March 24, 2020
Today we’re talking about ghosting! It’s scary. It’s annoying. And most entrepreneurs HATE it.
Here’s the deal, if clients aren’t responding to you, there’s a 95% chance IT’S YOUR FAULT. But the best part? WE’RE GONNA FIX THAT TODAY. Lindsey and Evie sit down and lay out 5 insanely practical tools and strategies you can implement TODAY to cut the shizzzz, speak DIRECTLY to that client, and close that sale.
There’s a NUMBER of reasons why you’re probably getting ghosted and NONE of them have to do with the client not liking your product or work. If you’re getting ghosted constantly, it’s more than likely your fault, not the clients.
Get laser specific on who you are, what your niche is, and who you want to work with. Know where you thrive and what makes you different. Make sure these things are EVERYWHERE. They need to be on your social media and on your website. Clients need to know exactly what their experience will look like working with you and you need to give them a reason to choose you over any other person.
Get so specific so that people are attracted to you because it’s YOU.
Often, as creative entrepreneurs we get stuck in the mindset thinking we are in an oversaturated industry where competition is fierce. When you solidify your brand and really hone in on who you are and reflect that to your audience, people will start booking you for YOU. You don’t have to think about being in competition with anyone else because you have solidified your brand so specifically to you, that you alone are the reason that someone books you. When you start showing this to people, that’s when the magic is going to happen.
We can feel pressure to have a ton of inquiries and have all of wanting to book. The reality is, the more you can brand yourself and niche down the better. This way, you are only getting inquiries from clients that are obsessed with you and want to work with you from the minute they send that inquiry form. That is where branding is going to filter out so many of the ghostings you are getting.
When you are trying to reach everyone, not everyone is going to want to book with you. The more you are able to clearly state exactly who you are, who you serve, and what it’s like to work with you, you will start getting way more pinpoint specific clients who are ready to work with you the minute their email pops up in your inbox.
Your marketing strategy should be for one person, not the masses. Once you’ve narrowed down EXACTLY who are and who you serve, whisper to THAT one person. No one else.
Once you have solidified your brand, start speaking to that ONE person and that one person only. Stop trying to please everyone. Stop trying to shout from the mountain tops for everyone to book you. You don’t want everyone to book you. You want that perfect fit for you. Begin to market to that one person so you can serve them above their wildest dreams.
Making that one person feel seen and known in their problems, fears, and struggles is when you are going to ignite that passion for them to want to work with you.
Focus on your words, what you post, SEO and hashtags, and hone in on that ONE person.
Put all the answers to any possible question a client may have right on your website, as well as social media and emails. This way, you are not wasting their time by having to answer questions in emails two, three, and four. By the time they inquire, they should be 99.9% certain you’re the person for them.
Have an FAQ page, about page, pricing and experience guide, etc that sets the tone vividly and answers ANY question they could POSSIBLY have.
Put yourself in the client’s shoes. What are they struggling with? What is the in way? What’s holding them back from their ultimate goal and how can you help them get there? Answer all of that before they even book.
After a client has inquired, answer them as fast as possible. Answer them within 24 hours at a BARE MINIMUM. Try for 3 hours or less if possible. Your clients are going to book someone they feel the first connection with. If they’re reaching out for quotes to different companies and YOU respond first, you’re more likely to make a connection first and win the sale. Show that you care, you’re a human, and you are going to be on top of your answers. We live in a world of instant gratification. People who are inquiring with you feel the same way. The faster you respond the more they are going to feel seen, known, and like they are going to be well taken care of throughout the entire process.
Make sure you have email templates, but be sure they are personalized and do NOT sound like a template. Email templates are your absolute friend! If you do use a template and it’s 10 paragraphs long, don’t send it 20 secs after the inquiry comes through!
The very first email you send to clients after they inquire IS SO VITAL. What you say in your first email can make or break a connection. It needs to set the tone, establish who you are, and make a connection with the client. Make it sound like a real person, and not a stuffy robot!
Speak your email templates out loud to a friend. If it doesn’t sound like something you wouldn’t say in real life, redo it.
For example, almost every single one of Lindsey’s clients tells her after she sends her initial email that they FEEL her energy through the computer screen and feel like they’re BFFS with her. THAT IS THE GOAL.
When you are so refreshing in a sea of “sameness”, that is going to make you stand out. That will make you not get ghosted.
Your emails should be repel and attract. Intentionally try to repel people. From your branding to your marketing to your email, try to attract the one person that you can serve the way they deserve to be served and repel everyone else.
Ghosting does not reflect on you as a business owner. If a client decides not to book you, goes in a different direction, or doesn’t even respond it does not make you less of a business owner or a success.
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WASSUP FRIENDS. We’re Evie + Lindsey, co-founders of this wild partayyy called The Heart University. Our goal is to empower entrepreneurs to kick freaking BUTT in their businesses, dive down into the heart of their why and how, and serve you with all possible tools you’ll need to up-level your business game and CRUSH those goals of yours.
Whether you’re coming to an in-person workshop, joining our online course, or soaking up all the strategies via this blog or our podcast, we’re STOKED you’re here + can’t wait to see you out there kicking butt.
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