00:00
Andrea Nordling
You do not need a social media following to have a booked out wellness business. Best news of the day. In fact, I haven’t posted on social media in almost five years and yet my business is growing faster than ever and my clients are having the exact same results. Those clients of mine, by the way, they are holistic nutritionists and health coaches just like you. And they’re getting fully booked without dancing on reels, trying to go viral on Instagram reels, for example. They’re not professional content creators. But how in this day and age could anybody have a successful business without being a professional content creator, you ask? Well, actually, I have a simple strategic process that builds trust and brings in paying clients without depending on social media. And I think that you are going to love how simple this process is.
00:44
Andrea Nordling
That’s why I’m about to show you seven ways to get clients that don’t require a single post on Facebook or Instagram. These are the same strategies, by the way, that my clients have used to go from zero to fully booked with no email list, no followers, and no website. So let’s go. So the first way that you are going to get nutrition clients without social media way number one is to start in the center of the bullseye and leverage the ripple effect, which is totally mixing metaphors here. But you’re okay with that? We can handle it. Here’s what I mean. This is you, okay? You are in the center of the bullseye. We are going to build out a bullseye here. That is you. You’re in the middle. Just imagine throwing the rock in the pond and the ripple effect going out, whichever resonates.
01:28
Andrea Nordling
But we’re gonna now leverage that and think about, okay, this is you marketing your business, having conversations with real humans online and in person. You get to decide all the places. Wherever humans are, you are having conversations with them and you are saying the words, I can help you, but who are you saying it to? Like how, how do you do that? Well, let’s start with this ripple effect. You in the middle and there is a ring around. If we’re thinking like this is a bullseye, there’s a ring around the bullseye, right? You play darts. You know how this goes. The people around you are people that already know you. This is where your first clients will come from, either directly or indirectly. So we’re gonna talk about that. But this is the people that already know you. They already love you.
02:16
Andrea Nordling
They, they already want to support your endeavor and your business and they trust you. And they know like and Trust you. They know you. These are your people that you actually have relationships with. Whether it’s close relationships or peripheral, doesn’t matter. These are the people that you’re doing life with, okay? And they don’t know what you do until you tell them what you do. So where I see people have kind of struggle with talking to their nearest and dearest about what they do in their business is. Is they think, oh, my gosh. Well, they already have seen me. These are a few different things that come up. They’ve already seen me start and fail a bunch of different businesses before. They’re not gonna take this seriously. Or they say they. They’ve seen me struggle.
03:00
Andrea Nordling
Like, they’ve seen me struggle in my own health for so long. They’re not gonna believe. Nobody’s gonna believe that I can help them because they’ve seen my struggle firsthand. Or some people will say, I’ve already told people what I do and they weren’t interested. And, like, my warm market has tapped out. I’ve already. I’ve already had those conversations, and they’re not interested. Or they will say, people in my life are. They’re. They’re not into any of this stuff. They don’t understand what I do. They’re very. They’re eating Doritos and drinking Mountain Dew only. And, like, they have no idea what I’m doing. They’re not interested. So totally, like, discount that anybody in their life could possibly benefit from them having conversations about what they do. Maybe some of that lands with you. Maybe you’ve had any of those thoughts. So let’s talk about it.
03:44
Andrea Nordling
Let’s talk about why you want to start here with these people that you’re already doing life with. Well, for a few reasons. First of all, this is where you get messy. Okay? You get messy in the beginning, having conversations about what you do and the type of clients that you want to help and the way that you help them and exploring different angles of how to talk about people’s problems and the solution that you offer and the results that they get when they work with you in the future and why it’s different than what they’ve already tried before. These are all things that you’re going to get really good at doing as your business grows. But in the beginning, you’re practicing those conversations kind of without. Without data, without a safety net. You haven’t done this before.
04:24
Andrea Nordling
And so you’re experimenting, and you’re trying to figure out what works. And you’re trying to figure out, okay, when I say this Word People are like, oh, tell me more. And they lean in. And that seems to resonate versus when I say it this way, their eyes glaze over and they change the topic, then change the conversation as quickly as possible. Oh, interesting. Okay. I think that they don’t understand what I mean when I say it that second way. Great. That’s what you’re figuring out in the beginning in your business. And you’re doing it with people that already know, like, and trust you. And they already want to support you and they already love you and they want you to be successful.
04:57
Andrea Nordling
And these are the people to experiment with and have these conversations, not because they will become your clients or not because you even want them to become your clients, which is super important to understand. And we’re going to explore that a little bit more as we build out this beautiful, very high quality visual as we go through the different ways to get these nutrition clients without relying on social media. But just know that this is where you are experimenting. This is where you are testing. I remember my client, Michelle, told me she had a lot of resistance. And this is years ago, but she had a lot of resistance to telling people in her life that she had a business and that she was now taking clients. And it was officially open. Like, we call this turning on your open sign. Boop.
05:37
Andrea Nordling
Turning it on. And she had her open sign on, but not to anybody in her life that knew her. And she was having so much resistance to this, and she wanted it to be perfect and she wanted people to know that she was an expert. But then she kind of didn’t feel like an expert because she hadn’t talked about it to anybody else. And so her brain was just at war all the time with her on this. And finally we did some coaching on this. And she created a plan to let people in her life know that she did have the open sign on, she was open for business. And she had so, like, such an outpouring of support. So many people that were curious about if she could help them. Could you help my sister? Could you help my coworker?
