What to Do When You Are Doing Everything but Not Getting Clients

If you're feeling like you're doing everything you're supposed to be doing but still not getting clients, it's time to do a good, honest audit of your business assets. An audit is a time to be brutally honest with yourself—without beating yourself up. And rather than approaching your audit with a "what am I doing wrong?" attitude, go into it with a "what can I do to make this work better?" attitude.

You've got this! And I'm here to help with the 3 questions I ask myself in my own business audits:

No. 1: Are you doing all the steps of your RGAs (revenue generating activities)? This one is important because if you are falling short in one of the steps, the whole thing won't work! The steps I'm speaking of are lead generation, nurture, and conversion. If you're not putting yourself out there, no one will know you exist (leads). If you're putting yourself out there so you have a good audience but you're not nurturing your audience, your chance of converting them into clients is slim to none. And, of course, if you're giving your great audience all the value but not asking them to be your client, you're missing out (and so are they)! I compare this to dating in my EntreMD podcast episode, What to Do When You Are Doing Everything but Not Getting Clients, so be sure to check that out!

In that episode, I also explain the other two questions to ask yourself in your business audit:

How are you doing your RGAs?
What is the volume of your RGAs?

Tune in for all the details!

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Transcript

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SPEAKER_00 0:00

Well, hello, hello, my friend. Welcome back to another episode of the OnTraMD Podcast. And we're gonna have a whole masterclass today. All right, real quick, if you have never shared an episode of the Ontree MD podcast, I want you to share this episode. Okay, I want you to share this episode. If you've never left us a review, I would love for you to leave us a review. Why am I telling you this? Because OntraMD is a movement, it's a movement of change sweeping across the physician community. And we need your help. We can't do this alone. Okay. I don't know a million physicians, but together we do. And so please share this. Please share this with another doctor in your life. They will thank you forever. And for everyone who's been sharing, thank you from the depth of my heart. For everyone who sent me a DM and say, hey, I've been sharing. This is what has happened because of the podcast. Thank you so much. I appreciate you more than you'll ever know. Okay. So today I want us to look at what to do when you're doing everything, but nothing is working, right? Especially as far as getting clients, right? So you're doing everything you know how to do, but you're not getting any clients. So you're not getting enough clients, right? Um, you know, sometimes people tell me that this is not working. I'm doing everything. Social media is not working, I'm doing everything. Um, you know, I've been doing the master classes and it's not working, nothing's working. Um, first of all, when you have that thought, I want to invite you to think of it a little differently, okay? Because this is the business, the business is gonna work. Um, people are using these strategies, it is working. So if this is not working, is there something that I need to modify? Is there something that I need to change? Is there something I need to do differently? Is there something I need to stop? Is there something I need to start? Because what that does is it immediately takes you from a place of frustration, like nothing is working and I'm stuck and this sucks. And it takes you to a place of curiosity. How could this work? How is this working for different people? Am I applying the right tool to the wrong thing or the wrong tool to the right, like what is going on here? Right? And it puts you in a place where you can get answers. Because the other, the the first circumstance is a statement. It's not working. I'm doing everything, it's not working. There's there's there's not really a way for you to acquire inspiration in that space. On the other hand, if you're like, huh, how could this work? Now you're asking questions that can trigger answers, that can trigger creative answers. Do you see what I mean? And so it's a subtle shift, but it's a huge shift. It's something you want to think about doing. So let's say you're doing social media, okay, and social media is not working. All right, now we flipped it. You're like, how come it's not working? How could it work? What am I missing? Right? And so, what I want us to do, we're gonna do this together, okay? And we're gonna say, okay, I'm using social media, not getting clients like I think I should be from it. We're just gonna use that as an example. And I'm doing all the things, I'm doing my lives, I'm posting every day, I'm doing all of those things. What's going on? What's the what's the problem here? So we're gonna run an audit, okay? We're