Easy Scaling with Jordan Schanda King

Finding Clients | Consistency and randomness with Emma-Louise Parkes

January 08, 2023 Jordan Schanda King / Emma-Louise Parkes Episode 27
Easy Scaling with Jordan Schanda King
Finding Clients | Consistency and randomness with Emma-Louise Parkes
Show Notes Transcript

For the full show notes and access to resources mentioned in this episode visit https://www.easyscaling.com/blog/episode27 

This episode is part of our mini-series all about finding clients. Tune in as we discuss all the ways to find clients in the online space and get real about what works and what doesn’t. You’ll hear practical strategies and transparent conversations about where clients really come from so that you can hopefully find more clients and just feel normal about where you’re at now.

In this episode, we’re talking with Emma-Louise Parkes, an Online Business Coach and Strategist for ambitious introverts, empaths, and HSPs. Before entering the online business space, she spent 17 years in one of the world’s most stressful, male-focused, and extroverted fields: air traffic control. Today, Emma-Louise is an internationally recognised certified online business consultant and NLP master practitioner with accreditations in EFT/TFT. She’s also the host of the award winning podcast, The Ambitious Introvert®. Having built her six-figure brand in under three years without previous business experience, Emma-Louise is proof that when you take aligned action, you can scale your business with ease and speed.

Topics discussed:

  • Expecting the unexpected: “clients come to me in unexpected ways”
  • Feeling like clients come out of the blue
  • Relationship building is key but takes time
  • Staying patient and sticking to a strategy for 5 months before it worked
  • Figuring out what content strategy will work for you long term
  • Underestimating the energy needed for launching and the unpredictability
  • Stacking lead generation strategies for the short and long term
  • Prioritizing marketing tactics with limited bandwidth
  • Exploring and understanding what type of content your client enjoys
  • Attaching to the outcome but detaching from the how
  • Sticking with strategies for at least 90 days
  • Mixing educational content with sales content
  • WTH “suck eggs” means… see below

Top tip or advice for finding clients:

Be open to all the random ways and don't make it 'have' to look a certain way to mean it's working.

Connect with Jordan Schanda King:

Connect with this week’s guest, Emma-Louise Parkes:

Love what you heard? Reviews really help us out! As a thank you, you can get my 90-Day Planning Formula ($97 Value) by submitting a screenshot of your 5-star review at easyscaling.com/podcastreview

Finding Clients - Consistency and randomness with Emma-Louise Parkes

Jordan: Hello. Hello. Welcome to our miniseries all about finding clients. This is a fun one. There are so many ways to find clients in the online business space, and what we're going to do in this series is. Tell stories, share tips, dive into practical and tactical strategies for finding clients, what works, what doesn't work, and really take a transparent, open approach to talk about where clients are really coming from so that hopefully you can apply some of this too, to your own business and also so that you can just feel normal because there is no one way to do it.

So, I hope you enjoy this series.

All righty. In this episode, we are chatting with Emma Louise Parkes, she is back on the podcast. Emma Louise is an online business coach and strategist for Ambitious Introverts and Empaths and HSPs, and she's also a very, very dear friend of mine. She has a cool background before entering the online business space.

She spent 17 years in one of the world's most stressful male focus and Extroverted fields, air traffic control. And now, she is an internationally recognised, certified online business consultant and N L P Master practitioner with accreditations and EF F t and T F T. She's also the host of the award-winning podcast, the ambitious introvert, and she built her six-figure brand and under three years without having any previous business experience.

So we're going to dive. All things are finding clients. She. She has this cool balance between being consistent and patient and expecting the unexpected, which we're going to get into. So I hope you enjoy this conversation.

Welcome. Welcome, everyone. Welcome, Emma Louise, back to the 

Emma-Louise: podcast. Ah, I know. I feel very honoured to be a returning guest. Oh, 

Jordan: well, I'm honoured that you're back. This is going to be great. And we're going to talk about finding clients. Yes.

I feel like we kind of talked about last time a little bit, but we're going to go deeper on it this time. What I know, we were talking before and I was gonna ask you. To tell us about the first client that you ever worked with and how you found them and how that worked. And you were like, well, I have three stories, , so what the hell does that mean?

