The Secret to Booking Dream Clients Without Competing on Price
October 3, 2020
Kylie-Ann Kobelt

Imagine that every morning when you woke up, your calendar was full. That you had appointments with clients and time for your interests and family – the mythical work-life balance. Even better, the clients you are working with are the ones that give you life! Now, look at where you currently are. Does that seem like a gap too far to bridge? Attracting dream clients and booking them doesn’t take good luck. There’s a proven formula to it, and it’s pretty straightforward. You’ve probably heard of it before – it’s about building Know, Like and Trust.

One area of business that I can’t underplay is relationships. People do business with other people. We want to like the people we support. The people getting an endless stream of clients aren’t necessarily the best people for the job; they may not even be in the top 10. But what they are good at is building relationships. Nowadays, your relationship with your clients starts far earlier than you realise. As soon as a potential client lands on your social media or website, they begin to form an opinion of what it is like to work with you.

Visibility is half if not more of the game. The simple truth is that if someone doesn’t know of you – they won’t become a paying customer. Creating your own content allows you to build an understanding of your expertise to potential customers. As you prove your knowledge and skillset, you’ll continue to stay top of mind whenever they need your services. Not only that, but once they know, like, and trust you – they will start referring others to you as well.

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This means that by the time clients are picking up the phone to call you, they’ve already mentally decided to work with you. Even if you’re more expensive than they had hoped to spend, they trust that the investment will be worth it. That’s because they’re no longer just looking to work with a business coach, or a sales strategist, or a marketing consultant, they’re looking to work with YOU.

For the first time in forty years, Australia is in a recession. There is more competition for work, and although I believe that there is more than enough work for everyone, sometimes it may not seem like that. There is never a more important time to cultivate business relationships. You’re in business to make money and you have skills that people want and need. Stop discounting your prices. Look around at the people in your industry who are always in demand. They may even have waitlists because people are happy to wait (sometimes months) for the opportunity to work with them. They’re the people who put time into building know, like and trust, and those industry leaders were once where you are today.

You might have superior service, but if you can’t communicate it to people, you won’t get business. Business relationships, like any relationship, are a two-way street, and they need attention.  Being fully booked with dream clients isn’t an accident.

Delivering value-packed content and building strong relationships is the only way to make that happen consistently.  At the end of the day, who doesn’t want to be booked out by clients as excited to work with you as you are to work with them!

 

Kylie-Ann Kobelt

Kylie-Ann Kobelt

Personal Life Coach, Business Coach & Change Mentor

 

Hi, I’m Kylie-Ann, it is not the things that happen outside yourself that affect you the most. What goes on inside your head is the most powerful indicator of your success as a person. So, if your thinking becomes clearer and more empowered, so does your life.

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