Your Biz RULES | Dallas Small Business Coaching to Grow Your Business
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These Clients Are Overjoyed To Pay You Summary: No matter your industry, no matter whether you’re a service based entrepreneur, a provider of web content, a purveyor of goods, an author or a coach… Every business owner I know would agree with this common similarity all “perfect clients” share. Their customers are delighted – overjoyed, even – to whip out their ... Read More
Why every service business is on a quest to get more clients
Coaching From the Carpool
#yourbizrules #marketing #entrepreneurway
Hi, have you noticed that there are a couple of holy grails out there in business. I thought I talked a little bit of this, earlier about what we searched for that’s holy grail. You know, that you, maybe it’s your, the best chicken and waffles, maybe it’s about sunset, maybe it’s the best steak, the best hamburger, you know, the holy grail, the, the epitome of something. I thought about this today as we talk about small businesses and especially small service based businesses because the holy grail is to get more clients, right?
Why is getting MORE clients the quest that small businesses go on?
Now I will say a couple things. First of all, you need clients. I’m not saying you don’t need clients. What I’m saying is, is if you always are on this holy grail kind of quest for clients, there’s probably some other things going on in your business that you’re not aware of.
And that’s what I want to talk about. We’re gearing up or probably be doing a workshop in June, July, that’s all on getting more clients and not just getting more clients, people getting great clients that people you love to work with and people who love to work with you. In this workship we’re going to be talking to, leading up to that workshop about all the different pieces and parts that really go into carefully crafting and attracting great clients.
Are you ready to make that switch?
Most people say I need to get more clients. Well it’s not about getting more clients, it’s about attracting great clients and there’s a different energy that comes along with that. Today if we just talk about why this is a question I thought I always start off with, I always love going back to the dictionary and probably one of the only people that has a dictionary.com as a bookmark on their web browser.
I wanted to look up quest and here’s the definition of quest.
A long or arduous search for something.
Wow, that sounds like a whole heck of a lot of work for not getting what it is you’re looking for, and I think that’s why people focus on getting more clients because they’re not getting what they’re looking for because they’re looking for the wrong thing.
If you look about this and if you’re always on this quest for more and more and more and better, better and better, and while you should be improving, and you should have a client funnel, you shouldn’t need a ton of clients. You shouldn’t need for everybody in the world to be your client in order to be profitable, in order to meet your financial goals, in order to be growing, and so if look at probably why, if you’re on that never-ending quest for clients like that’s always number one priority in the book.
There’s probably a couple of things going on.
1.The first is that you do not have a system.
You do not have a system that produces clients, great clients reliably, predictably, right? Yes. Clients should be one of your primary focuses, but if you’re growing through your business and you’re taking your business through those stages of growth, eventually clients isn’t the primary focus. That’s that startup focus to have, but when you get into building leverage and you get into expanding in a business, it’s not the primary focus anymore because you can count on the fact that your business has created a system and engine that generates clients so that you can work on more leveraged things in your business. And the second thing, oh, I love this. I have my notes down here, which is why I was looking at this. Think of it this way.
Are you a hunter mode for clients? Like you’re always having to go out and find clients and if you don’t find clients you don’t eat as that kind of hunter mindset, right? Whatever you want to eat, you better go find out and get and if you don’t get it, then you don’t have any food. I think of that is as being one of those mindsets. It’s always about getting more clients versus being a cultivator and a harvester. So meaning that you have plenty, right?
You’re able to get the critical mass that you want to be able to serve people as deeply as you want to write, but there’s a different energy in between those two. Those two ways of looking at it. So I’d rather get you out of this hunter see food, kill food, eat food kind of mode and get you into a cultivator and harvester that you’re actually getting clients not just today but tomorrow and the next month and the next year you can have a pipeline, you can see your pipeline that’s even more exciting.
If all you’re ever worried about getting more clients who don’t have a system to generate clients, you haven’t perfected the process to be able to do that or as my Canadian fence would say, ‘process’, be able to do that.
2.The second part is, and this is really one of these areas that makes business hard, is your business isn’t set up to generate repeat purchases from clients within a given time period, generally a year.
That they buy from you, not just once, but again, and again. Look, marketing is expensive; marketing, it can be time consuming and budget consuming and it is one of those things that take time. By the time somebody comes into your business, are you leaving money on the table because of how you’ve set up your business, how you deliver your product, how you ask for the next sale?
This, if your clients are not buying from you more than once in a given year, you’ve been a very hard business model because you’re always having to find new, always having to find new. And there’s ways to fix that, to still have happy clients, to still get paid for the value that you provide, but actually promote more of a long-term relationship with their clients. Not a one and done right?
That, that’s just, that’s just hard. Hard.
So if you’re in a one and done, people don’t buy from you again because they don’t need to buy from you again or you haven’t offered them the next option, then you’re probably always in that trap.
3.The third part that usually tells me if there’s a primary focus and get more clients, that harsh focus, right, is that you’re probably trading time for money meaning that you’re charging hourly or you’re charging at a rate that’s so low that you have to produce at a high volume in order to be profitable in order to, to make some money.
And let’s face it, guys, why else are you in business, if not to generate a profit and an income for yourself, it’s OK. That’s what business is!
If you think about that, if you’re coming into this one, chances are you’re not charging for the value. You’re charging from time.
And I don’t know if you’ve figured this out yet, but you can’t work any harder. You can’t work more.
That’s one of the cruxes about service-based businesses and how people get things wrong is when they are sitting there and they’re busy bees, I mean, they are cranking it and they’re going and they’re working long hours and they’re giving it at all and they’re doing really great work and their bank account doesn’t show it. That’s hard. That’s why you always need more clients, get more clients, get to get more clients, got to get more clients.
