Your Clients Aren’t Everyone – And That Makes You Money
You might not realize this but not all people are your clients….
….or you might already cognitively know this….but do you really know this?
So let me give you an example of what it looks like when you think they are:
When I owned and operated a 3000 square foot complimentary medicine clinic it was so easy to see this in action. There were some therapists that were swarming with clients and others that looked like they were desperately clawing away and nothing but crickets.
It can be disheartening when you have all this wisdom to share with clients and yet where are they?
As a result, typically what would happen in this scenario is that said therapist would run out and take another training or workshop and on Monday they would burst into my office talking like a rabid auctioneer about the latest and greatest.
They would want to have specials put on (aka discounts), it needed to be added to the website immediately, new supplies to perform the service were to be ordered by the company toot suite.
This was it, this was the one.
Clients would flock from all over just to get this new thing that literally helped everyone and everything…
…then again – no success.
I had one therapist who was in her 60’s. She had so many certificates it took 3 file folders to house them all in my office. Also, she had been working in the complimentary medicine field for 25 years.
Was a lovely lady….and was the team’s weakest link.
Now don’t jump in and judge that this was a cruel statement.
It’s not cruel. She had no clients.
The proof was in the pudding. She had the capacity (also known as availability) for 20 clients a week or 80 clients a month. And would do 5-6 clients a month. It cost me money to have her in the clinic.
Her treatment room always looked like a tornado hit it because she couldn’t remember all the techniques, lingo, etc so she would layout all of her manuals on the shelves, table, treatment table and floor. She had to look up stuff before she performed the treatment….while the clients were there….insert my cringe here… clients got really upset at this.
No wonder there was no returns or referrals. She was trying to help everyone with everything.
Listen carefully – It’s important to realize that more training is not the issue for lack of clients.
She had tons of training. What she didn’t have was a focus so that her clients could find her and she could find them.
Let me give you another example around clients and how to get your hands on them.
At the present time, one of my associates had the exact same training as me. Every single thing I was trained in, so was she. In fact in some of those trainings I can honestly say she was better at them than me. We were both packed to the eyeballs with clients.
She was awesome.
BUT….my clients were not her clients…
…AND…her clients were not my clients…
What was the distinguishing factors?
I was hard core, to the point, fertility master. If you were coming to me, unless you absolutely did not do any of the work or use any of the tools, we were making a baby….obviously we needed the male in there somewhere but you know what I mean…
I have been called a fire cracker, butt kicker, blunt, aggressive, scary…whatever. That’s usually what happens if you are a doer who doesn’t like to beat around the bush.
Notably, clients came because they wanted fast results no matter what.
By the same token, this lovely being was full on mom energy. She worried about your feelings (so did I but I still gave you the truth straight) so she would take time to delivery certain types of information. When she did she spoke softly. Soft flowy clothes were her daily attire. ( I wore suits and shoes that you can run in….if needed). She was all around a nurturing soul. So if you needed a softer touch – this was your gal.
Moreover, she had just as amazing results as I did. In fact we used to make it a competition to see who could get more clients or have more transformations than the other. We used that to become greater at what we did.
Even though, we would brag and mock each other in the hallway as we passed as part of our gamification to push each other into greatness….the clients benefitted from it. We were focused on being the best.
And because we knew who we were, and how we showed up in business our schedules were booked solid.
The most amazing part of it all was people would call in to book, be offered one of us and they would say “No I don’t want to work with them, I want the other one”.
When asked why – it was always “I don’t like her personality” or “I don’t want what they are offering”.
So – same tools and training didn’t matter in booking clients – it was all personality and what we were offering.
Why am I sharing this with you?
Because if you have been considering creating a Signature Program then this is important for you to realize.
It doesn’t matter if someone out there is offering similar transformations. They will attract their own clients and the ones that need you are still waiting for you to be bold and courageous and make their damn program for them already…lol
No one does program building like me. (aka my transformational offer)
And no one delivers your transformation like you.
Even if your program is sooooo freakin close to another persons, all you need to know is if your messaging is tight and aligned with how you show up in business as your authentic self, you will have clients that rave about you.
You will attract your clients. The ones who desire who you be.
Nowhere did my Associate or I get upset if someone didn’t want to work with us. We used to laugh about it. Our intention was always who is the best for that person and if it’s not us, then it’s not a fit.
There were even times where we would have sessions at the same time, realize that the client was not a fit for us and we would swap clients.
…literally open the treatment room door, bang on the other door and say “hey there’s been a mix up, my client needs what you are offering.” And if I remember correctly, her person would be better fitted with me.
NOT ONE CLIENT ever said – “no I want to work with you. I am not leaving to go work with them” EVER!
Furthermore, when you are clear on your transformation, who you serve, how you serve and who you are in business, it is very clear who’s a fit and who is not.
You know who your clients are and which ones are not.
Immediately each interaction with each client is up-levelled. Align your program build with all of that and you are golden!
So get clear and then go out there and crush it with your program building.
Happy designing!
Xo,
Tracy
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