Gym Owners, Dentists, Chiropractors, Masseuses, Real Estate Agents, Yoga, VA Loan Lenders (Insurance Agents), Smartphone Repair Shops, Weight Loss (Liposuction) Clinics, Orthodontists (Invisalign), Beauty Salons, Car Dealerships.
Bringing in new clients to your local business can be daunting…
…and like most business owners:
You probably have no idea how to bring new clients to your business.
Here’s the deal:
Clients are the lifeblood of any business.
Without clients, you can’t make the payroll.
Without clients, you can’t keep the lights on.
Without clients, you can’t grow.
But let me be honest with you:
Any local business owner can start bringing in new clients, including you!
So in this post, I’m going to show you to get more clients so that you can have a profitable and sustainable business.
Plus I’m going to give you the exact templates successful local businesses are using to exponentially grow their practice.
So how do you get more clients through your door?
There is a simple 5 step process that you can follow.
The 5 step process involves:
- Giving an irresistible offer that excites people
- Getting more eyeballs to your offer (Traffic)
- Capturing the contact information of those who are interested in the offer (Leads)
- Following up with the potential clients so that they claim their offer.
- Upselling your clients with more complimentary offers when they come into your business. This is where the big bucks are made!
Let me break down the process further:
Step 1: The irresistible offer
People love discounts, vouchers or free offers!
Vouchers excite them to escape from the pain and frustration they’ve been feeling at a massive discount.
Freebies or vouchers are a no brainer!
This tactic is extremely effective in bringing in a flood of customers to your business.
If your offer sucks, no one will want it.
Make your offer irresistible, catchy and juicy.
You want people to drool over your offer.
Slapping your offer with the word “free” doesn’t guarantee people will love it.
You need to research and discover what works for your competitors.
They are hundreds of offers on Groupon and Yelp.
Just search for similar businesses and model from the best sellers.
Search for your business…
Sort by top seller…
Model the offer from the top seller…
I guess the next question that you are now asking yourself is…
But how will people see my voucher?
This brings me to my next point…
Step 2: Traffic –– Getting more eyeballs to your offer
Big brands like Coca-Cola use billboards or TV adverts to market their products.
In your case, it’s difficult to advertise on TV because it requires a huge budget.
But, there is a far better and easier way.
By creating ads on platforms that your potential clients are already using.
The best way to get people to know about your offer is through Local Facebook Ads.
Yes, I said it.
Facebook has an audience of more than 2 billion people.
You just need to tap into that audience and fish out your clients into your business.
The first step is to create an ad with the offer
There is a cool hack I discovered on Facebook.
If you are struggling to create ads, spy on your competitors.
Go to Facebook Ad Library and search.
Step 3: Leads –– Capture their contact information
The next step is to give them the offer in exchange for contact information.
Their name, email and phone number.
Here’s how to do it:
When the potential client clicks on the ad, they are taken to your landing page (optin page or squeeze page).
This is where they claim their voucher in exchange for contact information.
Here is an example:
When they click “Get My Voucher” a popup appears…
I’m going to give you plug-and-play templates for your business for free.
These templates are called sales funnels. So let’s call them local business sales funnels.
They are created using an easy to use drag and drop software called Clickfunnels.
Clickfunnels is an intuitive software that can create and automate all your funnels for your local business.
I have personally modeled these funnels from the top local businesses. I could easily sell them for thousands of dollars.
But, I’m giving them away for free.
These local business funnels are plug-and-play. That means, they will be downloaded automatically to your Clickfunnels account ready to use.
How cool is that?
Pretty cool, right?
The landing page is made up of 4 sections:
- Offer: We’ve talked about this.
- Testimonial: Client testimonials.
- Introduction of who you are: Your mission, objectives, vision, and experience.
- Your location and contact info: So that the clients can contact you and know the location of your office.
Side Note #1:
Your image(s) should reflect a customer receiving the benefit of the offer.
For example, if you’re a gym offering free membership, show people working out.
If you’re a masseuse offering a free 15-minute massage, show someone receiving a massage.
