Nick Jervis

Helping Service Business Owners To Grow Their Business & Enjoy Their Life

Nick Jervis

How Consultants And Coaches Attract Their Ideal Clients

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How Consultants And Coaches Attract Their Ideal ClientsHow Consultants And Coaches Attract Their Ideal Clients.  As a consultant, I can tell you, that there is no better feeling than having your calendar filled with your ideal prospects who are eager to discover more about working with you.

When I first started my business in 2003 (grey hairs to prove it) it wasn’t like that for me.

However, within a few years, I always have had a good number of prospects waiting to talk with me and, more importantly, booking themselves into my diary to do so.

I wouldn’t have believed that was possible then, but I wouldn’t live without it now.

Which is why when I speak with some consultants and coaches now, I am staggered when they do not have this system in place at all.

They either ask a visitor to call them or email them from their website, or they go straight from a cold prospect arriving at their website to trying to get them to book in for an appointment.

That doesn’t work, or if it does, it works about 90% worse than the ideal system.

You have to prove your expertise before someone will book a call with you, and you cannot do that with the 60-90 seconds you have when someone visits your website.

The ideal system for filling your diary with prospects eager to discover more about working with you is this one:

  1. Write articles on your website that answer questions your ideal clients type into Google. For me, this relates usually to “how to get more clients for a xxx”.
  2. On each of those articles, offer an ‘item of value’ such as a PDF book, short email course or access to a webinar in exchange for their email address. You can read more about ‘items of value’ here: https://www.nickjervis.com/best-marketing-website-resources/ 
  3. Email your prospects every single week, without fail, providing valuable information that answers your prospects questions, proving your expertise, then at the end of that email offer a strategy call with you.
  4. Include in that email the link to your online diary, embedded into your website, using the software that I use or similar – Acuity

Most consultants give up too soon, before this works consistently, which it will if followed week in, week out, without fail.

It is what has built my six figure plus consultancy business.

Are you using it to build yours?

Understanding Google Analytics For SME’s

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If you now know your number (you do, don’t you), then you will now know how many people are finding your website every month.

Let’s have a look at what this means by looking at one of my websites Google Analytics numbers:

How To Understand Your Google Analytics For SMEs

Users: 1,023. This is the total number of people visiting your site in one month. If you have been in business for any length of time I would expect your site to be at around 1,000 per month. If you have added new content that answers your ideal clients’ questions consistently (as per my plan in The Law Firm Growth Formula (not just for lawyers) – https://amzn.to/35jCwNQ) it should be anything from 3,000 to 10,000+ per month. When you have that many visitors you have a lot of enquiries for your services.

New Users: 1,014. As it says.

Sessions: 1,102. The total number of time those users have been onto your website.

Sessions per user: 1.08. The average sessions per user (some people come back more than once – so you are doing something right).

Page Views: 1,421. The total number of pages that your users hopped around on.

Pages/Session: 1.29. As it says. If you can beat 1.5 here that is good. If you can beat 2 then you are really engaging your visitors.

Average Session Duration: 27 seconds.

Bounce Rate: 87.75%. This is the percentage of people who arrive at your website, view one page and the leave. I need to have a little rant about Bounce Rate because some people become fixated with it. Many of you will have a bounce rate of 70-80%, but this does not always mean that your website is broken. If you ensure that each page on your site for each of your services answers all of your ideal prospects’ concerns and takes away any doubt that they should contact you (again, covered in detail in The Law Firm Growth Formula), then one page is often enough for them to give you a call to discover more about your services.

If you have more than 1,000 people a month visiting your website, next week I am going to share a tool with you which can instantly increase the volume of enquiries for your services.

For clarification, these figures are from my hobby website totallyboaty.co.uk.

Simply click the button below to download your Google Ads Whitepaper immediately:

Marketing Optimisation To Win New Clients For Your Business

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Matthew Pinsent, 4 time Olympic Gold Medal winner, was in the final of Celebrity Masterchef when he was asked how he was coping with the pressure.

“Process over product” he answered.

A sports psychologist trained him and his team to focus on the process of rowing to win a race, rather than winning the race itself. If they followed the correct processes, the product (the result) would take care of itself.

It resonated with me because it is precisely the same with marketing.

Focus on the correct processes, and the winning new clients part takes care of itself.

With referral marketing, if your LinkedIn profile is optimised to attract your ideal clients or referral Marketing Optimisation For New Clientspartners, you add new connections every day (takes moments) and then post once a week, you will generate new referrals and instructions easily.

With email marketing, if you set up your software correctly, add people consistently to your email list, send an email which is simple, friendly and informative consistently, the referrals and enquiries will follow.

With your website, so long as it is responsive (absolutely vital with Google these days), has good content which answers your ideal clients’ questions, is optimised for both mobile websites and desktops (mobile first these days as more people will be visiting your website from a mobile than a desktop – I know this from looking at Google Analytics for hundreds of businesses) and has good calls to action, it will deliver new clients to you.

If you are using all of these marketing tactics, you will have as many clients as you can handle, so long as you have optimised each aspect of them.

If you are not using all of them, or using them but your telephone is not ringing off the hook with new enquiries, you need to improve them.

