Do you have a clear way to get clients coming into your business?
If not, then this is certainly the episode for you to learn from. Even if you do have a clear way to get clients into your business or for bringing in sales for your digital course or product, you can never be too clear and honed in on your specific strategy for money.
There are four distinct steps in order to create a good strategy for money in your business.
Let’s dive into each one of those steps briefly so that you can understand how they all fit together. You’ll want to map these out in order and make sure that the steps are all working together so you have that full picture strategy in your business and you know exactly how you’re going to be bringing in the clients and the sales.
So the four steps are:
#1) What are your paid offers?
So your paid offers are those signature offers in your business. I recommend you focus on one or two of them at a time as the main offers that you are selling. Now, you may have a lot of offers in your business, especially if you’ve been in business for a while! Oftentimes what happens is that you do end up having a lot of different offers and different ways that people can work with you. There is no real problem in that, when you structure them right, and they each serve a purpose. However, where I see most people go wrong when they have a lot of different offers in their business is that it prevents them from actually marketing anything with focus. I see people get confused as far as which paid offers they really want to focus on and market. But the thing is the key to good online marketing is that you have a clear, distinct offer that you are selling. And then once you enroll somebody into that offer, you can always offer an additional offer on the backend as that “next step”.
So let’s say that they have enrolled in a specific offer that you are clearly marketing….
Let’s say in my example, I offer coaching.
And in my business, I do private business coaching where I work one-on-one with a client and then group business coaching in my program, Your Business Design Academy. So those are my two core offers that I have.
Many times what people will do is they will also do an add on an additional offer after we’ve been working together for a while. However, it’s important to note that I don’t spend my time marketing these offers to anyone but instead simply show up and share these offers with my exisiting clients, if they want them. So, I only offer it to those who are in one of those two business coaching programs. And that would be an offer for like a website design, for example or creating a new funnel. So, I market my coaching, and then when we start working together, and then when it comes to that time in their business to create a website or to create a sales page or to create what may be a new funnel for their business then they can add that on to their package, if they want. It’s an added value that I bring to help them move things forward faster. But, it’s never a requirement to go through me for these key pieces they need.
My focus though, is the actual coaching because that is what I want to sell the most of in my business. That is where my message and passion is above all else. That is my signature offer.
So what are your signature offers?
This is a really great time for you to hone in on what are those key offers that you are really wanting to be known for in your business.
What is it that you’re wanting to help people with the very, very most? What are those offers?
Those are the one or two core offers that you’re going to want to focus on. Because when you do that, you can always have people add on different offers on the backend. So, they don’t need to go anywhere! You’re not missing out on anything, instead, you’re gaining so much more because you have a clear focus for your marketing.
AND, the clearer you get, the more clients you will get as well.
So that’s number one, what are your main paid offers? And if you are just starting out in business, that is okay. You do not have to have a lot of add on offers. In fact, you don’t have to have a lot of offers in your business to start at all.
All you need to start with is one really good offer that people will pay you for.
So what is that gonna be for you?
#2) How will you get in front of your clients?
You’ve got to know where your dream clients are online. Then, decide how will you get in front of them.
What are the key platforms that you’re going to show up on within your business in order to get in front of your clients?
Now, when you’re doing this, you don’t have to stretch yourself then.
You do not have to be everywhere at once in order to get clients.
I would actually recommend choosing a couple key places that you are showing up in and just show up consistently with value in front of your ideal clients. How do you show up with value? Show up and show how much you CARE. Give your audience helpful insights and solutions and share case studies of what has helped others. Show up and truly help people before ever even asking for any kind of invitation into your paid offers. You’ve definitely got to be talking about your paid offers but you want to first show up with value. So what are some different nuggets of information and content, and value that you can actually be giving to your ideal clients? What are those different little pieces of content that you could create, and then you can be posting and getting people interested and wanting to work with you?
#3) What is your irresistible opening offer?
So what exactly is an opening offer? An opening offer goes by many, many different names. You probably have heard many of these. It could be called a “lead magnet” or a “freebie” or a “free gift”, or oh goodness, there are so many different names for what this is called. But essentially it is the very first touchpoint with your business that most people are going to have. Sure, they could find you on social media on whatever platform it is that you’re going to be utilizing the most to get in front of your clients. But your irresistible first offer, your lead magnet is something that you are typically giving away for free in exchange for your new subscriber’s first name and email address. This way you can be building your email list full of people who are excited to hear from you, to learn from you, and then to buy from you.
