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.
Making the Maven Episode 110: Automate your business and reap those client benefits with yours truly, Michelle McGlade!
Are you feeling like you’re getting nowhere with your wellness business? Well, I decided it’s time to stop this nonsense and get your butt moving in the right direction. This is why I created a three-part series on the ‘secrets’ to marketing. To be honest, they’re really not that secret, it’s just that it seems nobody out there is using these very important tips! This week dives into secret number one: How to automate your marketing system without being tech savvy.
Key Insights & Aha Moments
*What are some of the marketing secrets every wellness business owner needs to know?
*You can create a marketing system without being tech savvy!
*You can create a fantastic offer that will attract your dream clients. Yes! It’s true!
*You can fill your email list up with people who want to work with you before you even talk to them one-on-one!
*This week let’s dive into secret number one and help you get your butt moving and those clients coming in.
*By the way, I have a new freebie for you guys!
*Okay, so how can you get your automated marketing system set up when you’re not tech savvy?
*Are you burned out that you’ve been doing ‘everything’ and no new clients are coming in through the door?
*Here are the five ways I, Michelle McGlade, get great engagement from my email list and get them to take real ACTION.
*Grab your pen and paper here!
*Let me dive deeper in step 2 on how to bring in that REAL email list engagement.
Let’s face it. Money isn’t a bad thing! It allows you to do whatever it is that you desire and of course, deserve, in your business! But, it can also help you reach and touch more people and can be a tool for you! And if you’re in the wellness business, you clearly got into this in the first place because of your deep passion to end the struggle for other people. You also want to create more accessibility to show them how they have the ability to heal themselves, as well. So what is The Key to Generating Referrals to Double Your Income?
So, your inability to make money can prevent you from doing all of these things.
I want to talk to you about the one thing you can do to generate referrals, which will lead you to double your revenue. Just one thing!
I had a client at my community acupuncture clinic. She was that one perfect, ideal client! You know the one. You see their name in your appointment book and you just smile, looking forward to seeing them. Well, she ultimately taught me how to teach my clients to bring me referrals and better yet? To bring better referrals in a really powerful way.
It starts with asking.
This client helped me to tune into behaviors, which really stood out to me. I than began to notice these behaviors in other clients, as well. She would always ask me how my business was doing. We’d talk about acupuncture and how it was helping her and than she’d often ask me something like this, “I was talking to this lady at work and mentioned to her about the clinic, do you think you could help her with (fill in the blank)?”
She would always ask for my business cards. Every time she came in. She continued to exhibit this behavior consistently and it stuck with me. It made me see some key elements that would really make a powerful referral relationship with clients work!
But here is the thing. Referrals always start with ‘the ask’. Not all clients will ask about your business and want to pass out your cards, so it takes you asking to get the ball rolling.
Obviously, without a really positive client experience, it will be hard to move forward with this. So, make sure you are thinking about and facilitating an awesome client experience! Work on providing those amazing outcomes for them!
I know you’re afraid. I know you may struggle with what to say and how to say it.
So we’re going to work on making ‘the ask’ a skillset, which you can learn!
There are three things to know to make ‘the ask’:
1. Allow or look for the opportunity when the client opens the door
So my ideal client from above would always ask me, “How’s business Michelle? How are things going?” When I tuned into this, I started using it as my opener. I also noticed it with other clients. When they would ask about my business or how things were going, I would use it to make ‘the ask’. What better time?!
In the beginning I would say, “we’re growing, I’m still looking to grow my business and would really appreciate your referral!” The door opened right up for me to ask and I started taking advantage of that!
As my business grew, I would have clients comment about how busy I was and how many people were in the waiting room. Or they were struggling to get a spot on my calendar. That was another door being opened for me! That’s when I would say something like, “Yes, we’ve grown so much since you were first coming in, we really appreciate your business, but always looking for more people and would appreciate any referral you can send our way!”
Boom. It’s that easy to ask.
2. Reinforce It
Reinforce that initial ask by making sure that before they left, they have a took in their hands! Don’t just leave it at that initial ask. Reinforce your initial conversation by offering to give them a few business cards to take with them.
Now you’re talked with them twice! Once when they came in and again, on their way out.
3. Empower the Client
People may not know what acupuncture is or don’t know who to send to you. They’re not sure if you could help someone they may refer and they don’t want to look stupid. So, empower them and help them understand who would be a great referral to you!
Let them know that a great referral to you would be someone who is experiencing the same exact thing that you are treating them for. They know the people in their circle who suffer from similar things, and you’ll be empowering them by just letting them know what a great referral would be.
Your clients are a walking testimonial!
Don’t leave it up to them to have to explain acupuncture or whatever it is that you may do to people they encounter.
And don’t forget to thank them!
One question I get asked a lot is if you should have a referral program. Ultimately, this is what I think about referral programs.
For me, I want to deliver and awesome experience for my clients. I want to give them amazing outcomes and would love for them to spread the word about me and my business.
But I don’t want to have to incentivize them to do that.
It just doesn’t feel good to me.
Ultimately, think about what feels best to you, what matches your integrity and what you value for you and your business!
Making the Maven Episode 109: Your audience actually likes to see how you handle things when they go wrong. It makes you seem more human!
Molly Mahoney is a Camera Confidence Coach, Author, and FbLive Ninja. After graduating from Chapman University with a BFA in Theater and Dance, she toured the world working professionally as a performer for more than 10 years. Molly now leverages her performance skills and helps business owners find their confidence on camera. On this week’s show, Molly discusses why Facebook Live video is so, so important for your business, how you can become more confident in front of the camera, and she also shares some of her Facebook ad tips!
Key Insights & Aha Moments
*Do you suffer from underpricing your services? Then you don’t want to miss out on my workshop!
*Molly is working with Les Brown … as his mentor! How did this happen?
*How did Molly get started in all of this?
*Shoutout to Pat Flynn’s podcast for helping both myself and Molly see what was possible!
*Molly launched a course to help cure the ‘starving artist’ syndrome; it did well for a little while, and then it fell flat on its face!
*Molly has been working with Facebook Live only since June of last year!
*Molly recalls how heart-wrenching it was to have her course fall flat on its face.
*Molly made a step-by-step list consisting of 30 steps on what you need to do to host a successful Facebook Live and switched her target audience around.
*Sell the course first before you create and prepare for the course!
*By doing it this way, Molly was able to bring in $55,000 in sales within 3 months! Crazy!
*Are you afraid to go on Facebook Live? Molly has some truth bombs for you.
*So, why are video and Facebook Live so darn important?
*Molly shares a couple of Facebook Live tips so that you can engage more deeply with your audience!
*How can you build confidence on Facebook Live?
*Make a list of ALL the problems our ideal person, avatar, is experiencing, even if it’s not related to your business.
*Do you feel like you have ‘nothing to talk about’? Molly also addresses this on the show!
*Molly discusses how she uses Facebook bots the smart way, not the spammy way.