How to Turn a Short-Term Project Into a Long-Term Profitable Client Engagement: Case Study with Barb Langlois

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Barb Langlois, a registered nurse by education, helps emerging leaders and mid-level leaders in healthcare organizations improve their communication and conflict skills. She also helps with team building so these leaders can engage with their teams better—and then their teams can produce positive results for patients and clients.

This was a real eye opener for Barb. She knew that she had to learn how to get clients, as it’s these clients that would help validate  the real value of her services

Challenge

Barb wasn’t seeing the results she wanted in her business; the big challenge for her was simply getting clients. She knew about content marketing, how to write an article, and how to hold a webinar, but what Barb didn’t know was how to turn all of those tactics into leads. As a result, Barb was giving out good content, but wasn’t getting any return back on the content for her business. The response and traction needed to attract  clients was lacking—the number of new leads was stuck close to zero, and she needed a way to capitalize on the content she was providing to help grow her business.

Actions

Barb came across Michael Zipursky’s coaching program while at a conference that Michael was speaking at, and took up an offer for a free coaching call that Michael had offered attendees.

What was really revealing to Barb during the free coaching call was the way Michael was asking questions, including if Barb could live with the current state of her business—which she acknowledged that she didn’t want to any longer. She was ready to create change.

Barb had continued what she was doing for a number of years, which produced the same results and not getting enough clients. It was just the same clients doing the same things. What made things worse was that her existing clients had started to train their own people on the work that Barb was offering, meaning her services were slowly being phased out as they were no longer needed.

Barb gave herself an ultimatum: an “all in” year where she gave herself a year to get on track or close the business.

Barb decision to either create a real business or fold the business and got back to getting a job as an employee was a defining one. She knew Michael offered value and that the coaching program worked for other people, but wasn’t sure he could make it work for her—a funny twist in the entire situation, as Barb was also used to hearing this sentiment expressed when people approached her for help. She knew that Michael was getting results for other people and that there must be a process that she didn’t know about. She was willing to give it a try and put her best effort in.

Understanding how to lead conversations has helped her sign on coaching clients, which she was previously unable to do.

What Michael had offered to her was a different way of doing things. Michael asked her, “How do you get clients?” and Barb couldn’t think of a response. This was a real eye opener for Barb. She knew that she had to learn how to get clients, as it’s these clients that would help validate  the real value of her services

Results

“Since starting to work with Michael I’ve made 700% more with a project than I would have before and turned a short one time project into a full year! Not only that, I feel like I have more momentum in my business and marketing than I’ve had in a long time. Plus, this has all happened in less than 5 weeks. I’d recommend working with Michael to anyone that wants to get more momentum in their business and improve their marketing to get more clients.”

– Barb Langlois, RN, BSN, MSN
Speaker, Trainer, Writer

Barb learned three things from Michael’s coaching program that have helped her gain traction and grow her business:

  1. When Barb had a client she typically just offered what she had to offer—she didn’t know that there was the possibility of offering “options” to her clients. The first time she presented various options to a prospective client, the person chose the biggest option—which was an 800% increase from what she would’ve normally charged. It also landed her a year-long contract, as opposed to being a single, one-time project.
  1. Barb has improved her process of finding and generating leads. Rather than doing one singular thing, which wasn’t always working, she’s now doing multiple things at once, and exploring multiple avenues at once in order to find and generate leads to help grow her business.
  1. Barb has learned how to lead conversations with prospective clients, an outcome of Michaels coaching program that she describes as “gold.” Having the right conversation with prospective clients helps Barb understand what her prospective clients’ needs are, what their problems are, what their issues are, and whether or not Barb could assist them. Understanding how to lead conversations has helped her sign on coaching clients, which she was previously unable to do.

Barb is seeing results, gaining momentum, and has increased confidence when talking to people about her services and what she can do to help solve their problems.

If you want to start consistently attracting more clients and learn how to increase your fees to grow your business apply for Michael’s coaching program here.