The very best way to build your email list is to create something that is valuable to your audience. You want something that you can give away for free in exchange for their email address. And ESPECIALLY when you are running ads, like Facebook ads or any kind of ad what you’re going to want to do is instead of pointing them just directly to a random page on your website, like your homepage where there’s a lot going on, you want to point them to a single page that gives them the opportunity to join your email list in exchange for receiving the free gift that you have for them.
This free gift can be a lot of different things, but it does not have to take a lot of time to get in place for it to be valuable. You could create a little guide if you would like. Let’s say it could be a one to three page guide, that does a quick overview of the different points that really you’re taking your clients in your paid offer through.
The very best lead magnets will educate your audience, give value on the specific thing they are wanting help with, and then point them into the direction of your paid offer as the next logical step to take. So, the lead magnet you create should be directly tied to the core signature paid offer that you are selling.
Your lead magnet is essentially giving people a taste of what it’s like to work with you, because you are showing up with value and you are educating them on the steps that they need to take. Then, when you’re educating them on the steps that they need to take, the next logical thing for them to do is take those steps.
Now sure, they can take the guide and they can get a lot of value from it. They could try to do things on their own, and many, many people will. And that is absolutely okay. You are there to show up with value to help others. But those who are wanting to really take that next step are going to take that next step and continue learning from you until they’re actually ready to book a call with you or sign up for your program, or but your course – whatever it is that you offer people. So, have this in place in your business. This is definitely a very key step in creating your money strategy for your business.
#4) What is your nurture plan?
First, what exactly is a “nurture plan”? A nurture plan is your plan for how you will be showing up with free content for your audience. You want to show up for your audience so you can “nurture” your relationship with them. This way, you will keep them engaged with your content so when they are ready to buy, you will be the person they buy from because they know, like, and trust you.
This content is 100% free content , which means that nobody has to opt-in with their name and email address to gain access to it. They get this content if they’re on your email list, as well as anybody who is on any of the social platforms that you show up on and you share value with.
So what is your nurture plan? How are you going to continue a relationship with your subscribers so that you keep them warmed up and you are building trust with them so that when they are ready they will reach out and buy from you.
As a little example, my nurture plan is my podcast which I take the transcript from and turn into this blog that you are reading right now.
So I show up and I create different episodes weekly and release on my podcast. Then I share this episode with everybody who is subscribed to my podcast, as well as anybody new who stumbles upon my podcast. I also share my latest episode with my email list, as well as the social platforms that I show up on as well.
So my podcast is my 100% free value content that I create once a week. That is what I do. But there are so many different ways of creating free content to nurture your audience. You don’t have to have a podcast. You just need to know WHAT you are doing.
Whatever it is that you do, show up with valuable content and insights that YOUR IDEAL CLIENT wants. Don’t think of your nurture content as “free” or “less than” the work you are doing with your clients. This will only attract people who only want free content. Instead, show up with value that your dream clients want. When you do this, you will be attracting your dream clients to you, the caliber of client that you want to work with. How you show up is everything! Just be real, and authentic, showing up and sharing that you care. Share valuable content that’s going to help them move things forward. I create my free content as an additional resource for my paying clients, as I tackle many of the things that we cover in our coaching together, but am able to expand upon it in different ways so that even more people who are facing the same thing can hear what to do or gain more clarity on what they need.
There you have it! Those are the four steps you’re going to want to get in place to create a well-designed strategy for your business that brings you leads, clients, and sales WITHOUT burning you out. It is my mission to help you intentionally design a business that SERVES YOU, vs. you serving your business and then wondering why you started it in the first place. Because you can create a business that brings you the income you want, the time freedom you want, and the impact you want to make in the world, doing the work you are passionate about.
If you want to dive even deeper into developing your unique money strategy for your business, I take you through every step, this month (and any month you join) in my group coaching program, Your Business Design Academy. You’ll get an entire training video every month, a workbook to go along with the material you are learning, a monthly coaching call with me and specific action steps to do every week as you work on creating and implementing your money strategy that will give you the clear pathway to more clients and sales in your business.
Go ahead and work on those steps and get it in place in your business, and make sure to tell me all about it, okay? I love hearing about your specific strategy for money and for all that you’re doing in your business and how you’re showing up and helping your audience. And if you have any questions, post them below! I may do a podcast episode on it just for you!
For your success,