06:15
Andrea Nordling
Wait, what about this? What about that? And it inspired so many conversations and so many connections and referrals and obviously clients. Well, maybe not obviously, but I should tell you clients that when we talked about it later, she said, I don’t know why I was so nervous. My friends are so nice. She was like, what was I so nervous about? My friends are so nice. They just want to support me. But I was so scared because I didn’t know what to say. And I didn’t know how to say it. And that’s the case for so many people. So I just give that, like, little, I don’t know what it like, reassurance that this doesn’t come naturally in the beginning of your business if you’ve never done it before. However, some of us have done it before.
06:52
Andrea Nordling
Maybe this isn’t hard for you at all to talk to your people and your life about what you do, and you’ve already done that. In which case I would say repeat and keep doing it and repeat. Because another place where people really get stuck on this is they think, well, I’ve already said it once, didn’t get any results. I can’t keep talking about my business. I can’t keep talking about the kinds of clients that I help. I can’t keep talking about the results that people get when they work with me. I can’t keep talking about any of this because I’ve already said it before, and if they were interested, they already would have told me. They already, you know that’s done. That ship has sailed. No, as we go through this entire exercise, just know that’s not a thing.
07:30
Andrea Nordling
A one and done is not a thing. You have to repeat, repeat. Repetition is so essential. I want you to just know this from the tips of your toes in your full being as a business owner, that you’re going to have to repeat yourself all the time. And you’re going to have to be curious and experimental in different types of conversations and coming at it from different ways. And like I said, like, lean. When do people lean in? When do their eyes glaze? Okay, if I say really jargony words that I assume people understand, like microbiome or metabolic health, or I say those words, they have no idea what I mean. Their eyes glaze over. They’re too embarrassed to say, what are you talking about? This will happen a lot of times. People will.
08:14
Andrea Nordling
They’ll, like, nod their head, like, thinking, well, I’m pretty sure I’m supposed to know what that is, but I don’t. And I’m a little bit embarrassed to say I have no idea what she’s talking about. So I’m just going to move on and steer the conversation elsewhere. That’s what’s happening a lot of times. And so people will think, well, I’ve had these conversations. They already know what I do. They already know exactly who I help. I’ve already told them. Reality is, they didn’t understand it. They didn’t connect the dots. They have no idea who you actually help. They don’t know what this nutrition thing is that you do when you talk to your family at, you know, Christmas or Thanksgiving or whatever and say, yeah, I’m doing this nutrition thing, it. Okay, well, they forgot about that.
08:48
Andrea Nordling
Or they need you to now tell them, and now I’m open for business. And now I’m taking clients, or I’m still taking clients. Or just as a reminder, if you know anyone that has insomnia and it’s driving them insane, they have to talk to me. Like, these are the types of conversations to have with people that you see, they don’t remember that people in your life have no idea that insomnia and nutrition have an intersection. But having, like, dropping those little types of seeds and having those little conversations with people in your life that you’re already doing life with consistently is what is going to bring forth the next ring of the bullseye, which is referrals. And we’re going to talk about that.
09:29
Andrea Nordling
But just know that the way that you get to the next ring of the bullseye, to get out, away from the people that you already do know and into territory of people you don’t know that are getting referred to you is these people have to know how to refer you first. So you have to talk about your business. You have to talk about the results that people are getting. You have to talk about your own results. You have to talk about things that you’re learning. You have to do it all the time, and you have to repeat, repeat. And. And maybe if you repeat 1 billion times, people will remember. I say that tongue in cheek. Obviously it doesn’t take a billion times, hopefully, but it might feel like it to you.
10:02
Andrea Nordling
It might feel like you’re saying the same thing over and over again. But that’s okay. If people are asking questions, if they’re engaging, it is okay. Say it all the time and then think. Then think about how to say it differently and say it in a new way, come from it, from a new angle. This is marketing, okay? These are how you have conversations that lead to actual referrals and more clients and the ripple effect getting bigger and bigger. I use the insomnia example all the time because I remember how impactful it was in my holistic nutrition practice when I was doing this and I was talking to people that I’m doing life with about how I could help them. And I am telling you, I was a paleo prophet.
10:44
Andrea Nordling
I was so convicted that every single person needed to know exactly what I knew about holistic nutrition. It was changing my life, and I felt so much better. And I could not believe that we had been eating the things that we had been eating before, and everybody needed to know about it. And I wanted to talk to everyone about all of this and have all the conversations. And it. Some of them landed, some of them didn’t. You know, I was in. I was in it. But I remember when it landed, when I talked about insomnia. And I remember the first time this happened because I realized, oh, I forgot that people don’t know that, like, your blood sugar regulation has something to do with your sleep and cortisol levels. And people don’t know that.
11:19
Andrea Nordling
But I’m so in it that I think, of course, everybody now knows this and they don’t actually know that. So I realized, oh, okay, okay. So people in my life don’t actually know how what you eat and other factors in your lifestyle have anything to do with what’s happening in your body. Good to know. I can connect those dots for them. I can have lots of conversations connecting dots. And that’s really useful for people. That is value to give in the world is to teach people a little bit about how this is connected to this. They’re not actually separate. That is, like, mind blowing to people in your life that you’re doing life with that have no idea how what you eat or other lifestyle factors have something to do with how you feel in your body blows their mind. So I remember this.
