“How LOW can you go?” is what you think about when you do the limbo. Since we’re talking about marketing, I’ll ask you this: How BOLD can you go, in describing what you do?
I was coaching a private client this week about how to turn his Kitchen Designer elevator speech into a conversation that elicits a prospective client meeting, right there at the networking event and in less than 5 minutes! The key? Come up with a claim for what you do that is the BOLDEST thing you can think of (while still being legal, of course).
Your claim should be so bold that the person listening to you will say “Wow, really? How do you do that??” This gives you permission to go into what you do and how you do it (preferably talking about your proprietary system). Now, whenever I talk to clients about this and we start working on this exercise, often the stuff they come up with is kinda bland, stuff we’ve heard before, and that doesn’t elicit that WOW we’re looking for. So, again, I stress, “What’s the BOLDEST THING you can say?” and then the good stuff comes out.
Use, the words below for some inspiration:
- Double in half the time
- A ___% increase over last year
- In less than 10 weeks
- Etc.
Here’s an example of a script I put together for my client:
Stranger: Hi, I’m Jane, we haven’t met yet.
John: Hi, I’m John Smith, founder of Amazing Kitchens.
Stranger: Hi, John, nice to meet you. So, what do you do?
John: I help homeowners increase their home’s value by up to 110% in less than 6 months. (BOLD CLAIM)
Stranger: Really?? How do you do that?
John: Well, you know how some homeowners… (insert CONVERSATIONALLY WRITTEN elevator speech, focus on struggles of the ideal client, and results and benefits they receive after working with you). Would you like to know more?
Stranger: Yes, please!
John: Great…what we can do is set up a complimentary meeting to talk about the approximate current value of your home, your kitchen “lifestyle,” and what we could do to increase your current living experience in your kitchen. We’ll then give you an estimate as to how much your home’s value would increase at resale time. Shall we chat briefly tomorrow to set up a time?
Stranger: Absolutely, let’s do that. Here’s my card.
John: Fantastic. (handshake) Nice, to meet you Jane. I’ll call you tomorrow to set that up, promise. (John made a date, now he’ll circulate and meet more people and do the same thing.)
CHACHING!
Now, granted, this is just a made-up example, but you get the point.
With a bold enough claim, you have permission to start a really compelling conversation, with an invitation to tell them your elevator speech. Not bad for 5 minutes, right?
Your Client Attraction Assignment:
Your turn. What is the boldest claim you can make in the marketplace? If you put your creative hat on, how can you take what you do and transform it into something that prospective clients will be literally WOWED by and will want to know more about, eagerly? Take a pad of paper and brainstorm. Once you figure this out, I guarantee you’ll turn those ‘eyes-that-glaze-over’ into a lot more prospects in your pipeline.
Not sure how to get started with your compelling elevator speech or proprietary system to begin with? You’ll want to get a copy of the Client Attraction Home Study System™ for attracting all the clients you need with proven, systematic processes that will help you fill your practice quickly and consistently, guaranteed. Here’s where you can grab yours: www.TheClientAttractionSystem.com.
Want to use this article on your website or your own ezine?
No problem! But here’s what you MUST include:
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.ClientAttraction.com.
“I don’t know the key to success, but the key to failure is trying to please everybody.” — Bill Cosby
To attract clients consistently and with little effort, your marketing message must be clear and it must stand out. There’s no way around it. If what you say about your business and what prospects read about it isn’t sounding irresistible to them, they’ll move on to the next person. Guaranteed.
So, your task is to stand out from the pack and to make prospects really stand up and listen to what you have to offer. In my opinion, standing out from the pack is easiest if you have an expertise or a niche. (But you knew that already.) So, what’s stopping you? Well, after having worked with thousands of people on this issue, I’ve come up with 2 reasons why most people don’t niche: (more…)
Have you ever become a victim of your own perfection paralysis when it comes to marketing yourself? I talked to a few clients this week who have been toying with the idea of putting together a talk to promote their services for months but haven’t done anything about it. The problem is they’re waiting to have the talk written, finished, practiced, the flyer completed and have a list of marketing sources that are lined up to promote the thing before actually selecting a date and getting it done. NONSENSE!
