If you’re just starting out in your business and looking to take on those first few clients, this is absolutely the episode for you. This is also going to be really relevant for you if you’ve already made your first $2k but you don’t yet have the consistency of clients coming in. 

Make sure you listen to Part 1 of this conversation if you haven’t already where I discussed the top 3 things you need to focus on in preparing to make your first $2k. In this Part 2 episode, I talk about the strategies and actions you need to focus on to make it happen.

I see a lot of people getting caught up in strategies that aren’t suited to where they are at in business so it’s really important to keep things simple. Find people to sell to, tell them what you sell, and believe in what you have to offer. Sounds easy right?

I talk about reaching out to clients through personal connections and referrals and telling them what you sell through clear language, not getting bogged down in complicated or vague language, or downplaying what you do. 

I also share some great tips from my sales conversation process which is included in the Modern Marketing Collective to help you have those conversations in a way that’s natural and focuses on the outcome for the client. 

This 2 part series is jam packed with so much value and I know that if you take these strategies on board, you’ll reach that milestone first $2k in no time. Remember, connection over perfection!

Topics we discussed:

[2:00]: A lot of people get caught up in strategies and actions that aren’t appropriate for where their business is at because they haven’t got their first few clients. 

[3:00]: Once you start growing, people will start coming to you but a lot of people are waiting for this to happen and focusing their time on building websites and social media platforms. You need to get in front of clients. 

[4:00]: A beautiful review from Jenn Donovan. Hit her up on Instagram!

[4:45]: A recap of Part 1 of this episode. Get clear on what you’re selling, decide on a price point, and a way to accept money.  

The 3 steps to take to make clients:

[6:00]: #1: Find people to tell about what you sell. Look at both online and offline where you can connect with people. 

[7:30]: I’ve booked a photographer, personal trainer, life coach, wedding coordinator, caterer, hairdresser all through referrals and meeting people in person. Most of them were just starting out and didn’t have a website. 

[9:30]: Some of my first clients were my yoga teacher, old school friend, old colleague, a family friend. I didn’t have a whole lot of experience but it was through referral. 

[10:40]: Email marketing works and is one of the core strategies to work on but it’s not the right strategy to get your first few clients. Be clear about where you’re at in your business and the best strategy to get to the next stage. 

[12:15]: Think about places online and offline where you can meet your people and get in front of potential clients. It’s more challenging than online marketing.

[13:20]: #2: Tell people what you sell. Use clear and confident words to talk about what you do. We often overthink it and try to be too clever. 

[14:30]: We can also downplay what we do and it’s not very convincing. 

[15:45]: When we use clear words, it helps people understand what we do. 

[16:20]: A lot of people also get caught up in creating a niche. This isn’t necessary when you’re first starting out. Don’t turn down work when people aren’t your ideal clients. 

[17:30]: The more work you do, the more people will tell others the work that you do. Believe that people need what you have to offer. 

[18:40]: #3: Selling people what you sell. This is the time to have a sales conversation with your potential client. Step out of your own fears and worries and tune into your client. You can do it in a way that’s not pushy, needy or sleazy. 

[20:00]: This framework is included in the Modern Marketing Collective because there’s a process to go through. Understanding the principles of sales and taking them on in your own way is an important part of business. 

Some points from my sales conversation process:

[ 21:15]: #1: Focus on the outcome for the client. The thing we sell should be solving something for the client so when we sell, we should be talking about that outcome. How does it make sense to the client?

[22:50]: When I first started out, I detailed everything in my quote and told the client why these things were included. 

[22:40]: #2: Follow up. Touch base with people who have previously been in contact with you and you might be surprised. 

[24:30]: Two types of buyer personas. Some people don’t need much detail and will buy quickly and others need more information and will take a bit of time. Don’t make it about you. 

[25:05]: #3: Believe in what you’re selling. Your conviction will sell your offering. This might be the main thing you need to focus on. 

[27:15]: Recap of this episode. 

[28:50]: If you haven’t already, join the Modern Marketing Collective and watch my free online class.

LINKS:

Listen to Part 1 of this episode here

Find Jenn Donovan on Instagram here

Register for my FREE masterclass: ‘The Three Reasons Your Followers Aren’t Converting To Clients’