Emma-Louise: know Why have one when I, when I can have three. So for context, for anyone listening that's like, how can you have three first clients? I had been coaching offline before I brought the business online. So in the context of first clients, I was really thinking about the online business. Mm, mm-hmm. so. When I decided to bring the business online, I worked with a coach because I knew nothing about marketing or the online space at all.

So I worked with this great coach. We worked together one-on-one for four months, and we set up, you know, what my messaging would be and started to set up my LinkedIn and my Instagram and all of this kind of stuff. So I'm feeling really good. It's coming towards the end of this four months together. And wrap up and you know, really great time.

And we wrap up and about 10 minutes after we'd wrapped up, she sends me an email and she goes, I wanna hire you . So my first, my first client was my co she sold 

Jordan: herself . 

Emma-Louise: Which was, which was just insane because it's weird cuz even though I had a ton of coaching experience, , obviously what I was doing, I was doing money mindset coaching at the time, so it was very different to what she did.

And of course, massive imposter syndrome kicks in and I'm like, oh, like this really established person wants to hire me. Mm-hmm. , and this is insane. But you know, she just emailed and she was like, I'd love to do a v i p day with you. She was about to hit like a big milestone in her business. She's like, obviously I've done many mindset work.

but I can always do more and I'm really excited by like the offer that we've built and stuff, and I'd really love to hire you. So that was randomly my first client, was my 

Jordan: coach. That's crazy. Insane, right? That's that's not common . No. It's like I've never heard that before. . 

Emma-Louise: It was unexpected. That's the understatement of the day.

Jordan: Okay. Not something that anyone can replicate or learn from other than like, I don't know, have a coach, , 

Emma-Louise: have a hire a coach in case they hire you. No, I think it's the. , like expect the unexpected. Yeah. It's that like I have a mantra in my business, like clients come to me in unexpected ways because that's always, but from day one, as you can see, that's always been model to me.

People come in, I think I thought, oh, like I said to you earlier, I'll write all this killer content and then everyone's gonna be sliding into my dms. And you know, I don't write killer content and people do sometimes slide into my dms, but the majority of my clients come in random and unexpected ways.

Jordan: Yeah. is, I feel like a constant, like I, yeah, and I, I've talked, I feel like I've talked to you about this. I know I've talked to Julia about it a lot as like this. Where is my next client gonna come from? I feel like they all just kind of appear randomly. Like, you know, even even though like if you really sit down and you dissect the data and you look at where your clients are coming from, it's not random and it's not totally out of the blue, but they're, it, it very much feels that way, 

Emma-Louise: you know?

Totally. Totally. And I think it's for me, you know, I'll share the second where the second one came from in a minute, but it's all about relationships and referrals. Mm-hmm. . So it can feel random. It can. . That person that I interviewed to be on my podcast ended up reaching out to me and asking if they could become a client.

Not random. We've built a relationship. My coach, we've built a relationship. 

Jordan: Mm-hmm. . Well, that's what happened with us. I was on your podcast and then you, I think you messaged me after that or you like booked a call or something. I was like, I book to call. What the hell? 

Emma-Louise: what? I booked a call. I was like, I wanna hires my coo.

And you were like, oh, okay. Great. Love it. You invited me to club. That's how it all started. I did. Mm-hmm. ? 

Jordan: Yeah. Mm-hmm. . Yeah. Crazy. Yeah. I don't think you 

Emma-Louise: liked it though. Say relationships, . You did. Yeah. Invite someone to a clubhouse and they sign on as a client. . 

Jordan: I love it. Okay. Tell us the, tell us the second 

Emma-Louise: story.

So the second story is, I actually started marketing online then and, and promoting myself and not doing a great job of it. This was early 2020 before the pandemic and. A lot of friends of mine that I was in a group program with were in a membership. They were in the Boss Babe membership. I don't even know if it still exists now.

So it had a private Facebook group and a lot of people used to sign clients through this group, and someone that was in there put a message and they were like, Hey, I'm looking for a many mindset coach. Does anyone have any recommendations? And two or three people that I knew put my name on this thread.

