Clients and prospective clients ask me all sorts of questions about how to grow their online business...but the granddaddy of them all is often just "how do I get more clients?"
I'm quite sure that every business owner has a notion at some point that they'll just put together a website, line up their offerings, open the doors for business, and they'll be off to the races! Of course the "build it and they will come" mentality is lovely, but there are a LOT of steps that have to happen in between to "build it." Namely, building your audience!
Here are 3 activities that are really helpful in building your business. But for this list to apply, you'll need to have the following things in place already:
- A crystal clear idea of what you provide for whom. You need to understand what exactly you're selling to others and why they're buying it from you (this can be harder and more involved than you think...especially for you service providers)
- A website up and running
- An opt-in or freebie offer to get people to sign up for your newsletter
(Not sure how to do those things or where to start? Let's talk)
There are a number of statistics out there about how many times someone needs to see your brand/product/offering before they'll buy, but just know that it usually takes some time. So you NEED to get yourself and your brand out there. This is not the time to sit patiently behind your computer refreshing the window to see if you got an inquiry or made a sale.
This. Takes. Action.
Here are my 3 favorite ways to drive traffic to your website and get more clients!
1. Being of service on social media groups
This had brought me more clients than I imagined it would. Essentially you spend time being helpful, answering questions, giving feedback, etc. in Facebook groups where you think your ideal clients hang out. This is really just a way of connecting with people on a human level (not just pitching and selling all the time), and it helps you be seen as just a kind, knowledgeable human.
This takes time, but it pays off. I schedule about an hour a day to do this. The KEY here is not just dropping links to your page/website but connecting and interacting with others to build your presence.
Think about what tips you can share, or even better, how you can ask questions to help others get some clarity. Whether you're a product or service based business, this can work as it starts to build awareness about your approach, your business, your story...which all help to build connection. Those connections could turn into sales, or other valuable marketing strategies (being featured on someone's blog or podcast, participating in a group give away or gift guide, etc.).
The bottom line here is that it helps you be seen which is SO critical as you build your business.
2. Emailing Your List Weekly/Frequently
If you don't have an email list yet, bump it up a notch or two on the to-do list, because it's worth it (more on why this is important here). The question, of course, is "what do I say in these emails?"
The general rule of thumb is that above all else, your content should be helpful. Content in general falls into a few primary categories (below) but when you can help someone solve a problem, give insight into something they're wondering about, or educate them on something they didn't know, that's valuable. And they'll want to come back for more! So, some examples of helpful content might be:
- For an interior designer: 5 Ways to Modernize Your Home on a Budget
- For an painter: How to Hang Artwork Like a Pro
- For a health coach: Quick and Healthy Lunch Recipes When You're Tight on Time
You've seen it. You know what sort of content is valuable.
Now, just to be clear, the other types of content that you'll want to weave in there fall into 4 main categories:
- Teaching/Informing (above)
- Inspiring (how will your product or service help them get closer to the dream outcome and what does that look/feel like?)
- Connecting (what's your brand all about and why do they care?)
- Selling (letting them know how to hire you or buy your stuff...and giving them incentives to do so!)
But, to get started, focus on helping them by giving them some information. Teach them how to do something they've been wondering about. Show them how to keep the thing they bought from you in great condition. Give them insights on how to wear the thing 3 different ways. Whatever.
Just add value. And do it consistently!
3. Reaching Out to Your Network
When you first launched your business/side hustle, you probably did one of two things:
- You broadcasted it to the world immediately and told everyone you knew about this exciting new endeavor!
- You quietly started building your business and told yourself you'd officially announce it once it was perfect and you were raking in the dough.
By and large, my clients fall into the second category. You probably wanted to be sure that before you start reaching out that you have your ducks in a row. And there's certainly some truth to that. You need to have a few basic components in place.
HOWEVER, people often forget to reach out and tell people about their business entirely. They get so caught up in trying to figure out sales funnels, website updates, and autoresponders that they never actually make an announcement to the people who would love to help spread the word!
So part of your job is to let people in your network (friends, family, colleagues, friendly acquaintances) know about what you're doing, and then ASK for support. A few things to consider here:
- Know that you won't get an enthusiastic response from everyone. That's okay. You're still planting seeds that may grow later. I've found that typically people who are a little bit farther removed can be better cheerleaders. The people that have enthusiastically spread the word about my business just outside my inner circle. Sure, my mom is singing my praises, but my old co-workers tend to be more helpful for business building than my closest friends (which makes sense. The relationship is different!).
- Be clear about what you're asking for. When you write emails to your network, be sure to end with a clear ask. "I'd appreciate your support by ____." It doesn't have to (and shouldn't) be huge. Just simply asking them to share your information with anyone who might be interested in your products/benefit from your services is fine initially.
This can be a one-and-done sort of activity, but for those folks who show interest, it's important to invite them to keep being a part of the conversation. The more they know about what you're really up to, the more they're willing and able to help get the word out about what you do!
This is only an initial list of ways to get more clients, but they're often where I encourage people to start! Let me know how it goes. Always glad to answer any questions.
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