208 – How to Get Consistent High-Quality Clients

Karen Yankovich 0:00
You’re listening to the good girls get rich podcast episode 208.

Intro 0:05
Welcome to the good girls get rich podcast with your host, Karen Yankovich. This is where we embrace how good you are girl, stop being the best kept secret in town, learn how to use simple LinkedIn and social media strategies and make the big bucks.

Karen Yankovich 0:23
Hello, I’m your host, Karen Yankovich. And this is episode 208 of the good girls get rich podcast. And this show is brought to you by she’s linked up where we teach women simple relationship heart based LinkedIn marketing, a system that gets you on the phone consistently with the kinds of people that can change your business, change your bank balance, change your life, for ever, our goal is to create more wealthy women of influence. And it all starts with this show, right? This is Digital Marketing, but with that human touch, right human to human marketing. So if you’ve listened before, if you love what you’re hearing today, you know, we love to hear from you. So first of all, make sure that you subscribe to the show wherever you’re listening to this. And if you’re feeling it, leave a review so we can get a sense of what episodes are resonating with our audience. And we could do more of that right. Of course, I’d love for you to share this episode on your social media. Take a quick screenshot, use the hashtag good girls get rich tag me, I will be sure to share your post with my audience. And that’s how we all get more visibility. Right, we can lift each other up in the show notes, there’s a link for SpeakPipe, you can leave an audio message there, I love getting audio messages, you can tell us about a guest you think we should interview or a topic you’d love to hear me talk about or leave us an audio leave us a message with a review. Whatever you are feeling we want to hear from you, you can just find that in the show notes where you can find that at Karen yankovich.com/ 208. You’ll see the blog for this page, you’ll see the link to speak pipe. And anything we talked about anything I talked about here today on this show will be listed down there on that page. So what we’re going to be talking about today is one of my favorite topics. And that is how to get consistent high quality clients. And you know, you hear me talk a lot. I talked last week on the last episode with Melissa zosky, about price point and how the price point can affect this. But I really want to talk about the clients themselves this week, the kinds of people we use LinkedIn to connect with. And you know, LinkedIn is where the people that have the highest income levels are. It’s where businesses happening, right. So the kinds of conversations happening on LinkedIn, are very, very different than the kinds of conversations that are happening on other social media platforms. But and at the same time, you know, there’s a little bit of a roller coaster as an entrepreneur, certainly what there was, for me, when I first started my business, I was just like, I don’t care who you are, I need your I need business, I’m gonna if you want to give me money, and you want to hire me, I’m going to take your money, and I want you to hire me. I did all the things that YouTube and my entrepreneur friends told me that I needed to do right to build my business. But it’s exhausting to have clients on your calendar that you’re not interested in working with. Right? It’s exhausting to be dealing with people that are not really like I can’t be more invested in you than you are in yourself, right. And I found that happening over and over and over. And I wasn’t really sure what to do about it. Because, you know, listen, I love almost every one of my clients. So even, even if we were you know, I had a real personal connection with these people. Sometimes it was really draining when they weren’t high quality clients, right? So has this happened to you? Do you sometimes look at your calendar and think, oh, my gosh, I just don’t even I can’t wait to have another call with this person on my calendar today. Right? That’s not like just kind of like, WTF, right? Why do we do this to ourselves, we’ve created our businesses to be able to do things our way. And then we accept less than amazing clients because you know, we need the money or we want the money or we think that’s the way to build our business. And it’s so not true. It doesn’t have to be that way. You don’t have to You’re not Walmart, you don’t have to take everybody that walks through the door. You can be picky, you can be choosy. And when you are picky, and you’re choosy. And you learn to say no, you’re opening up space for more of those perfect clients to come in. So let’s talk a little bit about how you do this. The first step is having higher ticket offerings. Okay, higher ticket offering, and you’ve heard me say this before. Last week. Last episode on the show, we had Melissa zosky. And we talked about price points and the value of having a higher price point service. It doesn’t mean you can’t have lower price points services. But if there’s any one on one services involved, and frankly, everything we do, and she’s linked up, there’s me in there. I’m talking to you one on one at least one time, probably multiple times, or whether we’re working privately right? I want to be picky. So you’re higher ticket services probably involve some one on one with you. And because it’s a higher ticket offering right off the bat, you’re weeding out people that are not willing to invest in themselves. And the higher ticket offerings bring in people that are willing to invest in themselves. And the people willing to invest in themselves have a faster opportunity for success, which is win win, right? I want every single person I work with, to have amazing transformations, amazing results, amazing profits in their business, I want you to be a wealthy woman of influence, right? That happens with the higher ticket offerings, not because I give you some training that you can watch or read, let me tell you something, if you could read a book and change your life, there would