When it comes to getting web design clients, most people focus on how to get “leads.” That’s all well and great, but there’s no use in spending all your time, money and resources into getting leads if you can’t actually convert them. In my experience with selling websites and landing clients for nearly a decade at this point, I’ve learned that there are truly 3 keys to getting web design clients:

  1. Clients have to KNOW you – Clients need to feel that they know you’ll do a good job or at least know how to solve their problems.
  2. Clients have to LIKE you – yes, clients actually want to enjoy who they’re working with.
  3. Clients have to TRUST you – this is perhaps the most important of the 3.

In this episode:

01:51 – The three keys of “Know”, “Like”, and “Trust”.
02:26 – How I’ve landed clients for over a decade.
04:33 – The big converter with getting clients.
07:23 – What I recommend for my students.
08:40 – A free SEO tip.
09:30 – Your website has to reflect YOU.
11:16 – Know your craft.
12:29 – Likability…the most underrated aspect of business.
13:12 – I’m a great example of somebody who was not well spoken.
15:14 – Your vibe attracts your tribe.
17:38 – The most important thing is to help somebody grow their business.
18:36 – You’ve got to give a crap about your clients.
20:58 – You’re going to get clients even if it’s one at a time.
21:30 – Do they trust you to actually pay you money?
22:40 – Building trust that lasts a long time.
25:16 – The aspect of trust that is crucial…consistency.
28:05 – Build trust by having current clients share their experience.
30:27 – How to create a “hot lead.”
33:11 – Creating the rolling snowball effect of referrals.

Here is the general outline of this podcast episode with my bullet points on each key:

1) How clients get to KNOW you

  • Relationship based – networking, Zoom, meet-ups, social media groups
  • Community – like podcasting, affiliations, chamber of commerce, sports, nonprofit
  • Good website – take time to reflect you
  • Your work/portfolio (know what you’re suited for and capable of) – free sites if starting out

2) How clients come to LIKE you

  • Underrated aspect of business
  • Showing your personality (not a faceless brand, be real)
  • Keep it casual
  • Share ideas (people like being inspired)
  • Actually care (also builds trust) – it’s about the client

3) How clients come to TRUST you

  • Teaching through meetings, webinars, presentations, ebooks, lead generation, competence
  • Consistent content through blogs, social media, email marketing
  • Reviews, testimonials and social proof – be intentional, don’t neglect this
  • Referrals – networking

Links mentioned:

I go into getting clients in a lot more detail in my Web Design Business Course as well so if you’re ready to launch or grow your own web design business, let’s do it together!

Full Transcription #052

Josh 0:02
Hey, everybody, welcome into Episode 52. In this one, I’m gonna dish out what I consider to be the three keys on how to get web design clients. And it’s interesting because when it comes to getting clients, there’s so many ways to go about it. There’s so many methods, both practical and theory based. There’s ways to do it in person virtually, there’s also a variety of different ways to do this with different types of people in different types of industries. And what I mean by that is, like through white label or through your personal network versus professional network, but then just you know, cold calling, and there’s all these different strategies. But what I want to focus on are the three keys that will work between all of these different things strategies and I find this really, really important because, look, most people ask me, when they’re getting started out which it’s natural, how do I get clients? It’s I get that question. You know, frequently, usually at least a couple times a week, somebody emails me or messages me asking about that. I see it daily in my Divi webdesigners Facebook group. And it’s something that I’ve helped a lot of my students with, I go into it in detail in my web design business course. And it’s something I’ve talked about on the podcast before a few times already, we’ve talked about how to get web design clients back on episode 35. Just recently, we talked about how to get higher paying clients, you know, there’s all these different strategies, but here’s the thing. There are some fundamental keys that I want to cover in this and these are the three keys and they are gonna be presented to you right after this commercial break. Now, I’m just kidding. No commercials in this podcast. No, the three keys are “Know”, “Like”, and “Trust”. Those are the three keys potential clients need to know You, they need to actually like you. And then they need to trust you. And what I want to do in this episode is break these down and actually want to kind of dig into the weeds with these and get into more detail on these three keys of knowing, liking and trusting. Because again, no matter how you get in front of people, no matter if it’s in person, or digitally or through referral, or in a professional network or a personal network, it doesn’t matter. They’ve got to know, like and trust you. And that’s how I’ve got clients over a decade is just to be known to be liked and to be trusted. So I’m really excited to dive into this because I think it’s going to help you with no matter how you’re getting clients in a more practical way. So let’s dive in. Let’s get into it.

