already.

This involves deciding on the Strategies, such as writing, public speaking, networking and referral building, to name a few. Then you need to look at where people are in your pipeline. Do you need to fill the pipeline, follow up, have a sales conversation or close a sale? Decide which one or two need attention and then schedule your action steps accordingly. It’s a process, that’s all.

If you have a copy of the GET CLIENTS NOW! book by C.J.Hayden, you already have a step-by-step guide to help you create this overall marketing plan. The book costs about $30 AUD and is well worth buying. It’s the book I use as a facilitator for the online programme I offer with the same name. The programme can be taken with a group or one-on-one. You can, however, do it yourself at home. So, no excuses. Remember, what you don't know you can learn. What you can't (or don't want to) learn, you can outsource.

Depending on your business needs, it’s worth taking the time to design these marketing plans and simply follow them each day by scheduling the time into your calendar. I’ve seen clients get incredible results. It’s the consistency and persistence that works. Try it.

And, just for fun, you might like the story of Jan and Jane. A blog post I wrote a while back. I wonder which one you might identify with? Here's the link.

If you have any questions, please hit reply and send me an email. I’m always happy to hear from you.


COACHES CHALLENGE

    • 1. Download your FREE Social Media Checklist below (no sign-up needed)
    • 2. Write down your intention for marketing (for each step)
    • 3. Deisgn your Plan
    • 4. Create your Schedule
    • 5. Calendar into your daily planner (or hire someone to do the next steps for you)
    • 6. Follow your Plan and the Daily Tasks (PDF)
    • 7 Check your results

    Download your Social Media Checklist below. (no sign-up needed)

    If you'd like to get more posts like this directly into your mailbox I invite you to sign up and join a group of like-minded professionals who are learning to get more clients (and cash) doing what they love. Simply click on the bright strip at the top of the page and you're good to go. My monthly Newsletter Action Works will pop up in your email box each month.

    Joan Bell - NLP MP
    Biz, Marketing and Mindset Coach

















Do you HATE asking for money? Try on a new mindset

Do you hate asking for money? Do you enter a discovery or strategy session thinking “OMG, what if they are interested and I have to ask them to sign up”? What will I do? I hate asking for money.

And then if you do manage to get through the call and that moment arrives, do you fumble and mumble and almost talk them out of working with you?

Ok, that is slightly dramatised but I know it comes close to how many coaches and entrepreneurs feel, even before they begin the discovery conversation. So with that mindset, they move forward and wonder why the prospective client doesn’t sign up.

Or worse still, they lower their fees or offer a ridiculous discount, and even then they don’t do it with confidence or conviction. There's second guessing, self-limiting beliefs and a host of other unhelpful mindsets going on.

Odd isn’t it, that otherwise confident, savvy solopreneurs come out in a sweat when it comes to asking for the business and simply HATE asking for money. Let's change that.

It begins with the mindset. Why would you be hesitant about asking for money if you believed in what you do? Makes no sense does it? So do we assume that you don’t believe in yourself or that you don’t believe you can give the client what they want, OR something else?

I’m guessing it’s the something else and believe me you are not alone in this. The 'something else' could be an incident that occurred when you were a child or an experience you had at any time of your life. And strangely enough, it doesn’t have to be related to either money or confidence.

It’s the MEANING that we give to something that is important here. Two people can watch a movie, and one is terrified out of her wits, and the other one thinks it’s funny. It all depends on the personal experiences and influences they have had and the meaning they attach to those experiences.

It’s related to MINDSET. Your mindset comprises of the thoughts, feelings and beliefs you have about an event or subject. When the Meaning and Mindset combine they can be incredibly powerful and when you include your BELIEFS you have the rocket fuel for the actions you take or don’t take.

Hating asking for money is a good example of what I have just described. If you want to change that then you can look back to a time in your life when you have successfully asked for something (doesn't have to be money) and notice what you did differently, how you felt, what you were saying to yourself at the time.What did you believe about that? You can then tap into that gathered information when asking for money. Change your mindset, change your results. I know that sounds simple, and it is. Try it. It may take a few practice sessions, persevere.

It’s also important to think about what you do for clients as a service professional and how you would be doing them a disservice if you don’t present yourself at your best. It isn’t about you. Be a model for them. Once you have mastered your ‘craft’, it’s almost a duty to share it, and if you want to do that as a professional then you need to charge a healthy fee. Believing that you 'deserve' that fee is key. 

Decide to do whatever it takes. Whether it’s updating your skills or creating more useful mindsets. BTW, you are never without a mindset so you might as well decide which ones you want to wear - and when. Your mind is the most powerful tool you have, and it's a free resource. Makes sense to use it, right? I'm not saying you'll begin to LOVE it, but I'm pretty sure you'll no longer hate asking for money. 

