Episode 309
Why Clients Aren't Falling Into Your Lap [Ep 309]
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If you're struggling to land clients, it's not because you're bad at what you do, it's because you're playing the waiting game, and let's be real, that's a losing strategy.
We dive into some tough love today, reminding you that getting clients is your job, and it’s about showing up every single day. We chat about the pitfalls of waiting for referrals and how you can't just sit back and hope someone remembers you. Instead, we’ll spill the secrets on how to take action, follow up like a champ, and keep that conversation rolling.
Transcript
All right, I've got a little bit of a tough love episode coming at you today, and I'm just going to cut to the chase.
Speaker A:You're not struggling to get clients because you're not good at what you do, right?
Speaker A:I want you to hear that.
Speaker A:You are not struggling to get clients because you are not good at what you do.
Speaker A:You're struggling to get clients because you are waiting.
Speaker A:You are waiting for referrals.
Speaker A:You are waiting for your content to just magically convert.
Speaker A:You are waiting for someone to remember you.
Speaker A:But here's the real truth, because that's all we talk about on this podcast, is the real truth.
Speaker A:Getting clients is your job.
Speaker A:And it's a job that requires you to show up every single day, right?
Speaker A:Or every single work day.
Speaker A:Let's say that not once a week when you're feeling inspired, not just after you launch every single, single day, right?
Speaker A:This is the one task that should be a priority, but it is often the one task that falls to the bottom of the list.
Speaker A:And we're going to talk about it today because it's really not as hard as you're making it out to be, right?
Speaker A:So you ready to dive in?
Speaker A:Let's go.
Speaker A:First and foremost, I want you to understand that I say this all with love, right?
Speaker A:Because this truly is one of the hardest parts of business, right, Is getting clients.
Speaker A:And people say it all the time.
Speaker A:People use it in their messaging.
Speaker A:People say, you know, when you ask people what they're struggling with, it's more clients, more clients, more clients.
Speaker A:But then on the flip side of this, there are people out there that are just bringing clients in left, right, and center.
Speaker A:And you're like, what the frig are they doing that I'm not doing?
Speaker A:Right?
Speaker A:And they're really.
Speaker A:The biggest differences is they're going after them, right?
Speaker A:They are going after them.
Speaker A:So we're going to first bust that myth of if you build it, they will come.
Speaker A:Now, I know all of you are pretty advanced business owners.
Speaker A:Not many of you really, truly believe in that, right?
Speaker A:Like, we all know that if you build it, they will not come, right?
Speaker A:That's not the truth.
Speaker A:However, I do find that we wait, right?
Speaker A:We do one thing, and then we, like, wait around.
Speaker A:We might follow up with somebody one time, and then we're like, well, they know how to find me.
Speaker A:They know where I'm at.
Speaker A:No, they don't.
Speaker A:No, they don't.
Speaker A:You think you're the only person that they remember how to find?
Speaker A:No, they don't.
Speaker A:Because their life is busy and they're running in just as many directions as you are, okay?
Speaker A:And they are not sitting around thinking about you.
Speaker A:Even if they love your work, they are not sitting around thinking about you, okay?
Speaker A:And even if they are thinking about you, they're still freaking busy, right?
Speaker A:They're busy and they might be thinking about you, but I can't tell you the amount of times I followed up with somebody and they're like, oh, man, Michelle, I was just thinking about you.
Speaker A:I'm so happy you reached out, right?
Speaker A:Because even though somebody is thinking about you doesn't mean they're taking action.
Speaker A:It doesn't mean they're moving to that next step.
Speaker A:It doesn't mean they're saying yes, okay?
Speaker A:So waiting to be discovered is one of the most dangerous habits in business.
Speaker A:But yet it is the one that we all fall into.
Speaker A:It is the one I see most often is like, well, I've got these leads and, you know, they know how to find me.
Speaker A:They know how to find me.
Speaker A:No, they don't.
Speaker A:Okay?
Speaker A:And even if they do, remember, people are busy.
