How to Land Your First (or Next) Client

Today I want to cover some of the fundamentals of how to land your first client. I realize some of us have been in business for a long time and are far removed from the wonder and excitement of that long-anticipated first client, but many of these basic principles bear repeating from time to time along the journey. So whether this is your first client or simply your next, take time to refresh your mind and your business with these rudimentary, yet powerful and effective strategies.

Know your target market’s pain points. What problem does your ideal client experience that you can solve? You may offer an amazing, impressive, ingenious product or service… but if it doesn’t address a specific problem that your market has, chances are you’re not clear on who your audience is and what they need most. So do your research and be sure that there are people out there who need what you have to offer.

Know how they spend their money. What do your potential customers or clients spend their money on? Do they buy things for themselves, for their families, for their businesses? Do they pay top dollar for spa treatments and expensive technology or are they more practical and pragmatic? What are they willing to invest in? Do your homework. Understanding your market’s financial profile will give you a better picture of who they are, what they’re interested in, and how you can best serve them.

Know your Unique Business Statement. Do you have a UBS? If not, get one! If you know who your ideal client is and what they need, and you understand what they spend their money on, the next thing you need is to be able to tell them who you are, what you do, and why they should hire you—in 10 seconds or less. If you can’t do it quickly, then you’re not focused enough, because being great at what you do isn’t the be all and end all; you’ve got to be able to say it so that people can understand it.

Know your value. I can’t tell you how many small business owners or mom entrepreneurs come to me with the idea that because they are small, or because they are just starting out, they’re not worth much above nothing. If you feel that way about yourself, you’re not doing you or your clients a service. You can offer a small sample of your product or services, but don’t give away the farm—know your value and stick to it.

Know how to make your sale. Ask them to hire you. Seems simple, doesn’t it? But how many times do we find ourselves in a situation where we are just not prepared to make that sale? Have your calendar ready. Have your terms of payment lined up. And then ask them to hire you!

I hope this has been helpful. These are just some really simple steps to take to land your first (or next) client, and I think we can all revisit them along the way. Now go out there and put them into action!

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Top Mompreneur Challenges–and two winners!

Last week, I sent out a survey asking mompreneurs what their top challenges were, how they were handling them, and what’s in the way of them solving their challenges.

The findings were not terribly surprising, but they are clear: Mom entrepreneurs need lots of help!

Every entrepreneur needs advice, resources, and help of one sort or another. Running a family while running a business presents a unique set of circumstances for mompreneurs. And it can be difficult to get the help they need due to a mindset that puts the needs of the family above all else.

I’ll share the highlights from the survey here with you, and I’ll announce the two mompreneurs who won a private business coaching session with me to help them achieve the success they deserve!

Most of the moms surveyed (44%) have been in business for 1-3 years. This is the critical start-up phase for a company when help is most needed, yet finances are limited. Many reported that the upside of running their own company is the freedom and flexibility it gives them to be there for drop-off and pick-up, as well as after school with their kids. They also love the fulfillment they get from the work they do and the clients they serve.

With regards to the tough parts of the job, their answers were fairly consistent. I asked: “What areas of your business are challenging for you?”

Here are the top three responses:

  • managing my time
  • finding more clients
  • marketing my business

These moms also say they are struggling to make enough money to justify help with their business or for childcare, and that they don’t know how to balance doing both well. And it’s not for lack of trying to solve these problems that they persist. Most moms report having tried to solve them by researching, reading and signing up for programs to address them. Many wish they could hire a mentor or a coach to help them work through their particular set of circumstances and to teach them how to do the parts of their business (and their life)  they don’t know how to successfully manage.

The biggest hindrance to getting the right support?

  • 75% I can’t afford to spend the money to get the help they need.
  • 64% say they just don’t have enough time to get help.
  • 39% report not knowing where to find the help they need.
  • and 32% say they’re just too burned out to deal with it.

I know how hard it is to focus on your needs as a mompreneur when you’re also the full-time problem-solver for your family. I was in the same boat when I started my business over five years ago, and it has been my mission to help women like myself get what they need to run successful families and businesses.

To that extent, I am thrilled to announce that, as promised, two of the 50 women who answered the survey have been chosen to receive a private, 60-minute business coaching session with me to get them the help they need.

