Finding new clients who will buy is the number one frustration I hear from women entrepreneurs.
We all have such amazing work that we do – we can help other people solve problems they’re struggling with, and lead more successful and fulfilling lives on many different levels.
Why is it so hard for them to say “yes” to what we offer?
Not having enough clients and income causes stress, anxiety, and worry about paying our bills and meeting our future needs. And, we don’t live the lifestyle we crave and dreamed about when we started our businesses. Then, many times, women entrepreneurs secretly wonder if they can really make this “business thing” work.
Following are some of the reasons why you may not have all the clients you desire, and ideas about how you can get your “marketing mojo” back, and get more clients flowing to you.
In the check list below, circle “Yes” if you’ve got each reason handled, or “No” if this is a gap in your client-getting activities:
The 10 Reasons
1. Marketing to a “too general” market niche.
Your marketing speaks or relates to no one. The people reading your marketing communications don’t feel you’re speaking directly to them or their problems.
2. Marketing to a niche that is not viable.
Your chosen market has no money to spend. For example, you’re a career coach for unemployed individuals. Even though your service is needed, and will help your market find employment, they don’t have the money to invest in your services.
3. Your ideal clients are unsure why you are the best person to solve their problems.
There is no evidence, testimonials or endorsements of how you have helped other people achieve similar results they’re seeking.
4. Inconsistent or not enough time invested doing marketing and selling activities.
This is a BIG problem. You need to market everyday using a variety of online and offline activities to build your visibility in your market.
5. Your offers don’t solve an urgent, daily problem.
The problem you solve has to be a “big stone in their shoe”. If it’s only an occasional problem, they won’t be motivated to invest any money to solve the problem.
6. Message is not clearly stating the value / impact / results / benefits or answering the question your market is asking, “WIIFM?”
No Results-Based Language = No Sales. Your clients logically evaluate the value of your offer by comparing the investment/cost to what they’ll get – the ROI (return-on-investment) – and ask “What’s in it for me?” Much of this analysis is done subconsciously.
7. Your message is “plain vanilla” and not energizing to your market.
Your message doesn’t capture their attention, they’ve “seen it before”, it is not compelling, and there is no pain or pleasure clearly stated.
8. Your trying to sell something to your market they don’t have a history of investing in.
This is called “selling upstream”. If you are trying to sell something to a market that you have to educate them why they need your solution, this is a losing battle unless you have the financial resources of a Fortune 100 company.
9. Your fees are too low.
Fees that are too low seem “too good to be true”, potential clients think the service or product mustn’t be “that good or worth it”, and this fosters mistrust. It is better to charge what you and your products and services are worth in terms of ROI (return-on-investment) for your potential clients.
10. You’re not making offers or invitations for people to buy - you’re not “asking for the business”.
Many women entrepreneurs are afraid to “ask for the business” or ask for the sale. No one will buy unless you make an invitation, which means getting over any fear or dislike of selling.
From the check list you completed, for all the statements where you checked “No”, these are areas where you can focus on improving the marketing and client attracting activities in your business.
This is not an all-inclusive list of problem areas in marketing, but it is a great start! To help you shorten the time it takes to get clients, consider working with a mentor who has experience marketing and achieving the results you want to get. By doing so, you’ll be that much closer to getting the clients and earning the income you deserve!
Let me know how this check list helped you by posting your comments below.
To get your “Marketing Mojo” back on track, join me for my Fiery, Feminine & Free Virtual Sisterhood, a 5-week course designed to lay a strong foundation for getting clients, charging the fees you deserve, and achieving your vision and desired lifestyle. Click here to register.