12:04
Andrea Nordling
I remember saying, oh, my gosh. Yeah. Like, I have this client that is getting insane relief from her insomnia. And I remember the person I was talking to was a little bit taken aback, and she was like, I thought you did nutrition stuff. I was like, I do. Duh. I do. And that’s when I realized, oh, my gosh, you don’t realize that those two things are connected. I haven’t done a good job of having conversations about that or of connecting those dots. That’s what I can lean into. So. So I did. I started doing this in so many different ways. And I. One time I told someone, I was like, listen, if you know anyone that has restless leg syndrome, they have to talk to me. Cause we have to work on their digestion immediately. And she was like, what?
12:46
Andrea Nordling
What are you talking about? I thought that was something that you couldn’t do anything about. She’s like, my husband has that, but you can’t do anything about it. Our doctor said, you can’t do anything about it. And I was like, you Talked to me, connecting the dots, having those conversations. Okay, so what happens when you do that, by the way, when you have those conversations with your nearest and dearest people? It’s had nothing to do with any social media platform. Could you have those conversations on social media? Sure could. Maybe you do, maybe you don’t. I don’t care. I think the point is that you’re having conversations with real people in the world that know you already, that want to support you, but have no idea what you do. And so they can’t support you until you tell them what you do.
13:22
Andrea Nordling
And you do it early and you do it often and with lots of repetition. Okay, so that’s what you’re going to do. Then we move into the next part of the bullseye. This next part of the bullseye is the network of the people you don’t know. Now this is people you do know. Remember all those people that you do know. But now this is their network of people that you probably don’t know, don’t have access to, would never talk to, would never have conversations about insomnia or restless leg syndrome or anything else that pertains to the type of clients that you work with. Because you don’t know these people, but your people know these people. So how are they going to get referred to you?
14:01
Andrea Nordling
Well, the people in your life that know you and love you and want to support you, trust you, see you as an authority in this space, whatever resonates for you there, those people are going to talk about what you do to their network of people. Think about the ripple effect spreading out, but only if they know who to refer to you. Only if they know what kind of people to send your way. Only if they are having an awareness and thinking, oh, yeah, who do I know in my life that I should send, that I should refer? Who is that? Oh, okay, so you have to teach people how to refer you. This is the second way to get nutrition clients without social media is to diligently teach people how to refer you and who to refer you to.
14:44
Andrea Nordling
Because they don’t know how to do this and they don’t know who you want to work with and they don’t know who in their life they know that you don’t know yet until you tell them, okay, anybody that you know suffering from insomnia, they have to talk to me. And I have that way about me where I am like very, this is what we’re doing. That might not be your style, match it to your style, but the sentiment is the same. You are telling someone, okay, I can help people like this. Who do you know in your life like this. We have so many stories of this. I have so many examples of this, of when I say, coming at the conversations from different angles, like, whatever it is that you do, I don’t care what it is.
15:22
Andrea Nordling
But think about what are all of the different, just random things to other people that to you seem so connected, of course, and central to the. To the transformation that people get when they work with you and the problems that they have, but they have no idea. Talk about heartburn, talk about ibs, talk about, you know, creaky joints. Talk about whatever it is, but talk about those things. Say, okay, if you know anyone that has that, they have to talk to me, come at it from different angles. There are so many different rabbit holes I can go down about, but I’m not going to do that. Just, you know what that is, okay? Figure out what that is.
15:51
Andrea Nordling
And then teach your people how to refer you to their people, but use very specific language, saying, you have to send them to me, or, here’s who you need. Here’s who I love to work with. Who do you know? That’s like X. Because then their brain, that person that you’re talking to that you do know, is now taking a mental inventory of everyone they know that has ever said the word insomnia to them. For example, or, you know, acid reflux or heartburn, whatever it is that you’re talking about. Now they’re going, oh, my gosh, okay, who do I know? And they’re probably thinking of a list of names. Or in the future, when somebody says to them, this is brutal. Heartburn. I get heartburn after every time I eat spaghetti or whatever it is they’re thinking you heartburn, boom. Must refer to.
16:36
Andrea Nordling
But you have to teach people how to do this, okay? You have to do it. It’s hard. It’s hard in the beginning to think of yourself as an expert that somebody would refer people to. So depending on what stage you are at in your business, that might be coming up for you. If you’re in the very beginning, you’re thinking, oh, my gosh, I’m going to tell people to refer someone to me when I don’t even know what I’m doing over here, okay, you’re probably not going to know what you’re doing for a while. So. So get over it. You can help them, okay? You can help them. You have to tell people in your life that you can help their people, and then you will help the people. Okay.
17:12
Andrea Nordling
And if you don’t know how to do that, I will teach you that as well. If you’re further along in your business, then you’ve already seen this happening. I’m sure how just seemingly random conversations turn into referrals because you said something that really landed with somebody who then goes and shares it to other people. It’s really not random. Okay. It feels like it’s unpredictable. These referrals come in, but I have no idea where they’re coming from. But we can deconstruct the recipe and figure out what were the ingredients and how did that happen? And this is how it happens. Okay? You tell people how to refer you. You say very specific things like, I am open for business. These are the types of clients that I take.