Speaker A:And I want you to put yourself in this situation because I guarantee there is somebody in your world that you have been maybe thinking about.
Speaker A:Or how many times have you been meaning to make that hair appointment, or you've been meaning to call the doctor's office, or you've been thinking about setting up and signing up for that workout class or whatever, right?
Speaker A:Like you're thinking about it, but you're not doing it.
Speaker A:You're not saying yes to it.
Speaker A:But if the doctor's office called and said, hey, we need to get you in, when's your schedule available?
Speaker A:You would do it, right?
Speaker A:So again, you can't just rely on people thinking about you because thinking doesn't equate to action.
Speaker A:Thinking doesn't mean doing right?
Speaker A:I want you to remember that.
Speaker A:So here's the thing too, Number two is follow up is a long game, right?
Speaker A:And most people give up too soon.
Speaker A:I just mentioned it a minute ago of like a following up, like, oh, I followed up with them about like six months ago, or I followed up with them and they didn't respond.
Speaker A:And so, eh, I'm just gonna drop it now.
Speaker A:There's a time and a place for that.
Speaker A:If you follow up with somebody three times and they never ever respond, okay, so be it.
Speaker A:But here's the other thing.
Speaker A:Maybe you let it go for now, but that doesn't mean you don't move them into nurture and you continue to stay in touch with them, you continue to comment on their posts, you continue to send them a message, you continue to reach out to them and just say, hey, just checking in with you, just wanted to say hello.
Speaker A:Right?
Speaker A:It doesn't mean pestering, it means you're staying on someone's radar in a helpful and strategic way, right?
Speaker A:Whether that's through a podcast, whether that's through your content, whether that's through an email, whether it's through a dm, right?
Speaker A:Like, yes, it's time consuming to send DMS individually, yes, it's time consuming to scroll people's content.
Speaker A:It's all time consuming.
Speaker A:But these are the things that move the needle in your business, right?
Speaker A:You can spend your time scrolling doing nothing, or you can spend your time being intentional and following up.
Speaker A:Both things take time.
Speaker A:One's going to actually net clients, one of them is going to just probably net some maybe endorphin hits, right?
Speaker A:That's about it.
Speaker A:And we've heard the stats before.
Speaker A:Most sales happen between the fifth and 12th touch point.
Speaker A:So you have to continue to put your name and your offers, not just your name in front of people, but then also when you see it, when you see people showing interest, it's on you to reach back out to them.
Speaker A:What is the worst they are going to say?
Speaker A:No.
Speaker A:Okay, thanks so much.
Speaker A:Not right now, you know, but the, the best case scenario is they say yes.
Speaker A:Right?
Speaker A:So keep following up, right?
Speaker A:Keep following up.
Speaker A:I always tell people following up, I want you to equate to continuing the conversation at some point you started the conversation with them.
Speaker A:So just keep, keep the conversation going.
Speaker A:That's all follow up really is, is keeping the conversation going.
Speaker A:And it's also at some point you can say, hey, I've got this said thing.
Speaker A:I was thinking about you.
Speaker A:Not sure if it's something you'd be interested in, but if you are, let me know and I'd be happy to send you more information.
Speaker A:You can give them the option to say, yeah, I'd love more information, or hey, I'm super busy right now.
Speaker A:Now's not a right time, right?
Speaker A:Or what's going to happen is they're just not going to answer you.
Speaker A:But just because they don't answer you does not mean that they are not interested.
Speaker A:It doesn't mean that they hate you.
Speaker A:It doesn't mean that they are finding you annoying, right?
Speaker A:But I know that we create those stories in our head because I create those stories.
Speaker A:I create those stories.
Speaker A:I had somebody recently tell me they were super interested in a program that I was getting ready to get started that little summer program I was telling you guys about.
Speaker A:But so she told me she was super interested.
Speaker A:And then, like, she didn't sign up.
Speaker A:And she was, you know, and I thought, oh, geez, maybe she changed her mind.
Speaker A:Shoot, I should have gotten into her sooner.
Speaker A:I didn't send her the link right away.
Speaker A:I waited a couple days.