And a friend reached out and she was like, oh, there's someone looking for a mini mindset coach in the Boss Babes group. And I was like, oh, I'm not, I'm not in there. I'm not in the group. I can't, can't do anything. and then she was like, oh, it's this person. So, and then she went, oh, I, I saw someone else's mentioned you as well.

So I sent this person a dm, which, you know, not in a slimy, horrible way, but it was like, , I've been told that you put a post out looking for this. I'm not in that group, but this is what I do. If, you know, if you are interested in learning more, let me know. And she came back and she was like, yeah, yeah, I'd love to, you know, do you have like a website and all this?

And we went back and forth. It was, it was a slow process over a few weeks. And then she was like, yeah, I've really liked the look of this. Could I book call with you? I'm like, yeah, absolutely. Booked a call signed. . She was my first four month client, so after I signed the client in a, in a Facebook group that I wasn't in after my 

Jordan: coach.

Yeah, . Wow. That's, it's the relationships though, like what you just mentioned. I mean, the fact that people put your name in there speaks volumes like that, that that's different than just being one of like a million other people who like put their name down, not. You shouldn't do that. Like I, I have gotten clients from people putting in a Facebook group what they're looking for, and I have responded and then they've decided to work with me.

But I do think it, it's, it cuts through the noise a little bit more when other people are putting your name. For 

Emma-Louise: sure. Absolutely. And that is what she said. She's like, oh, you know, quite a few people recommended you and spoke highly of you. Yeah. And I think that's where the referral thing is, is so powerful.

And I'll go on to add that she has been a client, she's done four contracts with me now. 

Jordan: Nice over the, she's gone away. Various iterations 

Emma-Louise: of your business, of various iterations. We started with many mindset and then she went away, got what she needed. Then she started a business, so she came back and she's worked with me in that capacity.

And yeah, it's just, it's just been beautiful. 

Jordan: That's amazing. I love that. Okay. What about the third story? Do you wanna tell us the third story or was that with the in-person? 

Emma-Louise: No. The third story is at this point I decided to niche down to introverts, empaths, and highly sensitives, and I was full-time in the business by this point.

So it's like, okay, I need to, I need to get serious about the marketing. I launched the podcast, I launched the Facebook group, all of these things. And from that time of going, right, this is what I'm doing. I'm going all in on this. Obviously I still have many mindset clients. I still had revenue coming in, but to sign my first client in the capacity of a business coach for introverts took me five months.

Oh my gosh. I know, I know. Luckily I had an excellent coach to hold me in the It is working. You don't need to change anything. You know, this idea that you see like, oh, just open your coaching business and you'll hit 10 K months, and, you know, that was not my reality. So it took five months. Wow. which was a challenge.

I mean, looking back it didn't feel that long, but at the time it felt like a, a million years in the 

Jordan: moment though, that's some serious perseverance, I think, right? Yeah. 

Emma-Louise: Yeah. It was a test. We mm-hmm. you. Jordan, you and I have spoken about this. We have my human design. Patience is my mm-hmm. lesson to learn

Yep. So the universe gives it me every time. So five months it took, and then do you know what happened? Two people booked a call on the same day. And both of them signed up with me. Oh my gosh. So I signed my first and second client within an hour of each 

Jordan: other. . Okay. Tell us where they came from. One was, what were you doing for five 

Emma-Louise: months?

What was I doing for five months? Actually, this is really, that's really interesting. What I was doing was writing four posts each week and I was posting them in Facebook groups and on my Instagram. And I was releasing the podcast, the podcast probably for about six weeks of. And writing a newsletter also.

But that was it. I was doing the same thing over and over, and, you know, having the trust and the patience that it would work. Wow. And one of these people was actually a referral she'd worked with a friend of mine who's a mindset coach, and she wanted more business strategy, so she mm-hmm. recommended me, and one of them was podcast listener.

On Instagram had been reading everything that I'd been put. Didn't know who they were, but she was like, oh, I've read everything that you've done. I've listened to all the podcasts. Just both of them appeared on the same day. So I went from, yeah, no clients for five months to two, six month contracts signed within an hour of each other.


Jordan: my gosh. I know that's. 

