What’s In This Episode:
What causes sales? And how do you get new clients? Jill sends lots of emails or schedules events to build momentum. Both she and Brad like to announce things first – if they announce an event, they’re more likely to commit to it. She’ll also reach out to PR and press people to get coverage.
Brad suggests using referral partners or reaching out to past clients to build case studies.
“What are they thinking before they sign up? What is the problem that they’re having that makes them think, ‘I need someone to help me with this?'” – Brad
Ari Meisel helps successful people become more successful and productive. He started his company, Less Doing, about seven years ago, and three years ago, he sidetracked and built a VA company called Leverage. About 9 months ago, he left Leverage and is in the process of rebooting Less Doing and honing in on what the brand offers. He’s built the business through client referrals as well as through his book and his podcast, but it’s all been very passive. Now he wants to scale lead generation, but he’s not sure who his target is.
Jill suggests repurposing the content he already has and to be more direct. Better calls to action that are emotionally based will help to convert people, Brad says.
“My target market is not at all me.” – Jill
Brad’s got a four-step plan to help service-based businesses get new clients.
- Demonstrate expertise to your target market.
- Invite people to raise their hand.
- You’ve got to follow up.
- Close the deal.
Do you have trouble getting new clients? Listen in!»
- Ari Meisel is a best-selling author, productivity expert, CEO, real estate developer, green building consultant, and a graduate of the University of Pennsylvania, Wharton School of Business. Several years ago, Ari encountered and ultimately overcame severe personal roadblocks and that journey transformed his life. His discoveries about personal and professional productivity have improved the lives of thousands of individuals and businesses. His proprietary process, the Less Doing System, is the foundation of his company Less Doing which offers individuals and enterprises road-tested methods to optimize, automate, and outsource everything. The goal is to learn how to work smarter, instead of harder.
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