Josh 2:40
Number one, “Know”. So for people to get to know you, as a lot of different ways to go about this. I’ve found Above all, the best way to to get to know somebody, whether it’s a lead or a potential client or more importantly for them to get to know you is through relationship, ideally in person and this is where obviously, right now it’s kind of tough because we’re still in the middle of the coronavirus pandemic. So we aren’t meeting in person near as much as we used to. And a lot of meetings are happening virtually through Zoom or through different methods, but they can still get to know you, excuse me, on some type of relationship level. And this is why I’m so big on networking. And a lot of you are probably going to start tuning me out here, but it’s just the truth because a lot of people ask, Well, how do I get clients? Remember, what is a client? A client is an actual person, it’s an actual human with thoughts, feelings, opinions, and they have their business. The client is not something that has just as endless money to a budget to throw at something. It’s an actual person with a business and a budget and thoughts and feelings and passions and desires. And one of the best ways to get to kind of get at the heart of their goals is by some sort of relationship and one of the best ways to do that is through some sort of networking, whether you are involved in a networking group that meets, you know, weekly or occasionally in person is ideal. But you can all there’s all kinds of groups that are meeting every meeting virtually now, I’ve been very open about the networking group that I founded and was a part of from the get go back in 2012. I was in that group, up until recently, until I went full time with Josh Hall co here, but I was in that group for eight years, every week, once a week, eight years, I built relationships. And that was a massive converter for me, with getting clients. And it all stemmed from that relationship. So there are different ways to go about this as well. And some of the things we talked about moving forward will kind of factor into this. But building that relationship, ideally in some sort of networking group or some sort of ongoing professional group is huge. So I would really encourage you to look into what networking groups are around you. They don’t have to be networking it exactly. Like DNI groups or anything like that, that could also be WordPress meetups, Divi meetups, there’s a lot of great ways you can get to know a lot of people who will then refer you or if you’re interested in doing white label work as a Divi web designer, stuff like that there’s a ton of different ways you can go about it. But either way, relationship based is king, that is the best way to go about it. And by golly, if you can do something in person, you’ll always have a higher conversion rate. So it’s really just the best way for someone to get to know you is through some sort of relationship. This type of thing doesn’t happen overnight. But it does happen. And it’s incredible how powerful a good relationship is, because it’s going to factor into them liking you and trusting you as we move on. Now the next one under having a client or more specifically a lead get to know you is through some sort of community and this is where if you are involved in a chamber of commerce, and that’s similar to networking, but I view it a little bit different because networking is like a business to business, you know, intentional type of meeting where you get to know people, some sort of involvement might be a chamber of commerce, it could be nonprofit affiliations you’re involved with, or if you’re involved in a church, or maybe you’re involved in, you know, athletics outside of, you know, different community events and stuff like that, like there’s a lot of different ways that you can build relationships with people who may want to use your services and web design. And I’ll just tell you this, when you are a web designer, it’s amazing how many leads you’ll get once your name gets out there, particularly with your personal family and friends and personal network. Like once people find out you do web design, I guarantee you’re going to be getting hit up and you don’t want to get hit up by you know, Aunt Jane to work on her computer. That’s probably not going to be the best lead but I’ve had a lot of my best clients come through my personal network and my personal community. And that’s how I got a lot of my clients and the beauty about that is this is one reason in my in my business course I talked about starting with your personal network because you never know how many people are going to use your services. And they already know you so hopefully they like you trust you at that point. If they don’t like you and trust you, that’s another that’s another thing. But that’s one of the best ways to go about it as some sort of community. Now the other thing you can do as well, when it comes to getting or having leads get to know you is you could do some sort of podcast or interview series with other business owners in your community or in a certain niche. I’ve seen this, a lot of people are doing this. Now a lot of my students, I’m recommending this for them, particularly in this virtual world we live in, because if you want to get involved in your, you know, professional networks around your city or your community, it’s amazing what a little interview series can do. And again, I recommend podcasting. I’m huge on podcasting. Now, there’s a lot more work that goes into that, but it is well worth it. But you could also just do an interview series you could do like a just for example, you could do like a three month interview series. Once a week, you could interview a business owner in your area, you can promote them. You don’t even have to sell yourself at all. You can just say you know I’m blank from this is my web design company. We do websites and SEO or whatever your services are. And we want to help bring the community together. And this week we’re featuring, you know, Jim Bob from, you know, Jim, Bob’s auto mechanic. So it’s a great way to get the community out there. Actually, one of my clients did this. They were an insurance company and he interviewed me. And we talked about web design for about 15 minutes on his little interview series. And he really built up his name just in a couple months just by doing that. So it’s an incredible way to go about it. Again, podcasting is great, but you don’t have to go that far. You could just do some sort of like audio or interview series, and then you could post that on your YouTube, you’re gonna drive traffic can post it on your website, it’s actually gonna bring a lot of traffic to you. That’s a little free SEO tip right there is if you do some sort of interview series, if somebody links their interview out, and they push it out in their social media, in their circles, they’ll often link back to you and that’s what we like to call organic SEO. So interview, you know, anything like that, that you can do to bring your community together. It’s going to help people to get to know know you, and it’s gonna build likability and trust, as we move forward here. So that’s a big one.