What is your mindset as you read this? Curious? Bored? Hopeful? Excited? Try a few on and notice how your breathing and body language changes. Learn to use them. Practice using them. Begin to notice the different mindsets you experience as you go about your day. Get familiar with them.

Become the fearless, savvy, confident and competent biz owner you've always wanted to be. Stand in your power and genius and allow yourself to be exactly where you are now with the intention of changing, improving and growing into an even better you.

Creating a checklist of successful mindsets is a great start. Your new clients (and your bank account) will love you for it!

If you'd like to get more posts like this directly into your mailbox I invite you to sign up and join a group of like-minded professionals who are learning to get more clients (and cash) doing what they love. Simply click on the bright orange strip at the top of the page and you're good to go. My monthly Newsletter Action Works will pop up in your email box each month, and to keep you on your toes I always add a Coaches Challenge based on my topic of the month. 

Joan Bell - NLP MP
Biz, Marketing and Mindset Coach










What do you do? You have 10 seconds to get this right!

When someone asks you "So what do you do? you might have only 10 seconds to reply. The one question you need to ask yourself (I share it below) will help you to get crystal clear on how to respond to that "what do you do?" question with confidence and a dash of panache.



Typically, elevator speeches are usually around 30 seconds but what if the person is only going up a couple of floors? I like to have a few versions prepared. You might want to create a 10, 30 and 90 second option. If you nail the 10-second version, the others will be a breeze, and it's a great place to start.

Coaches and professionals around the world often break out into a sweat when someone asks "What do you do?"

Do you stammer and stutter and mumble something under your breath? Something like

“I’m a coach, and I help people have great lives.”

“I help women gain confidence” I’m a life coach

“I help business people in their business” I’m a business consultant (Ouch!)

Not very memorable are they, especially if you only have a couple of minutes to get your message across. Have you ever suffered from the cringe factor? Yeh, me too!

Even ‘Gurus’ get stuck

A colleague of mine shared a story about a coaching conference he attended. A dozen or so top-of-their-game coaches were standing around the hotel foyer when a curious hotel guest (who had read the conference banners) asked them innocently “ So what do Coaches do?

CRICKETS! They were all of a sudden speechless for a few long seconds. So yes, it even happens to the best.

That’s why it’s extremely important to know what to say so that the person you are connecting with will be interested enough to ask another question.

They may not even be suitable clients for you, but they could be a brilliant referral source. Don’t make the mistake of thinking that they wouldn’t be interested and avoid sharing information with them. Everyone you meet is a potential referral source or future client.

Practice Practice Practice

When you have crafted your elevator speech using my tips below, practise using it so that it becomes second nature and play with it until you get it ‘just right'. As your business evolves so will your elevator speech.You might even have a repertoire of opening lines. Those few well-chosen words could be the start of something spectacular.

I remember how I would tell people “I’m a coach” and that was it! Most of them had no idea what a coach was and when I began to ask myself 'the question' was when I got the answers to my “what do you do?” response. It took me quite a while to figure that out.

What is that one Simple Question?

So, what do you do? 

I’m a fitness trainer - So What? - (Yes, that's the one question; short, simple, powerful)

Well, I help people get fit - So What?

So they can lose weight - and feel great - So What?

So they can wear what they want and be kick-ass confident - So what? So,...... People?

The lightbulb went on

"I help women 40+ lose the last 5 KG and get kick-ass confident, so they can wear what they like and take back control of their lives".

BOOM!  >>> Not bad

Can you see/hear how that amended description would give this fitness trainer some terrific information for her website, articles and programmes? Can you sense how much easier it would be to create packages for these ideal clients? She could get even clearer with some more questioning.

Ok Now it’s your turn.

So, tell me, what do you do?


COACHES CHALLENGE

Ask yourself,  "So, what do you do"?

Respond with your first thought, then ask

"So what"?

Do that at least 3 or 4 times until you get to a point where your answer evokes a response within you. You kind of feel it in your body. If you need to add another word/question as I did in the example, do that. If you feel odd talking to yourself, buddy up with someone. (We talk to ourselves all day long)

This breakthrough can happen very quickly or may take a few attempts. Stick with it so that you actually begin to feel very comfortable with your response. Make sure that your intro' ends with a 'so' or 'so that' which relates to the reason behind what you do, the key piece that is holding your client back. 

Do you have a favourite tip on what to say in response to the "What do you do" question? ​






If you'd like to get more posts like this directly into your mailbox I invite you to sign up and join a group of like-minded professionals who are learning to get more clients (and cash) doing what they love. Simply click on the bright orange strip at the top of the page and you're good to go. My monthly Newsletter Action Works will pop up in your email box each month - full of strategies and tips to keep your practice full and your mindset primed for success. I love doing guest posts and if that is something that interests you please contact me and let's connect.

Joan Bell - NLP Master Practitioner
Biz, Marketing and Mindset Coach |  and Cyclist!