17:45
Andrea Nordling
And you tell that to people in your life, not because you think that these are going to be your clients. Maybe you want to work with people you know, maybe you don’t. Doesn’t matter. But it isn’t you soliciting business from your friends and family or colleagues or, you know, kids, sport teammates, parents that you’re sitting in the stands with. I’m very much in kid sport season right now, so to me, I’m thinking about all of the people that I’m sitting at every game with spectating, you know, all that. It’s not that you are soliciting business from those people. When you say, these are the types of clients that I work with.
18:16
Andrea Nordling
If you know anybody that has persistent joint pain and they just cannot figure it out, they feel like their body feels way older than it should, I would love to talk to them. Okay, now that person knows who to send to you. But also, if they have that joint pain, they might very well tell you, oh, my gosh, I totally feel like that. Tell me more. But that started a conversation in a way that was very low stress. This was very. This is not salesy. It’s not weird because you’re not saying, you know, I can help you with that joint pain, which might be appropriate in some situations. I’m not saying it isn’t saying that.
18:49
Andrea Nordling
This is kind of a backdoor conversation to introduce how you help people to someone, maybe you want to help, but you’re teeing it up as, this is who you can refer to me. These are the types of clients I work with. There’s no pressure for them to say that they are that person or not. See what I’m saying? My client, Kristen did this beautifully in her very first month of business. Actually, she started Telling people who she wanted to work with. She was saying, if you know anybody, like X. And so the referral started coming in. And when she and I talked about this later, and the reason we recapped on it was because she made $8,000 in her first 30 days in business.
19:21
Andrea Nordling
And so were recapping how that happened, and she said, I’m telling you, it surprised me where these clients came from because it wasn’t the people I was talking to, it was the people they were referring to me. And so then we kind of worked backwards. I’m like, what were you saying and how did that work, by the way? I’m going to give you a little teaser at the end of this video. I’m going to give you a resource where Kristen actually teaches that exact strategy and what worked for her. But just know that this is what she was leveraging, okay? The people she was already talking to and the people that they knew that she didn’t know, these weren’t they, you know, she didn’t know that, but they did.
19:50
Andrea Nordling
So she was getting the referrals because she wasn’t afraid to say, I can help your people too. Okay? So the third way to get clients without social media is to now move out another ring on the bullseye. Okay? We have your people that you do know. We have their. Their people, their network. Now we’re a little bit even more further removed. This is going to be the prose ring. What do I mean by that? This is where you are going to build relationships with parallel professionals, okay? These are people that already serve your ideal client, but in a way that does not compete with your offer. Okay? So depending on what you do, really good.
20:30
Andrea Nordling
And I know this from a lot of my clients that I work with that are holistic nutritionists, functional nutritionists, something in that realm, like a personal trainer, a gym owner, a yoga studio owner, a chiropractor. These are all parallel professionals that serve the. Their. Depending on who it is, that serve their client base, but they don’t have a competing offer. Okay? And the reason that this is a really important layer to think about in your marketing is because this is a really trusted referral. So what you’re doing here is you’re basically having a professional version of people that know you and like you and trust you, referring to their. Their audience, but you’re having this on a professional level, okay?
21:11
Andrea Nordling
So these are established business owners or practitioners in their own right that have a client base that obviously trust their opinion and obviously trust their expertise, and they are going to Refer you as an extension of that trust. Okay, so how do you do this? This is such a great question. And we coach a lot about this in the profitable nutritionist program as well. Because when people crack the code on this, it opens up a floodgate of clients. Okay? And the way to actually open up that floodgate and the way to crack the code on it is to think about how you can add value to another business owner for their clients. Okay. Because that’s ultimately what you’re doing here is you’re marketing to these other professionals that are parallel to what you do. So they’re not competing.
21:57
Andrea Nordling
There’s no intersection here on your two offers. Or if there is, there really isn’t because you serve their clients at a much deeper level. For for example, a gym owner or a personal trainer might give some one off nutrition consulting, but they don’t spend hours creating protocols for their clients. That’s not where they get paid. That’s not where they put their time. So there could be a little bit of intersect there. But the value that you are giving to a gym owner or a personal trainer or a yoga studio owner, for example, is that you take those clients and you really build out a customized protocol for them based on, you know, fill in the blank here for whatever type offer you have and whatever type of client you work with. But you are making a personalized solution for them.
22:35
Andrea Nordling
You have a very dialed in process that is very specific. Maybe you have testing, maybe you have assessments, maybe you have different tools that this other business owner doesn’t have. So the value add to this business owner is that you’re going to take that hard stuff off their plate. I have seen this work so well for chiropractors, for busy doctors that are, they’re getting paid maybe on an insurance model, but they’re getting paid to churn clients really quickly. And so the value add for somebody in that way is that you are coming in and you’re taking those complex clients from them. You’re taking the ones that take a lot of time and that take a lot of energy. You’re saying, oh, I got that. I’m going to make you look so good.
23:13
Andrea Nordling
Because they are going to get way better results and it’s going to have come from you. You’re the one that referred me, we’re going to work together. And that is the kind of marketing that you’re doing in this ring. Okay? You aren’t actually marketing to the clients. You are marketing to the professional that has the database of clients with marketing that Says, I’m going to free up so much of your time. I’m going to make you look so good. I’m going to get your clients incredible results. That is why they would refer you. Essentially, you are going to solve the problems that they don’t have the time or the tools to solve in their current business model. You’re going to swoop in and you are going to take care of that.