If I’d waited to have all things perfectly settled before moving forward with a talk, I’d still have only 3 or 4 clients in my practice, and believe me, I wouldn’t be moving forward very quickly. Instead, I believe in scrapping this traditional route and going backwards. Ask any clients of mine and they’ll tell you I’m notorious for getting my clients to commit to a date 4 weeks from today (yes, we actually have them pull out their calendar and select the date right then and there) and book the space, time, and title of the talk, before anything else is done.
What are my clients’ reactions? Yup, you guessed it… “YIKES! I need to get my butt in gear and get things going! I’m giving a talk in 4 weeks!!!”
Magically, everything always gets done. The talk is written, finished, practiced, the flyer is completed and they have a list of marketing sources lined up to promote the thing, and always before the deadline. I call this being PULLED forward by your marketing, instead of being a victim of Perfection Paralysis.
When you set yourself up to stop procrastinating and to start working to make it happen, it works every time. In the past, I too have dragged my feet on picking a date for an event I wanted to give. ‘Should I have it in the summer, should I wait ‘til fall?’ Since nothing was happening, I pulled out my calendar, picked a date, gave my credit card number to reserve the space and then made it happen, and you can too! There’s nothing like setting a deadline and getting in gear to make it happen.
Your Client Attraction Assignment:
Your turn. Are you procrastinating putting together a seminar or big event to market your services and reach out to your prospective clients? End the questioning NOW and just pick a date. Commit and then everything will fall into place because you’ll HAVE to get it done. Now, that’s what I call being pulled by your future. Use your business coach or a buddy as an accountability benchmark, and then send them an email with the date of your newly scheduled seminar or workshop. The most accountable thing you can do though is to pay for the space ahead of time. That’ll get you moving! 🙂
If you like the idea of this unconventional way to market that gets you clients, you’ll love the Client Attraction Home Study System™ for attracting all the clients you need with proven, systematic processes that will help you fill your practice quickly and consistently, guaranteed. Here’s where you can get your own copy: www.TheClientAttractionSystem.com.
Want to use this article on your website or your own ezine?
No problem! But here’s what you MUST include:
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.ClientAttraction.com.
If you’re serious about attracting clients consistently, I believe you should use every single piece of marketing “real estate” you can. Whether you’ve been in business for one year or 22 years, when you’re marketing your business, you want to have systems in place that PULL in clients without you having to do much to make it happen. (more…)
Join us for this amazing 6 week coaching program on authentically growing your list.
Visit http://www.clientattractionlistbuilding.com for a free presentation: “How to Immediately Add More High Quality Leads to Your Pipeline Using Authentic List Building Techniques That Work… all within a matter of weeks… “
Imagine you’ve worked hard to market your services; you’ve attracted a prospective client, set up a “sales conversation” and gone through the whole sales process. Great job, but sometimes, no matter how hard we try, prospects don’t always sign up on the spot.
Sometimes, a prospect needs some time to make the decision on whether or when they’d like to start working with you. What I’ve noticed over the years is that when this happens, most always, the sale never happens, probably because life gets in the way and what’s out of sight is out of mind.
Often, this means you’ve lost them for good. UNLESS you use the proven method to get indecisive prospects to slide right into your practice, instead of slipping through your fingers.
So I’ve come up with a fantastic remedy for this, which again, helps me close the deal 97-98% of the times that I use it.
If they don’t bite on the sales call, use what I call the “bookend” method. Here’s how it works:
When a prospect tells me they need to talk to their spouse or needs some time to decide, or wants to ideally start in 2 months, I schedule a 5 minute “check-in” call with them (next Tuesday at 3pm, for example) so that we can follow up with each other without having to play phone tag or have to follow up with one another.
The great thing about this technique is that it puts a time limit in the prospect’s mind as to when THEY would like to make the decision, and obviously, you let them choose when they’d like to have that 5 minute chat.
I essentially came up with this because I really dislike following up in this situation. It makes me feel like I’m chasing after them and I don’t feel that this is Client Attractive. So instead, we agree that they’ll call me on set date and 90% of the time they do, and out of those times, they don’t feel pressured, have had time to think about what we talked about, and are ready to make a decision to move forward. It’s a great tool!
If for whatever reason they don’t call during the time of your 5 minute check-in appointment, you can then call them or e-mail them asking if anything went wrong. This usually puts the prospect into a mode where they feel obliged to get back you, as they were the one who missed the appointment. Again, this is much more Client Attractive and ends up saving you a lot of time.
