So you talk about your biz with anyone who will listen, Tweet up a storm about your stuff and “get out there” all the time. But the results aren’t showing up for you (yet!). What gives?
If you were a client in one of my programs, I’d gently ask, “So are you asking for the business?”
More clients are yours for the asking, but you have to ask! You have to be very explicit about what the next step is, and yes, you have to ask your peeps to take it. In copywriting, it’s called a call to action: click here to order, sign up, book a session, or whatever your offer may be.
Now if this feels weird or pushy to you, let me assure you… asking them doesn’t mean chasing them! It just means you’re making it easy.
Take a minute now and put yourself in your client’s well-worn shoes. Maybe she’s looking at your website after a long day. She’s exhausted but the client magnet copy on your site catches her interest and she thinks, “Hrm.” She glances around for a way to contact you…. but the link is buried away somewhere. She really is interested but… it all seems like too much effort right now. (Sound familiar?) There goes someone you might have been able to help. Tragic!
Asking also makes it easy for your clients because follow-up is YOUR job, not theirs. If they’ve worked with you before and gotten great results (and even better, had a great experience in the process), chances are very good they’ll want to come back for more. But it’s not their job to be checking back with you to see if you have something new. Instead, it’s YOUR job to make life easy by checking in with them from time to time to say, “Don’t know if you’ll be interested, but I just wanted to let you know about [X].”
Several months ago now, I got a funny reminder of this myself when I was on the phone with MY coach. I reported that I’d just put together some brand spankin’ new coaching packages that I was VERY excited about, and within a few days, I’d had conversations about them with 2 potential clients who had come to ME after seeing some of my recent marketing.
He said, “You have a list of past clients and students who have taken classes with you, right?”
Him: “So have you picked up the phone and started inviting people?”
I had to laugh. (This right here is a great example of why it’s so important to have a coach, by the way.)
Here are 5 places to boldly ask for the next step:
1. On your website. You should have a call to action on EVERY page. Yes, every page! If it’s not a page where your clients order a specific product or service, your call to action should be, “Here’s how to contact me.”
2. In your newsletter. Your newsletter is a value exchange. In exchange for providing great content, you get to let your readers know about your products and services. Always promote something in your newsletter, and include an explicit call to action to invite your readers to go to a page where they can find out more.
3. In your promotions. Double-check that your order links work and that it’s very clear what action you wish your readers to take.
4. At the end of a conversation. If you’ve connected with someone, be sure to ask “May I get your card and follow up with you?” If you’re talking to a client about signing up for your service, an authentic way to boldly ask for the business without pushing is to ask, “So is this something you’d like to move forward with?” (I LOVE this question!)
5. In a follow-up. If they’re not ready to move forward now, ask, “When would be a good time to check in again?” If you’re still in the “getting to know you” stage and business isn’t on the table yet, a great invitation is “May I invite you to receive my newsletter?” (Compare this to “Can I add you to my newsletter?”)
The more often you ask for business, the more business you’ll receive. (Another way to think of it: “If you never ask, the answer is always no.”) Train yourself to boldly and authentically ask for business as a matter of course, and soon you’ll have more than you can handle.
Need more help on boldly asking for the business, especially in a potential client conversation? Make sure you’re on my next f’r’ee training call on November 16 with my friend Helen Graves, where she will share simple, practical tips on how to transform interested potential clients into happily invested, high-paying clients. Few coaches teach this sensitive and important topic as well as Helen, which is why I can’t wait to share her wisdom with you! Register here (yes, the call will be recorded if you can’t make it): http://www.marketinggoddess.com/helen.html