gonna run an audit, and that's something that you should do frequently in many aspects of your business. Um, I call them come to Jesus moments, right? Because you want to be brutally honest. You wanna be brutally honest. Lying to, you know, me lying to myself is like the worst form of deception ever. So I want to be brutally honest. Now not beat myself up, but honest, right? And we're gonna ask ourselves a few questions. So I have three questions for you, okay? And so I'm doing all the things, it's not working. Number one, are you doing all the categories of your RGAs? Okay, and your RGAs are your revenue generating activities. Now, when you think about revenue generation generating activities, I want you to think in just three broad terms. Like, how do I um acquire leads? So, how do I get people to know about me? How do I grow my audience, right? Like people who don't know about me, how do they find out about me? That's one. The second bucket is when they now find out about me, how do I nurture them? How do I take them from we just met to we're dating and we're closer to marriage, right? Like, how do I nurture them? How do I serve them? How do I give them value, right? So there's leads, there's nurture, and there's conversion, right? Like we're not gonna date forever, okay? We're gonna date and then I'm gonna pop the question, you're gonna say yes, and then we're gonna get married, right? So think about it. Okay, so you know, if we bring it to dating terms, you know, since we're already on the analogy, it's kind of like um, you know, what what does boy do to meet girl? How does boy date girl? And then how does boy now pop the question so he can marry the girl, right? And so it's leads, it's nurture, and it's conversion, okay? Conversion to clients. Now, the the reason why this is important to ask is for every step you miss, the system falls apart. Okay. So let's say you're doing the lead generation and you're doing the nurture, okay, and then let me give you an example in case you're not familiar with these terms. And so say, um, say I went to be a guest on somebody else's podcast. That is part of lead generation, right? Because that person's audience maybe doesn't know me. And then by me going to be in front of them, they now find out about me. Okay. So they find out about me and they're like, oh my goodness, she was amazing. And they come to check me out. Now I have a nurture vehicle, which is my podcast. And so they can come and they're binging on it, and you know, they're they're taking the lessons, they're applying them, they're getting wins and all that stuff. And they're like, man, if this is all that's happening with a podcast, I wonder what it's like to really work with her, right? So that's nurture. And then every so often I would say, Hey, the entree MD Business School is open for enrollment. Come and join us, right? Or I would say, um, or I would do a workshop. I'll do a four-day workshop, a five-day workshop, and I give a lot of ton of value. And then I'm like, hey, and if this is working for you and this resonates with you and you're ready to do your business, like you mean it as a physician entrepreneur, come join us in the entree-MD business school. That's conversion, right? So do you see how I took someone from they didn't know about me, but they met me on someone else's podcast to my podcast, to I now pop the question and they said yes. Okay. Now, so in if any one of these components is missing, again, the system falls apart. So, for instance, let's say I'm doing the lead gen and I'm doing the nurture, but I'm not asking anybody to work with me. Now, some people will ask me because they're like, oh my goodness, this is so good. And I I just want to get in. But most people are not gonna ask, and most people they're not gonna say yes because I'm not asking anything. So I'm doing the lead generation, I'm doing the nurture, but I'm not doing the conversion, so then I don't get clients, right? And so when you're not doing the call to action, when you shy away from the call to action, right? When you show up, you do a webinar and you give a lot of value and it's exciting. But when it gets to the call to action, you shy away, you're like, I'll do it next time. But then after that, you're like, I don't understand why I don't have clients, but that's why there's no clients, right? Okay, so so that's on the that's if I'm not doing the conversion. But I could be doing the lead gen and I could be doing the conversion, but there's no nurture. The problem with that is I want you to think about somebody just meeting you for the first time and saying, Will you marry me? Well, some people will say yes, but that's a very, very, very small percentage. Most people will look at you like you've lost your mind, right? And so when you go from lead, if you're only doing lead and conversion, lead and conversion, you're not giving people the opportunity to know like and trust you, to experience you, to get wins, to do all of that, to understand your authority and all of that. So, so that makes it harder for people to