And the winners are…

Charmin Calamaris, of www.TheMomiverse.com and

Helen Coronato, of www.TheWeekendPublicist.com

I am grateful to all the moms who took the time to answer the survey! Please know that I am working hard to find ways to help as many of you as I can, at a price you can afford. I’ll be using the findings from this survey to create the coaching offerings that you’ve said are most important to you, including one-on-one coaching, coaching groups, and short teleclasses that provide a solution to a specific issue.

I welcome your comments and requests in the comments section below.

* Photo courtesy of silentsymphony.net
How long have you run your current mompreneur business?

44% 1-3 years
23% more than 3 years
21% just launched
13% I don’t have a formal business established yet, but I hope to soon!

In what areas of your business do you feel successful?

-just starting this new direction….so need to learn new habits
-All of you what its mentioned above, especially need tweak and improvement on
website. Cashflow is a quiet struggle. But the rest is a lot of support and kids goes to
school plus household support..
-The work itself. What I actually create.
-confident about my ability to provide value

What areas of your business are challenging for you?

– getting new clients
– time delegating
– Finding clients, developing products to purchase, and not just “coaching”
– marketing, branding, social media
– Marketing, creating biz plans.

What’s your biggest question about running a business while running…

– how to balance it all
– I feel like I can’t justify childcare expenses, and sometimes feel i can only
work “part-time”
– How can I make more $
– Sometimes I feel so overwhelmed that it would be helpful to have someone look at
my schedule and help me outline a system or process for fitting everything in!
– How can I feel like I do them both well?

How have you tried to solve these questions?

-coach, reading, scheduling
-calendar/schedule
-Coach, running my own programs that address this, and reading

What is keeping you from getting your problems solve?

75% I can’t afford to spend the money to get the help

64% Don’t have enough time
39% I don’t know where to find the answers
32% I’m just burned out
If you are considering getting training, coaching and/or mentoring support to help
you succeed in your business, what type of offering appeals to you? (Please check all
that apply.)

73% One-on-one coaching/consulting or mentoring
56% Short teleclasses or teleseminars on a specific topic (marketing, list-building,
work/family balance, Social Media, product creation, branding, etc.)
40% Mompreneur retreat/bootcamp
38% Group coaching programs
36% Online community/forum where you can interact with your peers and/or a
coach

How do you prefer to learn?

79% Hands-on
69% Read
63% Watch
60% Listen

How important is it to you to have a community of your peers?

48% Extremely important
27% Very important
19% Important
6% Not very important

If you could wave your magic wand and get EXACTLY what you need and want
regarding training and coaching for mompreneurs, what would that look like?

-a group of women that really support and share their knowledge with you to avoid
the same mistakes
-help with marketing and overall business direction
-I’d like someone to help me develop products that people can purchase from me
without needing me
-I’d have someone who could show me the ropes in establishing my business and
help me create goals and be accountable for them.
-really great ideas in one place, one website to go to for all of my answers

What would you be willing to pay to get that training and support in your life?

-For the above, I would want to pay about $1000/yr for four retreats that included
room, board, meals, supplies, etc
-Not sure, I’m really bad at budgeting!
-it is hard to justify spending a lot of $$ on coaching without knowing exactly
how it would benefit me.
-Several hundred, less than $1000
-I don’t have any idea :(How long have you run your current mompreneur business?

44% 1-3 years

23% more than 3 years

21% just launched

13% I don’t have a formal business established yet, but I hope to soon!

In what areas of your business do you feel successful?

-just starting this new direction….so need to learn new habits

-All of you what its mentioned above, especially need tweak and improvement on

website. Cashflow is a quiet struggle. But the rest is a lot of support and kids goes to

school plus household support..

-The work itself. What I actually create.

-confident about my ability to provide value

What areas of your business are challenging for you?

– getting new clients

– time delegating

– Finding clients, developing products to purchase, and not just “coaching”

– marketing, branding, social media

– Marketing, creating biz plans.

What’s your biggest question about running a business while running…

– how to balance it all

– I feel like I can’t justify childcare expenses, and sometimes feel i can only

work “part-time”

– How can I make more $

– Sometimes I feel so overwhelmed that it would be helpful to have someone look at

my schedule and help me outline a system or process for fitting everything in!

