Episode 016: What You REALLY Need to Get Clients

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In this episode we’re talking about 3 things you need to market your business and get clients.

These are NOT the things that you would expect. There are a lot of lies out there and we’re told we need lots of different things to land the clients we want.

Chances are you’re spending way too much time behind the scenes doing “busy” work. You think you’re being productive and making progress, but you’re not any closer to getting clients. That’s because you’re focused on all the wrong things.

I’m all about doing less and focusing on things that have a higher impact. That’s how you avoid the endless cycle of working all the time and having nothing to show for it.

“Fewer things, more impact!” – Michelle Vroom

With the “less is more” theme in mind, here are the 3 things you REALLY need to land dream clients:

1.     An audience

A lot of people spend time making their website pretty, but they have no idea who their audience is. You should spend that time focused on who your audience is instead!

You need to know who you are targeting. This may be scary because you don’t want to commit and potentially push some clients away. But here’s what I want you to know: choosing a target audience isn’t about pushing other groups away. It’s about prioritizing your time and resources to reach a particular group. If others come your way, great! You get to decide whether you want to work with them.

After making the commitment to target a specific audience, I have more clients and am making more money now than I ever did when I was trying to cast a wide net. If you don’t have an audience to market to, you have no clients. At that point you have a really expensive hobby!

Figure out who your audience is and be unapologetic about it. When you are clear about who you’re serving, it opens up space for the right people to find you.

2.     An offer

Do you know what you’re going to offer your audience? Do you know what services you’ll provide and how they will change your audiences’ lives?

If you’re confused about your offer, guess what? Your audience will be confused too. You need an audience, but you also need something that solves their problem. What is your solution to their problem?

Trust me, people will invest in what they see value in. And they see value in solutions. They don’t want the nitty-gritty details of how you’re going to get to that solution, they just want to know that you have a solution.

A lot of women spend time on anything but their offer, and that’s the first place you need to go! Once you know who your audience is and the challenges they’re facing, then you can figure out what you can offer as a solution. This is the exciting part!

Think about your perfect client. Think about what they’re struggling with and how they feel at this moment. You get to come up with a solution for them. You get to help solve their problem. If that doesn’t excite you, then you need to figure out why. Because your offer needs to be something you’re 100% aligned with, that you are completely behind, and that you are excited about. If you’re not excited about it, it’s going to be really difficult to get anyone else excited about it too.

3.     Clear messaging

You need to communicate your offer to your clients through your messaging. Once you know what your audience is struggling with and what your offer is, you need to be able to communicate that in a way that resonates with your audience. 

This is where your listening skills come in. Figure out what words and phrases your audience uses so you can use them in your messaging. You need to speak from a place of confidence and expertise. Your audience wants to know that you can get them from point A to point B. And what better way to explain how you’ll help them than by taking the words right out of their mouth?

How do you create key messages? I don’t do anything fancy - in fact, I keep a Word document on my desktop where I have all the messages that I use on my website, in social media, and in conversations with potential clients. Get yourself a set of messages that you can start using. These messages should focus on what the future looks like after someone starts working with you. Don’t focus on the features and benefits of your offers - your audience doesn’t care about that, remember?

Why should someone work with you? Why should someone choose your solution over someone else’s. Those are the questions your audience is asking and they’re the questions you need to answer in your messaging.

That’s it! Those are the 3 things you need to get clients! However, I’m all about packing in extra value for you guys. So there’s one more bonus thing I’ll share with you that’s going to be a total game-changer in landing clients….

4.     A positive mindset

You can have a great audience, offer, and messaging, but if you don’t really believe that you have anything of value then your audience won’t either. You need to believe in yourself!

When you think about your value, there will likely be fears that come up for you. Pay attention to those fears because they point directly to the mindset work you need to do. Take this seriously and don’t skip over it - mindset is one of the most important things you can work on to grow your business.

If you don’t have your mindset in the right place, get help. It is tempting to try to do everything ourselves, but you don’t have to. In fact, trying to do everything yourself is the quickest way to burn out. Get the support that you need to figure this out.

Today is the day that you can start getting clarity in your marketing. I’d love to hear what you took away from this episode and what you’re doing to do now to bring in more clients. Send me an email at michelle@vroomcommunications.com. I love hearing from my listeners!

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