be no, there wouldn’t be a million books for sale, right? If I could read a book, and you know, lose 50, you know, 10 pounds or 20 pounds, that would be it, I would never need another book, right? So it doesn’t happen that way. It doesn’t happen that way. That transformation happens when you when you invest in yourself and your work with people one on one. So those higher ticket offerings that I’ve been talking about quite a bit over the year of 2022. Right? will immediately weed out people and bring you in the higher quality clients. Okay, so that’s the first thing that will do that, the higher ticket offer. Now, I’m not saying that you shouldn’t have lower ticket offerings. But I will tell you this, the lower ticket offerings, even if there’s no one on one involved, that you’re involved with, still involve you. Because a lot of times, when you’re bringing in less quality people on those lower ticket offerings, they’re looking for there’s a higher refund percentage, there’s a higher customer service percentage, right? Like, there’s a lot of reasons to just stick with the higher ticket offerings. But first and foremost, it’s because it brings you the best freakin people. The second point of all this is you want to have an application process for those higher ticket services. Listen, I would say it’s very unlikely that somebody is going to come to your website or see us tweet something for $100 million service. And then just give me your credit card right now to 10 times or 29 out of 100 times, if you have a higher ticket offering, I’m talking about 2000 3000 and higher, you’re probably talking to people before they purchase the service or somebody’s probably talking to them, right? So you want to have an application process, especially if going back to point number one, there’s some one on one with you involved, right? You want to make sure that you are weeding out. The people that are just not ready and higher quality clients does not mean like sometimes it just comes down to you’re not ready yet doesn’t mean you’re not high quality. It just means it’s not your time yet, right. So for a high quality client, not only does it need to have that didn’t have to have the right mindset, right, that’d be ready to invest in themselves. But it has to be the right time. And sometimes it’s just not the right time. And that’s okay. Right. We’re gonna talk about that in a minute. But, but the application process should weed out some of those people. If you go to Karen yankovich.com/call. That’s the first step towards getting into our shoes linked up program, right, and you will get on our calendar, somebody will speak to you. And we will have a conversation and we’ll talk about what this could you know what, how the program works, but more importantly, what your goals are? And do we think that our stuff can fit those goals? Right? And if so, we’ll make you an offer. But we don’t make everyone an offer? First and foremost. That’s I mean, I would say maybe 50%, right. And we do that because we only want the perfect people, right? But the application process, the first step that what happens when you go to Karen yankovich.com/call, is it takes you to an application after you booked your time. And on that application. Sometimes we find that people are like, You know what, I’m just not ready for this yet. Or this is not right. And then they’ll just cancel their call. And that’s cool. That’s cool. Because we want it to be the exact right time, the application process weeds out people that are not quite ready. Does that make sense? And then the third thing is, and I mentioned to you, I just mentioned this, we probably only make offers to about 50% of the people that we talk to, it’s okay to say no. So if you and I have talked already have you talk to somebody on my team, and it wasn’t a fit. It does not mean you’re not a high quality client. Sometimes it just means that it’s not the right fit or not the right time. And very often that changes for the high quality clients. There’s a lot of people that we’ve talked to that were like, You know what, here’s the deal, go listen to these four episodes of my podcast, you know, do these couple of things, and then take a month or two, implement some of this stuff, and then come back to us and let’s talk again, right so so not being not being if we don’t make you an offer, it doesn’t mean you’re not a high quality clients. Sometimes it means you’re not a high quality client for us right this minute. But that’s in your best interest to right, because you don’t want to be joining a program that that we don’t even think you’re ready for. Right. So it’s okay to say no, because here’s the other thing that happens when you say no, right? And you’re not just saying nope, sorry, not a fit, right? Like there’s hopefully there’s a nice way to do this. But what you’re doing is you’re leaving the space open for the exact perfect right high quality clients. Because what happens when you bring in not so high quality clients, when you say yes to people that are not ready, or that are not a high quality clients, it takes up even more of your time it takes up even more of your team’s time takes up even more customer service time. And that’s that doesn’t nobody wins there, right? Nobody wants your client does certainly doesn’t want to have to do twice as many calls to get the results, we surely don’t want to have to give twice as many calls to get the results. And you know, it’s just not, we want it to be Win win every single time. And listen, are we perfect? Of course not. But don’t be afraid to say no, because a lot of times no is not yet. Not right now. And I can tell you, I can think of a few people right off the bat, that were not a fit when we initially talked. And then when they came into our program, boom, they were killing it, they were killing it. So don’t be afraid to say no. So that the people in your program are high quality clients. So let’s recap this for a second. First of all, remember that the higher ticket offerings, bring the higher quality people, right? That those are people that invest in themselves, those are people that are willing to