RR#104 - Dear Ray… I’m stuck at 2 clients

Dear Agony Ray,

I’m a former marketing executive, and I’m 6 months into selling consulting services online.

I’ve got two pretty happy clients, but I’m working with them at a discounted rate.

I see other marketers, with much less experience than me, drowning in new clients. And I’m stuck at just two!

I don’t understand why: I’ve kept my content and LinkedIn bio intentionally broad to attract the highest number of clients possible.

And despite getting decent reach on my content, I get very few inquiries.

What am I doing wrong?

Cheers!

Stuck-at-two-clients.

—

Dear Stuck-at-two-clients,

Sorry to hear you’re at less than capacity and discounting your rates.

Unfortunately, it is rarely the best consultants that get paid the most.

Instead, it’s the consultants who have the best positioning that make the most money. The consultants who instill the most confidence they can solve a specific problem for their clients.

Kudos for putting yourself out there consistently with content.

Unfortunately, as they say in digital marketing, claps ain’t cash. And popular content doesn’t mean a profitable business.

Here’s what I recommend:

1. Get clear on who your absolute dream client is.

A client you’d be as certain as humanly possible that you’d produce great results for.

What problems do they have? What words do they use to describe the problem? How would you solve their problem? What steps would you take?

Here’s a checklist you can use to define a niche with maximum ROI.

2. Start writing content for them.

And that includes optimizing your LinkedIn profile.

At the moment, you’re speaking to everybody, and as a result your content isn’t truly connecting with anyone in particular.

But now you’re clear on your absolute dream client, you can change that.

Speak to their specific pains, problems, and dream transformation. I break down the content framework I’ve used to generate more than $2M in organic sales in great detail here.

And when they reach out to talk, pitch them a solution to the problem you know they’re having. If you need a process to run those sales calls, you can use the one I teach and install for my 8-figure clients here.

(Bonus: you’ll get better results with clients and more relevant testimonials out of it).