Emma-Louise: I know, so that's why I've got three stories. So they're all slightly different, but they're all good. They're all good. And hopefully they illustrate that clients come in random and unexpected ways. The thing that you have to do is find what works for you. It works for me to put out three or four pieces of content a week to put a weekly newsletter out, to put the weekly podcast out.

All of that works. , but that's not necessarily the avenue that people come from. But while I'm doing that, while I'm in the energy of doing that, while I'm staying consistent and while I'm clear about who I serve, people then just slide in sideways sometimes through referrals or, you know, Facebook 

Jordan: groups.

Yeah, I, and I think this is, I, I love the randomness and I, like I said, I do feel like clients come randomly. Not out of the blue. Like it, like again, it feels out of the blue, but it's always 100% of the time from you having done something, you know, like So you were consistently putting out your content, you were building the relationship with this person who was your coach?

What was the other story? . You were 

Emma-Louise: doing something. The people in the face, the people recommended me in a Facebook group because I built relationships with those people and you know, a couple of them and had sessions with me. So yeah, it, it is, it always comes back to something, but you'll never know when you're doing that thing.

Jordan: That's the tough part. Yeah, that's the tough part because it's never like, Almost never. Sometimes it is instant, but it's almost never instant. I mean, holy shit, five months, that's a long time. Like I don't wish that on anybody, listen, listening to this, that you have to do the same thing for five months before it works.

But that is sometimes the case. Or maybe it's a podcast that you recorded a year ago that somebody listens to and then they come to you. You know, it just, it's from something you just don't know when it's gonna convert. 

Emma-Louise: Exactly. And anyone listening to this, Ah, I don't wanna wait five months. Like what I just wanna say is that was back in 2020.

I haven't changed my strategy that much since, but it took me five months to sign those first clients. But within four months I was fully booked and I've been fully booked ever since. So That's great. 

Jordan: Yeah, that, that's a way more inspirational way to frame it because Yeah. You didn't have to wait five months for every client to show 

Emma-Louise: up.

No, no. Absolutely not. No. It changed for, it changed really quickly after that. And it's funny cuz a lot of people were like, oh, you've just exploded and. Blown up. Like, what have you done? I was like, the same thing I've been doing for Yeah. Like the last eight or nine months, literally, you know? And that has been the same thing I've been doing for the best part of two and a half years now.

Yeah. And, and I think everyone wants the sexy, you know, quick shortcut. I know that I did. Yeah. And it's like, nah, I'm just doing like the basics of marketing, but I'm just doing them every week. 

Jordan: Yeah. I wish that the sexy shortcut always worked. It doesn't. I. I think it can sometimes, but it's kind of, it feels to me like more of a fluke usually.

and it definitely does feel like more of the foundational, consistent action is the thing that moves the needle long term. I feel like in particular, like, like long form and organic content does have a ramp up period. And people don't usually like to wait for that. 

Emma-Louise: Yeah, I would, I would agree. You know, I've had clients come to work with me that have built their business on, launch models with ads, masterclass challenges.

and that's great. But then when, you know, ad spend gets really expensive and they wanna build something organic and consistent, they find it really difficult. Mm-hmm. really hard for them because they, they know that they can switch the, switch the ads on and it's gonna make a big difference. Whereas the time that they've gotta.

Emma-Louise: In creating the content and posting it and you know, that consistency and people warming up to them and, and all of that. I mean, I think that ideally both work really well together, but if you've built it on that being able to flick a switch and kind of leads come in, I think it can be quite difficult to hold that space for yourself and wait five months to see something take effect.

Instant gratification. Right. That's the society we live in 

Jordan: for sure. For sure. and we, since we have talked about this whole patience thing and have this in common mm-hmm. as a lesson that we have to learn in this life. Mm-hmm. , I'm still working on that and I hate launching. I haven't really talked about this publicly, but I despise it with a passion and I don't think I'm gonna do it anymore moving forward.

So like, there you go, everyone, there's my announcement. I'm not gonna launch anymore. because it's a ton of pressure and we've talked about this behind the scenes, and I would much rather invest my time and energy into things like this podcast and the organic content and to building the longer term relationships and serving my clients, then invest it heavily in a launch that you really can't control the outcome.

It's like extremely unpredictable. 