23:46
Andrea Nordling
Ideally in a paid scenario where they’re giving you clients and you are charging the clients to do that. But to get to that point, you are going to have to add some value for first. You are going to have to show this business owner, this professional, that you are going to help them shine. Okay? You are going to show them that you know your stuff. You’re going to show them that you can get results for their clients. Because for them to put their name on the line and their reputation on the line to refer you, they’re going to have to, I mean, that’s no small feat, right? They’re going to have to know that you can really, truly follow through and deliver on what you say that you’re going to deliver.
24:20
Andrea Nordling
So what I have seen work really well in these types of relationships is to offer to work with that practitioner, bring them through your process, or, and, or like for example, in a chiropractor’s office, bring the front desk ladies through your process. They’re the ones that are talking to clients all the time in that type of a business model. For a personal trainer, you could bring the personal trainer through. You could say, give me your client that you think would benefit from this the most. I will work with them for free, will test it out, something like that, where you can demonstrate your process and your expertise and the results that people are going to get. Do it for free. Highly recommend, do it for free, add value first.
24:59
Andrea Nordling
Even better, if the person that’s going to be sending you referrals or their staff can go through the process and can experience it and get the results themselves. They are going to. I mean, this, it’s, I can’t even begin to put into words how much traction you can get so fast in your business when you do this well and you just unlock one referral source that goes, oh my gosh, she’s amazing, he’s amazing. You have to work with them. You’re going to get incredible value and they know it because they’ve experienced it and will fill up your calendar really quickly. I have seen this. My client, Crystal is completely booked out in her fertility practice. And she’s booked out from doctors that refer her. Okay. She doesn’t do any marketing other than referrals. Referrals, referrals.
25:44
Andrea Nordling
Most of them coming from actual medical doctors that cannot help her clients the way that she can. Many of them have even approached her with offers to partner together and other crazy things because they know that their clients get such insane results when they work with Crystal and they address the reasons for their infertility in a more holistic way that they’re just like, I don’t know what you do, but just do it, keep doing it. It’s working, it’s working. And so she, at one point this year, she was booked out five months on discovery calls because of this demand that comes from these practitioners that have seen the results, they’ve experienced it themselves and they just fill her up. So I just want to say I’ve seen this work really, really well many times. But her example definitely sticks out in my mind.
26:29
Andrea Nordling
I actually did this in the beginning of my holistic nutrition business. I did some workshops for a naturopath who had again, like a whole book of business of my ideal clients. And so we partnered together. I said, I will teach a five week workshop to your clients. You fill it up, we’ll split the proceeds. He was like, that’s amazing. People always ask me about nutrition stuff, but I don’t have the time to talk one one in our client sessions through all of the things like food sensitivities and, you know, just there’s so much involved in that I would love to have somebody to refer to. So that works really well. I’m just saying, I’m just saying once you do this, it can be a really big avenue for leads.
27:10
Andrea Nordling
Next we’re going to think a little bit further out and a little bit more cold than professionals who are going to be, that are going to be referring you. But we’re just going to talk about other people’s audiences. Okay? Audiences, okay. So these aren’t necessarily professionals, though they certainly could be. But this is getting a little bit further away from you again every step of the way because it’s, this is less about you and your relationship with the clients that are going to be coming to you because they are getting referred or they are coming in through more passive means. So what do I mean by that? In this scenario, which is way number four, you’re borrowing other people’s audiences. It is similar to having professionals that have parallel businesses directly refer you.
28:00
Andrea Nordling
It’s a little bit different because this might not necessarily be somebody that’s a professional. They might be serving your audience in a different way or with a different product. This is where you see people doing like influencer marketing, like sponsored products, that kind of thing. This would, this would fall into borrowing other people’s audiences. This is not a place to recommend that. I recommend starting because you have to be really clear on your messaging and you have to be really clear on the results that you get people for it to make sense. You have to, I mean you have to know product market fit and know that your offer really is dialed in before you get into this realm where other people are going to promote your stuff and you’re probably going to be paying them for that.
28:41
Andrea Nordling
Okay, so this is where you’re collaborating with other brands basically. I think that’s maybe a better way to say it. You could do this several different ways. It can be just a transactional like you see on social media or YouTube where people say, hey, this is sponsored by blah, blah and they’ll talk a little bit about the product or they’ll talk a little bit about you. That is one way to do it. And I know people that don’t work exclusively through a service based model and they do have some products. So maybe that would land for you. I’m not sure. But what I see mostly people do in this department is they are doing some sort of guest teaching or they’re creating value for somebody’s audience for free instead of paying that person more as an affiliate to sell something.
29:25
Andrea Nordling
So what I have seen work really well here is offering to do a workshop, for example, or offering to do a co created workshop with somebody who already has the audience that you want to be working with. Again, they don’t have, similar to the professional angle, they don’t have a competing offer that you have. And so you guys could potentially collaborate together. Sometimes this has you bringing your audience to the table, sometimes it’s just theirs. There’s a lot of different ways that this can look, but at the core, in any situation where you are borrowing someone else’s audience, you have to come to it from a place of serving. Okay, you are making the other person the owner of the audience.
