The Fierce Business Babe Podcast Ep 321: Fill Your Client Roster
Today, I am diving into everything you need to know about adding more clients into your business. We are going to chat about prepping your audience for your offer and shifts to help boost your client roster. I’ll also be sharing some tips and tricks you can use to help sign more clients this week.
Fill Your Client Roster
BY: MELISSA LIN
Welcome back to another episode of The Fierce Business Babe Podcast. I'm so excited because today's topic is all about signing more clients, sales, and growing your business. I love this topic because it helps you grow and it also helps you help more people create that bigger impact. Whether you are a coach wanting to fill your private coaching spots, your group program spots, a service-based business wanting to sell more of your done-for-you packages, retainer spots, spots for your digital course, whatever it may be, this episode is going to be helpful if you're wanting to fill more of your client roster. We're going to get into how to really prep your audience for your offer, ways to sell your offer this week, shifts to make in business, and so much more.
Preparing Your Audience
Today is all about a topic that my audience always asks for. They love hearing about this and always want the biggest tips and tricks around how to fill up your client roster. A week or so ago I shared about how anytime I do open spots in my private coaching container I fill them almost immediately. My audience is always wondering how I'm able to do that, so that's exactly what we're going to dive into today. I’ll be sharing my biggest tips and tricks to fill your own coaching roster. Everything I’m going to share with you in this episode can also be used for group programs or courses as well, it's not just for private coaching
The first thing we get to do is create your program or your offer. If you don't already have an offer created, this is exactly what I help my clients with inside of my program The Fierce Business Academy. We help you craft your first signature offer and launch it to the online world. As long as you have your offer created, you can start filling your client spots, and I'm going to give you a few ideas around how to do that today.
So, the first thing you want to do after you've got your offer created is, of course, selling. You get to prepare your audience so that they know it's coming. They need to hear about it anywhere from seven to ten times before they're even truly aware of it. For example, when I was younger I was one of the kids that was always at Barnes & Noble at midnight the night the new Harry Potter books would come out. The only way I was able to do that was because I was aware that it was happening. Whoever was supporting the marketing for the Harry Potter books back then was very good at their job and prepped the entire world by telling all of the kids like me, “Hey, make sure that your parents drop you off at the bookstore at midnight on this date to get the new Harry Potter book.” They were preparing their customers well before the product even dropped, and you get to do the same. You want to prep your audience so that they know it's coming. Even before your offer is ready to go, start talking about it, start to create awareness.
People need to hear about your offer at least seven to ten times before they’re ready to jump in, if not more. You can do this by sharing in your content, your Instagram stories, or your reels. Start showing the behind the scenes of you creating your offer. That is a way to tease and let your audience know what's coming. This also helps get them excited. The more excited you are about it, the more excited they're going to be about it. If you aren't excited about it, they will not be excited about it. Showing behind the scenes hits a few different things with one stone, right? You're able to start working on your offer and also show behind the scenes to get everybody expected.
As you're getting ready to open doors to your offer, make sure that the content you're sharing on social media makes sense and is the same theme as the topics that you're going to be teaching in that offer. For example, if you are a business coach about to launch a course around mindset, it wouldn't make too much sense to be adding value about launch strategy. If you were going to be launching a course around mindset, your content and social media should probably also be around mindset. You could be sharing why mindset is so impactful, tips and tricks around mindset shifts, and how mindset shifts can quantum leap you and your business. We are currently enrolling in my program The Six-Figure Fierce Business Mastermind, and in this mastermind, we help coaches and service-based business owners grow their businesses to consistent $10K months and reach six figures in their businesses. We are very intentional about the content we share on social media, we want to make sure it directly relates to what we're selling. Currently we're talking about topics that really relate to stepping outside of your comfort zone, how to serve more people, and how to move from one-to-one to one-to-many. We talk about these topics in our content because it relates to what they would learn and what they need to grow to $10K months in their business. Always create topics around the themes of the offer that you're going to be selling, that's another way of prepping your audience and letting them know what is coming.
Speaking to Your Ideal Clients
Your language also gets to match, your messaging to your ideal client gets to match. Speak to your ideal client for this offer that you're wanting to sell. What is on his or her mind on a Friday evening? What is keeping them up at night? Why do they need this program of yours? Feel free to use whatever season it is currently for you. For example, it’s the beginning of January, it's a great time to really kick off the new year with a mentor, somebody by your side. So, why do they need the program now? Since we were already talking about my program The Six-Figure Fierce Business Mastermind, I'll use that as an example. Somebody that would be a great fit for that is someone that has started seeing some success with their business and they're ready to grow to $10K months. Maybe they wake up every morning and have a morning routine, but then once they get into their workdays they are hustling and grinding and spending 10 hours a day trying to get everything done in their business on their own. If this sounds like you, you wake up at 7 in the morning, do your morning routine, you write your caption for the day to post on Instagram, you start to scramble and put together an email for your list, then you get into Voxer to support your clients. By the time lunch rolls around you are on Instagram DMing potential clients and following up with people, and it just goes on and on and on. You also have to keep up with the daily tasks, but you have no idea when you're going to fit in the time to actually work on the systems, the process, the hiring, the automation, funnels, and all of the things that you know you really need to scale. That's where they're at right now. I am speaking to the woman who is wanting to scale to $10K months. She is most likely going through some, if not all, of those in her day-to-day life right now.