Emma-Louise: Totally. And I. You know, as an introvert, and I know you are on the fence as to which one you are. Yeah, but let's just, let's just go with like 49%. I'm not on the fence. I'm very clear. but it, you know, that kind of ramp up in your energy that's needed for that period is.

Most of us think, oh, that's really manageable. But then if you're launching, say, a program that you're then gonna run straight after it, you just kind of want to go, huh. And you can't, because then you've got a program to run and you've got other clients to serve, and you've got a team to manage. And I think that the expectation of like a two week launch period or a four week launch period is like, oh, I can get by with that.

But actually, when you look at how much energy it takes over, say a three or four month period, 

Jordan: you have to weigh it up. Yeah. . You know, the thing that is really kind of pushing me over the edge on this is that I recognize that I am very susceptible to life events or, different things that are happening within my business or my team, or with my cl.

Like I'm just very susceptible to that and that can. Rock me as far in terms of like how much energy I have and how I'm showing up publicly and things like a launch, and I don't like that variable. I, I like, I just don't. I don't know, because you can't change the timing. It, it's different when it's like, oh, well I'll show up as much as I can and like be on stories or like do my podcast and like, it's just, it's like shorter spurts.

And if something is going on in my personal life that has me more tired, like maybe my baby didn't sleep at all the night before, like, or for weeks at a time or something like that, you can adjust your organic content. You can't adjust your. , you put that shit on the calendar and invited people to your masterclass, so you would show up and be super high energy

I just don't like that. I don't know. I didn't mean for this to be a rant on launching, but that's how I'm feeling right now. 

Emma-Louise: No, but I think you make a good point. And it ties in with the, you know, the unpredictability, not in a bad way, unpredictable, but the, unpredictability of signing clients in the way we think.

Like it's so rarely how we think it's gonna look. And what I've known to be true in my business and with clients as well, is that launches are so rarely. how we think they're gonna look. Yeah. My, you know, the first launch I ever did, and I say it was a launch, I emailed my list. That was how I launched. I'd never launched a group.

and that was a multi five-figure launch, but it didn't look how I thought it was gonna look. I ended up with peop, someone went onto one-on-one, someone bought an intensive. I ended up running, you know, two pods of this mastermind. It was nothing like I expected. it to B and there is always that unpredictability.

Emma-Louise: Sometimes it goes like way over what you expect. Yeah. And sometimes it just works in different ways. 

Jordan: Yeah, yeah. Mm-hmm. To be open to the unpredictability, , because that's the only thing. That's for sure. 

Emma-Louise: That's the constant. Yes. The constant is the inconsistency. 

Jordan: Ah, that doesn't work well for someone like me.

That's like kind of a control freak, which is why I personally. Like to have a lot of avenues that I can potentially find clients like that is the way that I control for the unpredictability is I have a lot of, strategies. Running in tandem, you know, so like the networking and the serving my clients and the building relationships and growing my network generally kind of always is going.

And the podcast is always going and the email newsletter is always going and like that feels like a good foundation. And then you can add on ads, or you can add on an event or you can add, like, that feels comforting to me. Because it feels like if any one or two or three strategies are, my energy is low or like whatever, it's not that my business completely turns off.

I don't know. What do you think? No, 

Emma-Louise: totally. And I think that people get very caught up in, you know, the instant results as I was mm-hmm. , cuz I didn't wanna wait five months for a client, but, hey ho. And there are some strategies that do produce that. They're generally a bit more energy and labor intensive.

We need longer term strategies and quite often people are like, nah, I dunno how I feel about that. So things like seo, blogs, podcasts, of course. You know, yes. Some people listen to one podcast episode and be like, I wanna hire that person. But I have a one-on-one client that started with me in October this year, and she's listened to the podcast since day one.

No, it's two years old. Oh my gosh. You know, , so like, there's no right or wrong way, but, but there are things. newsletters, things like long form content in Facebook groups. They, they are a slower burn. It's a, it's a longer game, but like you say, having three or four different avenues of how people can find you that build up over time.