say yes, it's just too much of a jump. It's it's too much of a jump, right? Now, will some people jump like that? I've jumped like that, I you know, but you most people are not going to do that. Okay. Now, let's say you're doing the nurture, so you're posting every day on social media, you're sending emails to your email list, um, you know, you're showing up on your own podcast. So to you, you're doing so much work, and every so often you're doing these calls to action, inviting people to work with you, but you're not doing nothing for lead gen. Well, what that means is you're not bringing new people into your audience. And so you're rincing and repeating with the same old people over and over and over again. A percentage will buy, but that's it. It's a percentage. And so what happens is every time you make a call to action, it becomes less and less and less and less um effective. And that's what will make, you know, like your podcast numbers start dropping, your social media engagement starts dropping, um, because there are people who are in your audience who maybe have left, but you don't have any new people coming in. So the the audit to do here is am I doing all three steps? Am I doing things to put myself out there where nobody has any idea who I am? Am I doing my lead gen? Am I doing my nurture? Am I doing my conversion? Okay, so that's an audit to run. And if because if any one of them is out of whack, then it's great because you can just fix that one and start creating big wins in your business. Okay. So that's the first audit. The second audit is still with the RGAs. And the question is like, how am I doing the RGAs? Right? How am I doing them? Um, so for instance, um, let's think about let's think about social media. You may say, well, I'm posting five days a week. This is a great time to go look at the last five days. What did you post? What did you post? I I kid you not. Sometimes people say, Well, I'm doing it, nothing's working. And I go look at it, and they're like, I'm posting on social media every day and all that. And I go look at it, and you know, one post is about their cat, um, the other post is about somebody else's service that they really liked, which there's nothing wrong with that, but you have to be clear on what gives you what result, right? And then the third post was about how um they love the process of podcasting, but that has nothing to do with their business. And and so it's all this stuff, but it does not have the capacity to deliver the result because your clients don't care about that. Okay, so if you look at the episode we did um a week ago, I talked about the five ways to strategically use social media to grow your business. That's one to go back to, and that's one to listen to again. Um, and so you can start saying, you start running this audit. Like, how am I using it? If you are strategically using it in the five ways I described in that episode, it will come, it will still lead to you know, like better results, much better results, right? It starts giving you what you want, the outcomes that you're looking for. Okay. So how am I doing them? When I do a masterclass or a webinar, a live an hour, Facebook Live, how am I doing my call to action? Am I apologetic? Am I showing up confidence? People buy your certainty. Okay, people buy your certainty. So if you come up and yell, if you think about it, reach out and things like that, nobody's gonna respond to that. Right? Like you, you own, you own what you do. You make your call to actions confidently. And so if that's an if you if you run an audit and you're like, oh my goodness, I haven't been doing that, then this is a great opportunity for you to start doing that, right? You you make them confidently. When I show up, I'm like, listen, you've wanted to build a business, you've wanted to, you've wanted to scale your business, you haven't been able to figure out how. Um, a lot of times you lack the motivation, a lot of times you lack the accountability to pull it off. This has been a dream of yours, right? And you can come join us in the entree MD business school. This is a place where you'll get top-notch coaching by a physician who is a serial entrepreneur, has built multiple seven-figure businesses. You will get the accountability you need because accountability is the breakfast of champions. Nobody's motivated all the time. You will get the community you need. We are talking about a community of physicians all the way from startup to six-figure, seven-figure, and multiple seven-figure businesses. You get to be in that community and you get to get wins like, and then I go on to list like you know, testimonials from people in this school. So if you are ready, if you are ready, go here to apply on tramd.com forward slash business. Do you see there's no apology there? There's no lack of certainty there. Um, I just own it. And you want to start practicing owning your stuff, right? And the more you practice it, the better you own it. The bigger the wins you create for your clients, the more you own it, right? So the question