You know, people ask me all the time how I grew my business 4x in just one year. I’d be lying if I said it was just one thing that helped me grow exponentially. In reality, there are a lot of different factors to growing and scaling fast (sales strategies, marketing strategies, automation strategies, etc.) But one of the most important parts of growth is (obviously!) getting more clients.
Unfortunately, getting more clients isn’t the easiest thing. When we first start our businesses, we’re really excited and energetic about the products and services we’re offering. You think that once you launch, clients will just start magically coming your way.
Then you launch and…
Maybe you get a client here and there…but it’s really not the success you imagined when you were building your business. I totally get it!
Lucky for you, if this is something you’re struggling with, you’ve come to the right place.
I’m going to share with you 6 little known ways to get more clients without spending thousands of dollars on advertising and marketing. These strategies helped me catapult my business from making under six figures to almost seven figures in just one year…
(Oh, and if you want more of these strategies, tips, and tricks for free — head on over to my Marketing That Produces Results Facebook Group. It’s filled with coaches, consultants, and business owners just like you who are sharing and brainstorming their best strategies.)
Strategy #1: Provide Free Content
One great way to get more clients to provide a lot of freebies.
I know, I know, it sounds counterproductive. You want to get more paying clients, how are you going to do that if you keep giving stuff away for free? Here’s how…
One MAJOR reason that potential clients never become paying clients is because they don’t trust you. They know what you do and who you are, but they’re not sure that you can actually help them solve their problems.
First, you need to gain customers’ trust. A way to do this is to give them something free. It can be in the form of a lead generating PDF to a checklist to tips and tricks – give away real tips, guidance, strategies, and advice. Your free content needs to actually help your potential clients solve a mini-problem.
Now, of course, you don’t want to give everything away…if you give away all of your strategies for free, why would customers ever spend money on you? But you can give away one-off tips and tricks that will help them solve a small problem.
Once they apply your freebie to their business and they realize gains, that’s when they’ll trust you and realize you’re the answer to their problems. You just won a customer!
I can’t promise that this will work for everyone, but this was a game-changer for me and my business.
And if you have blogs, videos, and content already, it’s really easy to convert them into freebies so you don’t have to spend a lot of time or money on this.
For example…I give out my Top 3 Proven Strategies To Help You Transform Your Website Into a Sales Generating Tool guide! Click here if you want to grab it for free.
Strategy #2: Build a Referral Network
It’s really common for people to try to get sales by messaging potential clients on social media. The problem is, the majority of people don’t want to be solicited via their social media accounts.
Have you ever received a message from someone on LinkedIn asking you to buy their product or work with them? If so, I’d bet that you didn’t buy it…
Instead of cold-messaging people on social media, utilize your social platform to build a referral network and foster mutually beneficial relationships.
This is going to look different for every business, but I’ll let you in on what it looks like for me. I use social media to communicate with other businesses and figure out how to network together. Usually, if I see a business that I think would be a good partner, I send them a message saying something along the lines of:
“Hey Jane, I love what you’re doing with your mindset coaching business. I work with a lot of entrepreneurs who need mindset coaches, and I don’t offer that service. I would really like to see if you might be a great referral partner for me. And maybe your clients might even need a bit of marketing support. Let’s see if there is a way we can support one another. Are you available for a quick chat to discuss?”
This starts a conversation with another business owner and is a non-threatening way to build a relationship with someone you didn’t know. When I get to know other business owners, I feel comfortable referring them to my clients, and they do the same for me
Strategy #3: Utilize Facebook Groups
Another effective way to utilize social media is to join groups on Facebook and LinkedIn and start providing value.
Just like Strategy #2, I don’t want you to go into other people’s Facebook groups and randomly start selling to people.
Remember, for most entrepreneurs, coaches, consultants, and professional service business owners, directly selling to people via social media groups isn’t an effective way to get more clients.
Communicating with people in social media groups and providing them with value and solutions to their problems is an effective way to get more clients. This can come in the form of responding to comments, participating in challenges, and eventually, messaging people.
First and foremost, you should be trying to provide value and build yourself up as an expert in your field. This will help people remember who you are, what you do, and how you can be a valuable resource to them. The thing is, there’s an art to doing this correctly, and before you start communicating with people on social media, you have to have an intention and strategy behind it.