I joined a, a networking group. Oh man, it was probably last year now, and I did some virtual coffees with people in there, and the one woman, she went to me, oh, you are the introvert woman. And I was like, what? And she's like, oh, I've seen you in such and such Facebook group. And I'd been posted in that particular Facebook group really regularly for like 18 months.

and she's not an introvert, but she'd com she'd seen me. Yeah. Over and over again. So like, you know, that's the. . That's the beauty with organic long formm. Like say content people see you and it sticks in their mind. And you know, it might be a few years down the road, but they're like, Hmm, I need . I need an introvert woman, or I need a fractional coo.

Emma-Louise: Like, where are you gonna go? Yeah. 

Jordan: That, and that's the thing, I think that is frustrating for most people, at least I see it frustrating my clients is because we all have limited B. And so it's really hard to designate a certain amount of time or money or energy or whatever it is to some of those things that you know are gonna take a while.

Like for me, SEO has been on the list for like a million years, and I just haven't gotten to the point where it's been enough of a priority for me to dedicate. A person on my team, or, you know, bringing someone in to do it or whatever it, it's gonna look like when we do decide to finally tackle seo, because I know that it's such a long game, I can't quite bring it to the forefront to make it a priority, you know?

But you can, you can say that with everything. I mean, I could have said that with the podcast because the podcast is massive high energy to, to launch and produce and to maintain. but eventually it became, A high enough priority that I was gonna divert my energy and attention and money and team away from other things to focus on building that.

And then, you know, you get to a point, and I think you're, you've gotten very good at this where you, you have it almost on autopilot, like, you know, your systems and your processes and you batch and you do all of your things, but it's not gonna be from day one, like, oh, now I have a podcast. And it's like a well oiled machine, you know, like it takes time and energy to invest into it.

and there's a million things that you could invest in like that, and you can't do 'em all at the same time. So it's Do you have, like why did you decide to go with the particular long form content structure that you have versus any other thing? . 

Emma-Louise: So when I first niched into introverts, I had an intensive, and I had my six month one-on-one coaching.

And you know, it hasn't changed that much since, except when I run the mastermind and I've got a few digital products. But generally I was looking at going deeper with people. I knew that my coaching, you know, goes pretty deep. I like to work with people in that kind of connected capacity. It was not the kind of thing that I'd expect people to respond to an.

and be like, oh yeah, I wanna sign up for six months of coaching. So I tried to reflect in my marketing what do, first of all, like my ideal client, what do they like? They like to read long form content. They like to listen to podcasts. that was really easy cause I was my mirror client. I'm like, what do I like to do?

I love nothing better than a great newsletter arriving in my inbox that I'm like, I wanna read all of it like yours. Like your hey, hey, Friday. Oh, well 

Jordan: that's great. I love. It hate newsletters. . 

Emma-Louise: Oh, well you see . There you go. . You're not my ideal client. . Yeah. Yeah. But it's it, I just looked at it like that and it was easy for me to, it's quite difficult for me to produce short content.

Yeah. That's why I don't do 

Jordan: reels. Mm-hmm. . 

Emma-Louise: Mm-hmm. . I'm more of a, pour myself into it. So, you know, happily do. even allow us podcast episode, but ask me to do like a 32nd reel. 

Jordan: No, no, no, no. I can't do that either. I, I despise that. Actually, we're, we're looking for, as you know, we've talked about this, we're looking for like full management, social media person right now, or agency or something.

And that's like one of my stipulations is. Look, on the one hand, I'm fine to like show up and record a reel every once in a while. That better not be part of the, like a big part of the strategy cuz otherwise it's not gonna get done. Like, I'm just gonna flat out, be honest with you, I'm not gonna do that consistently.

So like, maybe let's add it on as a like, icing on the cake situation, but. Do not integrate that in at least e even like one time a week. I'm not gonna do it, like I'm just not gonna do it. I'll show up for my podcast. I'll do eight episodes a month before I will do. One real a week . Okay. But I think that's the important thing is like figuring out what you're actually gonna do.

It's like 

Emma-Louise: a, a real Jordan. Talking on a reel is a nice to have, but it can't be a need to have because No, it's not guaranteed. 

Jordan: It's not gonna happen. No, no, no. So you find that easy. You find the podcast and the writing, the newsletter and the emails to be easy for. . 

Emma-Louise: Yeah. A hundred, a hundred percent. I love doing, I, you know, I still love doing them.

