How To Convince Clients: Are You Blocking Customers From Giving You Money?

How To Convince Clients

If you’re in business, then you might have asked yourself how to convince clients and customers to take you up on your products and services.

You’ve likely heard the term “money blocks” before, but I want to address the many different ways that we as business owners might be stopping people from giving us money.

I was going to say “giving us money for our products and services” but sometimes the problem starts even before we have any offerings, really.

Are you blocking your customers from paying you money? #business #entrepeneur

So that’s where I bring in my “money is like water” analogy.

How To Convince Clients & How Money Is Like Water

Many times, when we’re starting out in business we make things harder than they have to be. It’s like if we’re standing at the top of the mountain, and all the rainwater is flowing down away from us…

Like money flowing through our fingers in the form of investing in our education and our business, or just taking care of regular living expenses and not seeing much return. Yet.

Now imagine that instead of being at the top of the mountain where everything is flowing away, you were standing at the edge of a river, lake, or even the ocean… where all the water from the higher ground flows to.

In our businesses, the products and service offerings we create act like pathways for the money to flow towards us.

You need to build the pathways toward your business, so that everything flows toward you instead of petering out as it approaches.

Think of it as building rivers and streams that allow the water to flow toward your business. These pathways are your offerings, and the more clear, strong, and easy they are… the easier it is for people and money to flow through them and into your company’s bank account.

If you have too many blocks, dams, or obstacles in the way, then nothing is going to flow toward you… people (and their money) will find somewhere else to go.

Along the same lines: the bigger the pathway, the less leaky you can make it, the more money or water it can transport. For your business that might mean increasing your prices, or increasing conversions.

Let’s Talk About Funnels

Many of us have heard of the marketing funnel before, where people enter at the top and some people buy on the other end. That’s close to what I’m describing here… except that you can have many different pathways and “funnels.”

And these pathways don’t have to feel like a high pressure sales machine, they are simply guiding people along to the right and natural destination for them. That water can take any path, but if it takes yours then you want to make sure that it doesn’t get blocked along the way.

Now let’s talk in more concrete and actionable terms, so you can see how to apply this open pathway concept to your business.

The biggest block I see in people is not having a clear product or service offering with a price, a scope, and a simple way to buy it.

This might be the case in your business if you have a program that you open and close just once or twice a year, and no other offerings. If someone finds you and falls in love with your business but there’s nothing for them to buy from you, then you’ve lost an opportunity.

Or, you might be fully booked with clients with no other way to help people and turning down clients. (Hint: it might be time to launch a digital product!)

Other times, service providers might have too wide of a range of skills, and no easy way for a client to decide if they should work together or not.

Even if you have a simple 3 step process to provide someone with a basic package or customizable quote, that’s better than a big wide canvas without a clear outline of what’s involved. If it looks like you know what you’re even doing before you start working with someone, it’s a good sign!

Another stream might be other people’s products. Let’s say that there are products or services that your customers could really benefit from, and that you already recommend on a regular basis. You might start to use an affiliate link to earn a small referral fee, and soon you’ll notice a trickle of money coming in from a new source.

It all adds up

I started doing this early on through my Real Foods Witch site when I was talking about a blender or a good brand of chocolate powder. Now this stream has grown over the years, and the money just flows into my business.

Let’s take a look at another concept that’s often discussed when it comes to funnels. If you have a free offer, like an opt-in gift… having a simple product that someone can buy right after they get your free gift is a great idea.

From there, you can offer the next program or package, and keep selling more… as they keep getting more value and their needs change.

So Now You See It’s Not All About How To Convince Clients…

Take a moment today to look at the different ways that you currently allow money to flow into your business. What other streams could you add? Are you doing a good job of letting it flow in, or do you have roadblocks, and “closed for business” signs all over?

Also, I want to film more videos about funnels, so leave your funnel questions below!

 

46 Responses to How To Convince Clients: Are You Blocking Customers From Giving You Money?

  1. Yes, yes and yes! Please make more videos on the whole marketing funnel topic.

    Making an offer right after an opt in is a really cool idea. As much as we like to get people to know, like and trust us before making an offer, some people are more decisive- maybe even impulsive when it comes to buying from us.

    • Yay I’m happy you’re interested in the marketing funnel topic Bola! And you’re totally right that sometimes people are just ready to go, and they don’t necessarily want to wait before they get going. :)

  2. Hi Nahalie! Great video. If you are doing more stuff on sales funnels, I would love to hear your ideas on segmentation and also the practical aspects of figuring out which lists to use, when and how to merge them, etc. Also something on how you juggle several sales funnels, so you don’t end up sending out too many mails to the same people. It is a bit tricky and I thought you might have an interesting perspective on it. Thanks!

    • Those are great questions Lise, and I think it’s important to consider how people come into your “world” and which emails they’ll get based on what they do. It also comes down to the tech tools you use, some of them are great at making sure you don’t send 2 emails in one day, while others don’t have that capability. :) Thanks so much!