Speaker A:Like, now I lost her, man.
Speaker A:She probably already signed up for something else.
Speaker A:Oh, I don't know if I've got her.
Speaker A:Like, all these stories.
Speaker A:All these stories, right?
Speaker A:I went on and on.
Speaker A:I'm like, she's gone.
Speaker A:I lost her.
Speaker A:You know, I could have done that, but I was like, nope.
Speaker A:She said she was interested.
Speaker A:She said she was excited.
Speaker A:I'm just going to follow up again.
Speaker A:And so I did.
Speaker A:I sent her a message, and I was like, hey, just checking back in with you.
Speaker A:I'm super excited to get started.
Speaker A:I want to make sure that you don't miss out on any of the information.
Speaker A:Wanted to make this easy for you.
Speaker A:Like, here's the direct link to get going.
Speaker A:She was like, yes.
Speaker A:So excited.
Speaker A:Right?
Speaker A:So she was excited.
Speaker A:She had just been busy, right?
Speaker A:Life had been lifing her.
Speaker A:And so I could have lost that client, all because I decided that she wasn't a good fit, when in reality she is.
Speaker A:She just needed me to follow up with her.
Speaker A:Right?
Speaker A:That's all it is.
Speaker A:Okay?
Speaker A:So don't give up too soon.
Speaker A:It is your job to get clients.
Speaker A:I want you to remember that, like, it is your job.
Speaker A:It is not your client's job to just come to you.
Speaker A:Right?
Speaker A:It is your job, and it is a daily job.
Speaker A:Okay?
Speaker A:So.
Speaker A:And here's the.
Speaker A:I want you to remember.
Speaker A:Here's what I want you to remember.
Speaker A:The energy of selling does not have to be aggressive, but it does need to be intentional, and it does need to be authentic, and it does need to be honest.
Speaker A:Right?
Speaker A:Done with integrity.
Speaker A:Right?
Speaker A:Don't follow up with somebody that you know is not a good fit just to sell them into your program.
Speaker A:I've been seeing this a little bit, and I'm super freaking annoyed about it.
Speaker A:Like, I'm ready to rant about it, but I'm not going to, because at the end of the day, I know in integrity, I'm not doing that, but I'm seeing it.
Speaker A:I'm seeing where people are, like, putting people into.
Speaker A:Selling people into programs that they are not a good fit for, that are not what they need.
Speaker A:All right?
Speaker A:But that's not you.
Speaker A:That's not me.
Speaker A:Right?
Speaker A:We sell with integrity.
Speaker A:We sell from a place of honesty.
Speaker A:We sell from a place of service.
Speaker A:And that's what you have to remember is.
Speaker A:Is that the selling is of service.
Speaker A:Just like I gave you that example.
Speaker A:That client was excited.
Speaker A:If I had let her go, she would have missed out on that.
Speaker A:You know what I mean?
Speaker A:And missed out on something that she was excited about that.
Speaker A:Like, how is that fair, right?
Speaker A:Like, because I made a decision for her.
Speaker A:No, it's not your decision.
Speaker A:Okay?
Speaker A:And so every single day, I want you to ask yourself at the end of the day, like, what did I do today to move a client closer to saying yes?
Speaker A:And move a client closer.
Speaker A:You hear that?
Speaker A:It's not just moving them from cold lead to a yes.
Speaker A:It could be that it's.
Speaker A:Hey, I just recorded this podcast episode, and I thought, like, based on our conversation that we had, I just feel like it would really resonate with you.
Speaker A:Or, hey, I saw this post from somebody else, and we were literally just talking about this.
Speaker A:I thought maybe it would be of interest to you.
Speaker A:Hey, I know you said you were super excited about that program.
Speaker A:Just wanted to bump this up in your inbox in case you missed it, right?
Speaker A:Like, moving them closer, nurturing, following up, staying top of mind.
Speaker A:It's not always about moving them from step one to step 10 in one socket, right?
Speaker A:You.
Speaker A:Sometimes people need all 10 steps, right?
Speaker A:That's that touch point fifth to the 12th.
