4 Step Checklist for Getting & Converting More Clients

December 16, 2014 , 24 Comments

Tell me if this sounds familiar: you’ve handed out your business cards, you’ve talked to many people about your new business and everyone seems really enthusiastic and interested… but you aren’t getting customers and clients.

It seems like you’re making all the right moves and you’re trying your best to get the word out about your business, but the results are discouraging to say the least. What should you do in a case like this?

A reader contacted me with a question about this and here’s my 4-step strategy that you can apply to your business to bring in more customers and clients, starting right now:

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In the video, you’ll discover:

  • The one way in which being charismatic and friendly can actually hinder your business (and the way to fix it).
  • Why you should “reverse the dynamic” between your business and prospective customers (if you’ve been cold calling, handing out business cards and shaking many hands, you need to do this).
  • The overlooked systems in your business (if you don’t run these systems, they will run you).
  • The big stumbling block of trying to make your offer more appealing (and why it actually makes your offer boring, instead).

Check out this post for more about step number 4 of this system: Your Offer Isn’t Specific Enough!

I’d love to hear your thoughts and questions about today’s post, so go ahead and leave a comment below.

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About ​Shane Melaugh

I'm the founder of ActiveGrowth and Thrive Themes and over the last years, I've created and marketed a dozen different software, information and SaaS products. Apart from running my business, I spend most of my time reading, learning, developing skills and helping other people develop theirs. On ActiveGrowth, I want to help you become a better entrepreneur and product creator. Read more about my story here.

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  • Hi Shane
    Great tips especially the example and the point on picking a specific niche or market to pitch one services too.

    Look forward to coming back and learning more.

  • Tom McGaughan says:

    Excellent training Shane…You are right about the specificity and how the close is not exactly the most pleasant part of the business.
    It is why many people cannot wear the two or three hats it takes to be successful in their business…

    Words seem to just jump out at me…especially the ones that are misspelled.
    Guess I should be a proof reader…!! But isn’t the word refferals supposed to be spelled ‘referrals’….?
    Fire that copywriter…or spell checker…!!!

    • Thanks for your comment, Tom!

      Sorry about the typo… words unfortunately don’t jump out at me, so I’ll have to be more careful about this in the future.

  • Another Day to say: great Stuff Shane! All was you say is a Light in the Fog to bring clearness. Thanks! I mean, the biggest problem behind is the thinking about, i’m getting too little, there are too few buyers , and so one. It is a problem of not having enough. The same difference between the thought of a poor and a rich man. Funnily enough, here’s a quote fits ideally designed

    “Less is more! ”

    I htink if you search for a Niche like a Search for your unique Domain Name, and you find a little Niche in a Gerneric good Market, nowhere used it, you are good to go. I believe you get more pays as you “think”! ;-)


  • Shane,

    Good responses to an interesting question.

    Too many are uncomfortable with the power of specificity and the power of asking for the deal. Too many are looking for magical pills here, when there are few cures for these, save for a little work on the approach / deal structure and (lots of) practice of the delivery.


    PS: don’t worry about your spelling (no offense Tom). Do you remember the old joke about how spelling is almost optional as long as the first and last letters of every word are correct? It is carzy how pwoferul the hmunand mnid can be at tmies. Wehn we wnat to, we can mkae ssene of aytninhg…! :)

    • Haha, thank you Trevor! That’s a great example, although I hope my spelling won’t devolve that badly. :)

  • Hi Shane, you definitely put your finger right on a very common problem. I am Technical backend for a business coach and we just finished a 5-week class on this. The 2nd step our students take in this course is to identify their customer avatar. The person you love most to work with (and it needs to be a group that typically pays for the service or product you offer.) It is just another approach to niche marketing. Our students are proof that this works because every one that completes the training and homework is making more money by the time they finish the course

    • Hello Kitty,

      That’s great that your students are having success with this model. It’s true that building a customer avatar (when done right) is a way of narrowing in on a niche and beating that compulsion of trying to be everything to everyone.

      • Would love to hear your spin on creating a customer avatar! I have a network of VAs who would also love to hear it!

      • Hi Liz,

        Thanks for your comment! I’ll add this to my list of ideas for future blog posts. :)

    • Hi Olaf,

      Sounds interesting, but I don’t know enough about it. It does seem like the kind of thing that might become very commonplace in the near future.

  • 1. One good question I would suggest using to close the deal (tried and tested) is this;

    “What do you need to know, or what is it going to take, for you to go ahead right now?”

    NLP – Embeded command – “go ahead right now”

    Commitment – Whatever they say they need, get it sorted. They have made a commitment to buy, if you can get those things sorted. Sort them, and they are committed emotionally to buy.

    Once you’ve sorted that first thing, ask the same question again, then fix that… and so on.

    Any rewording on this will be better than not asking it, so use and re-use as you are happy to.
    “What needs to happen in order for you to buy right now?”
    “What do you need to do…
    “What do I need to show you…

    4. Getting specifics works. I built up a hands-free and very lucrative business by sub-niching the same product to different audiences. I had 1 generic site which sold the product as a general thing. Then I had multiple separate sites (which used the generic site’s shoppng basket!) which targeted to each sub-division of the general audience.

    The general, generic site sold terribly. Each of the sub-niche, specific-targeted sites sold like crazy.

    • Thank you for this comment, Duncan!

      I like the questions you suggest. They are also a good way of finding out your prospect’s objections, so you can start addressing them in your sales material.

      I love the example of selling the same product to different niches. It really shows how the marketing message can make all the difference between “I don’t want this” and “I need this right now!”

  • Can’t be reminded of this too often.

    • Yes, sometimes it’s good to get a reminder of something you already knew – but weren’t doing yet. Happens to me all the time. :)

  • Valuable, basic fundamentals. Thanks Shane. I just purchased your Content Builder plugin and I’m finding it extremely powerful. I cross clients from strengthening injuries to more ambitious fitness goals. Your tip on specific offers is something I must keep in mind. Do you have any plans to build a membership theme or plugin?

    • Hello Rudy,

      We do have our eye on the membership market, but we aren’t ready to make a move yet. Too many other projects we need to do first. :)

      We do have the Apprentice feature which works great in conjunction with membership products, though.

  • Shane, if we don’t ask for the business, we won’t close the sale. In my years of being a commissioned sales person, I notice that rarely does someone pull out their credit or debit card and you just close the sale right there with little effort. Most of the time people need to fully understand the offer before committing to the purchase.

    • Yes, that’s a good point. The same is true on a website and that’s the reason there’s so much talk about “call to action” in marketing and copywriting. If you don’t tell your visitors what to do next, they probably won’t do it.

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