I would, without a doubt in my mind, say that aside from networking, speaking is one of the best ways I know to attract your Ideal Clients. It is by far the best way I’ve experienced and seen my clients experience how to literally PULL clients to them.

Here’s why:

When you’ve already done the work of figuring out who your ideal clients are and what their problems are, there’s no better way to pull them in than by giving a workshop or seminar about that very topic and how to solve it.

Think about it. Your ideal client is struggling with something or has a dilemma or a great interest in something. And then, all of a sudden, there’s a seminar, class or workshop on that very thing, given by an expert on the topic. It only makes sense that they would come to the event, just to see what you have to say, to learn something or to meet you. And once they’ve met you and you’ve proven that you can solve the problem, you’ve literally got a roomful of people in front of you that are ideal prospects, ready to be turned into paying clients.

Once you’ve come up with your topic, craft what’s called a Signature Talk. This will be the talk you give over and over again, in both your own workshops and for associations and organizations. It’s the one you will master and be known for, like I am for my signature talk entitled “How to attract all the clients you need” talk. I have other seminars that I’ve given very successfully over the years – about two dozen or so – but this is by far my most requested program and attracts the largest audiences (and clients
thereafter).

You can also speak “virtually.” Give this talk as a teleclass or teleseminar. A virtual class given on a bridge telephone conference call using a service such as www.freeconference.com) which is something I do weekly. I post these online and start PULLING people in to me from all around the country and the world. Something for you to consider.

Your Client Attraction Assignment:

If you’re not already speaking to promote your business, it’s time to seriously consider it. But you don’t have to start stressing about speaking in front of large groups to see results. You can start as small as you like. I started speaking by giving my own workshops, in my living room, but now I speak in front of hundreds of people, get paid to travel and speak at conventions and conferences. But it all started with 20 people in my 300 square foot apartment. Think about where you’ll have your first talk.

Go back to your research and read over your notes from the assignment on what their struggles and hot buttons are. You’ve got the making of a fantastic, Client Attractive seminar right there, one that is sure to bring your Ideal Client to your door, rather than pushing hard to get in to see them.

Answer this: if you were to give a talk in a small way, just to start, 1) where would you do it?; 2) who would you invite that would support you and give you a safe space to make mistakes?; and 3) what would you talk about?

Write them down and let’s do it.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

There are many reasons why people dislike networking and think it doesn’t work. It does work, although most people approach it in the wrong way or simply do it wrong. It’s usually because they’ve been told that networking is about going to as many events as they can and collecting as many business cards as they can, and then following up with an offer or a pitch the next day. Problem is, it never works.

People usually fall flat on their face with this “technique” because 1) their networking needs to be more focused to where their Ideal Clients can be reached, 2) networking is NOT about business cards, it’s about creating relationships over time and 3) it’s about helping the other, before thinking about yourself. If you’re not approaching networking in this way, then you’ve probably found that it’s not working, it’s superficial and you hate doing it.

So, it’s time to change your approach and start seeing some results, because networking is one of the VERY best ways to get out there in a BIG way and start attracting new clients, especially now that you have a compelling marketing message and a Client Attractive “Elevator Speech.” OK, so the first thing is that you need to network where your Ideal Clients and referral sources are. Look back to the Ideal Client “hang outs” we talked about earlier and see where they congregate. Start thinking of where you can rub elbows with them in large numbers and then join that group. Think in terms of structured networking groups, as well as associations and you’ll be on the right path.

Some places to look for appropriate networking venues:

• Ask your Ideal Clients where they network
• Ask other notable networkers you respect where they network
• Newspaper events calendar (or Business Journal events calendar)
• Chamber of Commerce
• Toastmasters (to meet people and build relationships)
• Animal clubs (Lions, Elks, etc.)
• Breakfast networking groups (BNI, LeTip, etc.)

I belong to several networking organizations because my ideal prospects belong to the same groups. The first one is a weekly breakfast networking group called Business Network International (www.BNI.com) because a lot of the people who belong to it are small business owners and sole practitioners (perfect), as well as the National Association of Women Business Owners (www.NAWBO.org) where I meet a handful of people each time I attend an event who eventually become clients.

