4 Ways to Convert Your Leads to Life-long Clients<\/h2>\n
On the sixth episode of the Live Your Dream show, Emily Montgomery shared strategic methods to truly convert leads. She began by advising business and studio owners to not just think about acquiring more leads but challenged them to try to understand why they\u2019re not achieving their desired conversion rates.<\/p>\n
\u201cIt\u2019s important to look at the quality of your leads and better identify where some of the disconnects are,\u201d Emily tells us. \u201cThis will save you in terms of mental head space<\/a>, because without a process in place or a map to go back to, it makes it difficult to see the big picture and identify where you can make improvements.\u201d<\/p>\n Are you ready to find out Emily\u2019s tips and tricks to convert your leads? Here we go!<\/p>\n Many business owners, such as yourself, get very frustrated and don\u2019t understand why their conversion rates are low. They feel they\u2019ve executed all elements perfectly, from their class schedule and experienced instructors, to extras in their monthly memberships and an outstanding product. So, what\u2019s the problem? Emily says it\u2019s you!<\/p>\n \u201cMany studio owners follow a certain marketing strategy which feels very pushy,\u201d Emily Montgomery tells us. She uses an analogy to explain exactly what she means. “Imagine I started off this webinar the way you connect with your new prospects,\u201d she begins. \u201cYou don\u2019t know me at all, because you\u2019ve only heard me talk for a few minutes, but you trust your friends here at WellnessLiving are not misleading you. I tell you I\u2019m a marketing expert and I\u2019m the best. I ask you if you\u2019re ready to sign up and give you 20% off until the end of the day on Thursday. Then I tell you that you\u2019ll be amazed at the changes you see in your business. Imagine later that day, I send you an email and remind you that you only have two days left to get 20% off. Then you hear from me the next day and again on that Thursday, reminding you that it\u2019s your last chance. After that, I\u2019ll probably disappear, and you might hear from me again in some generic marketing communication in about 60 to 90 days.\u201d<\/p>\n With this analogy, Emily highlights the fact that clients can\u2019t really tell how your product or service will help them after only a short amount of time. This method doesn\u2019t really show your potential clients that you understand their needs. \u201cIt takes more time for you to present your potential value to them,\u201d Emily says. \u201cBusiness owners get so frustrated because you\u2019re only looking at it from your point of view and not the clients\u2019 point of view. Though you think you have a value offer to a potential client, when you give them 20% off, it doesn\u2019t mean anything to them until they know you and the value you present to them.\u201d<\/p>\n Emily stresses, \u201cYou must show them your value, not just tell them. Show your potential clients what your value is through your marketing. Position it from your ideal clients\u2019 perspective and not just yours so it can connect and resonate with them. How will you show your clients you can give them what they want?\u201d<\/p>\n The key to this lies in knowing your target demographic, which Emily Montgomery explains next.<\/p>\n It\u2019s vital to know your ideal client, so you can show the value your business will bring to their lives. \u201cMany business owners think of ideal clients in terms of gender, age, and location,” says Emily. “We have to move away from male, female, and age specifics and move towards personality types coming to your studio.\u201d Read on to find out more!<\/p>\n \u201cAn ideal client is a similar mindset that your clients have and is not dictated by how old they are,\u201d Emily tells us. \u201cIt’s their similarities in the way they think and approach their life.\u201d Emily encourages our viewers to really understand their ideal clients by asking questions like What stresses them out? What wow\u2019s them? What would they do with four free hours of time? What stops them in their tracks?<\/em><\/p>\n \u201cYou can give potential clients more of what they want<\/a> by understanding what they value and what they can get from you right now,\u201d Emily tells us. \u201cIt’s all in the way you approach your potential clients. This approach must be unique to you.\u201d<\/p>\n Emily then shares a powerful technique to help business owners truly understand who their ideal clients are. \u201cFirst, reach out to three to five ideal clients and let them know you want to get to know them better,\u201d Emily says. \u201cIt\u2019s important to have a group, as you will start to see similarities between your clients. Then use my ideal client discussion guide to ask questions and listen to everything they say and don\u2019t say through their body language and how they engage with you. Next, write down your key takeaways and create your own ideal client avatar. Give him or her a name. It’s important to do this because it will humanize them, as they will be the measure of how you do things. Afterwards, share this ideal client avatar with your team and staff. Always use your ideal client avatar whenever evaluating new programming, marketing, etc.\u201d<\/p>\n This homework assignment is an excellent way to really get to know who you\u2019re targeting your business towards. Emily then shares an example of an ideal client named Sally. \u201cSally is 42 years old and likes to be acknowledged and feel like a part of her small community,\u201d Emily begins. \u201cShe is busy but shows up for class 4 times a week. She is well connected to staff and instructors and socializes before and after class. This is the only social time she gets during the day and this is her opportunity to connect. She thrives on feeling special and jumps at exclusive events because she has a fear of missing out. She enjoys spending money on luxuries for herself but doesn\u2019t do this very often. She goes on social media in the evenings after her kids go to bed because she likes to feel in the know of what\u2019s going on.\u201d<\/p>\n \u201cNow that you know who your ideal client is, you can fine tune the value that your studio offers them,\u201d Emily says. \u201cMy studio value to Sally is I am a place for her to catch her breath. It is a safe and judgement free community, and a place for her to detach from the hectic life she navigates on a day to day basis. She prioritizes coming in four times a week because she wants to be surrounded and encouraged by other women who she feels a connection with. This is her moment to tend to her own needs because the rest of her days are scheduled for other people to accommodate what they need.