Joan Bell ~ Biz Coach 101

Raise your Self Worth ~ Increase your Net Worth

How Coaches get Clients | My 3 favourite super-simple steps!

What’s your best strategy for getting clients? Would either of these two be a fit?

“I do Facebook and Twitter and send the odd newsletter. I sometimes go to networking meetings, or

"I have a plan, a set of daily and weekly action steps that I take consistently and I follow up on all of them. I prefer to stay ahead of the game and know exactly what to do next with each client and prospective client. No surprises".

I’ve gotta say, that the last strategy is the least common of the two. The following steps will help you create your own system and take your marketing up a notch or two. This is how coaches get clients for the long term. It begins with setting a good foundation

My 3 favourite super-simple steps​

1. CONNECT: You need to connect with people you want to work with. (ideal clients.) You also need to connect with those who know others who might be interested in your services, and you need to re-connect with old acquaintances, ex-clients and even family members and friends who may be able to send clients your way. Write them all down.

Action: Make three lists.

1. People you want to do business with = Ideal clients you would love to work with, ex- clients who may want to work with you again, and anyone who has shown interest in your business

2. People who can help you get clients = JV partners, colleagues, people you’ve met at networking meetings or in day-to-day business interactions

3. Everyone else; friends, family members, your hairdresser, etc.

Tell them what you do, who for and how they can help. Design a plan, go through the list one by one and keep a follow-up sheet to follow up at least five times. Start with the easier connections and build up as you go. It might help if you create an intention and set a goal for how many ‘discovery sessions’ or paid clients you want to get, and when.

 Example: Ten discovery sessions in thirty days or, if you’re more experienced you might want to aim for X-number of clients in thirty days. Make 'connecting' your first action of the day so that it gets done - and make your actions count.

2. FOLLOW UP People are busy and bombarded with offers and information, and unless you’re Oprah, they won’t stop what they’re doing to get right back to you. Think of your calls as being of service, which is exactly what they are. You’re offering a service that could ultimately change their life or their bottom line, Of course, they want to hire you, just maybe not right now. So follow up and don’t be shy about it.

ACTION:

Take a look at your lists and the connections you’ve already made and schedule a date for when to follow up. Then do that consistently depending on the response you receive. On the initial follow-up, remind your ideal client of your conversation and perhaps include a link or piece of information and remind them of how you can help them. Keep it simple, respectful and on point.

3. MAKE AN OFFER: Always have something to offer. This can be a free opt-in gift, a free discovery session, an audio or video you've made on something that they're struggling with. You might already have an e-book or white paper. You could do a weekly Lunch ’n ‘Learn presentation or a Saturday morning meet and greet, depending on whether you work on or off-line.

When you have something to offer you’re never at a loss in a biz conversation.

When you have something to offer you’re never at a loss in a biz conversation.

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Examples: “You mentioned that you ……….. I have a free e-book about that, I’d be happy to send it to you, would you like that? or, “I’d love to do a lunch’n’ learn presentation for your group, is that something that interests you? What days are good for you? Or simply, “My free opt-in gives step by step actions on how to …………. and I’m sure it would help you move forward with that. Let’s set it up now” …easy, no pressure. Practice!

ACTION:

Ask your clients , ex-clients and ideal clients what they would love to know more about, or where they're stuck, and write about that. Make a list of Themes and Topics and create at least 5 pieces of content that you can offer for free. Whether you write, record audios or create videos, take the time you need to make this happen. 

Begin to build your media library and keep records or where you publish. Before long this will become second nature to you and marketing yourself and your services will become just another thing that you do, and who knows, you might begin to like it and become one of those coaches that gets clients consistently, and without overwhelm. It all begins with setting a good foundation.

Over to you, what will you do first (and within the next 24 hours?) Drop me a note, I'd love to know. To help you keep my 3 favourite tips front and centre I've designed a colourful image for you. No sign-up needed, it's yours to download now. 

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. My monthly Newsletter 'Action Works' will pop up in your email box each month full of doable tips and strategies to help you grow your practice, your self-worth and your bank account.

Joan Bell - NLP MP
Biz, Marketing and Mindset Coach

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

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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