– How can I feel like I do them both well?

How have you tried to solve these questions?

-coach, reading, scheduling

-calendar/schedule

-Coach, running my own programs that address this, and reading

What is keeping you from getting your problems solve?

75% I can’t afford to spend the money to get the help

64% Don’t have enough time

39% I don’t know where to find the answers

32% I’m just burned out

If you are considering getting training, coaching and/or mentoring support to help

you succeed in your business, what type of offering appeals to you? (Please check all

that apply.)

73% One-on-one coaching/consulting or mentoring

56% Short teleclasses or teleseminars on a specific topic (marketing, list-building,

work/family balance, Social Media, product creation, branding, etc.)

40% Mompreneur retreat/bootcamp

38% Group coaching programs

36% Online community/forum where you can interact with your peers and/or a

coach

How do you prefer to learn?

79% Hands-on

69% Read

63% Watch

60% Listen

How important is it to you to have a community of your peers?

48% Extremely important

27% Very important

19% Important

6% Not very important

If you could wave your magic wand and get EXACTLY what you need and want

regarding training and coaching for mompreneurs, what would that look like?

-a group of women that really support and share their knowledge with you to avoid

the same mistakes

-help with marketing and overall business direction

-I’d like someone to help me develop products that people can purchase from me

without needing me

-I’d have someone who could show me the ropes in establishing my business and

help me create goals and be accountable for them.

-really great ideas in one place, one website to go to for all of my answers

What would you be willing to pay to get that training and support in your life?

-For the above, I would want to pay about $1000/yr for four retreats that included

room, board, meals, supplies, etc

-Not sure, I’m really bad at budgeting!

-it is hard to justify spending a lot of $$ on coaching without knowing exactly

how it would benefit me.

-Several hundred, less than $1000

-I don’t have any idea 🙁

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Work Less, Make More–Part VII of the WoMEN Teleseminar Series

If you’re looking for a silver bullet, you won’t find that sorta thing on my blog. Ever.

That said, I do believe it’s both possible and necessary for mompreneurs to find ways to make more money while working less.

I’ve been answering a lot of questions in my coaching groups lately about the idea of creating a sustainable business model for mom entrepreneurs and work at home moms. The bottom line is this: if you’re running a business that is running you ragged, stressing you out, taking up all of your time and leaving very little of you for your family to enjoy, then you (and your business) won’t last for long.

robot mom biz coachOne of the best ways to make your business sustainable is to learn how to automate some of the actions and processes you do over and over. We all have to develop strategies to find new clients and keep our sales pipelines full. This takes a lot of time, effort and energy for all of us mom entrepreneurs. Think about it–if you could get these tasks that you have to do repeatedly off your to-do list, you could spend your time doing something else, like go on a bike ride with the kids, or read a magazine while the kids run through the sprinkler, or you could spend some time creating a vision for the future of your business rather than just scrambling through all the work that has to get done.

Wanna learn some tricks that will help you get your business working while you’re working on your tan this summer?

Join me on Tuesday, June 23rd, at 12 pm ET when my special guest, Rhonda Hess, teaches us “How to Automate Your Business to Attract Thousands of Ideal Clients.” Rhonda is a Coaching Business Success Strategist and founder of Prosperous Coach. Best of all, she’s MY business coach! I’m delighted to share my fabulous coach and mentor with all of my listeners.

This free teleseminar is part of my WoMEN: What Mom Entrepreneurs Need Series. You can register to receive the freebies, Special Reports and other offers my guests make available to our listeners by going to www.whatmomentrepreneursneed.com and filling in the email form at the top of the page. You’ll also be notified when I add more speakers and more topics (which I occasionally do).

I know that I’m looking for ways to get out of the office and spend the lazy, unstructured time with my family that summer always brings. Having some systems that allow me to attract exactly the clients I want will give me the freedom to do just that!

You can listen live (or on demand once the call is over) via phone or over the internet. Just go to BlogTalkRadio to get details.

Do you have questions for me or Rhonda? Leave them here and we’ll do our best to address them on the call, or you can call in live to the show (go to BlogTalkRadio to get the dial-in instructions).

Look forward to “seeing” you on the call!

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