Are you ready to nurture your leads without feeling like a sleazy car salesman?
Girl, I feel you! I am sick and tired of the sleazy sales tactics that I see on a regular basis. Daily I am being added to Facebook groups without my consent, friend request me and then immediately hit up to like their Facebook page, join their team, or invited to purchase their products. So freaking annoying! It legit drives me, bat sh!t crazy!
I mean, heck, what's a girl got to do to get some lovin' around here. Am I right?
Here's an analogy that I like to share with my clients, think of relationship building with your leads as being no different than dating. Think about it, if your significant other took you on a hot date and on the first date he proposed would you say yes? Hell-to-the-no! Therefore, why is relationship building with your leads any different? It's not!
When building a relationship with your leads you must ROMANCE them much like your significant other did to you. Think of how many dates it took before you felt the butterfly feeling in your stomach and new with beyond a shadow of a doubt that you were IN LOVE.
How many dates was it?
My guess, quite a few. Unless you were like me and fell head over heels in love with my husband on our first date. Trust story! However, I'm the exception to the rule on this one.
The point is that it takes SEVERAL interactions with someone before they fall in love with you, your brand, and your services or products. Yup, several interactions. In fact, according to HubSpot, on average 80% of sales take more than FIVE interactions before one is willing to buy. Pretty alarming right?
How many times have you given up after one or two attempts to convert? My guess, A LOT! Don't worry, there are more people like you that give up before they even truly try and I don't say that to be mean, but I want you to understand that the relationship building process isn't a wham-bam, thank you ma'am sort of thing. It takes TIME to NURTURE your LEADS in order to CONVERT!
Before I dive into giving you some amazing tips on how to convert your leads with some swoon-worthy relationship building tactics, I want to share with you some results that I personally have so that you get the gist that I know what the hell I'm talking about. Capiche?
- Sales call conversion rate 77% with everyone who has booked a call. (I turned some away.)
- Sales call conversion rate with my dream clients 100%.
- 75% of my clients sign without a sales call!
- 47% retention rate with clients.
- Clients rebook with me 3-5x because of the loyal relationship that was developed.
- Booked clients within minutes of meeting or over a span of one-year from nurturing.
Those are just some of the stats that I have but I wanted to show you that I do know how to relationship build effectively and get results. Everything I do has zero sleaze factor and it's authentic to me. In fact, several of my clients say that they feel like they've known me for years and that I'm a long lost BFF. How? It's simple. Just follow my five tips on building loyal relationships to nurture your leads!
Alright, here are five relationship building tips to help you convert your leads into paying clients:
- Be yourself.
- Share your unique story.
- Share "behind the scenes" sneak peaks of your life and business.
- Mix up your content and style of delivery.
- Interact and engage consistently.
They don't look too hairy scary, right? Well, let me break them down for you a bit so that you can get the full scoop on how to do this with ease so that you can start making bank!
I know what it's like to be online and feeling like a small fish amongst the ocean. However, I want to tell you that you can become the BIG fish in the pond! It's quite simple, but so many women try to make it more difficult than it needs to be. Forget about...
- what others think of you.
- what others say about you.
- fitting in with the "in crowd".
- whether or not someone likes you.
- trying to follow what everyone else is doing.
Seriously girlfriend, just be yourself! My heart breaks when I see women playing follow the leader. They're copying what others are doing, mirroring their branding, posts, language, etc. They're blending into the crowd following a cookie-cutter approach versus letting their unique self SHINE!
Therefore, be yourself. OWN who you are as a beautiful, confident, and fearless entrepreneur! You have what it takes to be successful and you are UNIQUE! But, and here's the big BUT, you have to BELIEVE in who you are and what you're capable of. God put you on this Earth to do some amazing things and he doesn't want you diminishing your light in fear of trying to fit in.
Trust me, I get it. Jumping into the online space can often feel like being the new kid at school. However, if you don't own who you are from the start, well honey, you're going to miss out on some amazing opportunities. I encourage you to be yourself unapologetically and authentically.
Just be YOU!
Let your prospects, colleagues, and mentors see your flaws because those flaws really aren't flaws. You just think they are! Talk and write the way you normally do. Be quirky, fun, sassy, wild, or whatever other personality you have. The point is, be YOURSELF! Embrace it. Own it. Live it. Love it.
SHARE YOUR UNIQUE STORY
One of the most powerful ways to build the know, like, and trust factor with your leads is by sharing your unique story. Now before you even go on thinking that you have NOTHING unique to share, I'm going to tell you that you do. Trust me, we ALL have stories that make us unique. Your story and you have many that make you, you. It's time to share those stories! Doesn't matter if they're good, bad, or even ugly you're tribe wants to hear them.
