The goal with marriage is to create a bond that lasts a lifetime. One that is full of happiness, trust, and respect. When you’re growing a business, the relationships you want to develop with your clients are not all that different.
Once you’ve sealed the deal with your leads, you’ll need a plan of action to ensure they stay with you for the long term.
You’re probably thinking, that sounds great but what do I need to do to make sure they want to stick around?
The answers may be more simple than you think!
LISTEN: Practice active listening when communicating with your clients to ensure that you are grasping even the slightest details. Your clients want to know that you hear them and that you have their back.
SUPPORT: Your clients will need support. When you listen to your clients, you’ll be able to decipher what they really need and want in order to feel supported.
ACCOUNTABILITY: Accountability is part of being there for each other. Creating a space where your clients can be held accountable and help them achieve their goals.
TRUST: Trust is the key to every successful relationship and it’s always earned. When working with a client, always show them they can trust you. Stick to your deadlines, be reliable and make yourself available when you say you’re going to. Trust is built in the details.
“Trust is in fact, earned in the smallest of moments. It is earned not through heroic deeds or even highly visible actions but through paying attention, listening and gestures of genuine care and connection.” Brenė Brown
Own your confidence and ensure that your new clients turn into loyal clients.
In Clarity,
The goal with a first date is to make it to a second right? It’s time to ask yourself – is my business second date material?
Like dating, building trust is crucial to growing your business. Think about this – when you go to purchase a product or service online, who do you buy from? The company you’ve heard of before or the one that’s new to you?
Of course you choose the familiar one!
That’s what you want to be to your customers. FAMILIAR!
Developing brand awareness is one of the first steps to dating your ideal customer online. You want them to think of you, recognize your face or logo and business name and instantly be the one they think of when looking for a trusted source to solve their problem.
Now you’re probably thinking, okay how do I develop brand awareness and start working toward the second step in the trust funnel (NURTURE)?
Here are 3 simple steps you can implement today!
STEP 1: Build your brand. When people read that statement they tend to freeze and feel scared! Don’t be! When you get started building your brand it can be as simple as choosing a colour scheme & fonts, using your logo consistently in your marketing materials and using your colors to create beautifully branded graphics for your marketing efforts.
STEP 2: Show up. It really is that simple and I know I’ve said this before SHOW up online CONSISTENTLY – create a schedule to post or go live on social media and stick to it. Your customers need to know you’re there when they are expecting you.
STEP 3: Solve a common problem for your audience. When developing your brand, another crucial piece is developing your IFO (irresistible free offer). This should be something that addresses a common pain point for your audience and gives them actionable solutions they can implement immediately. Your IFO is the perfect way to gain trust in your audience and grow your list of warm leads.
Growing a business utilizing my Trust Funnel model is the same process as growing a relationship over time leading to marriage or a committed relationship.
Once your leads begin to notice you and become interested in what you offer (ATTRACTION), and you build trust through your brand awareness and IFO (NURTURE) you’re onto the next step- CLOSING.
For most business owners, closing is something that can ALWAYS use improvement and adjustment. Before we get into 3 steps to improve your closing process, ponder these 3 questions:
What is your current closing rate?
What process do you have in place to attract, nurture and close leads right now?
How many active leads do you have in your follow up right now?
Now, in thinking about the answers to these questions, consider these 3 steps for improving.
Step 1: Partner with your lead. No one wants to feel sold to- leads want to feel supported and understood but someone who is relatable. Be sure to keep that in mind during your sales calls and follow up. Act not as a sales person or closer but as a PARTNER IN DECISION MAKING!
Step 2: Be consistent. In the sales process, most times you will have to follow up with a lead several times before they close. Always stick to your closing schedule & reach out to them when you say you will!
Step 3: Provide value. Providing leads with something of high value is a great way to leave them feeling like a priority. I like to provide my leads with a gift when they are close to closing and then another once they close.