As a side note, these are just 2 of the organizations I belong to (there are others), but I mention them specifically because 1) I gain greater visibility and exposure and 2) I have a way of giving back to what has given me so much.

Networking is not about going to as many events as possible to get the word out. It’s about finding the ones that make sense for your target audience, and then adding value and building long-term, mutually supportive relationships. Try it and you’ll start seeing much better results.

Your Client Attraction Assignment:

Using your Ideal Client list, start writing down the events you can start attending with Ideal Clients and start getting the word out about what you do. Then once you like a group, plug into your calendar all the events already scheduled for the year and make going regularly a priority to gain lots of exposure and create long-term, mutually beneficial relationships.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

I consider myself massively privileged to be coached by the world’s foremost expert on entrepreneurship in action, the legendary Dan Sullivan. Dan is a true mentor and a pioneer in the field of entrepreneurial coaching, having helped “the best get better” for over 30 years. We as Dan’s clients, top-performing business leaders in our fields, refer to his coaching process as the final piece of the puzzle to transform wisdom into innovation for which we’re now well-known. It’s truly rare to get Dan on the phone, and I’m honored to have him as my special guest for our upcoming Special Topic Call. Do whatever you can to be there live to eavesdrop on our conversation on this free-call and experience firsthand the ideas, perspective and advice that have dramatically increased my own business.

Have you heard the big news? The Inner Circle Monthly Special Topic Calls are now F.R.E.E! Register now to join this live call with Fabienne and her special guest. It’s not just ONLY for Inner Circle members anymore and anyone can join!

[youtube width=”600″ height=”352″]http://www.youtube.com/watch?v=frBeGAOGmqg[/youtube]

You can make more money in your business by adding more value to so many more people. It’s common sense and it’s simple. However it’s not always easy. The key is to look at your existing business model. Are you working one on one right now? Are you trading hours for dollars? Is your income limited by how many clients you can work with? If so, you’re in a classic Leverage Lucy (or Larry) business model—where you can’t make more money in your business because you are trapped in that particular paradigm.

The key to affecting more people’s lives and making more money is to change your business model! You’ll want to look at how you can scale what you’re already doing so that you can work with so many more people.

Your Video Assignment

For your assignment this week, I’d like you to consider the following two questions:  

1. How can you offer what you currently offer your clients in a much more scalable business model? Really think about how you can change what you’re currently doing so that clients still get great results and you’re able to work with many more of them.

2. Ask yourself, “If I had 100 brand new clients show up tomorrow, how would I change how I do business to accommodate all of them?” So maybe you’re working with 20 or 30 clients now but imagine that you had to take on 100 more—what would you need to do? And if you’re already working with hundreds of clients, imagine what you would need to do to accommodate thousands.

Really sit down and noodle this out. Look around in your industry—even in other industries—and   see how others are scaling their businesses and use that as your model. Stretch how you think about how you deliver your products and services in order to make more money and service way more clients.

It’s important to educate the people you consider personal advocates (those who know you, like you, trust you, love you and want the best for you), and let them know what you’re up to and who your best clients are. (If you’re just starting out, it’s a letter of introduction; if you’ve been in practice several months or years, write an “update letter” of how your practice has grown or new services that you provide.)

Now, before you resist this and think it might be too forward, read on. The fact is, most people who are your personal advocates will be happy to help (people LOVE to give referrals and to help out a friend in business, especially when the person is a trusted friend). It makes them feel good, yet most of us somehow feel that we’re being a burden on our network when we do this. The good news is, it all depends on how tastefully it’s done.

You never know what may happen, but if you don’t let people know what you’re up to, you are keeping the doors of opportunity closed. In both of my private practices, I sent “warm” letters of introduction letting my friends and family know what I was doing and asking them to think of me when they saw or overheard a particular situation relating to my coaching. Both times, I received clients right away, and both times, friends also referred people as long after the fact as 6 months to a year after receiving the letter. It sure feels good to get those phone calls from people you don’t know saying they’d like to work with you.

This will be one of your most effective client attraction tools, and best of all, it’s relatively no-cost to you!