I genuinely love recording my podcast. Yeah. I love writing my Friday newsletter. They, they just, those things bring me joy. It's, it feels like a real connection piece with my audience, so I love that. 

Jordan: That's how I feel about my podcast. It feels easy. Like I, I would do it. Like, I'm having these conversations with you almost daily.

Anyway. We might as well record it. . This is, we could just record Voxer. We could. I've been thinking about that a lot because I've been, I wanna do, wow, we've really taken a turn here. Sorry, everyone. I actually kind of forgot we were on a podcast. I have been thinking about how I can do more solo episodes and I'm finding it really difficult, to make it work.

I don't know, it's some kind of like mental block, I think, but, . I'm like, I know I have a million things to say because I talk nonstop during the day to people , that's like all I do, right? And so maybe, maybe I can just like record myself boxing you or Julia or a client or something because I am literally monologuing for half of my day.

I don't know why this is such a problem for me. . Maybe I should 

Emma-Louise: reflect it back to you. Maybe when you say something I should be like, Jordan, this would be a great solo podcast episode. Just go record it now. 

Jordan: You should. That's so funny. . okay, well I'm gonna try to bring it back cuz I, I know I got off track here, but this was interesting.

What kind of practical advice I'm gonna put you on the spot might you have for people who might want to approach finding clients in the way that you have found clients? 

Emma-Louise: Okay. I would say be completely attached to the outcome. Be like totally dialed into the fact that you want clients, but then don't worry about the how.

Just know that you have things in place consistently. So maybe you are consistently putting out that long form content. Maybe you are consistently releasing a podcast. Maybe you're consistently getting on virtual coffees and networking with people. Maybe you're consistently showing up on stories, like all of those avenues and many, many more are great.

But choose the things that feel good and work for you that you know that you can do on a daily or weekly basis and keep doing them, but don't be attached to the. don't be like, mm-hmm , this is the post that's gonna get me a client. Or you know, this podcast episode is gonna be like, know that the client is coming, but just be open to the fact that they could just drop in from anywhere.


Jordan: Do you have. like a length of time. We know you waited five months. Was your coach holding you accountable to a certain amount of time that, that she wanted you to stick with this one strategy or do you have a particular time in in mind that you think is a good amount of time to wait 

Emma-Louise: at least 90 days?

Mm-hmm. . Always say at least 90 days because people need to warm up and people need to see things and we need to get our energy behind things. You know, sometimes when we start and things feel hard, we are not always putting them out there with the best energy. So 90 days generally is when I have seen with my clients as well.

They start to see. Results. So with a lot of my clients, when we work together for six months, it will be at the four or five month mark that the changes that we've made and implemented, that they really start to see something from that because, you know, they're not starting them from day one. We're mapping things out and, and getting things straight.

So I would always say at least 90 days, but, . It's again, it's that patience and it's that trust. Yeah. That it's working. That was why it was great for me to have a coach at that time. Yeah. Because she was like, it's working. She was hugely experienced, you know, she'd been in the online space for years and she was like, the strategy is solid and you're doing it and it's, it is working.

You just have to wait for that like moment that it, the. switch just flips and then it did for two people. . 

Jordan: Yeah. Were you, were you integrating sales content at a, at like a consistent frequency within your newsletter and the content that you were putting out? Was there a big sales focus or was it all nurture or a mix or what?

Emma-Louise: To be fair, that's a great question because for about the first month or two, , I didn't put any sales content. Mm-hmm. Just because I was finding perfect buy that way. Feet and Facebook groups . So maybe that's why no one, so maybe that's why I delayed it, like, took 90 days. Perfect. Mm-hmm. . so no, I did a lot of, you know, educational and, and tips and belief shifting and just, you know, your, your standard content.

But it was only, I would say, In the last 90 days before I signed people that I did a big push. I start, I signed people as like on intensives and things like that. and, but for the actual six months, it just took a little bit longer, but yeah. 

Jordan: Yeah. Do you do, do you have like, a particular cadence for the sales content?


