5 Reasons You Don't Have ClientsFeb 14, 2014
I talk to a lot of women entrepreneurs and most have one thing in common: they struggle to get clients. Can you relate? Getting clients doesn’t have to be so hard, but believe me; I understand how it can feel that way, because I’ve been there too. Over the years, I’ve learned some of the biggest reasons women business owners don’t get the clients they want and I’m sharing the top five below. Are you making any of these mistakes?
5 Reasons You Don’t Have Clients:
1. You Have Five Different Businesses
When someone asks what you do, you precede to tell them about your five different businesses. Ok, maybe it’s just two or three, but you’d be surprised by how many women I hear do this. If this is you, be careful because it completely takes away your expertise.
First of all, how much expertise can one person have in five different things? Second, no one can remember what you do because you’ve given them too much information. When people can’t remember what you do, they won’t think of you when they need your service and they won’t be able to refer their friends.
Solution: If you’re involved in five different businesses your best move is to make a choice and proceed forward with one. However, if you’re not ready for that, choose one business to “lead” with when you venture out to networking events and leave the rest at home.
2. You Have One Business But No Niche
“Niche” is a word that’s thrown around a lot in the coaching world, but what exactly does it mean? Your niche is actually a combination of three things:
- Your ideal client
- The specific problem you help your ideal client solve
- And the formula or system you use to help them solve that problem
If you aren’t clear on your niche, you can’t expect people to understand why they should hire you. It’s amazing how much resistance there is among women entrepreneurs around defining their niche. I used to be right there with you sister, but since I’ve narrowed my niche, clients are constantly rolling in. It’s almost like magic. Except it’s not.
3. You Practice “Play It Safe” Marketing Strategies
If you’re a coach, speaker, author, or healer, your most effective marketing strategies are those where you interact with other people in person or on the phone, such as speaking engagements, networking events, and direct calling.
Many women entrepreneurs hide behind their computer, wasting countless hours posting to social media and website design, only to be disappointed by their barren client list.
The reason that hiding behind your computer (or “play it safe marketing” as I like to call it) is only mildly effective for service based business owners like coaches, speakers, authors, and healers, is because what people are really buying when they buy your service is YOU! It’s difficult to get a good feel of your energy and personality from behind the computer screen.
4. You Apologize with Your Body
If you’re getting out there and presenting your business to groups of people, congratulations! But if you apologize with your body when you do it, you will turn clients away.
What does apologizing with your body look like? It can show up many different ways, including:
- Shrinking in your chest and shoulders when you introduce yourself (almost like you’re trying to hide).
- Not making eye contact when the spotlight is on you.
- Shuffling your feet, pacing, swaying, tapping your pen, swirling your hair, biting your lips or any other unconscious movement that distracts from your power and impact.
5. Your Voice Lacks Confidence
Again, if you’re getting out there and presenting your business to groups of people, you rock! But if your voice lacks confidence when you talk, you will turn clients away.
What does it sound like when your voice lacks confidence? Here are some examples:
- You over explain. Instead of clearly and concisely providing just the right amount of information, you over explain because you fear your words aren’t good enough.
- When you tell a prospective client your price, you fill in the “uncomfortable” space with justifications or you go right into explaining seven different payment plan options before they even ask. Just say your price and be quiet. You have no idea what’s going through their head.
- You talk too quiet. Most women talk way to quiet to appear confident and get the clients they want. Next time you go to a networking event practice talking twice as loud and using your belly and breath to help project your voice.
Well, there you have it – the top five reasons women business owners struggle to get clients. Are you guilty of any of these? What will you do right now to make the changes you need to attract the clients you want?