Let’s talk about making money in wellness and How to Nurture Leads Resulting in 50% More Revenue! I want you to reach and touch more people by making the money you desire and deserve. You can contribute in a bigger way when you reach that kind of success and that’s what I want for you!
I want to talk about the fact that when you nurture your leads, you actually increase the amount they spend with you by 50%! Stop leaving money on the table by not nurturing these relationships with your leads!
So what happens after you have a good nurture sequence going on with your leads through email marketing? You’ve sent a series of autoresponders to someone new who comes into your email list. But how do you continue providing value after that?
Let’s discuss some tips and a framework for your next steps.
I’ve spent money before on Facebook ads to generate leads. Than… I failed. I didn’t follow through and ended up making an investment that I didn’t manage to turn it into anything. This is why I know the kind of fatal errors and mistakes that can be made and what you have to do to fix them!
I’ve learned the hard way so you don’t have to!
Side note… it takes a lot more energy, effort, time and money to get a brand new client than it does to just nurture and build the relationship with existing leads and clients! I know you’ve heard that before!
Now is the time!
When I thought about what I was going to discuss, it got me to thinking about how I’ve handled existing clients, as well. I let those relationships fall off. I’ve done it! I’ve put in the effort to bring them in, back when I had my acupuncture practice, than I didn’t do anything to continue building the relationship. There was no ongoing communication!
I was leaving money on the table.
OK, I know what you’re thinking. You don’t have time for this. It takes too much time, Michelle! Or, you just don’t know what to say! You don’t have any idea what to send them week in and week out.
I’ve got your back.
I have a framework that works to delivery content. High-value content! To your leads, past clients, existing clients. All in a very short amount of time.
I’m going to tell you exactly what to write about so that they’re opening your emails and consuming that content that you’re putting out there!
This will bring in more revenue!
Here are the tips to lay out content on your website, your email marketing and your social media channels. All in about an hour a week!
Identify the Pain Point
Always write about topics that go back to the pain points of your target audience! What are they struggling with? How can you deliver an amazing outcome for them? Pick a pain point!
Here’s an example. Let’s say I work with people who suffer from migraines. One of their top complaints is light sensitivity. That’s your pain point! Done!
Break the pain point into four mini topics. It’s a framework! This will be an easy recipe to make sure you’re providing value to concepts that are top of mind for your target audience.
So for my pain point in the above example, my mini topics will be:
Communicate about the natural ways to soothe your tired eyes.
Smoothie recipes for eye health
Why sunglasses matter
A bedtime routine to improve sleep.
Done! All four topics relate back to my bigger pain point of light sensitivity.
Write a Weekly Blog About Your Four Mini Topics
Bam! Now I have content for a full month! Every Monday morning when I get to my computer, I know exactly what I need to execute on for that week!
Write a blog post about it, which can than be used in multiple ways!
Thirty minutes will be spent writing the blog, while the rest of the time will be used to communicate it out.
Put the blog post live on your website
Send it out to your email list with some teaser information in the email. Link back to your website for the entire blog for them to read.
Take snippets from the blog from different paragraphs and use them to post on Facebook or your other social media profiles!
Create a graphic that you can use with all of your social media, as well
Now you’re communicating this information in a different way, all week long! You’re leveraging your content!
This type of framework is so easy, you guys. It will allow you to nurture those leads on an ongoing basis. Continue to develop those relationships and speak to them about topics that are relevant so you’re not leaving money on the table!
Making the Maven Episode 112: You can fill your email list with clients who want to work with you before you even talk to them! Take it from me, Michelle McGlade!
We’re on the last marketing secret! Yes! I know you have so much fear around ‘what to do,’ so hopefully this series has cleared things up for you. All three of these episodes build on each other, so be sure to re-listen to the episodes if you’re getting stuck or confused. On this week’s marketing secret, I show you how to build a nurture sequence in your email list to help build those relationships and get clients in your door before you even have a face-to-face conversation with them!
Key Insights & Aha Moments
*We’re on the last secret in this three-part series!
*Also, don’t miss out on my new freebie! The five steps to a weightless practice!
*Now, let’s finally dig into the last and final secret!
*Whether you’re doing it offline or online, at the end of the day it’s all about relationships.
*Do you have any limiting beliefs behind this?
*Grab a pen and a paper! I’m about to show you how to do a nurture sequence.
*Go back and re-listen to these three marketing secret episodes. They all build on each other!
*Did you find these episodes helpful? I have a high-touch program available that can help you keep yourself accountable and you can ask me any questions you may have! Check out the Wellness Marketing Master Class with myself, Michelle McGlade, it is in the show notes!
Making the Maven Episode 111: Believe it or not, you can create a fantastic offer that will attract your dream clients.
We’re back!! This is part 2 of a three-part series on the ‘secrets’ to marketing featuring me, Michelle McGlade! If you haven’t listened to part 1, be sure to check it out before listening to this podcast episode! This week I hope you’re ready because we’ll be diving into secret number two: How to create an offer and get those dream clients.
Key Insights & Aha Moments
*Last week we talked about the fact you can create an automated marketing system without being tech savvy.
*This week we’ll be discussing how you can create that — amazing — offer to attract your dream client.
*What are some of the benefits of creating a free offer?
*When trying to attract clients, try not to use wellness speak. The average Joe wouldn’t understand it!
*How do you even begin to create a free offer?