Speaker A:So you could look at it as like, have I given them 10 different steps?
Speaker A:Have I given.
Speaker A:Have I reached out to them in 10 different ways?
Speaker A:Have they heard or seen my voice different times?
Speaker A:Right?
Speaker A:That's what you've got to really look at.
Speaker A:Okay?
Speaker A:And these are simple actions, right?
Speaker A:It does not need to take a lot of time.
Speaker A:Check in with your past leads.
Speaker A:DM somebody who's engaging on your content, reach back out to a previous client, right?
Speaker A:Just make sure you're doing something every day that moves clients closer to giving you a yes.
Speaker A:Or if nothing else, moves clients to.
Speaker A:Closer to getting to know you, right?
Speaker A:To connecting with them as a human.
Speaker A:Remember, you started the conversation at some point.
Speaker A:Keep the conversation going.
Speaker A:All right?
Speaker A:And now let's talk about waiting for referrals.
Speaker A:This is something that was a huge eye opener for me.
Speaker A:I remember sitting in a networking event, and it was a mastermind call, and I asked the all the women in there, and I said, listen, here's where I'm really, really struggling.
Speaker A:Like, all of you in here go on and on telling me how much you love me.
Speaker A:You love my content, you love my Sunday morning brew, you love my podcast, you love when I show up.
Speaker A:Like, I share so much valuable.
Speaker A:You love my workshops, all of that, but yet none of you refer me.
Speaker A:Like, I don't feel like I've ever gotten a referral from any of you.
Speaker A:So, like, what am I doing wrong that you're not referring me?
Speaker A:And it was honest.
Speaker A:Like, I was being serious.
Speaker A:Like, I want to know, like, why am I not getting any referrals?
Speaker A:And one of the women in there looked at me square in the eye through zoom.
Speaker A:She said, when's the last time you asked us to send you a referral?
Speaker A:Right?
Speaker A:And I was like, I never have.
Speaker A:I haven't.
Speaker A:Right?
Speaker A:And that's the thing, is that we're waiting for people to send us these referrals, but a lot of times, like, that is not something that people naturally do.
Speaker A:And that was, like, really hard for me because I'm a huge referrer.
Speaker A:Like, if I like something and I remember people.
Speaker A:But I realized that is a superpower.
Speaker A:That is a gift that not a lot of people have.
Speaker A:And so I.
Speaker A:If you want referrals, you've got to ask for them.
Speaker A:This could be simply sending out a referral sheet.
Speaker A:I've seen these referral 1 sheets, which I think are awesome.
Speaker A:I've seen examples where people actually have like a back, like a link on their website that's like a private link that only referrals can send out that basically is like, hey, Michelle, I think you would love to meet Meg.
Speaker A:She shared this link with me that gives kind of all this information about her.
Speaker A:Like, check it out.
Speaker A:And then if you are interested, you could probably schedule a call or whatever.
Speaker A:Whatever.
Speaker A:There was, like, different steps, right?
Speaker A:I think it's super cool to do stuff like that.
Speaker A:But remember, like, people, even the people that want to refer, you need a reminder, like, hey, by the way, I don't know if, when you're talking to people, I've got this summer program coming up, or whatever your program is, just keep it in mind, right?
Speaker A:Like, keep it in mind.
Speaker A:If you know of anybody that you think might be interested, like, please send them my way.
Speaker A:I'd be happy to chat with them.
Speaker A:Okay?
Speaker A:And make it easy.
Speaker A:Make it easy for people to refer.
Speaker A:You don't sit here and be like, hey, I got six openings to 10 different programs and they all serve different people.
Speaker A:And, you know, if you talk to somebody and they say this, then it becomes this program.
Speaker A:And no, no, no, no, no, no.
Speaker A:Hey, I'm launching.
Speaker A:I've just launched out my Back Pocket Insights private podcast.
Speaker A:And if you listen to it and you love it, I would love it if you'd share the link with somebody else, because it's super easy.
Speaker A:Low lift, easy.
Speaker A:They can jump in, jump out.
