March 30, 2021
Now one of the BIGGEST questions we get asked ALL the time is “How do I get bookings?”
That question is SO loaded because it can’t be answered with a simple 3 step formula and boom, you have bookings! How a business owner gets sales or bookings deals with the way you’re marketing yourself and your business, your branding, is your communication crystal clear and speaking to WHO you want to book you? There’s SO much that goes into how you get bookings and sales, and that’s a HUGE goal with this show is to cover all the different facets of marketing and business in each episode. Specifically, in today’s episode, we’re covering how to add VALUE to your business because when you’re able to communicate your value, show your value, and uplevel your client’s experience with working with you, you WILL get sales. The biggest question for you today is:
What value are you communicating to your ideal clients? How are you proving to potential customers that YOU are the person to solve their problem? Why should they hire YOU and not your competitor? This episode is going to give you a CRAP TON of ideas on ways you can add value to your business to get more clients, raise your prices, and THRIVE as a business owner.
We’re separating this on the front end and the back end. All that means is giving value on the front end before someone books you and then continuing to give them value and showcase you on the back end once somebody books you.
Giving value to your business is one of the key foundational pillars of being a good business owner. It’s how you stand out from the competition, how you get those bookings, how you stand out as a leader and an expert in your field and industry. It’s how you serve your clients well so you have a great reputation in the industry. It’s the foundational piece of everything and to success.
Giving value as a marketing tool before somebody books you.
Blogging is not dead. Blogging is huge. It is a great way and free. You can make blogs about your service or your product. You can do tips for your ideal clients to help them want to book you. Blogging is such a great way to get free information out to your potential clients. Blogging with SEO helps you be found by your ideal client. Your ideal client could be searching “How to XYZ” and insert the thing you know well there.
Value-driven Social Content
How can you create value-given content on social media? A lot of business owners just think how can I post something today that I can just throw out there. Creating social media content that serves your potential customer with value. Different ways you can do that:
Paying attention to all these avenues that you can add value within your social media content and not just posting for the sake of posting, but posting for the sake of value and showing up so people are instantly thinking of you first when they need your niche.
What are ways that you could add value?
One it could be educating a potential client on your industry on how it relates to purchase you. If you are a product or service provider, there are five million things that you don’t realize that you know, that your ideal customer or client is having question marks. You can provide that answer, provide that solution, show up as the expert and show up with value. Even in a 30 second Reel that is going to wow people and catch their attention and give them something they need!
Video or Phone Consultations
This is such a stress reliever and connection made for potential clients or customers. Making sure you’re the right fit for each other and you’re the person to solve their problems; make their life better and alleviate their pain points. It allows you to get to know those potential clients or customers and let them get to know you! Creating these connection points is huge in this area, it helps people build up that know, like, and trust factor and know that they connected with you. It allows you a strong opportunity to show that you care and why you are doing it, share your heart behind your business.
This is very much a service-based tip. If you are a product service you could take this same concept and create a one-minute video describing the heart behind your product or the why and how it solves a problem.
Social Proof- Reviews
Reviews are a great way to prove your experience and to prove that you are awesome. Think about it. If you ever go to a new city and you are looking for something to eat. Who goes on Yelp or Google to look up restaurants and judge where you are going to go based on how many reviews they have? It is the same thing with anything else. Reviews are key in this day in age with so many things offered online. We are taking other people’s opinions and judging that for ourselves. No matter what business you are in, reviews are key.
You want reviews that say this product changed their freaking life. You want to give that person that experience or product so that, that is their review of your business or product. Whether it is reviews or word-of-mouth to people, you want people to be buzzing about and raving about your service or product.
This is another way to alleviate your potential customer/clients pain points, to answer their questions to alleviate their fears or calm their anxiety over this potential purchase. There are a lot of mental and psychological hurdles that come in. To come in and come alongside your potential client/customer saying you might be worried about this but here is your answer. If you are worried about the money-back guarantee or the return policy or where it is made. You can come in and solve these problems for them. Another way to show up ahead of time, ahead of the curve. It offers a lot of value and authority but calming authority that is so beneficial to potential customers/clients that might work with you.
Places you can put your FAQ is if you are product-based, put it on your website, and if you are service-based put it on your website as well and your pricing guide.
All of these things are ways for you to add value before they purchase, which is huge for you to prove and showcase your value because that is where they are deciding to purchase and that is the biggest hump to get over. Deciding to purchase with you.
Once somebody has officially inquired or officially booked or both, this is where you are going to be offering the paid value. Do not slather yourself with value and pretend to be the expert, pretend to be this professional person, and then once you do you have a very lackluster experience on the back end. That will create a very bitter taste in people’s mouths. Don’t just drop the value once you get the cash. In our opinion, this is when you give more value.
Pricing Guide FULL of Information
If you have a beautiful branded pricing guide that reiterates FAQs, showcases the value, shows who you are, has reviews from past clients, it showcases your expertise, and leaves no question unanswered. You want to end your pricing guide with what’s the next steps, how do you book? You want that pricing guide to wow them. Overall it is one of the best ways to set yourself apart from the competition, other people, to showcase who you are and how you’re going to serve your people.
Service Guide (Wedding Guide, Brand Guide, Outfit Guide, etc)
The point is that you want to pack it solid by providing solutions, solving problems, and answering questions that they may still have. Maybe they’ve booked because typically the service guide goes out after booking. No longer are they figuring out if they are going to book with you, but now have pain points of XYZ. Serve above and beyond your client’s questions and expectations, you want to underpromise and over-deliver every time.
Only a shameless plug, if you want a pricing guide or a service guide, we have several in our resource shop for entrepreneurs. They’re packed FULL of sections, topics, prompts, and more to help you slay these two value offers.
This is a great way that allows you to dive DEEP into their situation, problems, and be able to offer solutions. Shows them you’re focusing on THEM and THEIR situation, not just a general formula/robotic plan. Make sure you and your client are on the same page and are getting the vision they want accomplished from your service. It shows that you are focused on them and not treating them like any other client. It elevates it and feels like a boutique experience. It’s not just showcasing to your client that it is a boutique experience but helps you as the provider to make sure the experience is top-notch and they are getting exactly what they are wanting or needing.
This is again usually for service-based providers. Providing again a boutique experience. Whether it is a booking gift or a completion gift, or both. It’s important to either have it be very branded to you and your brand or personalized to your clients.
Resource shop for entrepreneurs: www.theheartuniversity.com/shop
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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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