How to Get Your Next 5 Clients with Ease

Welcome to episode 138 of Dawn of a New Era with myself, Dawn McGruer, the Business Growth Coach. Now, in this episode, we're going to look at how to get your next five clients with ease. And as ever, one of the biggest concentrations in business, and also sometimes the challenge, is actually lead generation. Often the case is when we actually have people who are inquiring for our products or services, we can convert quite well.

Sometimes people do struggle with sales calls and obviously meetings and proposals and things like that. But I want to take you back a step, and I want you to look at the whole holistic view, because there are lots of elements that sometimes we, as marketers, business owners, don't see every single day because we get caught up in the churn of doing. Now, I love this approach because it really brings things back to basics, and we know that simplicity brings clarity, and clarity brings confidence. So, first of all, I want you to start thinking about your products and services, and think about this whole journey of bringing these clients in, to reach them, to attract them, to nurture them, to convert them, that it starts outside of you and the business.

So we design from the outside in and build from there. But before you begin marketing or reaching out to potential clients, take some time to really understand their needs and their desires and pain points. And this is not just around looking at characteristics of who these people are or niches in industry. This is looking at the person on a daily basis.

What is it that they absolutely want today? And really getting into the psyche. So yes, there's an element of market research, but this is more around empathy mapping. This is like creating a map to visualize what your ideal client is thinking, feeling, saying, and doing.

Now, this is when we get to the heart of good marketing, because we can really connect with powerful messaging that is absolutely going to resonate with your ideal client. So when we start thinking about this, we're almost sort of doing this customer journey mapping. We are understanding where they are, what they're thinking, feeling, saying, and doing, and then we're looking at ways of what is the best path for them to come to you. So how are you going to draw these people in?

So think about what the route to market is for you, because often we just get stuck in channels. And one of the problems here is, is that let's say you just start putting ads out. If the ad doesn't connect to the audience, it doesn't matter how much money you spend on it, you won't get the right people. And often it's that we draw in the wrong people and they don't convert.

If we draw in maybe less people and we get more quality, more targeted, then it's going to be easier to convert. So what I'm saying here is, is that every time I do something, I think about what would be the thing that is so different, that is so standout, that is so unique, but is so wanted and desired by my customer. So I think of ways to market to them, and I look at ways that will feel natural as an evolution. So I have never done your typical ladder marketing where you start with a £27 product all the way up to like 97 to 147, 997, all of that.

I feel that there are customers. And I know this, who are ready to buy my high-ticket services right now. I just need to get to know that person. One of the things that I absolutely stand by, and really from the age of 21 when I started my first business, this is the value that I hold the strongest.

It's about people. Now, as soon as I'm meeting people, talking to people, I am collaborating, I am converting clients, everything is in flow. Now this brings me on to number two, because I want you to start thinking about connecting, chatting and converting. So building your network, like, you know, attend events, join online communities, or use your social channels, whatever you want to do.

But we really need to start connecting in a more meaningful way. And then chatting. So we often think in a very non-emotional way when we start thinking about how we're going to attract people. We start thinking about how we're going to get someone to visit a website or a landing page.

And I want you to again start thinking about what you can do to reach these people. And quite simply, it's often you just reaching out. And one of the biggest things that has changed my clients' businesses since they've adopted this process is when they start chatting, engaging in these meaningful conversations online or offline, but showing genuine interest in your potential customers' needs, you know, and actually getting to know people. Why can we not just maybe send a WhatsApp, or send a little voice note on a DM, talk to people, reach out, and identify them as somebody that might be interested in what you do, and tell them why.

Now, it's amazing when you start actually connecting with people, how much research you get, how much traction. You start to build these relationships. You're nurturing people. You have maybe ten conversations in the flow.

It's very difficult then to not convert. So what I'm trying to say here is that we need to offer, you know, real value through whatever we're doing. It can't just be this soulless automation journey. We have to follow up with some sort of personalised, specific communication, some way that we are actually driving the digital customer experience if it's online, some way that we're actually getting our brand, our business, and ourselves known in that person's, you know, life and business.

People need to understand why they need you. And then number three, which is find the best entry point for lead gen. So not all lead gen methods are equal for every business, and it's absolutely true. And this is one of the things where when people come to work with me, either one-to-one or group, I absolutely do not teach the same process.

Each business is different because if you identify the entry point that works best for you, then clearly we're going to have better results. So every single person, maybe sitting in a room with me, would have a different strategy, not one size fits all. I think this is when confusion happens, when maybe you join an online program, or you're listening to a webinar, or you're listening to a speaker on stage. We have to take advice and always, always adapt it to us.

So let's look at what those things could be. So a classic example would be, let's say that you were trying to reach new mums, and these new mums, you were thinking, right, well, okay, how am I going to get to them through social media? Often the better way to get to these people is through existing relationships and connections. So an idea could be that, let's say you went through the person who is going to be meeting all these new mums.

So let's say they all go to an antenatal class, and you went to the antenatal class and put free samples in there for everyone to try. Would that bring a stronger brand connection and resonance and perhaps conversion? Most likely, because if you put it in a position where they already trust their environment and that person is saying, Try these, it's far stronger. It's a bit like a referral.

So we need to think about ways of connecting. And if you look back on your journey of how you got to certain places, like how did you get to a particular customer? How did you start working with someone? If we're honest, a lot of these connections will have happened through some form of introduction, someone who knew someone or put you in touch with someone.

And I want you to lean into that and think about that process and really challenge the status quo. And then number four, don't copy others. So your journey goals and stage of business are totally unique again. What happens is, you know, it's very tempting to go online and start thinking, Oh my goodness, right, that looks good.

They're getting traction. They look like they're scaling and growing. I tell you what, I'm going to take some of what they've got, make it my own, and I'm going to put that out. This is the worst thing you can do in business, and I see it all of the time.

So while looking at how others succeed, you know, can often be inspirational, I get that, we want to avoid directly copying their strategies because you want to tailor your approaches for your own specific circumstances. So set clear goals and define what success looks like for you. And then look at your strategies and develop a marketing and client acquisition strategy that really aligns with your business model and your target audience. And then look at continuous improvement.

We need to regularly review what's working for you and make adjustments as needed. So you have to think about really honing in on what this journey looks like and looking at what is working in your business right now and what is not, and being dynamic in.

approach and being willing to take out the things that don't work. You know, at the end of the day, in business, we have all done things that didn't work. We need to drop the ego and just understand that often when we are testing, we are getting some of the biggest learnings. So you can really position yourself to attract and convert your next five clients with far greater ease if you start to maybe adapt some of your processes, take some of these tips on board, and start remapping, like, what is working in your business.

Often these sorts of exercises have been the biggest epiphany moments in my business, so it's worth spending five or ten minutes doing it. So remember to stay authentic and focus on providing value and be adaptable in your approach. So I really hope this helped, and remember you can reach out on all the normal channels and also find extra resources at DawnMcGruer.com.

Thank you for listening to Dawn of a New Era podcast, and for your free checklist to find out how to boost your business for growth, profit and success, and join our community, go to DawnMcGruer.com.