Your Client Attraction assignment:

Write a letter to contacts that you already know, as an announcement or introduction to your services. Be sure to keep it friendly, warm, as well as educational; remember, this is NOT a sales letter. You’re just educating your environment at this point.

Describe your ideal client and ask the recipient if they know someone who might fit that profile.
Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

When I ask people who say they don’t have enough clients what they do to market themselves, I’m often (really often) surprised to hear that they only 1) put up flyers in the neighborhood, 2) talk to people at parties about what they do (whenever they do go to a party) or 3) go to a networking group once in a while (“but the reason I don’t really go that often is because it doesn’t work to get me clients.”) What do you think I’M thinking? Exactly. They’re keeping themselves a secret. No wonder they don’t have a full practice.

Don’t keep yourself a secret! Get the word out there that you exist.

You can get new clients and referrals from writing and sending an introduction letter.  Send it to five or ten people per week, and to actually call these people, and connect with them. Say something like “Did you get my letter, let’s talk on the telephone, let’s have a cup of coffee, tell me about what you’re doing, and I’ll tell you what I’m doing, etc.

The idea with this letter is to keep it consistently going out to people in your network. The first time around, in my nutrition business, I made the mistake of sending 250 introduction letters out at the same time, and I had no time to follow up with all 250.  However, I’m certain I would have signed on many more new clients if I’d actually had the time to follow up one by one with each person I’d sent it to.

Send your letter to everyone you know, about 10 to 20 a week. I hand-wrote a couple of words at the top to make it more personal (“Hi Mary! It’s been so long since we’ve seen each other. Would love to catch up over a cup of tea. I’ll call you this week. Best, Fabienne.”)

That following week, call the person, set up a meeting for breakfast, lunch or tea, get caught up on their life and talk to them about my new business, asking them if anyone they knew fits your ideal client profile.

The result? Word spread and I received a number of my first round of clients and referrals this way. And when you do that, you actually set yourself up for getting that first client, that new client or that referral you didn’t know was waiting for you.

Your Client Attraction Assignment:

• Create and send a “warm” letter of introduction as an announcement/update of your practice to contacts that you already
• know.
• This includes everyone (your family, friends and colleagues, past clients and acquaintances).
• Keep it friendly, as well as educational, but definitely NOT sales-y.
• You may write a handwritten hello at the top of the page to make it more personal.
• Follow up one week later with a phone call and invite people to join you for a conversation, either in person for a casual meeting or over the phone.
• Describe your Ideal Client and ask them if they know someone who might fit that profile.
• If you have been in practice several months or years, write an “update letter” of how your practice has grown or new services that you provide.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

[youtube width=”600″ height=”352″]http://www.youtube.com/watch?v=Kd6Oyp93WMM[/youtube]

It’s Fabienne and Derek sending you warm wishes for a very Happy Thanksgiving. We’re looking forward to spending treasured time with family over this holiday and we wanted to let you know how grateful we are for each and every one of you as well.

It’s been such a wonderful year and we have so much to be thankful for—each other, our family, friends, team, our yummy clients, customers and ezine subscribers.

We believe in you and your ability to play a much bigger game in your business and we want you to know that we love you all and we’re here for you!

So take some time this holiday to write down who and what you’re grateful for—not just in your business but in your life too. Remember, being in a state of gratitude attracts that much more abundance into your life!

Have a fun weekend and I will “see” you next week, OK? Until then, enjoy your holiday, happy Client Attraction and big hugs to you!

Sometimes, it’s best to not reinvent the wheel or “fix what ain’t broke,” as the saying goes. Let’s say you have several clients you absolutely LOVE. Look at where all of these clients have come from. Perhaps it’s a particular networking group, or a talk that you gave, a referral from a strategic alliance or Center Of Influence, or a referral from a client. It’s important to see where your clients have come from, so that you can do more of the same.

Avoid focusing too much on what hasn’t helped you attract many clients in your Marketing Pie, but rather, what HAS worked. That’s what you want to focus on.

One way to keep track is to set up a system for this. Each time a new private coaching client signs up to work with me, they fill out a section of my Welcome Packet that says “Whom may I thank for your referral?” This is a great way to keep track, because you’ll forget, but they won’t.

