It’s perfectly possible to attract paying clients without a hard sell.
There is a way of adding value through content and messaging in order to build a great relationship, to build trust and connections. They find out who you are as a person, they get to see your authentic self. You create these high level connections so people will want to work with you.
Our audience is going on a journey. Think about going and buying a car. You do research, you look at different brands and models. You think about what is it you want in a car and who can provide you with the right car for your needs, wants, desires. You may have been triggered by an advert or a change in your circumstances.
The same process can be translated for us, as online service based entrepreneurs. Everyone one our ideal clients is going on a journey. In the very first stage they may have only just recognised they need ‘X’, or it could be that they haven’t yet recognised they need it. At this point they are never going to stick their hands in their pockets and pull out cash and purchase. They need to understand why. They need to understand how you have experienced the same, they need to emotionally connect with you to understand that you are the expert. And at this stage it is all about awareness. You are making them aware that they’re not on their own and that you are the expert in ‘X’, and you do it through your story, your authentic messages that talk to them and connect.
You then build on that intrigue – they want to know more and you provide this by continuing to add value. To consistently show up with help, advise and support. They see you and connect with you. They’ve gone from being aware to engaged. This is what you may know as a warm lead or a prospect.
And the more value you add, the greater the connections, the warmer that lead. And at that point and only that point, you promote your offer. You talk about your packages. And these warm, engaged, intrigued prospects are an instant ‘yes’.
But remember. Your prospects will be at different stages of this buying journey. So your messages need to cover the full spectrum or aware – engage – promote. So that you’re always reaching out to them at the right point.
And what’s even better about this is that you don’t ever have to have those icky conversations where you ask for the sale. You don’t have to ask them to sign on that dotted line. That awkward, uncomfortable silence doesn’t exist because your conversations with them are just them asking how they join, how they sign up, how they get started.
Because you’ve spoken to their desires, wants, needs and aspirations in the right way at the right time. They have connected with you, they know you are the expert. They can’t and won’t work with anyone else, but you.
So stop selling and start talking. And attract clients easily.