Josh 9:04
Now, the next one is your website. If people go to your website, and they feel like it sucks, and they just feel like they have no idea what you do or who you are, that ain’t good. As web designers, I really want to encourage you to focus on your website, make it as good as it can be. It’s doesn’t have to be perfect. It’s never going to be perfect websites are never done. In my opinion, they’re always a constant, you know, something that’s constantly in the work. But your website has got to reflect you, when somebody goes to your website, they need to feel like they got to know you as a person, particularly if you’re a solopreneur. But if you have an agency or if you just have a small team, you want to make sure that you have enough information on there, that they get to know you and they they know your style, and they see your work and they know your competence. And then we’ll talk about what will breed likability and trust in that. But it’s so so crucial that you guys take time on your websites because when I started out, I did not invest too much time in my own website in the early days. Which most designers this is what we struggle with, is you know, you might design really nice websites, but then your website looks like crap. It’s like, it’s the classic case of a plumber that has a broken toilet. Like, it’s very common across all industries, you do your work really well. But when it comes to working on your own stuff, you’re lackadaisical on it. We haven’t worked that I haven’t used that word like years lackadaisical, that was fun. But in any case, you need to make sure you have a good website and it reflects you reflects your brand reflects your personality makes you look really good. And if you can feature interviews and stuff like that, and then talk about what you’re involved with, it’s also going to help people to get to know you, and then we’ll talk about how they’ll trust you from that as well. But make sure you focus on your website. And then another final way that people can get to know you is through your work. When they see your portfolio even if your portfolio is just a few websites, even if they’re not paid websites. If you’re just getting started, you want to build your portfolio, I always recommend, just do some free sites. You don’t want to do this much and you want to make sure there are limitations but you You can absolutely work with businesses who you know and are reliable that maybe need some web work. And just do that for them in exchange for a testimonial and referrals when they come by, this is a great way to go. And people can really get to know you through your portfolio because they’re going to see your work. So you want to definitely know your craft. And this is why I have courses and this is why a lot of my colleagues have courses and there’s endless resources out there. But I always recommend doing something that’s going to get you to point A to point B as quickly as possible. And you want to know your craft, and you want to do really good work. You want to you know, do things that excellence as much as you can. I really encourage you not to half ass anything. Because remember, everybody’s going to see your work and inevitably, somebody really they might know you they might feel like they know you but then if they look at your work and they feel like it’s just not up to par, then that’s an issue. So you really want to focus on your work as well.

