The last couple of weeks, we’ve been talking about aiming for MUCH bigger in our business, in our life, and in our purpose. We’ve stretched, looked into the fears of dreaming TOO big (is there such a thing?!) and looked at all the other emotions that come up once we’ve actually MADE the decision to play a bigger game. These are related to issues of safety, not rocking the boat, and self-doubt as to whether we really CAN play a bigger game in life and business.
But then, if this weren’t enough, there’s yet another thing that is likely to stop a lot of people right in their tracks. And that’s trying to figure out the “how”.
Experts agree that women hold the economic power in the consumer world today. They have more access to mo-ney, freedom, and decision-making than ever before, and they buy for themselves, their families AND friends.
That said, Old School marketing-to-women methods simply don’t work anymore.
Whether you’re a male or a female marketer, women demand to be courted before, during, and after the sale. They’re also looking for solid information, stellar customer service and to build a REAL relationship with you. If you’re not doing this now, you’re losing out on a HUGE and very PROFITABLE segment of the population.
To ATTRACT her as a client, and KEEP her as a client, do whatever you can to be on this important Special Topic call!
The quote, "The opera ain’t over until the fat lady sings" originated with San Antonio sports broadcaster Dan Cook during a television newscast in April 1978. He coined the famous phrase after the first basketball game between the San Antonio Spurs and the Washington Bullets during the 1977-78 National Basketball Association playoffs, to illustrate that while the Spurs had won once, the series was not over yet.
And it’s not just for basketball. In Client Attraction, it’s just as applicable, especially when you’re closing the sale. You see, many self-employed professionals believe that once they’ve gotten an "OK", they’re home-free. And ideally that’s the case, but not in every situation.
Many times, you’re confident that this new working relationship is "good to go." Your prospective client signs on the dotted line, gives you their credit card information, you send them your welcome letter or package, and everything seems honky dory. But that’s not always the case.
“The real shame about ‘undervaluing what you know’ is that as a result, you may be undercharging for what you offer. This is actually one of the major reasons why most solo-entrepreneurs don’t have enough clients. Because they don’t see VALUE in what they offer, they don’t charge enough; therefore, there is a low perception of value from the prospective client’s point of view. The prospect then goes somewhere else for the same exact information.”
When I was first starting out trying to close the sale as an solo-entrepreneur, I would offer only one rate and the offer was basically “This is what I charge, take it or leave it.” So people would either take it or leave it.
Then I realized that clients work in a different way. Many people like options (I do too). They don’t want to be “forced” into taking something that doesn’t suit them. They want the option of small, medium or large.
There’s also some psychology to it. Some people naturally go for the biggest, fastest, “super sized” option, just because that’s their personality. Others are more cautious and like to take their time doing things. Sometimes, it’s simply a question of mo-ney and what they can afford.
“Some entrepreneurs discount their services or offer a sliding scale because of their lack of confidence and low perception of value in what they offer. In my Client Attraction System, discounting is a BIG no-no. It portrays a devalued product or service and it’s NOT Client Attractive. If you’re offering discounts or a sliding scale, it’s imperative that you stop right away. When you do, you’ll attract more ideal, high-paying clients who are PROUD of working with you and tell others about you.”
If you’ve been in business for a few years, you’ve probably been marketing your business for just as many years (hopefully). You’ve tried marketing tactics that worked, and if you’re anything like me, you’ve tried some that didn’t and failed miserably.
After a while, I believe everyone gets into a slump with their marketing plan. This happens with a majority of my clients at some point or other, and has happened to me too in the past. There are many reasons for this:
1. We get bored.
2. We get complacent or lazy.
3. We become greedy or simply in it for the mo-ney.
“It’s easier to promote when you are GIVING something of high-value to a prospect. It’s an approach of SERVICE rather than ‘selling something’ or trying to ‘get something’ from your prospect. GIVING is much more Client Attractive and takes the pressure off of the person (and yourself). Let’s face it; people love to buy, but they don’t like to be sold. When you give generously, you make it OK to offer other resources that will help that prospect. It’s like reading your favorite magazine. When you love every article, chances are the ads in the magazine will also appeal to you. Same thing here.”
