Clients easier to sign than referrals (and as many as you want)

Ask any Coach what the easiest client to sign is and most will tell you - “a referral.”

But The Aussie Hermit argues that’s not the easiest.

Not by a long shot.

Sure, they come with a higher level of trust. And so converting them is definitely a lot easier than say a “cold” lead.

But there’s another type of client that requires almost no selling at all.

In fact…

This client is so warm they come ready to buy before you even speak to them. It’s just a matter of whether you want to work with them - and whether they have the money, of course.

But probably the best part about this type of client is that - unlike referrals - they’re super scalable.

That’s right.

You can get these “pre-sold” clients delivered to you - en masse - whenever your heart desires.

And this is exactly what I was telling a new client the other day…

They were lamenting the fact that the only way they could get clients was through referrals (a common problem with Coaches). And how they couldn’t grow more than a few clients each month (also a common problem if you’re completely referral-based).

And that’s when The Ol’ Aussie Hermit reminded them about why they signed up to my program.

Here’s what I said:

“Referrals are great because there’s a higher level of trust.

But they have two downsides…

First, they’re hard to scale.

After all, there’s only one of you, and therefore, only so much time you have to build referral relationships.

So by building your business around referrals you’re already putting a “cap” on how much you can earn.

Second, prospects who come referred to you are almost always uneducated about your personality, your true level of expertise, your credentials, your previous results, and how your methodology can help them.

After all, a referral is typically a quick recommendation in an email or conversation.

The referrer doesn’t give the prospect a complete rundown/education of your entire history including how your methods work.

But the thing is…

These factors are extremely important to the sales process.

If they don’t know, for example, how your coaching can help them - they ain’t buying.

Therefore, when you speak to them on your sales call, you still have to educate them about you/your system for getting results. And you may even have to show them case studies etc to convince them more.

In other words…

Referrals still require a lot of work to get them over the line.

This is why I say referrals are “high-trust/low-educated” prospects.

Sure, they’re better than cold. But they’re not the best you can get.

Instead, what you want are “high-trust/highly-educated” prospects.

These are prospects that jump on the phone with you and:

—> Know who you are…
—> Know you’re an expert…
—> Know you’re trustworthy…
—> Know your previous results…
—> Know your system can help…
—> Know they want you to help them implement that system, and most importantly…
—> Know there’s some type of investment.

That’s the type of prospect that comes pre-sold to your phone call and is wayyy easier to close into a high-end program.

But where do you find this type of prospect?

Simple…

Email.

Probably the #1 reason why I love sending regular emails is that it allows me to have sales conversions with prospects who are “high-trust/highly-educated.”

This is a far cry from the way my sales calls used to look.

That’s where they had no idea who I was. No idea about my system. And no idea whether I was an expert or not.

As you can imagine, this type of prospect took a lot of selling to get over the line.

(And why I struggled with extremely low sales call conversion rates for years)

But that all turned around when I started using email to attract clients.

All of a sudden, they knew me. Liked me. Trusted me. Knew I was an expert. Knew about my system. Knew I could help them. And knew they wanted to invest with me.

Not only did my conversion rates go from 10% to 70%+ almost overnight.

But I also enjoyed those sales conversations far more.

I went from hating sales to loving sales - and it was all because I changed my methodology for attracting clients to one that uses “education-based marketing” via daily emails.

Even better, this method for attracting these high-quality clients was completely scalable.

If I wanted more I didn’t need to do more work (unlike referrals).

I simply turned up my ad spend with the flick of a switch and continued to send out my daily email.

Now, I’m not saying don’t go seeking referrals.

I, like the next Coach, love a good referral.

But that’s not where I recommend your focus be if you want consistent, scalable, easy-to-sign high-paying clients.

Instead, I’d focus on sending consistent emails that deliver value.

Do that, and over time your emails will naturally establish trust, credibility and educate your prospect on why you are the Coach they need to work with.

And when they come to that decision, signing them up almost becomes a foregone conclusion.”

So that was The Aussie Hermit’s advice to my client.

And I recommend you follow it if you want clients that are easier to sign than referrals (and lots of them).

With that being said…

If attracting a consistent flow of high-trust/highly-educated prospects is something that interests you, then maybe you’d like to learn more about how my daily email system works?

Good news - every month I teach it for free in my live workshop.

You’ll learn how to build your list on autopilot with paid ads, how to come up with high converting copy for your campaigns, where to get lots of ideas for your emails plus…

You’ll learn my “SLC” framework for sending emails your prospects love to open, read and buy from.

To know when I go live next, put your name on the waitlist here:

https://the15minuteclientworkshop.com

-Luke Charlton
The Hermit Hole, Somewhere Near Byron Bay