Josh 11:50
So just to recap, ways people can get to know you relationship. I’m a big fan of networking, whether in person ideally or virtually and even like meetups and stuff like that community, any sort of affiliations, Chamber of Commerce and then do an interview series I’m telling you just try it out give yourself some light at the end of the tunnel. Lineup like 10 people, business owners do an interview series Your name will get out there you’ll build that trust and likability, they’ll get to know you. And I guarantee it’ll, it’ll get some referrals for you. Make sure you focus on your site. And then make sure you focus on your work, make sure it’s the best it can be.

Josh 12:24
Now, the next one, “Like”. likability is perhaps the most underrated aspect of business. I found. I truly believe that just having somebody like you and want to be around you and want to get your calls, want to get your email, that is absolutely huge and landing clients because let’s be honest, you’re kind of a douche somebody’s going to know if you have that like used car salesman vibe, it’s not going to go very far for you. If you’re what I like to call like the grumpy developer type. It’s probably best that you just work for a design agency and you do the development. If you are the client facing side, you need to be likable. And this is where like, I get that not everyone is the most charismatic. Not everyone is super well spoken. But I’m a great example of somebody who was not well spoken. And I’m gonna, at some point here, I’m going to show off some show off. I’m gonna display some videos and audio from me from a handful of years ago. And it wasn’t pretty, I was not good on camera, I’ve worked really hard at my communication. And it’s all kind of helped make me more likable for not only my web design business, but for me with what I’m doing here with Josh Hall. co so likability is so underrated. And the cool thing about likability is that you don’t have to be somebody else to be likable. And this starts with my first point here, which is to be yourself, like let your personality shine. This is also really important with branding, because if you’re a solopreneur one of the great thing about web design, and then technology in general is you don’t have to be this faceless cookie cutter, you know stale brand. You can create your site, you can talk like you, you can create graphics and colors and anything that you want to do that reflects you. So if you’re bright and cheery, you can make your website bright and cheery if you’re, you know, not so bright and cheery, but you’re more I don’t know, you know, creative or you’re a thinker, or you’re really mission based there’s all kinds of things that you can put into your website that show off your personality. And I really want to encourage you to think about this as you build your own website. And then also, any of your, you know, business cards or any sort of promos, or graphics or anything like that show off your personality, be you. It’s a great way to go. And there’s nothing worse than somebody who’s trying to sell something who just obviously is you know, in sales mode and they’re not being themselves so just be you. If you’re bright and peppy again, be bright and peppy when you’re on the phone with somebody. If you’re you know if you take things a little more slow and you just want to take things one step at a time and you’re not a fast talker, I guarantee there’s going to be a lot of clients that would prefer that rather than somebody who talks really fast and is too peppy. So you know, there’s there’s a good mix and clients, there’s a great quote that I have really embraced here recently. And it’s that your vibe attracts your tribe. And I found that to be true not only with what I’m doing with with teaching other web designers and bringing them together, but also with clients, I had a lot of clients that just resonated with me as a person, and I resonated with them back. So show off your personality, it’s really going to help your likability and that’s such an underrated value for web design, and just business in general.

