104. How to keep an active waiting list when you are fully booked

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Are you fully booked? When it happens, what do you do?

Do you refer work away or put clients on a waiting list?

Mark had a great question last week:

Any advice on managing prospects when you're at full capacity? What's a good strategy to keep a customer in your pipeline. Ideally, they're willing to wait until you can take them on. 

The answer is bigger than simply having a waiting list or not.

In this episode, I talk about things like:

• How limited availability helps create scarcity and therefore higher rates
• How serving a niche market can help you create group programs and training products that serve as temporary solutions while they wait
• Why it might be time to raise your rates if you're in high demand (you can always change them back later)
• Why  it might be time too say goodbye to old, non-ideal, lower-fee clients might not be
• When to use one-off or recurring strategy calls to get the client started while they wait for your full attention
• When to consider doing a one-time project (higher fees) as time permits to kick things off while they wait for your ongoing support
• How to start trying to create more leverage to help more people down the road

At the end of the day, how well you're positioned will determine whether you're interchangeable or whether you can command a waiting list when you get busy. By having a niche focus and rare specializations, you can create that waiting list demand as well as develop training, education, and group programs to continue creating more leverage around your knowledge. 

Good positioning is the lever that makes the rest of your business more profitable and impactful. Keep going!

Hope this helps!

-k

P.S. Got a question you'd like an audio response to? Leave it in the Ask a Question channel and I'll add you to the queue!