Chasing shiny objects and “having it all together” will keep you from getting clients and making money. I know because I have been there. The Internet and FB ads would have you believe that you have to give up your email address or buy their course, because IT is the magic pill, when the fact of the matter is all of that is a distraction from the bigger purpose-getting clients so you can serve in a bigger way and be compensated for it.
In an effort to stop the madness, I will tell you the only 4 things you need to focus on to get clients (make money) when you are just starting out.
To be fair, there are a few things that you will want to have in place first to make life easier for you and here they are:
A. Business Entity
This is one of those things that people don’t always agree on. Should you set up your corporation from the beginning or start making money then set it up? Consider consulting and attorney or an accountant, but I say if you’re going to be in it to win it, show that by being legit. It is not super expensive and you’re going to have to do it anyway. At the very least keep your business and personal funds separate.
B. Business Tools
To run a virtual business, you have to have certain tools in place. Take the time to get these set up so you are ready to receive clients when they come your way. It will save you time and headache in the future. It will also keep you from looking like an amateur when the big day comes and someone says, “yes, I want to work with you. How do I pay you?” Grab the Business Essentials Toolkit for Coaches and be ready to go in a few of hours.
Once you have those items in place (I am challenging you to get this done within the next 7 days) these are the only things that you need to put on your To Do List:
1. Knowing your ideal client inside and out
This will allow you to speak directly to their fears and frustrations and/or their wants and aspirations. Use this in your web copy, sales pages and blog posts or videos to let them know you understand and you have the solution to the problem that has been keeping them up at night.
2. Being able to tell people how you are different
You should be able to clearly tell people what you do, who you do it for, and the type of transformation you provide. When you tell people what you do, they should instantly know that your services are for them or it should bring to mind a person they can refer you to.
3. Being Visible
Tell everyone and their mama what you are up to these days. Why keep it a secret? You never know who needs what you have or who they know. You’d be amazed at the doors that have been opened by me opening my mouth to tell people what I do.
This one can be a bit complex because we can get into any number of ways to creating your visibility plan but it boils down to this: are you going to market your business online or offline or a combination of both?
I have found that when you are starting out, it is easiest to build rapport quickly when people have seen you, know you are a real people and had the opportunity to connect with you. I am not saying that you cannot build strictly online, but it will take more time. You have to assess your skills, your goals and the lifestyle you are trying to create.
4. Having sales conversations
At some point, you are going to need to ask people to work with you. I know it is easier to keep practicing or keep working with people for free (we can discuss the thoughts around that later) but in order to be in business, there must be an excha