If you’re a dentist and offering a free teeth whitening, show someone with a brilliant smile.
Side Note #2:
Don’t use stock images.
Whip out your phone and snap some photos of customers receiving the benefit you’re offering.
The “amateur” look from taking your own photos is REAL … and people appreciate REAL.
The next step is the Thank you page.
It’s the page they see after providing their info.
It serves 2 crucial purposes.
To confirm that you’re sending them the coupon they originally asked for.
And, motivate them to call you for an appointment.
It’s much easier to have people call you and schedule an appointment, than you calling them and following up with emails and text messages.
You are probably wondering…
“How do I get people to call me?”
It’s by offering an extended bonus or complimentary bonus.
Here is an example:
Gyms: A two day 1-on-1 personal training session
Dentists: Free consultation, X-ray
Masseuse: 15 extra minutes
Barbers/Stylists: a deep cleansing shampoo
Restaurants/Retail: an extra 10% off
If you have nothing else to offer, it’s okay. You can give them a call yourself without any bonus.
If they don’t call even after giving them the bonus, it’s your duty to follow up with a call, emails and text messages.
Step 4: The Follow Up
In reality, most people who sign up are not going to call right away.
Because they are at work or busy with other important things.
By the time they are done, they have already forgotten about you.
Don’t take it personally.
I can’t blame them…
You forget too.
You simply MUST follow up if you want to win at this game.
If you aren’t going to follow up, you’ve already lost.
Now, let’s look at how you should follow up.
If someone signs up and doesn’t call in 10-15 minutes, pick up your phone and call them.
Why so soon?
Every minute counts.
Every minute you wait, they become colder and colder.
You need them to commit when they are hot!
Here is what you say:
Here are some of the actions:
“See when you’ll be coming by to take advantage of it!”
By asking them this question, they’re making a verbal commitment to you and they’ll be much more inclined to actually follow through and show up!
For instance, if you’re a retailer … you probably don’t really care when they show up; however, if they make an “appointment” to be at your store by telling you they’ll be there, they will likely show.
“Schedule a 15-minute call with our staff so we can answer any questions you may have.”
This is ideal for a business that requires a bit more “selling” before someone walks through the door.
For instance, if you are a plastic surgeon, scheduling a 15-minute follow-up call is the next logical step. People will be more inclined to go through with scheduling the call.
Of course, when you’re on the 15 minutes follow-up call with them, you’ll “sell them” on your offering.
“Schedule an appointment.”
Go straight for the jugular!
Follow up with emails
Send the voucher and your contact info to their emails.
So that you can have them call you to claim their offer.
If they visit, stop sending the emails.
To send these emails, you will use email auto-responders to automate the process so you can deal with the most important parts of your business.
I personally prefer GetResponse.
Here are the emails.
Send another follow-up email …
And a “last chance” email …
If you decide to throw text messages into the mix, remember to keep it short and simple.
Retargeting is simply showing an ad to someone who visited or signed up for your offer.
Let me explain,
If a person signs up for the voucher, you can retarget them with ads that remind them to claim their voucher before it expires in the next few days.
If you’re hosting an open house or event, you can retarget everyone with ads that remind them of the date, time, and location of the open house or event.
Step 5: The Upsell
This is by far the MOST IMPORTANT part of your business.
This is where the money is made!
Without this, you will be out of business…
You will have to do more work for LESS money.
The 1% of local businesses that are doing insanely well have perfected the art of upselling.
Every business has a value ladder.
You are probably wondering what a value ladder is.
A value ladder is a map of how you plan to serve your customer as they grow with you.
It is simply 3 or more products that your business offers, each with a different price point and value to the customer.
Let’s look at an example of value ladder for a dentist:
Your business has to have a value ladder so you can serve your clients at the highest level.
Repeat customers are the heart and soul of your business.
In your free time, write down all the services and products you offer.
Then, attach the value and price to each.
Finally, map it out on the value ladder sheet.
Without this, your business will struggle.
These are the 5 steps you can implement in your business to bring in customers and retain them in the long term.
It’s that easy.
Here are some sweet extra bonuses just for you