In this post, I share tips for developing a relationship with your clients so you can turn them into repeat clients. I go over how important it is to be your authentic self in your business, and how being yourself will attract ideal clients who are not only right for you, but want to work with you long term. I also share how you can get repeat clients in your business, so you can scale to million-dollar years. These are the strategies I use in my own businesses to attract clients and create amazing client referrals.
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Having clarity in your business helps to attract clients
Clarity is one of the most important things you need if you want to attract clients to your business. When you have clarity, it means you know exactly what to say, who to say it to, who you want to work with, and why they should hire you. Having clarity gives you direction.
Clarity is accessed when you know exactly what you desire to offer. Whenever I sit down to work with a client, we often spend our first conversation or two on what it is they feel the MOST EXCITED about. If you feel a strong nagging or desire to bring a product or service forward, this is your “green light” that it’s time to take some next steps!
Once you’ve honed in on this desire to bring something forward, and you have clarity about what it is and how it serves others, THEN you can take the necessary action steps to get your offer out in front of people by being intentional with what you say. This often entails being more visible, describing your offer to others, and confidently showing the benefits of your offer.
When clients see that you have clarity about what it is you do and what you offer, they start to rely on you as their “go-to person” or company that fulfills a specific need they have. Think of some of your favorite companies or business owners that you go back to time and time again… are they clear about what they offer? I’m betting the ones that come to mind the fastest are VERY CLEAR about what they do.
Listening to what your client’s need keeps them coming back for more
One of the easiest ways to attract repeat clients is to truly LISTEN on a higher level with them. If you pay attention to what they are saying, they will practically give you a list of new products and services you could create to serve their needs. I’m NOT saying to go right ahead and start creating ALL those products and services, but definitely consider them for future development.
If you feel passionate and excited about serving your clients, listening to their needs is a great way of hearing what you could potentially offer as a new product or service to help them with their challenges. When you are fulfilling your client’s needs on deeper levels, it keeps them coming back to you because they feel understood and heard.
Related: Are you trying to start a coaching business, but you get overwhelmed with all the things there is to do? I created a checklist that I keep nearby to help me focus on the most important things to do daily. You can get the checklist here!
How to relate better to your clients so they become fans
As mentioned earlier, listening is a great way to be relatable to your clients. One of the greatest challenges you may have as a business owner is when a client questions something you are offering AND YOU IMMEDIATELY GO INTO THE DEFENSIVE AND OFFER UP EXPLANATIONS. This reactionary response makes you appear unrelatable, and it can damage your business relationship pretty fast.
Being relatable not only entails you offering something that is relevant, but it also means you are sympathetic to what your client is saying. If you are in your own “story,” or even worse, creating a story or taking things personally, then you are going to lose the relationship and lose the client. When and if this starts to happen for you, try your best to stop talking and let the client explain what they are experiencing fully. Then simply ask a question that helps you understand them even more. I call this “open relating.” You’ll know when you’ve achieved these higher levels of relating and communicating when your client starts to relax and open up to you even more.
Open relating means you are showing up from a higher place of service rather than being trapped in your ego. When you are able to show up this way in your business and life, it indicates you are stepping more into your leadership.
If you want success in your life, relationships, and business, practice shifting out of your ego and reacting (taking things personally) and always thinking it’s about you. Instead realize it’s about them, YOUR CLIENT. They NEED to ask you questions, and you NEED to be present and calm with them so you can be fully engaged. This makes your clients see you as more receptive, and they will be more likely to come to you again and again for services and products.
Show your clients how to use your products or services so they have success
I found that telling my clients was sometimes not enough to get them to understand the benefits I what I was offering. If you can somehow demonstrate what you do or what your product or service does, you will have a greater chance of helping them connect the dots as to WHY they need what you have to offer. With this being said, you want to make sure you have clarity about what you offer, and you focus on showing the RIGHT people. Be intentional about who you approach and show only the people you are most excited about working with. Also approach things from a positive, receptive place where you are listening. This creates a breeding ground for potential clients to open up and tell you what they are really wanting and needing. If you provide this openness, you will create more opportunities for the right people to find you or work with you. THEN you can decide whether you are a match for each other or not (with INTENTION).
