When you run a services business, there’s one thing you absolutely need to be successful….
Do you know what it is?
Let me give you a hint: it’s how you’re going to get paid.
They’re the lifeblood of your business….so how do you find them anyhow?
We’re going to share three ways to get clients flocking to you in this short video.
#1 – Create an Easy to Understand Package
Wait? A package…hold up, isn’t this about finding clients?
Well, if you want to have people lining up to work with you it needs to be super clear what you sell. And that’s what a package should do for you.
A well-constructed package helps make it clear what you do and just as importantly, what you don’t do. It takes the heavy lifting off the client as they aren’t stuck trying to figure it all out. The goal of your package is to be able to position you as the solution to their problem.
Your package needs to be crystal clear as you don’t want potential clients guessing or trying to fill-in-the-blanks in on their own. The more knowledge they have at the outset when they’re checking you out, the higher the likelihood the client will make a swift decision to move ahead with your services.
So, what makes a package easy to understand?
There are three things that should always be included when you’re designing a package:
- Results: What results do you provide for your clients? Let them know WHY they should hire you.
- Clear Price: Don’t make them wonder how much you cost. Not having a price, or confusing pricing with too many options can be a deal breaker. Include at least a starting price so they know upfront if you’re a fit.
- What’s included: What can they expect when they work with you? What does it look like? What are the steps in the process? Spell it out for them.
#2 – Be Seen! Don’t Wait For People to Come to You
You have to put yourself out there. Just announcing that you’re open for business and putting up a website is not enough.
You’ve got to be your biggest champion as if you don’t believe in yourself and let people know you’re able to help, no one is going to do it for you.
Honestly, being seen may not feel or come naturally to you. It’s not within the comfort zone for lots of people, but it needs to happen.
So, how do you do this? It can be done in a variety of different ways such as showing up and being of service in a Facebook or LinkedIn group full of your target audience, guest posting on a blog your prospective clients read, being a guest on a podcast, or going to a conference – and actually networking or talking – with your ideal clients.
The point here is to be SEEN and of service wherever your ideal clients are hanging out so they can see you and know you’re open for business. Making that effort will help you “be known” and people will start to like and trust you, which is critical to getting clients in the door.
#3 – Work Your Network: Let Everyone Know That You’re in Business
There’s nothing wrong with asking for introductions and referrals. Asking for help is a good thing. (Even if you don’t like to ask for it or admit you may need help!)
In fact, we encourage you to focus on referrals as it’s usually the fastest way to bring new clients in the door. (Trust me, I’ve put this to the test again and again!)
As we shared earlier, people can’t hire you if they don’t know you’re in business. Seriously. This is a big mistake that so many of us make, especially when it come to our personal and professional network.
Sometimes we assume people know and they don’t care. Or that they just don’t like what we’re doing. Both of which is usually not true.
The truth is, we tend to underplay what we’re doing and we hide out. We say things like “yeah, things are good” and skip over opportunities to talk to people who would refer us.
So when you’re asked how business is, push yourself and share what you’re doing, make a point of talking about your work. Tell people what you’re doing and even tell them who you’re looking for. People will be in a better position to refer you when they know what’s up and who would make for a good client for you.
Don’t shy away from ASKING people for referrals. Tap into your personal and professional network as these people want you to succeed.
How do you ask for a referral?
This can be a quick ask by email telling them you just need an intro to potential clients and that you’ll take care of the rest. Make it an easy yes the person you’re asking to help you out. (If you’ve not been in touch for while, take time to warm them up first so you’re not that annoying person that only shows up when you need something!)
Get Into Action
Now it’s time for some action – because to grow your services business, you’ve got to put what you know (and are learning) to work for you. Pick ONE of the three ways we shared with you and do one thing right now to move you forward.
You might revamp one of your packages to be clearer.
You might spend some time figuring out where your ideal client is hanging out and how to get in front of them.
Or you might take a moment and send an email to someone in your network asking for a referral or introduction.
Doesn’t matter which one, but pick one and do it now. Your dream clients could be waiting for you.