Emma-Louise: I d depend on what I. Selling, which this year has been a bit blah, cuz as you know, I got sick, like mm-hmm. , not once or twice, but three times. Mm-hmm. , so everything went a bit crazy. Mm-hmm. . but generally I try to incorporate something once a week. So something once a week. And then also things like testimonials, which I'm notoriously bad at requesting and sharing and client results and things like that because then they go a long way to selling for us as well.

So it's not always the, hey, sign up here, but making sure that I, integrate those kind of posts as 

Jordan: well. Yeah, yeah. I love that. Okay, well, what else do we need to talk about on finding clients? Practical or inspirational or otherwise 

Emma-Louise: thinking about where they are. And I know that sounds insane, but like I said, the reason that I went with the podcast and a newsletter as my, you know, must haves from day one is because that's where I knew my clan would be.

Like introverts love a podcast. I love a podcast. So, you know, it was a, it was a pretty obvious thing to think like, Hey, if I create one, these people will listen. And they did. So they were not, ironically on Clubhouse. Thank you though, Jordan, for the You're welcome. We tried, we tried, but, but they, they were not there.

They are probably, I mean, I could be completely wrong here, but I feel like they're probably not on TikTok, which is why I don't give it any time. What's TikTok

I don't, yeah, people like short form videos like 10 seconds long. Yeah. Yeah. Like my people are, you know, they're looking for depth. I'm like, they're probably not gonna be, you know, scrolling quick videos. So, you know, it, it might sound obvious, but. Where are your people? And for a lot of people that answer is actually LinkedIn.

Yeah. A lot of my clients realize that their clients are on LinkedIn. They're trying to, you know, build this great Instagram, but their, their people are, are not there. They're on LinkedIn. So, you know, it's, it might be a bit of a suck eggs thing, but really think about where are they. Mm-hmm. and go that, 

Jordan: I can't believe you just said, suck eggs right now because we, well, this is a tangent.

I had never known what that. , do you know what that means? Yes. Like that's why I said it. Yeah. No, but I mean, do you know like where it, where it came from? I like Googled this. Did 

Emma-Louise: you recently? No. 

Jordan: Enlighten me because apparently dogs will like get into like a hin house and like crack eggs open and suck the egg out of the.

It's like an actual thing the dogs do. 

Emma-Louise: And what does that have to do with us teaching people what they already know? I, 

Jordan: I think I thought suck eggs was like, like, kinda like go fly a kite type thing. Like get out here, go suck eggs, . See 

Emma-Louise: these things never work with the, with the UK American thing. I.

Jordan: That's why I was like, wait a minute, let's talk about this because, okay. I don't think you're using 

Emma-Louise: that, how I use that . No, I don't think so. So we say if you're teaching someone to suck eggs, like you're telling them what they already know. So like it might sound really obvious, but teaching someone to suck eggs is teaching them or telling them something that might sound really basic.


Jordan: Hmm. Yeah. That's not how, that's not how I use that phrase. I mean, I don't use the phrase to be fair, but if I were to use. . I would be like, go suck eggs, . Like, get outta here, get outta here, , go away. 

Emma-Louise: I love it. Most of my clients are in the US or Canada and you know, 90% of the time we are fine.

And then I'll give some analogy or something and they're just like, what? 

Jordan: This happened recently with you and I And you said something. I was like, I don't know what that means. Like, I have no idea. I have no clue. That's so funny. Well, now I'm gonna have to Google it again to make sure that. I know that the historical thing is correct because my grandpa told me so that dogs used to suck eggs.

Emma-Louise: If your grandpa tells you, then it must be true because he's the, we know, 

Jordan: we know he's the wisest man on planet earth, but maybe there are just lots of different meanings for it in, in like, I don't know, metaphorically speak. 

Emma-Louise: You have to Google it and put like UK version. 

Jordan: Yeah. Okay. On that note, everyone should go listen to the podcast that we already did about making marketing easier because you touched on some of those things, in this episode. And we went pretty deep on like market research and like, you know, showing up where your clients are actually showing up.

Yeah. And really thinking through, thinking through your strategies from the perspective of your ideal client, which can very easily get missed. anything else you wanna leave us with before we wrap? I 

Emma-Louise: don't think so. Thank you for having 

Jordan: me back. All right. Go suck eggs, . Just kidding. Just kidding. Thank you, .