Speaker A:All right, so I want you to think about that, right?
Speaker A:Like, make it easy.
Speaker A:Which.
Speaker A:Hint, hint.
Speaker A:If you are not in Back Pocket Insights yet, go click the link in the show notes because you should be there and you should bring your friends.
Speaker A:See how easy that was?
Speaker A:Like, go invite your friends.
Speaker A:If you have an email newsletter, I would love it if you would include it in your email newsletter.
Speaker A:And if you want me to include something in my.
Speaker A:Your.
Speaker A:My email newsletter that you do, I would be happy to do that, right?
Speaker A:Like, I love to do email swaps.
Speaker A:I love to refer other people.
Speaker A:So how can we do more of it?
Speaker A:Right?
Speaker A:But remember, I don't know to include you in my email if I have no idea what you're promoting right now.
Speaker A:But if you asked me, I likely would do it, depending.
Speaker A:I would make sure that it's in alignment with not, you know, does it overlap with something I'm already promoting or whatever.
Speaker A:But I'm happy to do that.
Speaker A:Okay?
Speaker A:But you got to ask me because I don't remember, I cannot keep track of everybody, right?
Speaker A:And if I can't keep track of everybody and you can't keep track of everybody, what makes you think other people can keep track of you?
Speaker A:Right?
Speaker A:So we have to be mindful and remember that we are the ones responsible for this.
Speaker A:It is nobody else's responsibility but our own.
Speaker A:If you want referrals, go ask for them, right?
Speaker A:Create a referral partnership, Create an affiliate program, do whatever, but make it easy.
Speaker A:Make it easy, okay?
Speaker A:And also, I want you to be very, very mindful that this is not about going all in and burning yourself out.
Speaker A:Okay?
Speaker A:I had a client a couple years ago who would be like.
Speaker A:I'd say to her, well, one of the things that you can do to make sure that you're kind of moving people forward is just like, send a DM to, like, three people a day, right?
Speaker A:Three people a day.
Speaker A:That's it.
Speaker A:Maybe one or two.
Speaker A:Even.
Speaker A:Even one person a day.
Speaker A:Just reach out to somebody.
Speaker A:One person.
Speaker A:And what she would do is she'd send 20.
Speaker A:She'd be like, oh, I got in the.
Speaker A:I got in the zone, and I'd send 20.
Speaker A:Well, then guess what?
Speaker A:She would burn out because now she's got 20 conversations going and having to Keep up with it in between calls, and it would, like, lead to burnout.
Speaker A:And I'd be like, that's why I said only do one.
Speaker A:Right?
Speaker A:Two, you do not need to be going balls to the walls with this crap, right?
Speaker A:Because that is what leads to burnout.
Speaker A:That is what leads to that desperate energy.
Speaker A:That is what leads to all that pressure and feeling like, oh, my gosh, I did these things And I did 20 of them a day for the past 30 days, and I didn't get any results from it, right?
Speaker A:Because you don't even know if it's working, right?
Speaker A:So you don't need to burn out.
Speaker A:Daily action is small, consistent.
Speaker A:Daily action, action, focus, intentional, not chaos, right?
Speaker A:Thinking strategically.
Speaker A:The episode last week we just talked about this last week is thinking strategically, right?
Speaker A:So what are the strategic actions that you need to take that will move people closer to saying yes?
Speaker A:Right?
Speaker A:And it could be a very small action.
Speaker A:All right?
Speaker A:So action steps.
Speaker A:You ready?
Speaker A:You ready?
Speaker A:Here's your action steps for today.
Speaker A:Track your last 10 clients.
Speaker A:This.
Speaker A:You've heard me say this before a million times.
Speaker A:Go back.
Speaker A:Even your last five clients, where did they come from?
Speaker A:Who referred them?
Speaker A:And what actions did you take to either create the connection or to close the sale, Right?
Speaker A:Did you reach out to them in a dm?
Speaker A:Did they find you in your email?
Speaker A:Right?
Speaker A:Like, what actions have you taken?
