Have you written your special report for your Irresistible Free Offer yet? If not, I’m going to take you through all the elements that will help you create an excellent report that can land you clients or build your relationship with your readers.
1. Start by introducing yourself with your compelling story. This story gives you the right to be talking about your topic, whatever it is. Present yourself as an expert and a problem-solver.
2. Explain what people are not doing along with the reasons why this happens. These will be issues they can relate too easily.
3. Make it clear what the downfall is as a result of not doing those things. Paint the worst case scenario about why it’s crucial that they need to be doing things differently.
4. Take them through a series of mistakes they are making. Explain each mistake, with up to seven different things they could be doing wrong. Focus on what they are doing wrong, but hold off on revealing how they could do things better.
5. Show compassion because they must be feeling overwhelmed. Demonstrate that you understand how hard it may seem for them.
6. Close with a call to action or suggest that it would be easier working together.
Keep in mind, you must provide plenty of content so readers feel there is real value in the report. If it’s one big sales pitch, you risk losing their attention forever.
Your Client Attraction Assignment
If you haven’t written your special report yet, now you have all the key elements for a successful product. Plan out what you have to share before you start writing. And if you have already completed your special report, it’s worth reviewing it to see if can be strengthened by including these elements.
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 you have a new product you are ready to launch, one of the fastest ways to get the word out about it is through affiliates. Affiliates are colleagues who you partner with to promote your product and then compensate in some way for their help.
1. What Size List Should You Seek
Your first instinct may be to approach someone with a large list of 20,000 and give them a big cut. But, it doesn’t really work that way. Successful people with large lists have put their blood, sweat, tears and money into building their list and might not want to give you access for a few hundred dollars of affiliate commissions.
In the beginning, if you don’t have a large list, you’ll want to make the affiliate compensation more attractive to solicit partners. In addition, you will probably need to start this type of marketing with partners who are your peers with a similar list size or slightly larger. These are the people who will most likely be interested in your offer.
2. Compensation Options
Standard commissions run between 25% – 35%, but can go as high as 50% – 75% if you need the partners more than they need you. You want to make the offer much more attractive in this case.
You can also ask possible partners if they have something they would like in return. Sometimes there is something else besides commission that might be helpful for your partner in return for access to his or her list.
3. How to Find Potential Partners
If you don’t have experience with affiliates, the best place to find partners is to start with the people you already know. Think about your own networking and contact list. Who do you already know and have a relationship with that might make a good partner? Whose business has good synergy with yours? Who serves the same type of clients? Who are the people you know that are the most willing to work with you in a partnership capacity.
4. The Best Way to Approach Potential Partners
When you are just starting to launch a product with affiliates, the best thing you can do is simply pick up the phone and start talking with people. This individual approach will produce much better results than any mass email would.
Get people on the phone and say something like, “I want to launch a new product and I just keep getting this feeling that you would be a great partner in launching it. If this is something you believe in, I want to talk to you about what would be something of value to you for compensation. Is it a percentage of product sales? Or is it something else? Let’s talk about what would work for you.”
Your Client Attraction Assignment
If you are getting ready to launch a new product, look through your contact list to see who would make good affiliate partners. Give some thought to what you are prepared to offer so you have a plan. Write a brief script for yourself to help you through the first few calls and then hit the phones!
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.
Let me ask you right from the start – which one do you think you are? Committed or interested in growing your business? It actually does make a very big difference. Because getting to the bottom of that question reveals how badly you want success.
So, are you committed or interested?
If you are committed, you will basically do whatever it takes to become successful. Here’s what that actually means. You will:
• Get organized and schedule time in your calendar to market your business
• Finish your assignments from the home study course or workshop in a box
• Write and send your warm letters
• Network to meet lots of new people
• Join a BNI group
• Have coffee with members to get to know them
• Book speaking gigs
• Run teleclasses
• Build your list
• Follow up with low-hanging fruit
• Develop your system and have it ready to sell
• Take a no-excuses approach to everything on your list
In essence, you will do whatever it takes to achieve the success you desire. You know what your goal is and you don’t allow yourself any wiggle room. Time gets scheduled into your calendar to work on your marketing and you are amazingly diligent about it.
On the other hand, if you are interested in growing your business, you will simply do what is convenient for you. You will complete your assignments when you find the time. Do some networking. Maybe send out a few warm letters at some point.
Your approach will be all about when you have time and can find a way to work these crucial tasks into your schedule. You allow yourself to fall back on excuses as to why it’s not the right time or you don’t have the time. Important steps fall to the bottom of your to-do list and you have steps you even avoid entirely.
The truth is you pay a high price for being interested in growing your business. The lack of total commitment and dedication costs you dearly because it puts your ultimate success at risk.
See, here’s the thing, the difference between those who are successful and those who are kind of having a mediocre experience is the difference between doing whatever it takes and doing what is convenient. Successful people do whatever it takes, especially when it’s uncomfortable.
