This Could Get You More Clients

Several weeks ago, I was shopping around for a music class to attend with Abby, my two year old. This is something I did with my older daughter when she was little, and we both loved it. I wanted to have that same special experience with my little one, and I wanted to carve out sacred time for Abby and I to spend together.

I posted to my local mother’s club’s Facebook group, and got some recommendations right away. I wrote to one of the music teachers, who came highly recommended, and she got back to me right away.

She offered for Abby and I to attend a class for free, so we could check it out and see how we liked it. After I shared Abby’s age, she recommended a specific class for us to visit. That time worked for my schedule, so it was easy for me to say “yes” to her invitation.

We went to the class and had a nice time, but before committing, I wanted to check out another option that was much less expensive. The following week, Abby and I attended another music class which was nice, but not nearly as engaging. Plus, the time and location weren’t as convenient for me.

Over the next few days, I was mulling over which class to take. Was the original, more expensive, class worth it?

A few days passed and I got busy with other things…

Then I received a lovely email from the original music teacher. She was following up to see if I wanted to sign up for the class. (She had actually emailed me a couple of times prior to that to follow-up, including the day we went to visit the class.)

Even though I decided it was a priority to take a music class, it was easy for other things to get in the way of me making a decision and signing up.

I was very appreciative of the music teacher’s emails. They weren’t pushy at all. She was just checking in and letting me know how much she’d love to have us in the class.

As a business owner herself, I admired that she took such initiative. She could have easily taken a more passive role and assumed that if I was interested I’d email her and let her know I wanted to sign up.

Here’s her last follow-up email to me…

“Hi again. I’m hoping that I’ll see you on Wednesday. Let me know what you’ve decided about the class.”

As you can see, her email was very friendly and short. You’ll notice that she asked me for a decision. Honestly, I was grateful that she helped me make a decision about something that was important to me.

I emailed her back right away and signed up for the class, and we’ve been loving it.

I share this story about shopping around for a children’s music class, because I believe there are some valuable lessons here that apply to your business.

Lesson #1: Remember the power of referrals

When people are looking for help from a professional (whether that’s a nutrition coach, personal trainer, plumber, or hair stylist), their first step is usually to ask for referrals. The more people who know you (and know exactly what you do) the better.

Don’t be shy about letting people know (friends, acquaintances, clients, past clients) that you have openings to take on new clients. This will keep you “top of mind” and they’ll be more likely to share your information.

Lesson #2: Make it easy to get them in the door

Offering a free initial consultation is a great way for prospective clients to get to know you and get a taste of what it would be like to work with you, before making a commitment. Make it easy for them to schedule the consultation by using an online scheduling system (such as TimeTrade).

Lesson #3: Don’t be afraid to follow-up more than once

In our busy lives, it’s all too easy for us to push things to the wayside – even when they’re important to us. Take an active role and follow-up with potential clients more than once. Your follow-up emails can (and should be) short – to make it easier for your potential clients to respond.

Lesson #4: Pricing isn’t the determining factor

I was talking to a client just yesterday about her concerns that her pricing is higher than her competition in her local area. While her concerns are valid, and it’s possible to price yourself too high for your market, know that your pricing is NOT the determining factor. If a potential client feels that you’re the right person to help them, they won’t care (or even know) that you’re charging more than your competition. And, in many cases, people will perceive, based on your higher pricing, that you are a more effective and knowledgeable coach.
Now I’d love to hear from you!
What is one thing you learned that could help you get more clients? Share your thoughts and questions below so I can support you.