Josh 15:38
Now, the next one, as far as being likeable is to just keep it casual. The thing with web design is it’s very easy to scare people. And you don’t want to do that. I know a lot of designers and developers who get into like a scare tactic where they’re like, whether it’s selling hosting or maintenance plans or even just the industry in general, they just, they overwhelm them and it can be very daunting and confusing. And just quite frankly, scary for clients because remember, a business owner, or any type of client, they have no idea about domain, email, websites, WordPress, what a divi, what a theme is, you know, there’s all these components to it. And it’s our job to keep it casual for them. And you don’t have to, you know, overload them with information over over load, we’ll talk about how that will bleed into trust here next, but just keep it casual. You don’t want to a lot of times when it comes to talking about the importance of a website, I do have some aspects of like a stern tone, depending on what we’re talking about, particularly if it’s like a website redesign. And we’re talking about the importance of their SEO, you need to make sure they understand the importance. But you also again, don’t want to scare them and you don’t want to make it daunting, like imagine getting a call from a designer or developer and just thinking, Man, I’m going to be stressed out talking to them. You got to put yourself in the clients shoes and you don’t want to stress them out. You want to keep it kept casual. You do want to talk in, you know, with detail and with competence, but you don’t want to scare them and you don’t want to overwhelm them. So keep it casual and whatever that looks like to you. The next thing as far as being more likeable, is to share ideas. Even if you’re not the most likeable personality. One way you can get clients and leads to actually like you a little more is to share ideas that will help them grow their business because I guarantee if you have some really good ideas that are going to help somebody grow their business, they’ll look past your unlikeability. Is that a word? I don’t know, I might have the word. They’re going to look past that. Now. Ideally, you want to become as likable as you can, and relatable. But the most important thing of all of this is that you help somebody grow their business. So I’m not saying you know, be a douche, and have really good ideas. I’m saying be as likable as you can and still have those really good ideas because that’s what’s gonna land you clients. So share ideas. I’ve talked about this multiple times in some episodes past and one thing I recommend in my business course is that when you’re in a sales meeting to listen first, gather your ideas and then share them give them like real practical things that they could do with their website in a sales call or in a sales meeting. And it’s amazing how you can really see somebody’s like, you can see their eyes open. And you can just see them like it really excited if they have a bunch of ideas that they want to work towards. And you can hear about their goals and talk about some solutions that could work for them or have worked for previous clients. So sharing ideas is a huge, huge aspect of likeability.

Josh 18:30
And then the last one, this is probably the most important thing, and that is to actually care. You got to give a crap about your clients. You don’t want to be that person who’s just hungry for a quick job, and then to move on. And remember, when you engage with a lead as a web designer, you are going to be starting relationship that’s going to last a very, very long time. Ideally years I have clients from 2012 Actually, I have a couple clients from like 2011 at this point and late 2000 intent. So some of these clients are going to be with you for decades or more. And even if, for whatever reason, if a client works with you for a couple years and they move on, that’s still a couple years that you’ll likely hear from somebody every month or every couple months and more if they’re on your maintenance plan. But that is absolutely huge. That’s what separates web design from a lot of other industries. Because a lot of industries, they’ll do one time work and then they’ll never hear from that person again. Or even if it’s like an auto mechanic to where they you know, your customer will come in maybe twice a year or something like that. You know, the customer is not calling the auto mechanic every month asking about you know, certain things with the car. Well, more than likely they’re not doing that but there’s a lot of industries that it’s it’s rare that you’re going to have such a close personal service based relationship, but that is the case with web design. And one of the best ways for clients and lead that actually like you is to know that you care people care about how much are the quote goes like this,

People don’t care about that. How much you know, they want to know how much you care.

And that as cheesy as it sounds and his core as corny as it sounds, it’s absolutely true. And that is 100% related to them liking you because when I got started, I did not know that much. And I had I had a couple mentors who kind of helped me out but I didn’t have a Josh Hall to like guide me through with courses and stuff. I just kind of fumbled my way through it. And one of the one of the ways I got clients from the early days, without much experience is I just actually cared and I shared my ideas. I kept it casual, and I was just myself just what I went over. That’s how clients got to like me. And it’s absolutely crucial, particularly for those of you who are starting out, because a lot of my students getting started are worried about not having that much experience and getting clients but I tell them, as long as you show that you actually care and you take what you learn from my courses and you use those as ideas as sales points for clients. You’re going to get clients even if it’s one at a time. So that’s all going to lead into likability. So I can’t recommend that enough that you actually care.

Josh 21:06
So again, with likability, show your personality, keep it casual, share your ideas that will inspire people, and you have to actually give a crap about them. Because they’re going to know they’re going to know whether you’re just wanting to get a quick payday or you actually care about their business.

