So back to the 3-day conference held by Christine Kane for clients in her UpLevel Your Business, Gold Mastermind, and Platinum Coaching programs ---
The last element of the first day of coaching covered "How to Get Clients." ASL graduates and other lawyers: Pay Attention!
So, what are the mistakes we make?
- Your only strategy is HOPE.
- You drank the social media Kool-Aid.
- You think on-line marketing means never having to deal with actual people.
- "Hey, if I'm good, clients will just find me.
- The one-and-done approach.
- Think clearly and develop a marketing strategy.
- Then, implement the marketing strategy authentically and consistently.
- Build your business or practice by working one-on-one with clients, serve them very well, and then use them as referral sources.
- Use social media as one vehicle while you set up an easier and more complete strategy.
- Clear your mindset blocks around being seen and about relationship marketing.
- Own your value. UpLevel your pricing.
- Work on your worthiness issues.
- Learn and apply follow-through strategies.
Here are the books on referral and relationship marketing we've read over the last year in the coaching program:
- Tim Templeton, The Referral of a Lifetime: The Networking System that Produces Bottom-Line Results . . . Everyday! (2005).
- Gary Vaynerchuk, The Thank You Economy (2011).
- John Jantsch, The Referral Engine: Teaching Your Business to Market Itself (2012).
- Mari Smith, The New Relationship Marketing: How to Build a Large, Loyal, Profitable Network Using the Social Web (2011).
Christine Kane reminds us that finding ideal clients requires three important things:
- You need to know whom you serve.
- You need a source of clients.
- You need something valuable to offer.
In a prior post, I discussed identifying your ideal client -- whom you serve.
In my next post, I'll talk about the sources of clients.