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15 September 2023

Navigating Inconsistent Income: A Guide to Mastering Client Conversion

I’m thrilled to dive into a topic that’s been buzzing around in the business world – inconsistent income. You know that roller coaster feeling where some months you look at the cash in the bank and you feel ok, and then suddenly, your income takes a nosedive? Well, my friends, you’re not alone. As entrepreneurs, we’ve all been there. But fear not, because today, we’re tackling this issue head-on and exploring how to regain control over your income stream.

Imagine this: You, invest time and energy into a new system, and you’re all set for enquiries to come pouring in. Yet, as those leads start flowing into your funnel, you notice something’s off. Many of them seem to vanish into thin air, slipping through your fingers before you can even turn them into paying customers. It’s like pouring water into a funnel with holes – frustrating and wasteful.

This imagery of a leaky funnel is a vivid representation of a challenge most businesses face – the conversion process. You’re putting in the effort to attract potential clients, but if you’re not guiding them through the journey from enquiry to conversion, you’re essentially leaving money on the table.

So, what’s the secret sauce to plugging those holes and boosting your conversion rates? It all boils down to having a solid process and system in place for handling enquiries. Think of this as the roadmap that guides your prospects from initial interest to becoming loyal clients.

Now, let’s take a step back and evaluate your current enquiry process. Do you even have one? Is it jotted down in an SOP, or are you keeping it all in your head? You see, your business needs more than just instinctive operations – it needs well-defined systems that can be replicated, adapted, and scaled.

One key aspect to consider is how quickly you catch wind of new enquiries. Are you constantly checking emails, voicemails, and DMs? Speed is of the essence here. A swift response can make all the difference in capturing potential clients’ attention. But remember, the entire load shouldn’t rest on your shoulders. If possible, involve your team to ensure enquiries don’t fall through the cracks.

Speaking of response time, this is crucial. Setting a clear expectation for response time, say within 24 hours, highlights your professionalism and respect for your clients’ time. Imagine someone reaching out to your business and being met with radio silence. It’s like watching a balloon deflate, and by the time you respond, they might have moved on to your competitors.

Now, let’s dive into the heart of the conversion process itself. Regardless of how an enquiry comes in – whether via email, call, or social media – the underlying process remains consistent. This is where your system can truly shine or stumble. How effectively are you turning these prospects into actual paying clients?

Think of this as consultative selling – a way to lead clients through an emotional journey rather than just discussing prices and services. People buy emotionally and justify logically. That’s why it’s crucial to tap into their emotional side, showing them how you can solve their pain points and meet their needs.

But remember, not all clients are created equal. You’ve got green, orange, and red clients. Green clients are ready to book, almost knowing exactly what they want. Your role here is to guide them to the right service. Orange clients are in the middle, seeking solutions but not entirely sure about their needs. This is where your team’s skills in consultative selling shine the brightest.

Red clients might never convert, no matter what you offer. And that’s perfectly okay. Not everyone will be the right fit for your business. Remember, the power of saying ‘no’ is as potent as saying ‘yes.’ By focusing on the right clients, you build a clientele that aligns with your business values.

Now, let’s chat about automation and systems. In today’s landscape, where labour shortages are a real challenge, automation can be a lifesaver. Leveraging technology to streamline your processes can help maintain consistency, even when resources are scarce.

In a nutshell, addressing inconsistent income requires a strategic approach. Plug those holes in your funnel, streamline your enquiry process, and master the art of consultative selling. By doing so, you’ll be well on your way to achieving consistent and thriving income in your business.

I hope you found these insights valuable. Remember, building a business takes time, effort, and continuous improvement. Keep refining your processes, and you’ll see those inconsistent income streams transform into a steady flow of success.

And remember you are only ever one step away from getting the help every business owner needs.

To book a business and marketing audit call with my team, where we can deep dive into where you are now, where you want to be and what is getting in your way, then click this link and we are ready to help.

Until next time,


P.S. There is absolutely no obligation attached to the free business audit call I’m inviting you to.

Our team will ask about your vision for the future, hear what’s not working, help you map out a plan and answer your questions.

Go for it, book your free business audit call here and let’s get started!

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