Josh 21:20
And then finally, trust. This is the one that is probably the hardest of all the three because people can get to know you, they may even like you, but do they trust you to actually pay you money, their hard earned money that they’re investing in their business, they want to make sure they’re going to get some sort of ROI, return on investment, and they need to trust you to follow through, they also need to trust you again, that we’re building relationship that needs to be someone they trust. So one of the best ways to build trust that I’ve found most practically, is by teaching. And you can do this in a variety of different ways. Now I’m obviously a prime example of teaching because that’s what I do. I teach. I create courses and tutorials and stuff like that. However, I did not do that up until the past couple years before that my method of teaching was through, I did start doing tutorial videos for clients, I did a lot of teaching by like little videos I would send over or just kind of like directing them an email. But a lot of the teaching I did was in person to person face to face meetings. And I would do like when I met with a client, I would like walk them through, you know what we could do with their website, if we were already have already had a client a lot of times I would walk them through, like show them you know Divi and show them when I created them for them and then help them out through it. And it really built this level of trust that has lasted for a long time. But there were other methods of teaching as well that I did, which included webinars, presentations. Now I was never big on doing like lead generation stuff which would be like ebooks or funnels or anything like that. Not with not with clients as much, but I do recommend that because you can show your competence and show your knowledge and really build trust. But the biggest thing for me over the past probably five or six years is I got in as I got, you know, more comfortable speaking in front of people, thanks to my networking group, I got involved with doing more like webinars and presentations and I got invited to speak live at a couple like, you know, businesses and there was a business coaching thing I got invited to speak at just to talk about what all these other businesses could do for their websites. And I just talked about some things that I learned at that time and whenever great, and I got a couple clients from it.

Josh 23:30
So anything you can do like that, is going to build so much trust. And the cool thing about sales is we’ve talked about this recently, I actually just talked about this in the last episode 51 where we talked about, you know, not being good at sales, but if you are in a teaching mode, if you just teach and you’re helpful, then that is going to convert so much more than if you try to go into quote unquote sales mode. So just teach, just share what you know, even if you’re just six months into your journey, I guarantee you already know way more than you think. Just take a topic, and then write out what you know about it. It’s amazing how much you’ve already learned. And then for those of you who are through my courses, my students, guys. I’m telling you take everything you learn in my courses and regurgitate it to your clients. You don’t have to learn everything by yourself. You don’t have to do trial and error. You don’t have to wait a decade of years of experience to feel like you know that much. You can take one of my courses and immediately turn that around as teaching material for your clients. And that’s going to help you get clients. So however, that looks whether it’s, you know, in a meeting, a presentation, you could do webinars. I mean, nowadays, they’re their sky’s the limit for what you want to do with some sort of training webinar. And again, that’s something you could do like one time you could do, you know, you could have businesses sign up for something if you do a webinar or you could make it some sort of like Facebook Live event or you could again, repurpose this content into ebooks or something that’s like a download. There’s so many ways you can use teaching to really build that trust. And that is the name of the game guys for trust, you just have to show your competence, competence, excuse me. And as the best way to do it is to teach.

Josh 25:11
Now speaking of different types of content, the other aspect to trust that I found to be really, really crucial, is consistency. And what I’m talking about is consistency through your content. So this talk that I’m talking about blog posts, social media, anything content related that you can add to your site consistently, because one great way to build trust, and this doesn’t happen overnight. But this is something that may happen, you know, a couple months in or a few months in is a lead sees on your website that you’ve been blogging about certain topics, even if they’re not super interested, it still is amazing what level of trust that builds. So for anyone who is a naysayer, with blogs, I’m gonna tell you right now, blogs are more powerful today than ever. And again, maybe you don’t have a whole lot of traffic but that’s alright if you have a blog post on your agency or solopreneur site, and you’re talking about certain subjects, and a lead just happens to see like, oh, they’re talking about SEO, they’re talking about digital marketing, they’re talking about website speed, all these types of topics. Even if they don’t read them themselves, they still add a lot to your brand and help them to trust you. And then for those who are engaged in your, in your content, talk about trust. I mean, that is huge. And this goes back to the idea of doing like an interview series. Not only will they get to know you, but they’ll start to trust you, because you’re consistent.