30:07
Andrea Nordling
However, we want to say that you’re making them look good and that’s what the value is that you are bringing to the table. In this scenario, they don’t know you. They’re like real far removed from you. And so the way that they are going to the stage, the people in this audience, the way that they are going to get warmed up to you is if the owner of that audience edifies you, and they’re going to do that because you are going to make them look good. All right, so this is, again, like me doing the workshop for the Naturopath, but I also did some for some online influencers that weren’t professionals, they weren’t experts, they didn’t have a doctor accreditation or anything medical behind it. They were more of an online creator.
30:47
Andrea Nordling
So I had someone in particular that did a lot around women’s health. She was like a women’s health coach, and she didn’t have any expertise in thyroid or adrenal fatigue. I did. So I came in and did an entire workshop and paid series for her audience, which was great because it made her look really good. It gave a lot of value to her audience that she wasn’t otherwise going to be adding to the conversation because she didn’t have it. Okay, so we see this a lot. I’m just kind of breaking it down to what this can look like. One of my clients, Ali, did this really well for a friend of hers who’s a business owner. And she had been kind of loosely working with him.
31:22
Andrea Nordling
And he said, you know, I really feel like my employees would get a lot out of hearing some of the things that you have to say. I think could really help them. Would you come and do a workshop for my employees? And she’s like, of course. And so we coached on it before the workshop. She’s like, I’m really nervous, but I’m just going into this knowing I’m going to be giving value, and if something comes back from it, great. But I’m going to make him look good, and he is going to be really appreciative of it. It’s giving me an opportunity to practice what I talk about and do some Q and A. And I just think only good things can come from this. I’m going to take the opportunity.
31:55
Andrea Nordling
Which is great that she did, because I think that she got, like, 11 clients or something absolutely ridiculous from doing this one talk. And the reason she did that talk in the first place was because she was willing to borrow someone else’s audience to kind of do some experimentation with. And she focused on making him look good. She thought, okay, he is introducing me to these people. I’m going to make him look amazing. And obviously that worked really well. And for both of them, because he did look amazing, it was really helpful for his employees. They were really grateful for all of the insight that Ali gave in this workshop and for opening their eyes to some things that they. That they didn’t know before. So much so that they ended up hiring her, which is really cool.
32:36
Andrea Nordling
Okay, way number five is you’re going to create visibility in your local area. So this isn’t like a perfect illustration because I don’t know that’s definitely or that’s necessarily further away than either of these from you. I don’t know. But just let’s let the illustration continue, shall we? Create local visibility. This is when you are ready to take on some cold lead referrals. So I don’t recommend starting here. I don’t recommend starting here. Recommend starting here. Remember, the reason for that is because you are testing out your messaging. You are figuring out who do you work with, what kind offer do you sell them, how do you say the words, I can help you? How do you have marketing conversations? How do you bring people through your process? What does it all look like?
33:21
Andrea Nordling
You’re figuring that out here so that you can strategically get further away from yourself into cold territory. Cold meaning they’re not warm to you, they’re certainly not hot. They don’t even know who you are. These people have never heard of you before in the outer rings of the bullseye. They’ve never heard of you before. And so how do you reach them? How do you talk to them? What does that look like? Well, when you have your messaging somewhat figured out and when you have your process somewhat figured out, probably makes sense to get out there locally. And this is something that I think people in the day and age that we are in now, where everything seems to be virtual and online. Online, Online. Believe me, I love an online business. I have an online business. So I’m not downplaying that. It’s incredible.
34:06
Andrea Nordling
We cannot forget that local, like local visibility can be so huge for businesses as it has been for thousands of years. Local businesses have worked and will continue to work for so many reasons, not least of all because people like people. People like to see people. All right? Community networking is a great way to do that. This is going to give you visibility with strangers. So you might be thinking, well, how do you get visible in your community? What does that even look like? What? Like, isn’t that so 1985? Like, what’s even happening? Why is she talking about this? Because I’ve seen it work so well. That is why I’m talking about it. It has worked really well for me. It has worked really well for my clients. So that’s why we’re Talking about creating local visibility.
34:47
Andrea Nordling
I am talking about flyers at your natural food store, flyers at your grocery store. Putting up flyers in other parallel businesses. Getting back to here, like asking, hey, can I hang up something in your lobby? If it’s not a competing offer for that business, they’re likely to say yes. Doing that, doing local talks. I know a few business owners who, one in particular, whose business just skyrocketed from doing free talks at the public library. Like her entire business took off, full client load. Couldn’t even handle any more clients because of free talks at the library. I know somebody else who does free talks at their chiropractor’s office. Like, they’re the. They’re the person that is a patient of the chiropractor but had good rapport and said, hey, you know, can I do some talks to your clients? Yep, that sounds great.
35:36
Andrea Nordling
Local stuff, though, okay? Because people trust what’s local. They trust what’s, you know, you’re likely to be able to leverage word of mouth and all of that when it’s local and people could actually see you in person. There’s something magical that happens when we are in person and put ourselves in that position. So even if it’s something like a flyer where you aren’t necessarily there in person, making the connection when somebody knows that you are local, like, that’s a little bit different vibe. And for some people, that really unlocks something for them and they might be willing to call you up. Like I said, I have seen clients have insane results with getting on discovery calls of people in their local town because of putting up flyers in a natural food store or similar. Like, we think it’s too simple, it can’t work.