is, how am I doing those RGAs? How am I doing them? Right? When I go and I'm a guest on somebody else's podcast, well, am I am I am I doing a call to action there? Am I telling them, you know, here's a freebie or come find me on my own podcast or go buy this book? Am I doing it in a wimpy way, or am I standing in my authority and doing it with certainty? Right? What what are you what are you doing with that? You see what I'm saying? With your with your with your podcast or whatever you're using to nurture people, your weekly emails and things like that. Like, are you showing up and giving value? Are you giving them value? Are they getting so many wins from your free stuff that they're like, oh my goodness. I can't tell you how many people are like, I launched my practice, my practice thriving the pandemic, I hit my first first six figures as a coach, and all of that. And it's just from the podcast. These are not people I've ever worked with. Many of them I've never met, like I've never even interacted with them on social media. So are you giving them value? Are you doing that? So, how am I doing the RGAs? Okay. Then the third thing is what is the volume of my RGAs? Okay, and I bring up the volume because there is a correlation between input and output. There just is. Okay. And so I'm using social media. Okay, great. How often are you doing that? I'm sending I, you know, I have an email list. Great. I cannot tell you how many people do not send emails to their email list weekly, right? They they just don't. They could, but they just don't, right? It's part of their strategy, but they don't, right? Like, so how often are you are you doing that? Right? Um, you you have conversion events that you could do. How often are you doing that? How often are you making calls to action? How often? Do you see what I mean? Like, how often are you doing these things? Because the numbers add up. And you need to be able to tell yourself the truth. So sometimes I'll have people tell me, well, you know, I'm doing this masterclass, I'm not really bothered. How many people come? Like, even if two people come, I want to serve two people. And then afterwards, they're like, I don't understand why I'm not getting clients. Well, the industry average for conversions from webinars is 2.5% of total people registered, right? So I want you to think about it 2.5%. And so if that's the case, if you have two people coming, chances are there will be no clients. Now, could there be two clients? There could be, but that's the exception rather than the rule. That's like saying I've driven around for three months without my seatbelt and I'm fine, right? Like that's that's the exception. Like that's the exception. Don't plan to have two people and convert two people. Use your energy, like use your strategies, use what you have, use the resources at your disposal and fill her up. Pick a number, make it big, right? Okay, so if you're like, I'm I'm doing all the things and nothing is working, these are three audits that you can run. Okay. Am I doing my the three categories of RGAs? How am I doing them? And what is the volume of them? Um, am I being a guest on somebody else's podcast at least four times a month? Or am I going to be a guest, maybe a guest coach in someone's program, right? Or am I at least going to do joint venture IG Facebook lives with other people? Like, am I showing up on other people's platforms at least four times a month? Because if you're not, what is the consistency of you growing your audience? It's probably not there, right? Am I speaking at events? Am I doing all of these things? So, so these are things that these are things that you want to look at. Um, and this is all from a great question, which is how what am I missing? How can I make this better? How can I how can I do what I'm doing better? Right? That's always a better question than a statement of it's not working. Okay. So I want you to take the time. If you have a team, grab your team. You guys run the audit together. If it's just you, if you're solopreneur, run the audit, and then just you may find many things that you can tweak. But pick three things, pick four things, and say, okay, we'll start from here, we'll get these done, and then we'll take it from there. But if you do that, it will really transform your business, which is what you want. It will go, it will make you go from no patients or not enough patients to where you can be like Dr. Toomer. Big shout out to her. And I can share this because she said it um um publicly, where she's like, I'm now turning away people. I'm so busy, I'm turning away people, right? I would love for that to be your problem. Okay. All right. So go do the audit, and I cannot wait to celebrate all the wins that you create from this. As you experience changes in your business, please send me a PM um or a DM. I'm at Dr. Una Chukwu on Facebook or Instagram and let me know how this is changing your business. And I cannot wait. I cannot wait to read all about it. Okay, share this episode with another doctor, and I will see you next week.