Speak to where they want to go. For example, that woman who wants to scale to $10K/month wants to be able to wake up, have her morning routine, and only really need to worry about supporting her clients and maybe spending a few hours a day working because they have a team helping them and systems doing everything else in their business. They can finally take that dream vacation and not worry about any missed time from business. They've got systems in place to bring clients in. They're waking up with payments overnight. That is where my ideal clients for my Six-Figure Fierce Business Mastermind are wanting to get to. That's where we help them get to by the end of the six months together. Speak to what they're going through now and where they want to go next. Share your story if you were at one time experiencing something similar. Relate and connect to your audience.
Tips for Selling Today
Now I want to get into some different ways that you can actually start selling some of your spots to your audience this week, as in today. Yes, you can start doing this right after you finish this podcast episode. One thing that you can do is upsell some of your current clients. Maybe you have some clients in a course that is more of a prerequisite to whatever you're selling next. Maybe you have clients in a group coaching program that you're ready to upsell. If somebody has bought from you before, it is likely they will buy from you again. If you don't have any other offers in your business yet, I want you to start to think about what your next offer could be. Where could it fit into your customer journey down the road? Maybe you've worked with free clients in the past; you can also upsell them.
Anytime I create an offer in my business I always have something ready for that client next. When one of my clients graduates from The Fierce Business Academy, which is where we help them start their business and start sending clients, the next up for them is my Six-Figure Fierce Business Mastermind where we help them scale to $10K a month. I always want something next for them, so naturally that's my next Mastermind called Fiercely Scale. It is very hands-on. Clients get private Voxer support with me, group Mastermind, and team support from my own team. We help clients in this program scale to multiple six figures in their business. I always have the next step for them, and that's what I want you to start to think about. What is next for your client? That can help you start to create and expand your product suite. Go upsell somebody that you've worked with before, it is very likely that they will buy again. It is so much easier to re-sign past or current clients than it is to find a new customer.
The next thing that you can do if you have time in your schedule is offer some intensives with your audience. I do this from time to time. We recently helped one of our clients create this in her business as what I like to call a secret menu item. What she did was she offered a 60-minute intensive for $97 and after the intensive she upsold more than half of them into her private coaching package for $3,000. This is definitely something you do. It doesn't necessarily need to be a one off call. My intenses usually include a one off call plus a week or two of Voxer support for a bit of a higher ticket. Then we usually let those clients utilize part of that tuition towards an upgrade. We also allow any current clients to use part of their tuition as an upgrade into the next level as well. If you have time, I definitely recommend it. It gives your audience a little taste of what it is like working with you and then they'll easily want to hop in. Once they buy from you, it's very likely they will buy again.
Another thing that you can do is send out some private invitations to your warm and hot leads on your tracker list. Send them a private invitation into your program before you open it to the public. We have done this many, many times in the past. You can also create urgency today or this week for whatever offer you're wanting to fill. Create urgency, let people know why right now is the time to hop into your container, not next week, not next month, not next year– right now. The reason I highly recommend creating some type of urgency is because people feel safe with money. If you give your audience forever to purchase, there's no urgency. If you give them forever to buy, they will take forever to buy. Urgency is added so that you can help them make a decision. It speeds up the decision-making process. It doesn't matter if it's a yes or no, we just want to help them make a decision. You can create urgency with capacity. Maybe it's a time limit. Maybe you have pop-up bonuses. There is lots you can do to create urgency. Something that I shared in last week's podcast episode was that one of my non-negotiables in my business is to sell every single day. If you haven't sold yet in your business today, I challenge you to go and sell in your business right after this episode.
Every single day we are selling. We want to create opportunities every single day for people to buy from us and work with us, and I stand by that. I can tell you that if you are not selling, you will not sign clients. Selling is a must, it is necessary. You cannot sign clients unless you are selling. People do not know about your offers or how to work with you if you were not selling and sharing your offer. Something I want to add is that you can do it in a way that feels so good to you and that also has strategy behind it.
We talked about quite a few different things today. We talked about how to prep your audience and let them know what is coming and how to create that theme with your content and what you're selling so that it makes sense to your audience. We also went into quite a few different examples of things you can do starting today in terms of filling more spots for your current offer. I want to leave you with an action item. I already challenged you to go sell today, so if you haven't done that go do. Your action item for today is to go through your current offer and take a look at the structure and the deliverables and determine what your capacity for that offer is. Start prepping your audience, start serving, and start selling. Let me know once you've done it, I would love to hear about it. Send me a message on Instagram. I promise, I don't bite. My handle is the_melissalin and I cannot wait to hear all about it. We are already getting ready for next week's episode and I cannot wait to share it with you. We will see you next week in another brand new episode of The Fierce Business Babe Podcast bright and early next Monday morning.