I have a section in my database that I’ve labeled “Referred by” next to the client’s name and in that section, I note who referred that person, where I originally met them, or what talk they came to hear. At the end of the quarter or the year, it helps me to eliminate the marketing efforts or networking groups that aren’t working and focus on the ones that are.

This also has the added bonus of tracking which referral sources have given me the most leads and reminds me to thank them appropriately for each and every referral.

Your Client Attraction Assignment:

• Start tracking where your clients come from so that you can continue marketing there.
• Ask each and every client whom they were referred by or where you met.
• Create a worksheet to keep track of this.
• Review this often to see what’s working and what’s not.
• Focus on (and do more of) what works and eliminate the efforts. that don’t produce results.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

To get more clients from networking, you’ve figured out where your best clients have come from and where your ideal clients can be found in large numbers and inexpensively. It’s time to create a marketing plan that has you focusing on “fishing where the fish are.” The more focus you have, the better the results.

When coaching clients to do this in private sessions, I ask them to draw a large circle on a blank sheet of paper, and draw some 4 lines to create a pie with 8 slices.

Then I ask them to fill out each slice of the pie with what they’re currently doing to attract clients (only the things that really work) and then fill in the rest of the marketing pie with things marketing tools we’ve agreed will PULL their clients in. This comes from the list of where their Ideal Clients congregate.

So, the list could look like this:

• Network where they network
• Join associations that allow you to rub elbows with them
• Write articles for the publications they read
• Create a Signature Talk for a workshop/seminar they attend
• List your events in publications they read
• Set up referral partnerships with people they do business with on a regular basis
• Get booked as a speaker for organizations they belong to
• Write articles for websites they visit often or rely upon
• Write an e-zine they would be interested to read
• Give free (or paid) teleseminars they call in and listen

Avoid marketing where your ideal clients are NOT spending time, as you will attract people who DON’T fit that profile.

Know that although you DO want a multi-pronged marketing approach so that you don’t ever put all your eggs in one basket, you want to take it slow and not try to put into place ALL the pieces of the pie at the same time. You’d overwhelm yourself and exhaust yourself completely, and exhaustion is not very Client Attractive.

So the idea is to start putting a couple of “slices” of the pie in place, to make them run like a well-oiled machine and THEN move on to adding another slice, one at a time.

Your Client Attraction Assignment:

Spend some time thinking about all the different avenues for reaching you target audience with your compelling marketing message and plot it out on a marketing pie. Then start putting one piece of the pie in place, one after the other, until you’re Marketing Pie is in full swing and always working to help you attract clients. No more ad hoc marketing with no results.
Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

[youtube width=”600″ height=”352″]http://www.youtube.com/watch?v=rHAr81l9nLA[/youtube]

Mindset—your psychology  of success—is not just thinking positively. It’s about going inside and seeing what’s getting in the way because that’s what drives EVERYTHING.

If you’re experiencing failure or struggle,  it’s based on your mindset.

If you’re experiencing big breakthroughs,  it’s based on your mindset.

Your mindset drives your actions. And your actions dictate your results.

So if all this stuff is under the surface, what do you do to fix it?

You’ve got to look at the internal struggle happening right now underneath your surface. You may not even know its there or how to pinpoint it.

But it’s important to realize that if there’s a struggle on the inside, there will always be a struggle on the outside.

If you want to succeed,  you must look inside—at the fears, the behaviors, your self-image…if you don’t, then you stay stuck. You’ll continue to wonder why it’s not happening for you. It’s like driving with one foot on the gas, while pulling up on the brake. It’s like going nowhere fast.

Are you ready to look inside and finally end the internal struggle that’s holding you back?

Yes? Good because I just launched my BRAND NEW Inner Game Coaching Program which includes my never before released DVD and CD home study program from my sold-out Mindset Retreat as well as 7 Direct Access Coaching Calls with me over a 14-week period.

There’s still a little time left to take advantage of my super low Early Bird tuition (save a cool $500 but offer ends TOMORROW) and my EZ 5-month installment plan.  Get all the details and register here.

I believe you were divinely contracted to be here with me right now. You were meant to be here . You were meant to hear this message now.  Join Me. Now is your time to play big.