\u201d<\/p>\n The more detailed and specific you are, the more you can develop a marketing strategy that will truly resonate with your audience.<\/p>\n Focusing on the customer, is extremely important to your business. \u201cBy definition it means that your customer is firmly in the drivers\u2019 seat,\u201d Emily Montgomery says. \u201cThey are at the heart of your business.\u201d Not only will this grow your profits, but it will help your client retention rates skyrocket!<\/p>\n \u201cThis approach is a commitment to delivering excellent experiences from the first point of contact through purchase, and most importantly post-purchase,\u201d Emily tells us. \u201cYou must design experiences around your customers and continuously ask for feedback to improve on that interaction. This approach puts the customer at the core of your business.\u201d<\/p>\n The answer to your brand\u2019s success lies in your customer feedback. \u201cThis data should be used to better understand their interests, how you can engage with them, and their buying behaviors,\u201d Emily advises. \u201cUse that data to drive your business forward and make future business decisions.\u201d<\/p>\n \u201cWellnessLiving<\/a> is an excellent example of a customer-centric company, as it was developed out of customer needs and continues to evolve based on customer needs,\u201d Emily mentions. \u201cStudies show customer-centric companies are 60% more profitable because they are committed, passionate, and always put the customer first. They know they can\u2019t succeed without them, so they focus on building relationships to maximize the client experience.\u201d<\/p>\n Emily gives our community their second homework assignment which will help them assess how customer-centric they truly are. \u201cHere are three key performance indicators that will help you evaluate your success as a customer-focused company. First, ask yourself what is your current or average churn rate? <\/em>Next, what is your customer lifetime valu<\/em>e? and finally, are your customers happy? “<\/em><\/p>\n These three performance indicators will give you a hint as to whether you are behaving as a customer-centric business or not.<\/p>\n To convert your leads, you must nurture them. \u201cNurturing leads is like planting seeds and putting them in the ground,\u201d Emily shares. \u201cYou have to water and tend to them so they can mature and grow.\u201d<\/p>\n \u201c79% of marketing leads never convert, whereas nurtured leads make 47% larger purchases than non-nurtured leads,\u201d Emily says. \u201cAn effective nurturing process is ongoing and full of purpose for the ideal client, as it builds trust and relationships. Start by looking at your client flow and at people that buy that first drop-in class or introductory special and evaluate your interaction. Is it targeted or is it too general?\u201d<\/p>\n Emily tells us that \u201cif you\u2019re talking to anybody, you\u2019re talking to nobody.\u201d Like she said before, you have to show them your value in your first point of communication. Make sure your message connects and resonates with them, and let them know that you can give them what they need to thrive.<\/p>\n Emily\u2019s third and final homework assignment centers around how to nurture your leads. \u201cFirst, start by introducing yourself, then give something really valuable away for free,\u201d Emily says. \u201cIt\u2019s important not to ask your clients to buy anything in the beginning. Afterwards, share something interesting about you like some of your favorite books, podcasts, or recipes, and make sure it is relevant to your ideal client. Then show them that you are the authority in your industry by sharing some of your expertise. Next, share some inspiration and offer content that is designed to influence their purchase decision. This could be in the form of a testimonial from an instructor or client. Lastly, inspire action that leads to conversion. This could be in the form of something that is of limited supply for a window of time.\u201d<\/p>\n Emily Montgomery\u2019s clients have seen a 10-20% increase in new revenue within 30 days. One of her clients made $35,000 in just 8 days with their nurture campaign! \u201cIt\u2019s important to continue to build this connection instead of just doing it once in the beginning,\u201d Emily advises. \u201cActivate the inactive users and subscribers with your nurture campaigns.\u201d<\/p>\n \u201cYou have to get to know your ideal client and offer them something of value,\u201d Emily says. \u201cRemember to be customer-focused in your approach and always provide relevant content.\u201d<\/p>\n To learn more about Emily, visit her website<\/a> or check her out on instagram<\/a>. She also has a free training session<\/a> available which will help you plan your 2020 in only 20 minutes!<\/p>\n The information Emily Montgomery has shared with us is absolutely priceless and we can\u2019t wait to see how her incredible tips will help you propel your business forward! It\u2019s time to live your dream!<\/p>\n","protected":false},"excerpt":{"rendered":" It\u2019s time to live your dream and catapult your business! Learn why you\u2019re the reason your leads aren\u2019t converting with the master of marketing, Emily Montgomery. With eighteen years of experience in the digital marketing and advertising world, Emily has helped a number of entrepreneurs scale their business. She started […]<\/p>\n","protected":false},"author":1,"featured_media":13497,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"disable_featured_image":false,"_lmt_disableupdate":"","_lmt_disable":"","footnotes":""},"categories":[1181],"tags":[2275,2277,609,2276],"class_list":["post-13492","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-fitness","tag-branding","tag-expert-advice","tag-marketing","tag-software"],"yoast_head":"\n1. Show, Don’t Tell<\/h3>\n
![\"emily](\"\/knowledge-sharing\/wp-content\/uploads\/2020\/01\/LYD-6-In-text-2-1.jpg\")
2. Know Your Ideal Client<\/h3>\n
3. Be customer-centric<\/h3>\n
4. Nurture your leads<\/h3>\n
![\"emily](\"\/knowledge-sharing\/wp-content\/uploads\/2020\/01\/LYD-6-In-text-1.jpg\")
The Bottom Line Is…<\/h2>\n