These 3 steps WILL increase your success in turning leads into paying clients.
In Clarity,
Many years ago, I had a crush on a boy.. Shhh don’t tell my husband!
I remember how I desperately wanted him to ask me out. I knew everything about him but I’m not sure he knew I existed.
I would talk about him with my friends, would lie on my bed and listen to Eric Clapton, Rod Stewart and all the love songs of the 90s!
And then I decided to do something about it….
No, I did not have the courage to ask him out. But I set my mind to have him notice me at least!
So I crafted a plan. I was going to make sure I “ran into him by chance” 😉
I started going to the church service he went to every Sunday.
I used to pack lunch for school but I began going to the cafeteria, at the same time he was.
I started going to the sporting events he played at.
And tried to get invited to any party or event I knew he would be attending.
I even tried to convince my parents to let me go on a mission trip he was part of!
Until one day, I’m standing in line in the cafeteria, right behind him! My heart was pounding and he turned around and said… “Hey! I think I saw you in church on Sunday right? What’s your name?”
HE NOTICED ME!
No, I did not marry that boy. He did ask me out, we dated for a while and then we parted ways.
So why am I telling you this story?
Because this is exactly what marketing is. So let’s break it down and translate my 19 year old crush on a boy strategy to 2021 marketing:
STEP 1: RESEARCH: Get to know everything about them. I learned everything about that boy to the point where I knew where he was hanging out, what he liked to do and who his friends were. In business that means, learn where your avatar (your ideal client) hangs out, who they hang out with, which books they read, what podcasts they listen to, interests they have and most importantly the problems they deal with!
STEP 2: SHOW UP: Craft a plan to show up. Asking your market out is NOT AN OPTION until they notice you first. I could not have walked up to the boy and said “Hey, do you want to have dinner with me?”. I would have freaked him out and so will your market if you ask too soon. First, make them notice you. Become OMNIPRESENT where it matters.
STEP 3: START SMALL: Start dating where it feels comfortable, to both of you. Don’t ask for marriage on the first date. Begin with an engagement that feels natural, doable and easy to commit to. And then take it from there.
That’s what marketing is.
And if this sounds so simple and you are thinking, Dolores, yeahh easy to explain it but HOW DO WE PUT IT INTO PRACTICE?
What tools do I use?
What strategies do I execute?
Challenges, Launches, Social Media Ads, heck can I get away without social media?????
In Clarity,
Right now I’m living in what I would call a “construction” zone. We are in the middle of painting our home and chaos lives all around me. Yesterday, I couldn’t even find my keys. 🙂
Maybe you aren’t dealing with a major home project right now, but are you feeling the chaos and confusion in your business? Not able to find the clarity you need?
I can feel your pain!
I want to share 3 strategies I use personally. They help me transition from however I’m feeling (sometimes feeling overwhelmed, in chaos, fear) and shift into my work in an intentional and productive way.
- DEDICATE: Create a routine and a space where your work happens. Develop a clear and clean environment for each “space” in your life. Work, relaxation, family time, etc.
- TRANSITION: Have a transition moment before you start your day. Whether it is to sit at your desk, listen to music, read your personal emails, workout, meditate, whatever it takes to relax your mind. Taking this time will help you transition from one part of your routine to another. i.e. Getting kids ready for school to move towards your first business meeting of the day.
- ALIGN: Align your emotions. Have a reminder of your focus. List 3 things that you want to accomplish for the day. Have a weekly planner to use as your “check in” on your aligned actions for the day.
I encourage you to find your footing each day. To answer the question, “How do you show up?”
When you are clear and purposeful in your routine, you can be clearer in your business. And believe me, you’ll find your “keys” much faster each time! Ha!
For additional pointers on getting clear on your business, use our free CLARITY FOR BUSINESS ASSESSMENT. It can help you become crystal clear on what is the next thing you need to focus on in your business right now!
In Clarity,