All it takes is a single decision. The decision to go for it no matter what. The decision to do whatever it takes to have the success you dream of. So which one will it be for you?
Your Client Attraction Assignment
Think over the last seven days. Have you been making excuses? Are you letting important marketing assignments fall to the bottom of your list? This is your wake-up call and chance to regroup. Get committed and see what a tremendous difference it makes in growing your business. Then let me know how you are doing.
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 you find yourself putting off making your follow up calls, there is probably some type of fear at work. Maybe you fear being rejected, hearing the word “No” or feeling bad when someone doesn’t want to do your program.
I understand why you could feel that way, but here’s what I want you to think about. I’ll make it really, really simple for you.
First, there’s a reason that you are doing what you are doing for a living. What is that reason?
Chances are you love to help a certain type of person with a specific problem. Am I right? And my bet is that matters to you a lot. It’s what drives you to do the work you do. But, for some reason, in the moment you are choosing whether or not to connect with prospects in follow up calls, you momentarily FORGET that the call is not about you. It’s not about being liked or being rejected to tell the truth. It has nothing to do with you.
It has to do with helping these people make the right decision for themselves. For example, if there is a person who needs to be at my event or needs to get more clients, I am there. I pick up the phone and I will make sure that I have those five minutes to talk with them because I can’t watch somebody having the 3:00 am sweats.
You can see the difference right?
I want you to visualize that some of those people who you need to follow up with are awake night after night at 3:00 am worrying about whatever it is they want and how you can help them with that. Remember, the reason why you want to make those follow up calls is because it provides you with the opportunity to do the work that is your passion. You can say to yourself, “I’m doing this because it’s my duty to help my clients get from where they are now to the next level of what they want.”
This way, you can’t help but feel you are being of service. If you can just sink into your heart, really come from a place of compassion and problem-solving vs. selling, you will re-frame those phone calls into a more positive experience. When you care so deeply about your prospects, you will find that you love to be on the phone with them.
Second, just read your testimonials to remember your success stories and reconnect with why you love doing this work. It’s about the difference that you make. Don’t go into the false notion that it’s about you and closing the sale. It has nothing to do with that. This is all about being of service and helping people get what they want.
Your Client Attraction Assignment
Next time you notice yourself hesitating to make those follow up calls, remember to sink into your heart and come from a place of compassion and service. It’s not about you – it’s about helping them get what they want. Then pick up that phone and dial!
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 saw this info-graphic recently from TheLadders.com and it made me stop and think about how much we (as working moms) do to support our family, our business and career – as well as ourselves. The statistics in this info-graphic speak for themselves – and I wanted to share with you to have you stop and reflect on everything that you do for your career and your family.
So, in honor of Mother’s Day – here’s to all the working moms out there!
Hugs to you,
Fabienne
[youtube width=”600″ height=”352″]http://youtu.be/tWmZiXu5H0Q[/youtube]
Number two, and people never really think about this, is all about looking for a place where your ideal referral sources are gathered in one place, again by somebody else, in large numbers and where you can access them inexpensively. Think about who your referral sources are. Perhaps there’s somebody in your life right now, a person or an industry, that gives you lots of referrals. Most likely, you are both targeting the same type of person, but you’re not competing. There’s a certain synergy between the two of you but there’s no overlap. So again, network where your referral sources gather. This is the cash cow of networking opportunities.
The third type of networking involves partnering with a strategic alliance or a JV (joint venture partner.) There are people out there right now who hold that list of your ideal clients. Perhaps it’s one person who has thousands and thousands of your ideal clients on their list or somebody that has a resource for you or someone you’d like to write a book with them. Perhaps you want to speak on their stage or have them speak on your stage. This is where you have to get much more strategic in terms of networking and thinking about where potential strategic alliances already hang out or where you can go and meet them face to face.
Teaming up with just the right partner oftentimes becomes that small hinge that opens up that big door of opportunity. If you could meet them and do something with them over time it would matter greatly to your business. You might be able to meet them at a particular conference you know they’re speaking at or even get on a plane. Many times I have gotten in contact with someone who would be a mutually ideal strategic alliance and I’ve expressed how serious I was about taking them out to lunch.
Even if they lived all the way across the country I’d say, “You know what? Why don’t we pick a date and I will hop a flight, come out to meet you and we’ll have lunch and then I’ll fly back.” Every time that I’ve done that the person has said, “Oh, no, no, you don’t have to do that. Let’s just get on the phone or let’s Skype and talk.” That intention and being willing to follow through really separates you from everybody else.
Your Client Attraction Assignment
I want you to write these three different types of networking opportunities down and start filling out where you think that you could be reaching out to your ideal clients in large numbers and inexpensively. How about your referral sources? Make a list. Perhaps it’s a short list. Perhaps it’s a long list of people you would like to do a strategic alliance with. So get cracking!
