10: The Four Stages of Getting Unicorn Clients

In this episode, I’ll be walking you through my super simple four step process to getting and keeping unicorn clients and by the end, you should know in which stage you’re great at, at what stage you need some help in and what you can actually do to solve that

Before we start, keep in mind that every business is different, every audience is different, every pricing is different. So, feel free to modify these next four stages and think of it more like a framework, a guideline or structure that you can fall back on and maybe feel a little bit more confident about what to do next.

Here are the four stages of getting unicorn clients:

1. Grow. This is where you want to grow your audience and basically have more people know your name. How do you know if you’re in this stage? If you are thinking literally no one has any idea of who I am and what I do, if you want to get more visible, you might need help here at the “grow” stage.
2. Love. The love stage is about building relationships and building your authority and credibility with people who already now know your name and showing them the value of what you do.It’s showing your audience- here is the transformation I could potentially provide you, through working with me or through buying my offset.

How do you know if you’re in this stage? You’ve built a bit of a community or you have a bit of network happening, people know who you are, but they don’t understand how you could help them. It is your responsibility 100% your responsibility as a business owner, as the entrepreneur, as the expert in your field to show to your audience- this is how I can help you. 

3. Sell. People pay you right? So we’re going from growing your audience, more people knowing who you are, loving your audience, they get to know you and trust you to actually paying you. If the word sales doesn’t make you feel comfortable then go and listen to episode number eight: Sell with ease in the first step, because that will give you a little bit of a boost here.

How do you know if you’re in this stage? If people come to you and you are getting sales calls or clarity calls and saying- oh, I love your content, but then they’re not buying on that call,, that’s where your gap is. You’re attracting people in the grow stage, you’re loving on them in the love stage, but then they’re not converting on the sales call.  So here a couple tips on that: one is getting a lot better at sales calls. You can absolutely do sales calls that are consultativ and are really focus on helping the client

4. Retain. Retain basically means that people who have paid you and who have become your clients, come back and pay you again. It’s super simple. But, I believe a lot of us just plain forget about this stage and then we are leaving money on the table. It is so much easier to have a past client who’s already worked with you and have had results than it is to acquire a new client. So this means you’re looking at customer lifetime value.  A lot of us just focus on getting new clients, but we can also focus on – is there something we can do to help our past clients; is there anything else we can do to serve them; is there another offer that’s that you haven’t thought about?

Now, how do you know where to focus on and what the hell do you do? This step is something you have to do yourself. So think start thinking about your business a bit more objectively now. 

If you are thinking -I really need more clients or why am I not getting enough enquiries or what’s the deal? Why am I not making more money when I’m good at what I do. Think about where you are good at and what is the gap? It’s incredibly important for you to be aware of what stage needs the most focus at the moment.

Make sure you go to my website and grab the content upgrade. I’ve got a little worksheet for you to do with these four stages and some tips and potential action steps on what to do with each stage so you know what to focus on.

Love + Magic,

Maggie