I mean, it just has a negative energy. and that gets soul wearing guys a really does get so wearing, and can help, can cause you to lose your motivation and your drive to be able to do the work that you do. I hope, you know, if that’s your case, if you’re, if you’re always thinking about get got to get more clients gotta, get gotta get. I want you to really think about why it is that you need more clients.
Do you need to just be generating clients more consistently?
Do you need a better system?
Do you need to have a product funnel so that you know what to offer to people so that you’re not leaving money on the table?
Which means that you’re getting back your return on investment from marketing, these are all hallmarks, every really good service based business, and when that set up to be able to grow, If you’ve got one of those problems, let me know.
Shoot me a message, a happy to chat with you or have one of our team members chat with you to see if we can help you grow your business and really get things back on the right track so that you can choose who you work with. They don’t have to choose you. That’s kind of the fun part, right? It’s getting to work with great people to do great work.
So that’s it for today guys. I hope you’re having a profitable week. This has been Leslie Hasler or coaching from the Carpool and there’s always, you can find me over your biz rules for Your Business Rules Business coaching. Thanks so much and we’ll see you next time.
I received an interesting question today. It’s a pretty simple question. It’s Tuesday and I don’t know about you, but my week makes it feel like today’s Thursday. And that’s really, I guess the good thing when you’re busy, when things go by fast. But, today’s question was posed to me and it’s really simple.
What is the difference between a business coach and a business class?
Well, there’s actually quite a bit of difference and I’ll start off with– it depends on the class you’re taking. A lot of times they’re very informative, right?
Most of the things you do from an educational standpoint is going to improve your business. However, I find that you’d have different cycles of need for education. You’ll start off needing business fundamentals. Then, we move into mind-set and leadership and lastly, management. So as you go through your cycles on your entrepreneurship journey, know that it will be different.
The first difference between a business class and a business coach, is what I would call the know-do gap.
You might have heard me speak about this a few times. Well, let me back up and give you this as an example. Have you ever gone to a conference? You’ve gotten tons of great ideas, lots of motivation and inspiration and come Monday morning, nothing happens. Nothing happens. That’s the know-do gap.
On one side, you have what you know and most business owners know a lot. It’s actually a very dangerous thing to know too much. This then is why we’ve got to let some of that knowledge go because knowledge keeps us from actually doing the action part of being successful in business. There’s the gap and a lot of times people just never make it over the gap.
You can actually know less, but do more and be more successful than knowing more and doing less.
There’s an interesting path I see people take. They learn, learn, learn, learn, learn, and understand that it’s not about learning. Most of my clients, by the time we’re working together with our smart people, I’m impressed with their brilliance, it is not about the knowledge.
It’s not about your capacity to learn. It’s about your capacity to implement and implement strategically.
This brings us to the second way that a business coach is different than a business class. A lot of times I teach classes, I run a mastermind, a small group of people, and I keep my small group mastermind small on purpose because I want to have depth of impact transformation within my client’s businesses. If I have 30 people in the room, I’m not going to be able to know each business individually or as deep as I can know, a group of 10.
This is one of the things my clients benefit from the mastermind especially being in that group. I can tell you strategically how whatever it is you’re working is an alignment with your goals, your values, and sometimes even more important, the knowledge or what you do, isn’t in alignment with your ideal client.
I’ve worked with people that have gotten all the education. But the education aspect wasn’t in alignment with one of those three characteristics. Either who they were, what they wanted from their business, their goals, the values, or their ideal client were not in alignment. The knowledge was out of alignment. What happened was nothing big. Goose Egg, OK, nothing, no success. So, those are really key and sometimes, you’re a little too close to it. I can be a little too close to my own business, right? When you’re a little too close to it, you can’t see that strategy that says, NO, this isn’t an alignment with that. Therefore, it’s less likely to work.
The ability to make sure that everything is in alignment gives a much higher probability of success.
Reason number three is this customization and individualization.
I don’t know if you’ve ever done strength finders. Actually, it’s so funny. I just didn’t even think about this earlier so far. The three big reasons that we’re talking about the difference between a business coach and a class actually happened to all do with my strengths, my strength finders. So, the last one I’m going to talk to you about is this ideal idea of individualization.
It is one thing I have seen to be the biggest disconnect for most people. If they’re taking a class, they don’t know how to make it theirs. They don’t know how to do the tweaks and they don’t know how to do it in such a way that makes sense for their product, their pricing, their clients and all of those types of things that are the customization that has to come. That is at least one of my skill sets–knowing how one customizes.
It can actually be put to use in a plumbing business, in a dentist business, in a web design for a photographer, for, you know, for fitness, for health and wellness, and all those different areas because they do have tweaks and they do have things that you need to make modifications for strategy to actually work in that environment.
So, that is the big three. Again, the big three are:
There’s a difference between learning and doing and the coach helps you do more.
The whole idea of being strategic and taking knowledge and implementing it strategically to reach your goals.
Making it work in real life.
How would say those are the big three differences between a business coach and a business class?
If you have more questions, no matter how big or small, let me know, shoot me a message or leave a comment here on coaching from the carpool. If you know somebody that should be watching, Coaching from the Carpool, please feel free to share this episode, tag them in it. However you’d like to share it. I’m all good with that. My name is Leslie Hassler. I’m the owner of Your Biz Rules Business Coaching. That’s it for today, guys. I hope you’re having a profitable week and if you’re looking for a coach, why don’t you reach out to us? We’ll see if it’s a good fit. If not, I’ll be happy to recommend you to somebody that would be a good fit. So, that’s it for today guys. Have a great one.