Josh 26:33
Consistency is the ultimate superpower in business and particularly in web design. And really specifically with with doing content and you can do it consistently. It’s amazing, what trust what level of trust that will add for somebody who’s interested in working with you because again, they want to make sure you’re competent, and they want to make sure they again going back to know and liking you trust is kind of like icing on the cake for them. And then if you have any like if you went through courses Is my courses or anything like that, make sure you get some sort of certification or you can mention like what training resources you’ve been through, if you’re just starting out, that go a long way too. I know I’m doing more of that. And a lot of there’s a lot of certifications and stuff out there now, oddly, you know, like, let’s take a automotive mechanic, for example, are they going to be that worried about, you know, what course you took? Probably not, but they just want to make sure you’re competent. So there’s a variety of ways you can go about that. And part of that has, you know, just having a good website with content that’s actually good and is understandable and making sure that all your services are very clearly mapped out. So in any case, consistent content, you do that through blogs, social media posts, even if you’re just sharing your work on clients sharing stuff that you have learned about if you have some sort of email marketing, where you’re being very consistent with tips that you’re offering clients, that is huge guys that will build that trust. Now the next one are any sort of reviews testimonials or what we call in the industry social proof. air quotes. And this is a big one because obviously one of the biggest levels of trust that you can get is by having a current client share their experience, there’s nothing better than having somebody else sell for you and build that trust. So I really, really encourage you to be very cognizant of getting reviews and testimonials with every client, you go through. I have a whole process on how I do this, and then I share my business course. But what I recommend that you do is just be really intentional, and you have to be intentional. And sometimes you do have to ask a few times you don’t want to be overbearing and annoying about it. But there are ways to tactfully go about getting testimonials. And a lot of times when you get done with a project, even if the client is thrilled with you. It’s not that they don’t want to give you a review. A lot of times it’s just that they’re busy. So they need to be reminded and then sometimes you have to guide people with how you want to have a review done because otherwise if you just say leave a testimonial, Well, what does that look like? Is it a great job? Or is it like a, you know, three page essay on how great you are. You really want to guide people through how to leave reviews and how to leave testimonials. I’m big on getting Google reviews from an SEO perspective. And then there are plugins now that you can feed that into your website, you can also just take the Google review, and then just make it like a custom testimonial, if you want to put that in your website. And then I’m also obviously huge on video reviews. So I’ll put a link below in the show notes with the tool that I use, which is called magnify. That’s how I capture all my video testimonials from my agency, but also my courses and it all leads into that social proof. Now you can get Facebook reviews as well if you’re big on Facebook, or anything like that. But in any case, I really want to encourage you to be serious and intentional about getting some sort of testimonial and review from every client that you can, because that’s huge. I waited way too long before I really took that seriously and it made such a big difference. And then finally the last thing to help build trust are referrals. And the thing is about referrals is so my business was like, I mean, probably 98% referral base, there were some organic SEO and then there were some, I had never really did ads. But in the beginning days, I did a little like ad on, I did a couple ads on Craigslist, I actually got a couple decent clients out of that. But the majority of my clients have always come by way of referrals. And that means from one of my previous clients recommending me, and there’s just no better way to get a client because it’s what we call a hot lead. So you don’t have to cold call, you can get a warm or hot lead who is like, yeah, I worked as somebody who’s like, I really like your website who did your website like, Oh, you know, Josh with this agency. And you know, he was great, you know, did a really good job, and we’re really happy with them that already that already helps them know me, and already helps them like me without even meeting me. And it already builds that trust because they saw what I did with this other client and then they hear from them. So referrals are such an important aspect of business. But the trick is, if you are not being intentional about getting referrals, clients are likely going to just forget about you. Unless somebody just happens to say that they’re like, well, I love your website, then they’re likely gonna refer you. But this is one reason another reason I’m big on networking is that was a referral group. We were intentionally referring each other left and right, well, weekly, we had like these scripts to where we would be out and about. And then we would give people like keywords or catchphrases for people to listen out to give a referral. So for me as a website designer, it was if you hear anybody that has a bad website, or they say their website sucks, or they say, Don’t even bother going to my site, or they just have a Facebook page, that’s the perfect lead in to bring my name up. And you want to train your referral network, professional network, and ideally, your clients who really liked you on how to give referrals.

