I hear over and over again from new clients how they are frustrated that they aren’t getting more clients. They complain, they’re disappointed, annoyed, angry and often are lacking confidence.
Here’s one of the BIG marketing reasons why they aren’t getting more clients.
Does this sound familiar?
Think of your client list as a “bell curve”. Only about 10% of your list is actively out looking for someone to help them with the problem you solve. About 10% do not plan on spending any money to get their problem solved (often, they don’t even realize how big a problem them have). That leaves 80% of your list. These are the people who know it’s a problem, would like a solution but are not taking any real action to solve it.
The top 10% moves quickly to make a decision. They know what they want and they know the changes they want to make. Entrepreneuers often focus all of their marketing efforts on these people (as they’re the ones ready to invest) but the problem is everyone else is focusing on them, too. The other problem is that this is a very small segment of your list.
Maybe, you’re spending too much time and energy on the “tire kickers”. These are the people who like the “freebies” but don’t really have any intention of investing in themselves. This bottom 10% will often sign up for your free calls and accept your free offers. They’re nice and friendly but they have no intention of spending money. Sometimes, it’s because they don’t have the money to invest and sometimes it’s because they don’t think that what you offer is of value.
A lot of entrepreneurs get stuck focused on marketing to this group because they are so friendly and happy to accept your “free stuff”. There are a lot of mindset reasons why entrepreneurs get stuck in this area, but that’s a subject for another article.
The middle 80% is in the undecided mode. They have lots going on in their lives. They really and truly need your help but they don’t know it yet. This is where the gold is. This is where to spend your time marketing. Cultivate them. Let them get to “know, life and trust you”.
Let them know that you understand their pain and the outcome they will get ONLY by working with you. Not only will you get more clients, but this is also where you’ll get lots of raving fans!!!
—-
Have you checked out my latest video where I share with you how to have rapid success in your business? Click here to watch it: http://katebeeders.com/rcsscall2013