YOUR ASSIGNMENT:
If a client doesn’t sign up on the spot, make sure to bookend another date so you don’t have to follow up on each other for weeks. Use it as a “let’s see where you are in your decision making process then.” It works like a charm.
Having trouble with actually getting the prospect INTO the sales conversation in the first place? You’re definitely not the only one. The good news is, I’ve developed a way to close the sale 97-98% of the time and I share the entire process in my Client Attraction Home Study System™. It’ll help you fill your practice quickly and consistently, Guaranteed. Here’s where you can get your own copy: www.TheClientAttractionSystem.com.
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Want to use this article on your website or your own ezine?
No problem! But here’s what you MUST include:
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.ClientAttraction.com.
Highlights from the Client Attraction Marketing & Mindset Breakthroughs Workshop 2009
While the media is searching out anything to create panic in the eyes of consumers, I want you to think about your own life . When you went to the mall last time, was it empty? (more…)
I’m known in the marketplace as someone who takes a no-nonsense, no-excuses approach to marketing and getting clients, meaning, I do what it takes, and create systems for everything so that I’m always marketing. (By the way, my clients now do the same.) In turn, I always have a full roster of clients. That’s what I teach in my private coaching, in my Boot Camps, and in my Client Attraction Home Study System.
One thing though, which only my private clients know about me, is I also throw in a healthy dose of Manifestation, which means focusing on what you want in your life, in such a way that you start attracting what you want quickly. Some might call it “positive thinking,” but I believe it goes WAY beyond just thinking positively about something. It also takes action.
I use “manifesting” for just about everything I want to attract in my life (a certain amount of money, my boat, a new home, etc.); however, for the purposes of this article, let’s focus on attracting clients, lots of them, who happily pay your full fee.
As for just about everything in my Client Attraction System™, I’ve even come up with a formula or system for manifesting clients. Here it is:
- Figure out EXACTLY what you want in great detail (how many clients, paying you how much, with the best of circumstances).
- Come up with your BIG GOAL (“My practice is bursting at the seams with 15 clients happily paying my full fee of $_____.”)
- Each day, write it down several times (I do this at least 9 times), each time imagining how great it will FEEL to sign on these new clients.
- Go back and read the big goal OUT LOUD (this ‘locks’ it in place).
- Spend several minutes, eyes closed, imagining your full practice in all its details and glory.
- Write down one BIG action step you’ll take that day to make this happen.
- Notice the synchronistic, happy “coincidences” you experience during the day that seem like a sign from the Universe, as they relate to your big goal.
- Each day, spend a couple minutes writing down how very fortunate you are, what you are grateful for today, and what you would like to attract more of.
- While you’re at it, write a letter to whatever you call your Higher Power (I call mine “Universe”) and go into greater detail about what you want, asking for it to be done by a certain date.
- Have faith in the process. Don’t cancel out all your “manifesting” with negative comments or thoughts such as “why am I doing this anyway, it won’t happen, it never does.” If you start thinking that way, you can stop yourself right away and revert back to the big goal, and how it will feel to achieve it. Faith in this process is 80% of the game.
Granted, there’s a lot here and I do just about all of it each day, but you don’t have to. Even if you do only ONE of these things, consistently, you’ll start noticing opportunities coming out of the woodwork, happy coincidences pointing you in the right direction. Take action on these, they are divinely sent! As a result, you’ll start attracting lots more clients. I promise.
YOUR ASSIGNMENT:
It’s a new unusual way of attracting more clients, one that we’ve never talked about here and one that you might not be familiar with. However, that doesn’t mean it doesn’t work. Even if you are familiar with it, perhaps you’ve not taken the time and effort to apply it consistently. Make some time for in your day for this, each and every day, and you’ll start seeing results quickly.
If you like the idea of this and want to try it in addition to the more pragmatic marketing stuff we regularly talk about, you’ll probably enjoy the book “Excuse me, your life is waiting” by Lynn Grabhorn. I did.
Back to “regular” marketing techniques next time. If you can’t wait until then, check out the Client Attraction Home Study System™ for attracting all the clients you need with proven, systematic processes that will help you fill your practice quickly and consistently, guaranteed! Here’s where you can get your own copy: www.TheClientAttractionSystem.com.
Want to use this article on your website or your own ezine?
No problem! But here’s what you MUST include:
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.ClientAttraction.com.