There are many ways you can show or demonstrate what you offer or do for your clients. You can do lives on Instagram and Facebook. You can create a webinar. One of my favorite ways is to create guides that I give away for free from my website. Having your own blog or website with freebies allows your clients to get a taste of what it’s like to work with you. If they find your material helpful or connect with it, then they will reach out for extra support. This is where you can lead them to try out coaching with you or to use one of your programs or offers to lead them through a shift or transformation.
If you are interested in creating a blog of your own, check out this free tutorial that will help you start a blog of your own. It walks you through getting a self hosted site. I’m currently using Bluehost and they are offering self hosted sites for around 3.95 per month (this low price is only through my link). When you sign up through my Bluehost link you will also get a free domain name (you get to pick a name for your site!). Getting your own self hosted site means you own the site (no one can ever take it down or take it away from you). If you have been wanting to make money online with a blog or website, this is the first step. In a year from now, you will be so glad you started this for yourself! The sooner you get going the better!
Being top of mind to your clients
Show up in the places where your ideal clients hang out and show up repeatedly. Celebrate your business and life on social media and share photos of you in your element. Let people know that what you are offering now is something that not only brings you joy but can help them as well. Check-in with your potential clients by asking if they have any questions or need help with next steps. And when someone does become a client, reach out and check-up on them. Even if all you do is bring them a smile for the day, that’s enough to make them want to become a repeat client.
When I owned my balloon and helium business, we ran a weekly route and checked up on our business clients to make sure they had the supplies they needed. Sometimes they needed more and sometimes they were fine, but many of our repeat clients loved that we showed up with a smile and positive attitude. In fact, if we skipped a week and didn’t check on them, we’d sometimes receive a playful phone call that they were missing our jokes for the week! This is the kind of relationship you want to create- one where your clients can’t wait to connect with you (and possibly buy from you) again!
If you think of bigger businesses that you have come to love and depend upon, ask yourself why it is they have stayed with you in your mind. You’ll start to see that the ones you like working with the most are the ones that make you feel good, make your life easier, and fulfill a direct need.
When your clients start remembering you as their go-to person, they also start referring you to others
When you have demonstrated to your repeat clients that you are their “go-to person” (because of what you do and how you do it), then your clients will not only start to rely on you as they progress through their journey, but they will also start referring you to others in their circle.
There are many ways to prove yourself as the go-to person to your clients. When you show up consistently and share knowledge or resources, this shows your clients that you are committed to helping them succeed. I make sure to continue to learn and grow so that I can be a wealth of information and help my clients grow as well! This shows I have a passion for what I do, and I’m excited about sharing it so it can benefit others.
Staying approachable and visible are probably the two most important things you can do to become the go-to person in your client’s eyes. If they know they can come to you to ask a question and you make that easy for them, they will feel more comfortable with reaching out to you time and again.
How do repeat clients translate into million dollar years in your business?
Once you have proven yourself to enough clients, and they have come to love and depend on you, you have tapped into what I call “The compound effect.” With the compounding effect, it’s easier to attain million-dollar years in your business than you might think!
How The Compounding Effect works:
As your original clients continue to work with you and have success, they are going to mention you and refer you to their friends and family, and business colleagues. This referral creates immediate trust because you won’t have to do much convincing to get them to hire you. At this point, sales become easier and faster, hence creating a compounding effect. Compounding simply means you have a base of clients, and those clients are all working in your favor as fans, and because they talk up about you, it magnifies your visibility exponentially!
The reason why most entrepreneurs give up in the first year or two of business is that they don’t see the growth they are expecting. They aren’t seeing the growth in clients, and therefore they aren’t seeing the growth in income. What they don’t realize is the first year is really only about repeatedly introducing your products and services to potential clients. This might feel redundant and boring at first, but you MUST BECOME VISIBLE and APPROACHABLE. Once this happens, a handful of your clients will become your biggest fans, and it starts the compounding effect. These fans become repeat clients because they have fallen in love with your offers and because they have had success. Others will start to notice a positive change in your clients and ask what they are using, or your clients JUST START RAVING ABOUT YOU. Either way, the snowball effect of compounding begins as more and more people share about you and your offer.
With compounding, it becomes easier to attain million-dollar years because you have raving clients working in your favor. The key is to think about how you can create offers to help your clients through their entire journey or to help them continue growing. This business strategy ensures that you have a continuous flow of happy clients who love working with you AND bring you more business.
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Let us know in the comments if this post and video resonated with you! Feel free to ask questions and let us know where you are in your business journey!
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