do the work. And they’re the people that are willing to show up. And you know, be resourceful, and make it that make things happen. We want those people every single time. The second thing is you want to have an application process for those higher ticket offerings, so that the application process itself, weeds out people that are not a fit right here right now. It doesn’t mean they’re never going to be a fit. But the application process will give you a sense of I will say this, in our application process. One of the questions is, I think one of the questions is around, are you prepared to invest if you’re if it’s a fit? Honestly, we don’t there’s no, there’s no questions in that application process that we knock you out, I’ll be true, I’ll be honest, I want it to weed, I want it to be self weeding, I want you to go through it and say, You know what, I’m not really resonating with these questions, I don’t want to do this call. Because I know that sometimes when we come into these calls, you’re coming into it with, you know, a certain mindset, I want to have a call anyway, if you feel that it’s your time to have that call, I’m calling to have that call. It’s a self like self selection out more than it is we’re selecting you out, when we get on the call with you. If again, then this brings us to point three, when we get on the call with you if we feel that the timing isn’t right. Or if we feel that there’s not a fit, then we’ll tell you that but don’t be afraid to say no if you don’t think the timing is right. Or if you don’t feel the connection. And I can tell you like sometimes and you guys, if this if you can see yourself in this just know this is a big red flag for me. Sometimes people come to me, they’re like, You know what, I’ve worked with five different coaches. And every single time it didn’t work out, like to me, I’m like, well, what’s the common denominator there? Right, the common denominator was you, right? I am, it’s gonna be hard to shift my mindset to want to work with somebody who’s worked with a number of coaches already and never saw any results. Like if I work with a coach, I just need to get one good nugget out of it. If I get one good nugget out of it, I see that as a win. But if somebody is coming to these calls, and they’re like, there’s just never anything good from any of these things I’ve ever done before, I’ve taken all these programs is always a waste of my time. I’m not interested in working with people like that. I’m interested with people that find the good and what they’ve done before and they’re ready to move to the next level, right? Like that. So those are the kinds of things you want to look for. And don’t be afraid to say no. Don’t be afraid to say no, if it’s not a fit. Okay? So truly, I mean, no more draw a line in the sand. No more clients, you don’t want to work with no more names on your calendar that make your stomach clench, right? No more. I am incredibly grateful every single day and like the people that I get to work with. I mean, I can you can see like, it makes me speechless. And not a lot of things make me speechless. But we have the most brilliant women that come through our program because we’re picky. Because we’re picky if we get on a call with you, and we make an offer to you about our program, no, this No, you are the chosen ones, right? You are the chosen ones. I say that to our zoom calls all the time, you guys are the chosen ones. Because if we say yes to you, then I know we can help you. And if you do your thing and we do our thing, then you’re going to achieve the results that you joined our program to achieve right? So I just like blows my mind when I see the results people are getting as a as a result of the kinds of work we do. And again, I mean nothing. I really believe that nothing. There’s not much that helps women become more successful than other women that have their back that other women that are lifting them up, and it can be the same for you. It can be the same for you. I want you to wake up in the mornings incredibly grateful for the brilliant high quality clients on your calendar. You know, I’ve mentioned our program a lot this week on the show right? And she’s linked up our goal, as we mentioned earlier is to create wealthy women of influence. If you want to hang out with these incredible women that I’ve been talking about and let me just tell you something. It is a big part of the of our pro Well, a big part of the success of our program is the relationships that these incredible women women are building with each other. Right? I’m really picky. I want to know that what I see, when I imagine your face on that Zoom call, I imagine that it’s all going to be collaborative in that, you’re just going to be nothing but referrals and lifting each other up, right? So if you want to hang out with these incredible women, or you want to know what it’s like to hang out with these incredible women, grab a spot on our calendar, Karen yankovich.com/call get you to our calendar. Again, we’re going to have a conversation I want it to if we mutually think that there’s a conversation to have about, it’s the right time, it’s the right place, and it’s the right fit. We’ll tell you what it looks like to join the program. But mostly, we’re going to be talking about what your goals are and how you can get to those goals. You know, I talked a lot about women lifting each other up a rising tide lifts all boats. So I do this podcast to support you. I’ve got a free masterclass to support you Karen yankovich.com/masterclass If you haven’t checked that out yet, it’s all brand new, about a week or two before I recorded this brand new so if you’ve watched it before, watch it again. And you know the helped me help you share this podcast, right take a quick screenshot of this episode on your phone. share that on social media. Tag me use the hashtag good girls get rich. So I can lift you up by getting you more visibility and sharing that with my audience. And let’s do this. Let’s just fill our lives with the most amazing high quality people and high quality clients that we can even dream up. See you back here next week.