Getting Clients
Getting clients is something that most business owners struggle with, I mean no matter how bad your product is if you reach the whole population eventually someone will like it. The problem is most of us are lucky to reach 100 people the internet has changed that but it has also made it seemingly more complicated.
Architectural Visualisation is all about creative work but it also requires deep business knowledge if you want to make it by yourself. After running multiple businesses I have found that for some reason getting the first client is always the easy part, I often had the first client and the business wasn’t even launched yet, Future Frameworks is included in that group. Business is all about solving problems and systemizing the solutions, that’s why we struggle with the second client, we haven’t created a system that makes it easier for us to get the next client.
The Golden Process
To get consistent clients you need consistent leads, a consistent sales and closing team, and a consistent way of starting to deliver on your promise. To do this we automate these sections but most people automate the wrong parts, they automate the outside of the list, the lead gen and the deliverable, not the actual sales and onboarding. The video I mentioned in this week’s content recommendation talks all about this in a very interesting masterclass.
The idea is that if you are able to consistently close clients you know how many leads you need to get your sales goals and profit goals, this will make your profitability greater because you won’t be throwing money at ads hoping someone latches on until the onboarding phase. If you know out of every 100 leads you get 3 clients then you know how much it will cost to get those leads and close them.
The idea that The Futr mentions in the masterclass is that doing this system is simply not enough, you need a better process that allows clients to be ready to buy before getting on the sales call. The golden nugget of this video is that they explain how to train leads into clients making them better clients for you and making them more likely to buy so that from those 100 leads all of them fit exactly with your client avatar and because of this all sales become more streamlined and you actually increase your close rate.
How to Generate Leads
The way to generate leads is the best way I have come across is to advertise free things that provide so much value at the beginning that clients are like I simply want to buy because I want to support your cause that’s it. By doing this you generate a good brand image, you manage to attract more referrals and people like to buy from you, you want your clients to get the same feeling you get when opening the box to your new Iphone, you could’ve gotten a phone for 1000$ less but you don’t care the Iphone is still so precious to you because of their design, software, and prestige.
What content shall I give for free? Well, the same you are giving paid but instead of you doing it for your clients or with your clients you teach them how to do it. In the case of ArchViz, you may give them a 1-hour webinar where they learn how to use SketchUp, after that, you can upsell them on a course or tell them that if they don’t have the time to do it then you can do it for them as they learn and get better at the craft. Some clients will leave you when they learn how to do it at which point you can sell them another course or let them go and others will be like “I don’t have the time to do it myself, I simply want to continue learning for passion.” At which point you sell them a course 😅.
Jokes aside, the idea is to provide value at no cost beforehand and then get the upsell, this is a way of marketing that gets clients more familiar with you and your brand before you aggressively market them and in some cases, they may not feel like they are being attacked by complex Ad campaigns.
Content Recommendation:
This video and the channel as a whole is the reason why I decided to write this Newsletter, the whole idea and topic revolves around this specific video where you can see the video to get a better understanding of what I mention in this Newsletter. This Newsletter is the first of a 3 piece series where I talk about the Client process, How to provide Value, and How to Train Clients to become better clients so keep your eyes peeled to get some of the best articles I have written to date.