How To Attract Clients with Sales Messages That Resonates with Your Audience (& Actually Keep Them)

You grew a community on socials. Maybe on your newsletter too.

You have a website and only you know you’ve done your marketing.

You created this business to help others, but also to set you free.

To give you a voice and become a guiding hand. But you still need it to make it worth your while.

Every season, every week, every day.

And your effort should match the… income.

So let me ask you this: Do your messages speak to the people you’re trying to reach? (Sure?)

Attracting the right people starts with understanding them deeply enough to write copy that makes them feel seen. And keeping them? Same thing actually.

Research even tells us that keeping a client costs 5 to 7 times less than acquiring a new one. And that can mean one thing…

Start any new strategy with your existing, ideal clients in mind. From there you can expand research to create messages for every stage a person is in, whether they’re a follower, subscriber, lead, or client.

So let’s go through 4 methods you can start using right away to craft any sales messages – for emails, social media posts, blogs, new website or sales pages – that will make people buy, stay and recommend you.

1. Surveys Give You Direct Insight

Surveys are one of the most efficient ways to understand what your clients want.

They work brilliantly if you have a good number of people in your community or program and you need clear, comparable data from that audience quickly.

It’s a way to find out what your clients want and need – aka the stuff that’s going to keep them sticking around.

And there’s no more powerful tool than to just go straight to them and ask.

You can identify patterns, preferences, and problems they might have without having one-on-one conversations (although those have their purpose – will get back to those later).

Surveys are perfect to validate assumptions you have about your client, gather feedback at scale, identify which messaging themes resonate most and uncover objections you hadn’t considered, but which you’ll have to address.

To simplify survey creation and analysis, I usually use Formaloo or even Google Form, because these are easy to learn. You can create surveys fast, then integrate them in any web page or newsletter.

If you want to be efficient, keep these surveys concise. Aim for 8-10 questions, but adapt depending on your audience and your goal.

2. Interviews Have The Power of Client Words Now

If you want to go even deeper, client interviews are the way to go.

Compared to surveys, interviews are in the now.

Because they’re live conversations, you can ask follow-up questions, go deeper on a specific topic, and really get into a discussion that gives you that richer level of insight.

There’s no long pause to think about the answer, no other tab opened, and for sure not a place to think about their next word too carefully.

What you get is raw, real, off-the-cuff language that will be gold for your copy.

Interviews can reveal not just what they think, but why and how they think it. What the emotional drivers behind their decisions are.

Are they more logical or methodical? Do they decide fast or slow?

You can use interviews as a stand-alone research method. Or you can go hand-in-hand with surveys for extra information.

If you have high-ticket offers or complex products, I recommend having at least 3-4 interviews. It’s important to have a good interviewer. They’ll be able to uncover nuanced objections and discover the language your ideal clients use in a casual conversation.

You don’t have to spend more than 20-30 minutes per interview. However, in that time, make sure you at least ask:

• how they found you and what problems they were facing at that point
• if they considered other alternatives and why they ultimately chose you
• if they had any concerns and what benefits they’ve seen in their lives after accessing your offer

3. Testimonials Analysis is The Goldmine You Already Have

If you don’t have time or money for any other research, your testimonials are the place to start.

It’s important to collect and put them on your sales page or website. You might have done that too. But did you research through them?

Testimonials can tell you a lot of the things you need to know to formulate a strong messaging strategy.

You can simply put them in a doc and group them by offer. Then get ready to identify a few key phases.

While reading your testimonials, try to find things that answer these:

• What was your customer struggling with before they hired you?
• What almost stopped them from buying?
• What did they want to achieve?
• What benefits or results do they have after working with you?
• What changed after working with you? and
• What made them choose you over anyone else?

You might already know a few of these answers from your interactions with your clients. Even so, try to find the answers in their words.

This can then help you adjust your communication, offer and strategy to better fit your clients and attract new ones that need you.

4. Communication Channels Where You Interact With Your Audience

Your communication channels are another place to look for messages that will resonate with your audience.

And they’re already there waiting for you to analyse them.

Review every platform and channel where your audience engages—Instagram, LinkedIn, email replies, Facebook group comments, even your website chat if you have one.

Track which phrases they use repeatedly, how they ask questions, what words trigger engagement or which topics generate the most subscribers to your newsletter.

Then notice which of your channels generate the highest engagement and why. Make sure that engagement also led to sales, and if not—why not?

You might start to see a pattern, which you can then use to rethink your strategy and reactivate people in places where they are likely to stop from buying..

Like with the rest of the research methods, you can group similar feedback, identify objections, and extract the language your audience naturally gravitates towards (because it’s theirs!).

Write messages that attract, convert and keep clients

All 4 methods feed into the same goal: knowing your audience well enough to write sales messages that make them come and stay.

The research informs the messaging. The messaging attracts the right people. The right people, the ones who need what you offer, stay. And then they’ll stay loyal if you keep listening to them.

On top of that, they can become enthusiastic advocates for your business.

What you find can be incorporated in your new social media posts, webinar, sales page, newsletter and even podcast. Repeating messages you extracted from your clients over and over again helps your brand stay consistent, while serving them right.

That’ll give you more confidence in your communication because now you know.

And if you’d like an extra pair of hands to put these into practice, I’m here to help.