      • Ditto on this question! List segmenting is great, but can get overwhelming too. How much is too much might be another 101 level question with regard to funnels.

  3. I currently have my site up now and it’s beautiful super, yet when you speak about funnels how can I take it further? I feel sometimes the blocks are deeper, maybe it’s mindset, like how do I actually meet my client? Thanks Natalie, I love your content. It’s so easy to absorb and super helpful.

    • You’re so welcome Deanne! Sometimes it is a mindset thing, but sometimes it’s more about getting practical and putting one foot in front of the other. Have you watched the “how to sell” video and had sales conversations with any potential clients yet?

  4. Right now my web site is my biggest blocker (I believe). It’s hard to tell I even sell any products there, even though I have some great ones! Luckily I’m working with a fantastic designer who is helping me turn my web site into a sales machine, so I can remove that blocker once and for all!

    • Way to go Jessica! The first step is to recognize what’s blocking people from saying yes (or knowing you have products/services in the first place), and it sounds like you’re well on your way to getting it all resolved. Woohoo!

  5. Thanks for posting this video Natalie! Because of your video I just updated my website with a list of services that I offer with prices. I’ve had a business for 10 year and have never done this! You are right, though, it does make it more clear what I actually do.

  6. BRILLIANT video Nathalie! I love the idea of thinking about how money flows into a business – it takes the pressure off to think of it like that.

    My big question about sales funnels would be: I’m about to launch an ebook about juicing (yay!) and I’ve set it up so that people can sign up to download a planner so that I can get people onto my list. Is there a set formula that I should think about in terms of a funnel for these people who will be coming to me in a totally new way?

    Many thanks for all your fab fab videos!
    claire

    • Thanks so much Claire! Yes, that’s a great question. My initial answer would be to think about giving people a shot at buying your ebook right after they join your list to get this new freebie, and also think about how you can tie in this planner (like having a page at the end with more details about getting the book) and your bio, in there too.

  7. Hey Nathalie, great video! Looking forward to seeing you live in a couple of weeks. I’ve got a kind of reverse funnel question: what if you have offerings, you build interest, you channel that funnel into several offerings at different price points, and yet there’s a MUCH lower conversion rate than your market research would originally indicate? Is having a “flop” just normal now and again?

    Thanks so much and see you on the 7th!

    Best,
    Elizabeth

    • Hey Elizabeth! I’m so looking forward to meeting you on the 7th at Off The Charts Live too!! :)

      Great question, and the short answer is yes it’s totally possible to experience a flop now and again. It would be easier if I could see the offering, sales page/message, etc. because sometimes there’s just a disconnect between one part and the next.

  8. Wow Natalie, you really opened up my mind with this video. This is definitely happening in my business and I think it’s time to look for solutions. Thanks a ton!!

  9. Hi Nathalie,
    This is a key topic! I particularly liked your insights about looking for blocks and barriers to the flow and helping people by making it easy for them to understand how it works. I’m definitely going to do my blocks and barriers inventory now. My question is: how can you tell which blocks and barriers are significant and prioritize them for maximum impact?

    Loved your contributions to 2014 B-School curriculum and looking forward to doing the 30 Day List Building Challenge!
    Marian

    • Great question Marian! I think it comes down to which offerings you’re feeling like aren’t getting the traction you’d like. So for instance if you have 1-1 services, those tend to be the highest $/hour, so unblocking those would be a priority.

      From there, once you’ve got cashflow you can work on the other income sources like products, etc.

  10. HI Nathalie, Thank you for great content and guidance. I always learn so much from you.
    Have a great Memorial Day,

  11. Nathalie,

    Thanks for your awesome videos; I love how actionable they are! I’d like to submit a potential question: I’m a copywriter, and my clients (small business owners & entrepreneurs) come to me with so many different things they need written. It’s truly all over the place! I’ve been tracking my income, and it’s very evenly distributed among websites, sales pages, course creation, E-Books, social media, blogs, newsletters and opt-ins. This is a challenge because I don’t know how to create clear packages out of a copywriting service—or what a funnel looks like for my job. I do have an opt-in of my own, a free editorial calendar, but I feel like I’m just leading people towards purchasing hours of my time. Should there be something in between those two steps? Should there be different levels of my time? I appreciate any advice you can give on creating funnels for service businesses.

    With love and gratitude,
    Lauren Vanessa Zink

    • Lauren, I can definitely see you creating different packages based on how much value these services create for a business owner. For example, a sales page might bring in more dollars than a blog post in terms of return on their investment, so you can charge appropriately.

      I can also see you creating a “whole enchilada” kind of package that starts with your opt-in, then sales page, course creation, etc. :)

  12. Great info Nathalie! I am on information overload and having trouble getting things actually working to push my flagging sales. I sell physical products straight from my website. Quite honestly I’m confused as to how I can use a funnel system. Any help for the funnel-challenged?