Listen, hindsight is always 20/20 and I guarantee there was a pivotal moment or two that has helped shape who you are today. Think about it, what struggles have you endured in life and how did you overcome them?
What about this, what is your WHY behind starting your business? What drives you to do what you do? There's another story.
You see, we often feel like we're blah, boring, bland as ever but in reality every second of our life we experience something. That "something" can very likely turn into a powerful story. Pretty cool, right?
You have a story to share because you are unique. No one has ever gone through what you have, has lived your life the exact same was as you, has experienced ups and downs like you or overcame the obstacles like you have. Sure, there may be similar stories, but only YOU can share your experiences because they're a part of YOU!
When you think you have a story to share, ask yourself the following questions. They'll help determine if the story will be impactful and appealing to your tribe.
- What challenges have I overcome?
- What happened after I overcame the challenge?
- How did the challenge make me feel before, during and after it was overcome?
- How does or will this challenge relate to my ideal client?
- What do I want my ideal client to learn, feel or understand when she reads this story?
Once you work through these powerful questions your well on your way to writing and sharing an epic story that will lure your dream clients in like bees to honey. Trust me.
The last piece of advice is to remember that "facts tell, but stories sell"! Honestly, I have no idea who first said that quote but I heard it from Marie Forleo. Either way, I believe it wholeheartedly. So go out there and share your story with the world!
SHARE "BEHIND THE SCENES" SNEAK PEAKS
Another way to build the know, like, and trust factor so that you can convert your leads to paying clients is by letting them see you in REAL LIFE. What? This may be obvious to you and maybe not, but I have found that majority of the women I serve hold onto this warped sense of reality that the ONLY thing their leads want to see is them puking their business stuff everywhere. Yeah, um, no.
Quite honestly, they want to see YOU. They want to know what you eat, sleep, breathe, dream, and do on a daily basis. Why? Well, because people do business with those that they feel connected to. People they know. If you're puking your business everywhere and jamming it down their throats do you really think they're going to support you and your business? Nope!
However, if you let them into your life and business with some sneak peaks or "behind the scenes" photos it will intrigue them. They'll feel like an exclusive VIP member of the club. In the process, you're building a loyal relationship. They get to feel connected to you on a deep level by seeing your family, what you enjoy reading, how you take care of yourself, run your business, etc. You name it, they want to see it.
Let them! Sprinkle in some content of YOU living your life and running your business. Everyone wants to feel like they're a part of something and by sharing bits and pieces you're letting them be a part of your life and business in a unique way. Over time, they'll feel like they've known you for years and when they're ready to get support, guess who will be the first person they'll contact? YOU!
Therefore, make it a point to schedule in some in the moment, real life, "this is how it is" type of content and watch your tribe fall in love with you to the core.
MIX UP YOUR CONTENT AND DELIVERY STYLE
Alright, we all know that everyone has different strengths and prefer to learn knew things differently. Some are hands-on learners, others are visual, some are audio and believe it or not, some like it all.
Therefore, mix up the way you deliver your content. Do livestreams, share pre-recorded videos, text content like a blog, audio, PDFs or any combination of ways you prefer to deliver content. The reason you want to do this is that everyone moves to the beat of their own drum. When you share content in a variety of ways you're able to tap into what their preferred method of receiving information is or their preferred method of learning something new so that can reach more people. You want to meet them where they're at and let's be honest not everyone loves to read long blog posts or watch a 30-min video. To each is their own. So leverage the variety of options that you have to reach more of your dream clients.
Moreover, to keep your tribe engaged and always eager to pounce on what you have to offer you want to mix up your content so it's fresh, exciting, and new. Even if you repurpose it not everyone will see it. Keep pushing your message out there! Remember, you don't want to bore them so create content based on their wants, needs, and desires. Throw in some funny memes or graphics to have some fun. Ask engaging questions. Share viral videos that are motivational, inspiration and funny. Do what works for you and your tribe.
Moral of the story, mix it up! Have some fun with your content. Let them see the creative, fun, flirty side of you that you have. Trust me, you'll thank me for it.
INTERACT AND ENGAGE CONSISTENTLY
Oh my goodness, I'm going to step on my soap box for a hot second because this needs to be said. For the love of God, if you're going to post any content on social media, send out an email, instant or direct message someone, or whatever what you prefer to communicate and share your content, please, pretty please, have a system in place to engage with your tribe.
There is nothing that irks me more than when I comment on someone's post on social media, shoot them a message or email and then they go MIA. Poof! No engagement, comment or reply. It is one of the rudest things you can possibly do. Not only that, it damages the relationship that you're trying to build with your leads, colleagues, and mentors. Ghosting their pretty little toosh is a sure fire way to put a bad taste in their mouth about you. You've lost their respect, possible collaboration or even a sale because of it.