*Research, research, research! You’ve got to research your ideal clients! Then, you’ve got to explain in their own words what exactly they’re feeling.
*How do you research your clients? Talk to people! Interview your ideal customer and find out what some of their struggles are.
*Leverage search engines! Forums are not dead. In fact, they’re very much alive.
*Need examples? Stay ’till the end where I’ll lay it all on you, via Michelle McGlade style. This is how a client of mine was able to nail their free offer and, you guessed it, get those dream clients!
I know you’re passionate about helping people and to help people realize there are other options, more alternatives available to them, beyond traditional medicine. So let’s get down to helping you make money so you can reach and touch more people and Increase Your Revenue by 75% With One Simple Idea.
I want to talk about the fact that building customer loyalty helps you immensely. Actually, it guarantees that you’re going to keep more clients in your business, which will make your revenues increase. In fact, your revenues will go up by the tune of 75%. This is documented!
I want to share a story about a customer experience I had. I saw an all-time favorite massage therapist at one point, and she always kept me coming back. Specifically, there was one thing this therapist did that was really above and beyond.
Clearly, I had amazing results with her. She was a great massage therapist. But the amazing outcome she could offer was specifically reducing tension and pain in my shoulders. It made me feel so relaxed and well cared for, but in addition, there was always a great customer experience that she orchestrated for me every time.
Every time I walked in, there was always someone there to greet me. They would offer me water or tea and I’d sit down on the cozy sofa in the waiting room, listening to lovely music playing. Essential oil would be diffused in the air and it honestly felt like I was hanging out with friends in my living room. This made me not mind waiting. Because, let’s face it. It was really comfortable, really cozy and was really warm and inviting!
But, I typically didn’t have to wait often, anyways.
Once I’d get into the therapy room, I’d select oils and relax on the table for a few minutes before we got started. This therapist was great at balancing between talking shop and letting me just check out. I like to talk shop, as it helps me unwind a bit, but then we’d get into the massage and she did this really, really well.
It was always a very consistent experience.
I never felt rushed, or more importantly, that she was rushed. There was always plenty of time before and after and the practice wasn’t jam packed with appointments.
Now… onto another experience.
A different massage therapist I saw got the job done, but it was completely the opposite experience from the other place. This therapist was part of a bigger yoga center that offered other therapies and services. They had retail and about 10 people at their front desk. It wasn’t cozy. While it was clean and well designed, it wasn’t warm and welcoming. It felt like a big place of business.
This therapist talked my ear off the whole time. There wasn’t tea, there wasn’t water. It was rushed. Everything was ran on the hour. If I’d say, “ouch” he’d say “No pain, no gain.” It was sterile, didn’t allow me to unwind and just wasn’t relaxing.
I want you to think about this.
This is what I mean when I talk about creating a great experience that will earn customer loyalty. While I went to the OK therapist a couple of times, the first therapist is the one I was really loyal to. When people would ask me for a referral, I’d refer them to my favorite. Everyone.
Why? Because she delivered an amazing outcome and a high-touch client experience. Over and over and over.
I am betting that if you think about your own experiences and why you go to certain places, you’ll see elements of this, as well.
Starbucks has had a great reputation when it comes to this type of experience. I’m a huge fan of Starbucks because no matter which location you go to, you’re always getting the same customer experience. They have created a powerful recipe that they are delivering over and over and over gain.
A lot of practitioners fail when it comes to this type of consistency.
But when you are consistent, you are delivering and engaging with all five senses. You create a memorable experience, which is going to cause people to say, stay and buy.
Say, Stay and Buy
These clients are going to talk about you in the marketplace. Referrals! They will share the fabulous experience they had with you .
They are going to become loyal and will only be taking their business to you.
Because of this loyalty, they are going to buy more products and services from you.
This is something I incorporated into my clinic immediately because I understood what customer experience was all about. When people experience this high-touch experience, they will literally feel and think differently about your business.
I had a client come in and left a review about her first visit, saying that she had been treated like a queen. Can you imagine having clients running around in the marketplace, telling people that they were treated like a king or queen at your place of business? That is powerful!
Building this kind of customer loyalty is going to guarantee that your clients will stay with you. And because you keep more of those clients, it will literally impact your bottom line to the tune of 75% more revenue!
They are going to say, stay and buy.
So how can you do this? I discussed earlier about incorporating the five senses. Let’s get deeper in this.
People are inundated with marketing messages, whether it’s from their phones, billboards, etc. Information is coming at them all day long. So how do you compete with that? How can you stay on top of their minds? By being memorable.
Think about how powerful your senses can be. When you smell something specific, it can take you right back to a wonderful memory or powerful moment.
You want to engage with the five senses so that you’re stored in their brains. It’s what people will see, hear, taste, touch and small when they’re engaging with you and your business.
Some things I did at my clinic:
Ample signage that’s clear and helps you get to the entrance
Really good parking upfront by the door
A receptionist who gives warm greetings when a client comes in
Give tours to all new clients
Offered tea or water
Music played, the same kind of music everyday
Essential oils were being diffused
Cozy chairs in waiting room and treatment rooms
All of these little touch points were thought out and thought how they would engage with the five senses. The goal was to make everything more memorable. I wanted to stay at the top of their minds and to create an unbelievable experience that would earn their loyalty. Consistently.
By doing this, you’ll increase your revenues by 75%.
Building customer loyalty is truly the answer to increasing revenue and making money in your wellness business.