36:20
Andrea Nordling
And actually, the simple stuff does work. Okay. The reason people don’t do it is because they’re afraid of rejection. They’re afraid the audience is too small. They think they live in an area where people don’t invest in xyz. There’s all sorts of stuff, stories that we can tell ourselves about why we shouldn’t get visible locally. Oh, my gosh, someone would see me, somebody that I know. They would have thoughts about it. They would think, who is she to be out charging for this type of help? Lots of thoughts. I’ve coached lots of people on it, but just know that it works. Okay? Definitely works. You. Oh, here, I’m going to say this is local. You would be very well served to think about how could I leverage my local community no matter how small it is? People tell me this all the time.
37:05
Andrea Nordling
Like, well, I live in a small town. Like, that’s not going to work for me. I live in a small town. And you came from the small town, you figured out that holistic wellness and health and nutrition or whatever it is that you specialize in, you figured out that was important. You think that nobody else in your town might be interested. Gotta think about that. Right? Okay, now let’s move into way number six. That you can get clients without posting on social media, and that is to leverage paid ads. Sometimes when I say this, it breaks people’s brains and they think, well, if you run ads on social media, you have to be posting on social media. Au contraire, my friend. I have not been active on social media since the end of 2020. Have it posted. That is not something I do.
37:59
Andrea Nordling
But I do run ads on social media and Google Ads sometimes. So know that is possible. Maybe that’s obvious, but I know for a lot of people it isn’t. And they’re. They think, what, you can just run ads without, you know, dancing on video and trying to make viral reels? Yes, yes, you can. And you may want to. Once you know that your messaging is landing and once you have a validated offer, you may choose to spend money instead of time on your marketing, especially when it’s predictable. And you know that’s what you want in your business. You want leads predictably coming in, because once they come in, you have a pretty good idea of the conversion rate that you’re going to turn them into clients and what the return on that investment will be. Running ads is not for the faint of heart.
38:42
Andrea Nordling
Okay, I will say this as somebody who has spent so much money on ads over the years, and I will tell you that this could put some gray hairs in your head. It also is so gratifying when it works because 24 hours a day you have qualified leads coming in. When you have the right ads running to the right offer and everything is chugging along. So getting there, it doesn’t happen overnight, but when it does, solves a lot of problems in your business. I just recommend we start here. This is why we started here and why we are coming further out. The ripple effect, the target, whatever it is that we’re creating here as we go. Okay, so let’s talk about ads a little bit.
39:20
Andrea Nordling
I see people have immense success with Google Ads and with social media ads on, for example, Facebook and Instagram. I also see people have a really good success mixing the two together. And that is because these different Types of ads target different people. When somebody is clicking on a Google Ad, it is because they have put in a search like they have searched for nutritionist near me, for example. And then they will get sent to you because they searched for you specifically. And so that person has a problem they are trying to solve. That’s why they were actively on their phone or on their computer putting in the search, okay? That person is a hot toddy. So we say my business. We’re like, that’s a hot toddy. Okay? They have very high intent to purchase probably, or to solve this problem.
40:07
Andrea Nordling
That’s why they are researching solutions for it, searching for the help. Somebody on Facebook or Instagram who is mindlessly scrolling their feed and gets interrupted in their scroll by an ad that you have, that’s somebody that’s like an interruption, okay, that requires pretty powerful messaging or copy or video or some sort of a pattern interrupt to get their attention. And then they realize, oh, I do need that. I am interested in this. And then click through the ad and do the next thing that you want them to do. But those are very different because that person that was just scrolling on their Facebook or their Instagram, they didn’t set out to solve a problem. Today, they might have the problem.
40:46
Andrea Nordling
And so they were interested when they saw your ad and they’ll come down the rabbit hole with you, but they weren’t actively trying to solve the problem. Now with magic. And the intersection between these two types of ads is this when you have the. The two retargeting each other. So, for example, you have somebody on social media that. Or, pardon me, you have some. Somebody that’s searching for something on Google and they find your ad and they click through to your website and they read something or they, you know, scroll through something on your website, but they don’t take action. But then a few days later or the next day or whenever it is, they are retargeted while they are on Facebook, because they had forgotten.
41:27
Andrea Nordling
They just got distracted when they were on your website and they didn’t take action because they just squirrel. They got busy with something else and so they intended to come back, but they didn’t. But then they’re on Facebook the next day or they’re on Instagram the next day and they’re mindlessly scrolling and your ad pops up and they remember, oh my gosh, yeah, yeah, I was on their website, I was going to do that thing. And then they come over and they take action on the ad, but it’s the retargeting because the social media ads know that they revisit or that they were on your website and can retarget them as a visitor. Do you see how the two work together? I don’t feel like I did a great job of explaining that, but hopefully you can see how those two strategies work together.
42:05
Andrea Nordling
And the reason I say that is because people ask me all the time, should I do Google Ads or should I do social media ads? Like Meta. Meta is Facebook and Instagram. Should I do meta ads or should I do Google? And once your messaging is clear and you have a strategy for this, you could actually layer the two together really successfully, which a lot of people do. But all that to say both strategies work. And like I said, you can run ads without posting on social media, which is what I like to do. I am not about the life of creating content on social media that I spend a ton of time creating and it’s available for 24 hours, then it goes away or people never see it in the first place. No, thank you.