Therefore, create a system where you can engage consistently and have a way to track your leads. I recommend having a CRM system in place for this, but if you're on a bootstrap budget then a Google Sheet or Excel spreadsheet will work. In fact, I have a Prospect Tracker in my Free Resource Library that you can use. To snatch that sucker up, all you need to do is request access HERE.
Things you'll want to track are their name, business title, website, phone number, email, conversations, dates of conversations, unique things about them, etc. Everything you would need to know to get to know someone as a friend and as a potential client.
In addition, as you're building a relationship with your prospects you'll want to have a system in place to follow up. There are two methods that I follow so that I can stay on top of my game and not let leads fall through the cracks.
- 2+2+2 Approach
- 3-2-1 Approach
What the heck does that even mean?
In the 2+2+2 approach, you will follow-up with someone 2 days after an initial point of contact or sale, 2 weeks, and then 2 months.
In the 3-2-1 approach, you'll follow up with 3 new leads daily, 2 warm or hot leads (people you've already been in touch with or on the cusp of signing with you) and 1 former or current client to ask for a referral to get a new lead.
You're probably wondering how on earth I tackle the use of both of these approaches, right? To start, each new lead I follow the 2+2+2 approach. When I am doing my relationship building with prospects, I count them as part of my 3 new leads with the 3-2-1 approach. You see, so every day, I reach out to a minimum of 6 people a day. Once they have become a lead or former client, then they're on the 2+2+2 approach. Does that make sense?
Perhaps I should provide an example just in case. Take a look below.
Example: Susie is a cold lead that I found in a Facebook group. I sent her a private message telling her I love her content and that she's doing an amazing job. (Expert tip: Always compliment your leads.) Since she is a cold prospect, she is considered 1 of 3 leads that I need for the day when following the 3-2-1 approach. I will then follow up with her in 2 days, again in 2 weeks, and then in 2 months. I'll continue to follow up with every at minimum every 2 months until she converts or until I know that she's not a dream client. At that point, if she is not a dream client then I continue to nurture the relationship with a peer or colleague basis because you never know what will come of a relationship.
Make sense? Easy peasy, lemon squeezy!
What do you share when you're following up with your leads? Oh boy, there are a lot of different ways you can nurture the relationship without feeling like an icky, sleazy, spammy person. For example, here are several items you can do to build an authentic and genuine relationship with your leads:
- Share an article, video, blog post, meme, etc that is relevant to your lead that she would find value from
- Share a quote that would motivate or inspire her
- Ask her for feedback on a project
- Ask her about her family, the weekend, the recent event she went to, etc to get to know her on a different level
- Wish her well on her birthday or other holidays
- Pay her a compliment
- Tell her she was on your mind and you wanted to say hi
- Pray for her
- Offer to support her no strings attached
- Ask to hop on a virtual coffee date
You see, there are plenty of ways you can nurture your leads without going for the jugular and pitching your services or products. Please, for the love of God, don't pitch on the first interaction and most certainly don't pitch and run. Ew! Totally spammy and it ruins your credibility, reputation, and your image. Believe me when I say that the online space is really like a small town. Word travels fast!
As an additional tip, you'll know when the time is right to make a pitch. If you go into building a relationship without any expectation of what will happen, be open to the process and where the relationship will go, then it'll feel natural, genuine, and authentic. A loyal and REAL relationship is being built! By letting go of the expectation that you MUST CLOSE THE SALE, you're allowing yourself to feel into the conversation and the relationship being built. Listen to your intuition and let it guide you. When the moment is right, you'll know and when you make your offer she will most likely say YES! Patience is a virtue with relationship building.
If you're not giving into the process and being patient, you'll end up coming across aggressive, rude, spammy, and whatever else your lead will call you. Don't make that mistake and pitch too soon.
When in doubt, ask if she's open to hearing about your services. People are more receptive to being asked versus getting information jammed down their throats. That's when things become uneasy, aggressive, sleazy, and spammy. Don't be that person. Just simply ask. You'll be surprised at the response you receive, trust me.
Keep in mind the sleaze factor comes into play when you try to force people into doing or buying something they don't want to do. Don't be a bully. Remember, that relationship building with your leads is no different than going on a date and trying to woo your partner to marry you. It's the same philosophy! When you simplify what you're doing, be yourself, and just have some fun the clients will come.
There you have it! Relationship building really doesn't have to be as difficult as everyone makes it out to be. Have fun, be authentically you, and go with the flow. Your dream clients are out there waiting for you to connect with them. You have amazing and unique gifts to share with the world. Go out there, connect, and make an impact!
In the comments below: What's was your biggest takeaway from the five tips to nurturing a relationship so that you can convert?
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