    • Hey Sheri! Since you mentioned overwhelm, I would challenge you to look for 1 or 2 things top that you know have created sales in the past and do those again and make them repeatable.

      Funnels are awesome, and they can take a little while to get working properly – to get the right people to enter, to get the right wording/offerings, etc.

  13. Hi Nathalie,

    Thank you for your videos. They are really helpful. I can’t wait to (hopefully) meet you next month at Off the Charts.

    I have a product based business and there is only so much I can do. I’m not sure what a good (money making) online product would be.

    Thanks,

    Lauren

    • Ooh I’d LOVE to meet you at Off The Charts Lauren! :)

      For your product based business – are you profitable and scaling right now? I would start with making sure you’re making money, and from there you can focus on increasing your numbers – either more re-orders or new customers.

  14. Nathalie, this is such clear practical advice! I love it. I’ve been on quite a few websites which I went to with intentions of buying, but was overwhelmed or confused by to much extraneous info. I am definitely keeping this in mind as I build my website AND my business! Thank you!

  15. Hi Nathalie,
    Thank you so much for this post! I think not having my website running is blocking people away. I refuse to believe that, but I feel that people are more likely to “work with me” if they know who I am. I have a landing page with my free offer session, where I get to know them and see if we are good fit to work together. Most of the people that have signed up with me is because in the past they have exchange interest and done business + know the kind of person I am. Q for you, Is there a step by step formula to the sales funnel? I think every business is different and not all size fits all…but then again it will be interesting to know. big hug and thanks ;)

    • Great questions Maru! I’ll definitely be diving into the funnel questions a lot more in future videos – but you’re right, we need to come up with what works for us and our businesses.

  16. Thanks so much for your video blog. I think you’ve hit on the head with funnels. I’m just opened up for business (at least this site) last week. It took me 5 once I got serious to really identify everything. From listening to your video, I know I’ve done it right. Thanks for the boost in confidence. My next problem is really the list building, and getting a conversion rate.

    Probably the big question — what you recommend as a funnel for people that are offering more of a faith/coaching/practice. What really works as a catch-all?
    http://www.sparklingchi.com is one example where I changed my approach a bit. In 1 days (and it’s not even ready yet), I got 4 people signing up.

    Thanks.

    • You’ll definitely want to join the 30 day list building challenge if you haven’t already, that will take you far. :)

      I love your question about offering coaching, there’s definitely a way to create a funnel / pathway for people to take you up on that!

  17. Absolutely brilliant! I had never thought of the water analogy before and this makes perfect sense to me. Wonderful :-)

  18. Namaste (Hi from India) Nathalie,

    Great video once again! I have become fan of yours. The grace and smile which you carry with you when recording these videos, make these videos more influential.

    After watching this video, all I can say is that I am not alone when i am facing a situation, when everything just seems right but nobody is there to take my services which was not in the case when everything was not so ok (That was my opinion, but clients were coming).
    Your video has given me a fresh perspective to re-think and give a fresh and clear start for my sales letter and marketing campaigns.

    Thanks Nathalie for being there.

    Vikash

  19. What an organic, easy to understand and applicable way to describe funnels, Nathalie! Applause…woohoo! LOVE this. Being a very visual person, I really resonated with the fabulous description you gave of the water flowing toward you representing the income streams in your business. Thank you for that. And I know I’m not the only one who appreciated that metaphor. BTW-I’m LOVING your podcast (never miss one – not a one, I swear) and I can’t wait to see you, the wonderful speakers and all the other amazing entrepreneurs in NYC on June 7th & 8th for Off The Charts Live! YAY!!! xo

  20. Love this one, Nathalie! Thanks for that brilliant reminder to walk people through the process — and the idea to present new subscribers with something to purchase via email is great. Thanks for all the work you do, lady! I’m always inspired by you.

  21. Hi Natalie,
    I really enjoyed your video and it is very apt for me as I am just trying to make my first sales funnel for a physical product I sell. I have a lot of questions (sorry!). I am planning a 5 part email-based funnel which offers a lot of high quality content which is tailored to the needs of my perfect customer. However, because the content is so good, I feel like I need to maximise its potential and lead into my funnel by other ways too. How can I do this? One idea is to make add-on free resources that link the the content like posters and checklists and maybe put them on pintrest? Could you offer advice about this? I am putting so much work into the content, it is taking me ages, but I really want to set a high standard so people trust me and want to buy my product. Could you also discuss whether you put everything in emails or link back to a blog post? Finally, what is the best way to get people to join your funnel in the first place? Thanks in advance, really looking forward to watching more of your videos. Jo

  22. I have a product that will eventually have a online community . Right now closed for business signs every where. I want to publish a story about the product ( Monster Buddy Tribes) and need advise on how to do online publishing ( even if it is for free) Thanks