42:43
Andrea Nordling
So for me, I don’t think that’s a great strategy. I would rather spend. Spend that time creating an ad that I can then put some money behind and it just shows to people 24 hours a day. That’s my opinion. But again, none of that works. Ads don’t work if your messaging isn’t clear, if your offer isn’t good, if you don’t have a good sales process to convert people from someone. That’s cold out here, far away from the inferno of the. Of the middle of the target. It’s pretty cold out here. They’re cold. They don’t know you. They don’t trust you. They have no idea who you are. They have no idea who you help. They have no idea what your offer is or what your process is.
43:19
Andrea Nordling
So you have to have really good messaging to get people from ads that are totally cold to you, to know you and like you and trust you and take the next step with you. Not saying it can’t be done. It’s done very successfully. I do it successfully. A lot of business owners that I work with do it successfully. I’m just saying that this isn’t the place to start, in my opinion, because you’ll waste so much time and so much money testing the messaging. Now, that’s an option, by the way. It’s an available option. You could run a bunch of ads to figure out what messaging lands with people, and you can run that way. I just see that taking considerable time and considerable funds to do that type of testing. So it’s not what I would recommend.
43:57
Andrea Nordling
So on that note, let’s land this plane by talking about messaging. All of this getting clients and talking to people and having people refer to you and hot people versus cold people and borrowing people, growing audiences, and everything we just talked about all relies on messaging and in you having clear messaging on the types of problems that are solved. When people work with you bring them through a process that’s the solution to the problem, and people get results when they work with you. That’s what messaging is, problem, solution, results. But you have to be really clear on what that is, and you have to be able to articulate that for all of this to work. Luckily, up here in the beginning and closer to you have more leeway than you do when you’re running ads.
44:40
Andrea Nordling
Hopefully that makes sense as we’ve gone through this whole progression. The thing is, you’re not going to figure out your messaging by thinking it through. You can’t think your way to figuring out, oh, how do I need to talk to people about the problems that they have and about the solution I offer and about the results that they really want to get and the results that they’re going to get when they work with me. You can’t think yourself into that. You have to figure it out by talking to real humans and by testing it and being really curious and willing to maybe do it bad for a while and maybe have some conversations that just do not land the way that you thought they were going to.
45:16
Andrea Nordling
You gotta be willing to do that, to be messy with it and be imperfect to get to the point where, you know, okay, nope, this is exactly how I talk to people. This is exactly what they need to hear. This is the process. Here’s. Here’s an example of what this sounds like. I help women heal holistically through nutrition and lifestyle. This is an actual statement. I’ve seen people say, like, this is what I do. Well, how are you talking to people? I would say. And they’re like, well, I tell them I help women heal holistically through nutrition and lifestyle. Nobody really knows what holistically means in that context. It’s like, what do you. What is that? What does that mean? It’s so vague. I’m like, oh, I’m taking a nap over here. We can’t talk about it that way. That’s not messaging that lands.
45:59
Andrea Nordling
Here’s messaging that lands. I work with women over 40 who can’t sleep, they’re gaining weight, and they just feel like Their body is changing fast and they can’t keep up. That is the type of messaging where someone goes, oh, yeah, that’s me. I’m in, I’m out. They under. They don’t have to think it through. Like, what is. Holistically, what is. Oh, you know, it’s just. It’s very different. But you’re not going to get to that point where you have really clear messaging that lands where people can say, yes, that’s me, or no, that’s not me, or. Or, yes, that’s my sister. Oh, my gosh. That’s my sister and my best friend and my mom. I have to send them to you.
46:30
Andrea Nordling
Well, they’re not going to do that unless they understand who you help, the problems that you solve, the solution, the results, everything that we’ve already talked about. So just experimenting with that messaging and being willing to be a beginner at it and being willing for it not to land every single time. That is what is required here. You just got to test, okay? You just got to be having conversations with real humans. So that’s my action item for this particular whole training I just took you through is talk to five people this week, talk to 10 people this week. Watch what lands, evaluate it, figure out, oh, my gosh, when I said that word that I thought that everybody knew. Metabolic. I’m looking at you. Holistic. I’m looking at you. Microbiome. I’m looking at you.
47:15
Andrea Nordling
When I said that, they had no idea what I was talking about, I could tell that I lost it. Okay, cool. Don’t say those words anymore. How can I say that in a way where people do understand and then you get curious about it and you change it and your messaging gets better and you get further and further away and the referrals are coming in and suddenly you have messaging you can even run ads with. So cool. But the big takeaway with all of it is that clarity comes from action. That’s where we get clear on all of this, not before it. You can’t think yourself into it. You can’t research yourself into clarity. You have to just do it and it will become clear. So there you have it. 7 Ways to get clients without posting on social media. Ways that actually work.
47:55
Andrea Nordling
Tried and true. So if you want to see how my client Kristen, used this exact process, by the way, to get fully booked and make 8k in her first 30 days. Remember I told you at the beginning I was going to share that resource with you? She broke down her entire strategy on how she did that in this video, so watch that one next.
