How to Court Your Potential Clients
Would you jump into bed or get married to someone you barely know?
Well, unless it was love or lust at first sight probably. LOL!
Believe it or not, your marketing strategy should be the same as a dating or marriage strategy – you need to court your potential clients before you ask them to commit to you.
If you’re struggling to schedule discovery calls or to enroll potential clients during a discovery call, then you need to review your client dating game.
This is exactly what was happening to a fellow Functional Health Practitioner who scheduled a mentoring session with me the other day…
Her monthly discovery call booking rate was down.
When she got someone on a call they seemed super interested in working with her but wouldn’t commit on the spot.
And after the call, most of these potential clients were ghosting her.
Has that ever happened to you, or are you afraid it’s going to?
When we looked deeper into the problem, we uncovered 3 BIG things going on behind the scenes that were likely leading to these less than ideal discovery call outcomes.
What we found was:
- She was lacking consistent connection on social media
- She wasn’t courting the potential clients once they landed on her email list
- The language on her discovery call booking page wasn’t exactly welcoming them into the relationship
Coming out of the call, her goal was to optimize these 3 areas of her business to build better rapport with potential clients to boost her discovery call bookings and enrollment rate.
A successful discovery call outcome actually starts long before you ever get someone on a call – it’s dependent on the first impression you make and everything you do along the way leading up to the call.
In this week’s video and blog, I’m going to teach you how to court potential clients to build your know, like, and trust factor making it easier to convert them into paying clients.
I’ve been happily married and out of the dating game since 2013, but I do remember what it was like and I’ve got plenty of single friends who still share their Tinder dating trials and tribulations with me over a glass of wine from time to time.
If you think about it, scrolling Tinder or any other dating app is just like scrolling Instagram or Facebook – there’s your potential client scrolling their social media feed looking for the perfect post, story, video, or Reel that matches their needs – just like looking for a mate!
Once they land on your business Tinder profile (aka your Instagram, Facebook, YouTube, etc.), they scope you out to see what you’re all about. They might even leave a comment, give your post a like, or send you a message – similar to how someone might engage on a dating app!
And now the flirting begins.
You share something, they engage back. Sometimes they share something, and you engage back. In the old school dating ways, this is similar to flashing a smile or a wave as you pass each other in the hallway.
After a few days, weeks, or months of flirting, one of you makes a move to engage deeper and the next thing you know you’re on a first date – this is equivalent to asking a potential client for their information to get them on your email list.
And just like asking someone out on a first date, in order to get a yes, you’ll want the offer to sound interesting.
Your offer at this point would be what’s called a lead magnet, opt-in or free gift, and it should be something that delivers a ton of value by helping your potential client solve one of the problems they are dealing with such as a “3-Step Guide to Instantly Boosting Your Energy.”
The #1 goal of any marketing strategy should be to build an email list. Your email list is the only marketing tool you own, and it’s the most effective way to continue nurturing a person into becoming a client. An email list is your backup plan in case Facebook, Instagram, or other marketing outlets crash tomorrow, never to be resurrected again (side note, funny that Facebook and Instagram literally went down as I was writing this today!).
The marketing that you do on the internet, social media, or in-person is external marketing with the goal of creating initial contact with a person and growing their trust enough for them to give you their contact information.
Engaging with your email list regularly is how you continue to build rapport and trust with potential clients, leading them to eventually set up a consultation, enroll in one of your offers or refer other people to you.
If we relate this back to dating, regular email contact is how you court potential clients on a deeper level.
Asking them to schedule a call or enroll in a program is equivalent to jumping into bed or marriage. It takes time and a lot of trust to get to that point.
Just to give you some insights on this – based on my marketing reports, on average someone is on my email list for 6 months before they buy something from me.
They might have found me on social media or a podcast, but they hang out on my list, watching my every move until I say just the right thing that resonates with them or until the time is right for them to ask for help – meaning we date for a long time before they are ready to take the commitment to the next level.
And when you are ready to make a marriage offer, don’t be lame about it. No one wants to be proposed to that way. Make it warm and inviting. Make them feel heard, understood, and welcomed!
You can accomplish this by calling them into action using your Niche Pitch that speaks to your potential clients directly by describing who they are, what they are struggling with, and what solutions they want.
For example, at the end of your emails, you would say something such as…
“If you’re a busy, health-minded professional who wants to get your hands on the right lab tests and resources so you can get back to feeling like yourself again, click here to book a complimentary Ideal Health & Weight Discovery Call.”
“If you’re a busy, health-minded professional who wants to figure out what foods are right for your body so you can instantly have more energy, click here to book a complimentary Ideal Health & Weight Discovery Call.”
In summary, to have an effective courtship with potential clients so you can turn them into paying clients, you need to do 4 things:
- Create consistent external marketing – flirt your butt off with your content to grab their attention. 🙂
- Offer a valuable email opt-in – an attractive first date proposal that piques their interest.
- Engage your email list consistently – invest time to date them and let them get to know you.
- Make a warm and inviting offer to book a call or enroll – propose marriage once you have their trust, and don’t just say it in passing, make it special!
I may have been out of the personal dating game for a while but I’ve been professionally dating clients for a long time, and have built a multiple six-figure practice using these strategies repeatedly, and I know you can do the same!
Now go out there and step up your client-courting game!
P.S. If you’re a career-driven, results-focused functional health entrepreneur who wants to get your business going or growing, save $700 on my LIVE hands-on Business Accelerator Workshop when you sign up before October 8th – CLICK HERE!