This has been super effective for me and I’d recommend it to any business owner, but make sure you put some thought into it first. You are in the business of solving problems for people with your products and services so start doing that and you will find people more open to listening to what you offer down the road.
As an entrepreneur, you don’t have a lot of time to spare and you don’t want to waste it on social media groups if you don’t have a strategy put in place.
Strategy #4: Use Video Content
As you probably already know, video content is becoming a more and more popular way to advertise your business and get more clients. But I’m not talking about promotional videos for your product or service…
Nowadays, especially if you’re a coach or consultant, people want to know who you are. They can’t do that if they don’t have the opportunity to get to know you. More than that, they want to trust that you know what you’re doing and you’re going to get them the results they desire.
They can’t do that if they don’t have the opportunity to trust you.
Videos are an amazingly effective way to accomplish both of these things and connect with potential clients that don’t know you yet.
I give speeches and webinars all the time, but more often than not, I create a lot of video content answering questions and getting my amazing clients tips, tricks, and new strategies that they can use right now.
Strategy #5: Run Facebook Ads
Okay, so this strategy isn’t free…
However, if you know how to run Facebook ads and can do them effectively, you can get over 3x return on your ads! There are billions of users on Facebook. No matter who your client is, they’re likely going to be on Facebook.
So, if you have the budget, it’s really worth it to set up a sales campaign that includes a lead generator, landing pages, and a really solid email nurture campaign that gets people to take action (more on that later).
This sales campaign can start with a Facebook ad. Now, just because Facebook ads cost money, they don’t necessarily have to cost you tons of money. You can start small, even as low as $10/day, to test and find your audiences to target in campaigns.
Once you figure out which audiences are effective for your ads, you can scale your ads up and (hopefully), get the return on your investment.
I do want to be clear here, however. There’s no guarantee that your Facebook advertising will be successful. Just like anything else, you need to take some time to learn about it, build a strategy, and implement it with intentionality.
It’s worked for me and my clients, and I do believe that it can work for you, too. As I mentioned before, the most effective way to run Facebook ads is through a sales campaign, which includes an email nurture sequence.
So…let’s get into that.
Strategy #6: Implement Email Nurture Campaigns
If you don’t have an email nurture campaign, it’s time to jump on the bandwagon.
Email nurture campaigns are nothing new in the world of marketing and client acquisition strategies.
You know why?
Because they’re super effective!
However, just like everything else, there’s an art to creating a highly-effective email nurture campaign that makes your potential clients want to get your emails when you send them, and it starts with your strategy.
Your email nurture campaigns shouldn’t be all about selling, selling, selling. If you do that, it’s probably going to have the opposite effect. Your potential customers are going to feel overwhelmed by you.
They’re not going to be able to build the trust they need. And they’re going to feel like you’re being way too pushy or sales-y.
Luckily, there is a technique to sell without being sales-y.
Once you learn how to do it, you can apply the technique to your sales calls, email nurture campaigns, social media engagements, and everything in between.
Unfortunately, I don’t have enough space on this blog to write it all out (but if you’re interested, check out my EvolveU Global Masterclass.
I’ll also share my favorite software platforms to help you take the guesswork out of finding the right automation software. After using over 40+ different software platforms for my business and my clients, I have put together my favorites to save you the hassle of knowing which one to choose, plus the time and money you’d waste if you accidentally choose the wrong one.
For now, I’ll tell you three of the biggest components that your email nurture campaign should include if you want it to get you more clients.
- It should position you as a generous brand…AKA, return to Strategy #1: Provide Free Content!
- It should tease out your customer’s problem and emphasize how you can solve it.
- Use the power of storytelling in your emails to make the emails about your customers, not about you.
If you can do this effectively, clearly, and concisely, you’ll be shocked at how many clients your email nurture campaigns can get you.
Voila! Are you ready for more clients?
I hope you’re nodding your head YES, because I’ve just given you four absolutely free and two low-cost client acquisition strategies that are super effective when implemented correctly.
Now I know, I know…the trick here is to implement them correctly.
And that’s not easy.
That’s why I’d like to offer you my expertise and guidance…click here to read more about how you can get it. (insert link)
Otherwise, don’t forget to join my Facebook group, Marketing That Produces Results Facebook Group, so you can keep me updated on how these strategies are working for you.
My team and I are super active in the group, so we’re also there to answer questions if you have any.
Hope to see you there!
And GOOD LUCK crushing it with your new strategies!