Independent professionals who want to get more clients often begin with this question: “My website needs testimonials to convert traffic. But I am new so I don’t have many clients.”
Many coaches and consultants have begun their careers by offer to deliver their services free. Sometimes they will make an explicit agreement with their clients: “If you are pleased with my services, you will tell 10 friends and write me a testimonial.”
Free services are easy to offer but the results can be frustrating. Some professionals find the dynamic is different for pro bono and discount services, so their “clients” don’t get the best results possible. Clients often fail to keep their well-intentioned promises of referrals and testimonials.
Instead, I recommend developing credibility so you can charge a reasonable fee right from the beginning. You can begin by posting articles to your website and blog. Prospective clients will judge your expertise by what and how you write. Demonstrate that you understand their challenges and can offer solutions.
My very first client hired me on the basis of a single article he had read. He never asked me questions about my background or experience. He just asked if I would take his credit card. If you offer free or deeply discounted service, make sure you limit the number of clients you will accept. I also recommend creating an application for a “scholarship program.”
You can also present testimonials and success stories from your earlier career. Maybe your former associates can’t say, “Linda was a life coach who turned my failure to success in 3 months.” But they probably would say, “Linda has a rare gift for listening. She knew how to identify the story behind the story.”
The way you write your “about page” and “bio” also promotes your expertise, even if you are new. Make sure you relate your past experience and education to what you are doing now. A financial executive who began her education as an art history major said, “By studying art, I learned to see patterns and literally take a big picture perspective.”
A wedding photographer was considering a new venture as a business coach. He realized he had experience running a business, planning and making appointment. He also had amazing client management skills because he dealt with clients during their most sensitive, emotional moments.
If you’re good (and you know you’re good) tell the world. Ultimately prospective clients pick up on your confidence. The best clients will recognize and appreciate strength that comes from true mastery rather than marketing.
And now I invite you to find out more by visiting
Bragging101.com . Learn how to promote yourself without sounding sales-y (and why your clients actually want you to brag about yourself).