Speaker A:Because if it worked for one person, it will work for another person, right?
Speaker A:So I want you to really think about that, all right?
Speaker A:And then I want you to make sure you're tracking this.
Speaker A:Who?
Speaker A:Find a way to track the people that you are starting the conversations with so you know who to continue the conversations with.
Speaker A:All right?
Speaker A:And then pick one or two people every day and send them a dm, Send them a voice note, an email, whatever.
Speaker A:But, like, do something daily.
Speaker A:It's easy.
Speaker A:Like, one DM a day is very simple.
Speaker A:There is somebody in your world that you can connect with and continue the conversation with in a matter of five minutes or less, right?
Speaker A:That is going to work with you.
Speaker A:This could even be if you see somebody on a networking event.
Speaker A:I will tell you this.
Speaker A:I just did this recently.
Speaker A:I saw a past client on a networking event on Zoom.
Speaker A:I sent her a private message on Zoom, and I said, hey, it was so great to see you.
Speaker A:Love seeing your face, right?
Speaker A:Like, love seeing your face again, hearing your voice.
Speaker A:Then she sent me a DM and was like, hey, thanks so much.
Speaker A:It was so great to see you.
Speaker A:Can we catch up?
Speaker A:We caught up.
Speaker A:She said, I Think I need you again, simple.
Speaker A:But would all of that had happened had I not made that first initial reach out to say, so good to see you again.
Speaker A:Right.
Speaker A:Would she have sent me the dm?
Speaker A:Maybe.
Speaker A:Maybe, but not likely.
Speaker A:Right?
Speaker A:Because again, she might be thinking about me, but she might not actually do it.
Speaker A:But because I reached out to her first, she responded, so again, it is your job.
Speaker A:Your job.
Speaker A:And then for referrals, make this a weekly action.
Speaker A:Right?
Speaker A:Weekly.
Speaker A:Who can you reach out to?
Speaker A:Whether that's a past client, whether that's a good collaborator, whether it's a good biz bestie, whether it's somebody you met in a networking group.
Speaker A:I just did this inside of a networking group.
Speaker A:Somebody I met.
Speaker A:We had talked about doing an email swap.
Speaker A:I said, hey, I've got this new quiz that I think your audience would love.
Speaker A:She said, hey, I've got this new launch checklist I think your audience would love or what day can we swap them?
Speaker A:And so we figured it out, right?
Speaker A:That's referrals.
Speaker A:Even though they're not referring clients, it's referring each other's audience to one another.
Speaker A:Okay, So I want you to really ask yourself, and that's it.
Speaker A:Like, what am I doing every single day to move people closer?
Speaker A:If you need more clients, go get them.
Speaker A:Right.
Speaker A:Do not wait for them.
Speaker A:Right.
Speaker A:And then if you are a journaler and you want to really spend some time journaling, I would journal.
Speaker A:Where am I waiting for clients instead of actively going after them.
Speaker A:Right.
Speaker A:Where do I sit around and wait?
Speaker A:Actively going after them.
Speaker A:Okay, I love you.
Speaker A:I believe in you and I'll talk to you soon.
Speaker A:Oh, and by the way, if you love this episode, share it with somebody else.
Speaker A:I would love it if you would refer a friend to this podcast.
Speaker A:Okay, love you, bye.
Speaker A:Thanks so much for listening today, but remember, now it's time to take action.
Speaker A:My goal is to get you results.
Speaker A:So what is one action you can commit to taking this week?
Speaker A:Feel free to share it with me in my DMs or tag me on your socials.
Speaker A:Not sure what action to take?
Speaker A:Grab the link in the show notes and schedule a strategic power hour.
Speaker A:We can talk through it together and get you a strategic plan of action in just 60 short minutes.
Speaker A:Oh, and one last favor.
Speaker A:As with every podcast, reviews and ratings are what help us continue to show up and grow.
Speaker A:So if you wouldn't mind, please take a quick minute to leave a five star review on Apple or Spotify and share this episode with a friend.
Speaker A:Thanks.
Speaker A:Talk soon.