Josh 31:53
So like in your process, I’ll end with this here. As far as building that trust, when you’re done with a client after you get that testimonial. The last thing I would follow up with is the request for a referral. And there’s nothing wrong with that you can just say, Hey, you know, I’m really looking to continue to grow my business and to promote these areas of services. Would you you know, if you have anybody in your network, that thing could use my services, would you be open to giving them a referral to me, or moving forward? Or would you just keep an eye out? You know, I’m always looking to work with other businesses in this industry. It’s a great way to keep Top of Mind with your really good clients and they’ll become your Salesforce. You can also do this through email marketing, you can build that trust with referrals by just giving people reminders to keep an ear out. And then there’s there’s no harm if you know somebody in a professional network who’s really well connected, just talk to them and just be honest, just reach out one on one or plan a call and just say, Hey, I’m really looking to expand this area of my business. Do you know of anybody who would be a good fit or just can you keep an eye out for me? I’d really appreciate that. Great way to go about it. But again, just like getting reviews and everything else, you’ve got to be intentional. About referrals to because they’re not just I mean, they are just going to happen you will start the referral train, but you’ve got to be proactive in those areas and if anything, you might get some trickling referrals but if you really are proactive about it then you’ll get that big rolling snowball effect of referrals. That’s exactly how I built my business. So there you go, guys, those are the three keys know like and trust.

Josh 33:23
Let’s recap each one of those little mini points I had really quick in order to have leads know you do it relationship wise, do networking, do meetups, build that relationship, ideally face to face, but virtually is fine. Get involved in community whether it’s Chamber of Commerce’s are doing an interview series and keep an eye on your personal professional network as far as who might be able to utilize your services and just remember, maybe it’s not them that is going to be your client, but maybe it’s who they know that might be your client. So community is huge. In order to people to get to know you well you have a good website. They need to know you when you need to be confident to send people to your site and feel like they’re going to walk away. getting pumped, and they’re going to know what we’re all about here. So that’s a big one. And then your work, your work is going to display who you are as well, as far as what you’re doing for clients, and they are going to get to know you by seeing multiple projects that you work on, they can actually, also side note, get to know what else you can do. Like they may see Oh, here’s a simple brochure site. But here’s a big e commerce site. Oh, I didn’t know they did that.

Josh 33:44
And the second one is like, people have got to like you. Showcase your personality be you don’t be afraid of a faceless, boring brand. keep it casual. Don’t use scare tactics, and don’t overwhelm them. keep it casual, keep it light, keep it fun, share those ideas. If you are inspiring, it’s going to help people to like you. And then if you actually care, people are going to know they can sense whether you actually care. So you’ve got to actually give a crap about your clients. That’s going to help them like you.

Josh 34:47
And then finally, trust teaching as we talked about through a variety of different methods, teach your clients in whatever way you can, even leads. Don’t be afraid about giving everything you know out for free. It’s served me very well over the past decade. So that’s gonna build trust consistent content, even if they don’t look at it, they will see that you’re doing a lot of stuff and that you must be professional because you’re consistent. Get those reviews, get those toasts, testimonials and social proof. And then finally, be proactive about referrals. Again, just like we talked about.

Josh 35:15
So there you go, guys, the three keys know like and trust. Hope these have helped I guarantee if you take all this seriously, it’s going to help you with getting clients as you move forward. If you have any questions, or if you like this and it helps you out, please leave a comment on the post for this episode. I would love to hear how these helped you out. And we’ll have a full transcription and recap for you for this episode with all the show notes and stuff as well. So I hope this helped guys. Just a reminder, I’m going to be doing two episodes a week through the rest of 2020. So the interviews, doing four interviews, but the plan is four interviews a month, and those will be every Monday they’ll drop and then for solo episodes to follow those up, and I’m planning on the solo episodes releasing on Thursday. Kind of give you, you know, start the week off with me and then in the week off with me so that sounds cool. And then those of you who are working on the weekend and listen to me on the weekend doing dishes or doing lawn cool. I’m happy to be with you on the weekend as well. So, hope you guys enjoyed. Let me know what you think. Make sure to subscribe to the podcast and leave me a review. If you would, it would really mean a lot if you’d leave me a review on iTunes or wherever you listen. And I’ll see you guys in the next episode peace.


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