Get Your Practise started with Beta Clients

In my Client Attraction business training blueprint, one strategy I often recommendis to take on a beta client- this is a practice client you can take on pro bono, orfor a small fee. The point of a beta client is to introduce your services out in thereal world, and generate word-of-mouth referrals.Taking on a beta client might not be for everyone, but if you’re just starting out,it can be a great way to get the word out and about your business fast. Andimplementing this strategy during the slow holiday period could prove to pay off inthe new year with a few new clients.Here’s how to get started…I’ve found that the fastest way to attract paying clients still comes down to goodold-fashioned referral and word-of-mouth marketing. So, first, I recommend thatyou ask your friends and family, community, former colleagues, etc. if they knowanyone who may be interested in your services—and that you’re looking for newclients at an introductory or “referral rate”.Here’s an example…Let’s say Kathy the nutritionist just started her own private practice and is lookingto snag a few new clients. A smart first step for Kathy would be to send an emailto everyone in her circle, announcing that her services are now available, andright now, she’s offering her services at a special introductory, or “referral rate.”Kathy would explain that in return for her reduced-fee service, she will be askingfor referrals, assuming the client is satisfied with her work.The point is you want to get out there and have people experience what youdo or offer, so more people can hear about you. Don’t underestimate yourimmediate network you’d be surprised who knows who, and just how happypeople are to help connect you with the right people.Going back to our example, let’s say Kathy gets a lot of bites, especially if sheoffers her service for free. How does she pick who to work with, and who todecline?(She certainly shouldn’t book her entire schedule up working for free).The key for Kathy, and for you, is to narrow down your beta clients into onlythose people who fit your target market. Who are the people who will be able topay for your services eventually, or connect you with the people who will happilypay for your services? And who will connect you to people who will happilyspread the word about your services? Using these standards you should be ableto easily cull the optimal people to take on as beta clients. To start, I recommendyou aim for 3 beta clients. Before you contact any potential beta clients makesure you take note, because there are 3 key pieces to making this work foryou….The first part of the deal you negotiate with your beta clients is that they will giveyou feedback over the phone for about 10 to 20 minutes on a regular basis.Here are a few questions you might want to ask them:*What benefits/results have you experienced from working with me?*What’s working (and not working) in my services?*How can I make what I do truly extraordinary?*How would you describe my services to a friend or colleague?Getting feedback from a beta client can give you surprising insight into how yourservice is perceived on the outside. Oftentimes, we as business owners are soinside of our product/service that it’s difficult to narrow it down to the essence ofwhat benefits we truly offer. Your beta clients can be a very valuable resourcefor you, especially when you are starting out.Second, you also want to ask your clients for a testimonial. Let’s assume theywere satisfied with your work. You can ask them to write up one parametersomething results focused, that includes numbers, clear benefits, etc. you couldeven ask them to record an audio testimonial, or invite them to shoot a videotestimonial.It always helps to give people a template to follow, so they can just plug in theinformation that you want. In Kathy’s case, she might want to send her beta clientsa few template testimonials, like these:‘After working with Kathy, I was able to shed {XX} pounds in {XX} months. I havemore {energy, confidence, radiance, etc.} than I did before. Thanks Kathy!”“What I love about Kathy is that she gives you the [confidence, tools, plan] toeasily achieve your weight loss goals. I was able to lose [XX] pounds in[XX]months!Finally, what you want to make clear is that you’re giving them a discounted rateor free service at what we call “referral price” in exchange for them offering afew referrals. Obviously, this is assuming that they are satisfied with what youhave provided them. If they are, you both can agree on a set number ofreferrals. I recommend asking for three.Your script for this can be quite simple. You could say, “I really enjoyed workingwith you and I’m just starting my business, and would love it if you could tell a fewfriends about my business. Can you think of three people in your circle whom youthink would be a good fit for what I offer? I’d appreciate it.

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