I have training showing you precisely how to use and improve them for you:

  • LinkedIn. How to write the perfect profile to attract ideal clients and referrers. How to find new connections and connect with them easily and how to post consistently to generate new enquiries (it does not involve immediately personally messaging new connections which sends most people cold).
  • Email marketing. The complete set up and send email marketing, including how to never get stuck with the dreaded “What shall I write about” problem.
  • Website Lead Generation. How to set up your website correctly, how to optimise it so that mobile visitors have the best experience and can easily contact you upon arrival and how to write content that answers your ideal prospects questions in order to attract more visitors to it every month.

You can access all of this training immediately and I will even show you where you should start to gain the fastest results in terms of new client acquisition.

If you want me to guide you one to one, mentoring is available too.

If you need more clients, the More Clients Academy membership shows you precisely how to attract them.

Join me today to gain access to all of the processes you need that will provide you with all of the new clients that you want.

Then you can claim your gold medal (or at least maybe buy yourself some gold with your extra profits).

If you would like to know more about some of the marketing tactics I talk about in this article, please click the button below to download my guide now:

How to get clients coming to you – Click to download now:>>

“I implemented one piece of advice Nick gave me and immediately generated £800 in additional revenue with zero marketing spend!”

Why Website Speed Is Important For Google SEO sAnd How To Test It

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I am told that speed is not always of the essence.

Apparently, talking too quickly can be a problem. I am definitely guilty of that one at times when my excitement runs away with me.

Another problem with speed for me is thinking words onto paper faster than my fingers can keep up.
I make a lot of typooo as a result of this, which I know annoys some people.

Thankfully as I am still here 17 years after starting my small business marketing consultancy I must attract the more forgiving type of business owner (phew).

One of my marketing mantras is this:

“Marketing needs momentum, PERFECTION kills momentum.”

It is definitely better to get something live promoting your services which is slightly less than perfect than it is to never send anything out for fear of making a mistake or offending anyone.

However, when it comes to your website, speed is very much of the essence. It’s as simple as that.

Which speed and why?Why Website Speed Is Important For Google SEO sAnd How To Test It

Which speed? Page load speed.

Why? Because Google says so.

If your website doesn’t load quickly, Google will send less people to it.

Page load speed is now a part of the algorithm that Google uses to decide if they like your website enough to send more people to it (i.e. list you higher in the organic search results).

If your website loads slowly, less people are sent to it.

The good news is that you can find out how quickly your website loads by using Google’s speed testing tool.

The test scores your website for both mobile and desktop versions of your website. Seeing as more than 50% of visitors to websites are now on mobile devices, that score is very important.

I have seen scores as low as 3/100 and as high as 90/100, so don’t panic if your score is very low. It doesn’t mean that your website is broken, just that it needs some attention. It may have started off fast, but as you add more images, plugins and other technical bits, it has slowed down.

When you know your number, just as with any marketing it is about continually measuring it and optimising it, because, as one of my other mantras says:

“What gets measured gets better.”

Add it to your monthly Key Performance Indicator checks.

You do do those don’t you? If not, we definitely need to talk. Tracking KPI’s transforms the success of a business.

If you find your score is very low and you do not have a friendly website developer to look into it, I can point you in the direction of some.

Here is your speed test: https://developers.google.com/speed/pagespeed/insights/

If you want to know what KPI’s to track and how to grow your business quickly, let’s talk.

Click the link below to choose a time to suit you:

More Clients Now Strategy Call

P.S. Just remember the expression “don’t shoot the messenger” if you find your score is below par.

How Do Consultants Find Time To Grow Their Consultancy Business

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The consultant finished another week of work. She was frustrated that she hadn’t quite achieved what she had set out to do this week but feels confident that next week will lead to her making better progress towards her goals.

First things first, she needs to put together a plan and then follow it to get more clients coming in more consistently. She is going to give that some thought over the weekend whilst her head is clear.

Saturday morning arrives. “I wish I hadn’t done that” she mutters under her breath.

She has made the mistake of checking her email and seen an email from “That Client!”, once again throwing his toys out of the pram.

This client has been the same ever since the consultant allowed him to beat her down on her fees at the How Do Consultants Find Time To Grow Their Consultancy Businessbeginning of the retainer. She realises now what a mistake that was, as ever since then the client has been in control of the relationship, not the consultant. She vows not to make the same mistake again.

Even though the consultant KNOWS that she can sort the issue which has so greatly offended this client, she has now allowed it to enter her head space and impact on her weekend.

She is so cross that she checked her emails; truth be told she did it in the hope that she would find a new client enquiry rather than a complaint from an existing one, but that didn’t happen. That is why she needs a new plan!

The weekend passes, the stew subsides a little and she reminds herself that this week is going to be better as she starts her working week on the Monday.

She deals with her troublesome client first, then answers some emails before realising that the day has gone.

She needs more clients, so when she receives an enquiry for her consultancy services later in the week she is delighted. The client is keen and ready to start straightaway. However, the fee the client is prepared to pay is 25% below her usual rate. With another mortgage payment around the corner, she feels that she has no choice but to accept. She wonders if this is really the right decision because the last client who is paying less gives her the biggest headaches….but she feels that she has no choice.

The next couple of days pass quickly and soon another week has gone again with no real progress in terms of putting in place a plan to attract her ideal clients who will not bulk at her rates.

She worries that another year is going to pass before she realises it and she is still going to be in the same position that she finds herself in now……

Does any of this resonate with you?

If you are frustrated that you are not making the progress you would like to see and you are not attracting the right consultancy clients at the right price, then click the button below now:

CLICK HERE to Download My 6 Figure Consultancy Guide :>>

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