Oh, and one more important point to note. People often ask me, “How often should I be networking?”
That’s like asking your dentist, “Which teeth should I floss?” The answer usually is, “Well, only those you want to keep.” It’s the same with networking. How often should you do it? Well, it depends. Do you want a lot of clients? Do you want to make more money? Do you want to multiply your business? Be networking consistently and you will have all of those things because sometimes the power is in the people you hang out with.
For some people, facing the fear of rejection that is possible on the get-acquainted call can be daunting. You may be so focused on dreading the potential of rejection that conducting the call itself becomes difficult. I understand how this can happen and have a couple of suggestions to help you look at what’s happening in a new and more powerful way.
First, this is completely about mindset. It has nothing to do with marketing. At different points in your life you have put yourself out there in a big way and somebody rejected you. It might have stemmed from a romantic rejection, not getting into a sorority, not making the cut for cheerleading or the school play. It’s very possible you created a meaning around that about yourself. It could be something like “I’m just not worthy”.
Your personal stories about rejection can definitely affect your sales. So it’s not surprising to see how your thoughts about being unworthy could undercut your energy and presentation while conducting your calls
The second option is that you may believe that to sell means you have to take something from the person rather than being of service. The origin of the word “selling” or “sell” is to be of service. You are here to provide a solution to somebody, not take from people. If you can understand that and really let it sink in, that you are not here to close the sale but help someone, it totally reframes it and allows you to approach the conversation in a totally different way.
Today, I approach these conversations with this in mind, “How can I help this person make the right decision for him or her?” And that is a lot different than “Okay, I’m going to get on the phone and close the person.”
This shift in mindset not only changes your intention for the conversation, but also changes the story around rejection. Because now your goal is helping them make the right decision and so it’s no longer about you or getting rejected. In fact, when you reframe sales in this way, you can see how you are actually building a relationship with the person.
Your Client Attraction Assignment
Take some time to think about your rejection story. Look at the origin of where you felt rejected and the meaning you created around that episode.
Unraveling this story and understanding it better can help release its hold on you. Knowing what might be holding you back will reduce the fear and free you up to be of service to prospects in the selling process.
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.
If you are a new coach just starting out, often you get a rush of clients right off the bat and then… nothing. A big lull in activity settles in and you might start wondering where your next round of clients will come from.
This is what I have found to be true regarding why this happens. A lot of times, even six months into a new business, people slow down on doing the things that worked in the beginning. Usually there is a particular marketing technique or two that you used at the start which worked great, but over time you stopped doing it.
Let’s review the basics from the Client Attraction Home Study System™ for starting your practice to make sure you haven’t let go of a good tool which would restart the flow of prospects.
1. Networking – Meeting lots of new people is key to building your list of prospects and spreading the word about what you do.
2. Joining a BNI Group – These groups work like your sales force, some members may become clients while more often they recommend you to others in their own network.
3. Having Tea or Coffee – Whether you sit with BNI members or anyone you meet, this is a great way to build a relationship. As you get to know people, you can see if they could become clients or potential referral sources.
4. Speaking to Groups – When you speak to groups, you set yourself up as an expert and build your list so you can market to these people later.
5. Sending Warm Letters – Write to your contact list to let them know what you are offering and solicit referrals.
6. Conducting Get-Acquainted Calls – this is your opportunity to connect deeply with prospects and offer them a solution which is working with you.
Each of these methods has the potential to jumpstart the flow of clients again, so make sure you are using them on a regular basis.
Your Client Attraction Assignment
Have you reviewed the Home Study System lately? Going through these programs a second or third time can inspire you and produce great results all over again. As your business grows, you may also find a new angle on the methods and suggestions you hadn’t thought of the first time around.
If you don’t already have The Client Attraction Home Study System™ and you’re just starting out and trying to fill your practice in the FIRST place, then take a look at what this system offers. It 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.
Your website is more than an electronic brochure with your compelling story and information about your products and services. If it’s well designed and set up, your website should be a client generating machine! Here are three simple strategies you can implement to help you generate a lot more clients easily.
1. Set up an opt-in box to capture visitors’ names and email addresses in exchange for your Irresistible Free Offer. I have gotten so much mileage out of the free audio CD I offer on my home page by doing just this. When you have a juicy offer that people can get by simply entering their name and email address, you are on your way to building your list quickly.
2. Get your blog going. Come up with ways to send people there to read it. Put a note in your ezine about your blog content. Or post a video and send an email with a link encouraging readers to watch it.
An active blog also helps you with search engine optimization to improve your website’s ranking. Google likes websites that have frequently updated content and this also gives you a chance to build in those important search terms people use most.
3. Focus on creating an authentic relationship with your web visitors. Adding great content with high value makes a huge impact, sets you up as the expert and builds your connection with people. As you continue to be authentic and share what you know, people will become comfortable with you and raise their hands when they are ready.
Your Client Attraction Assignment
If you are on a tight budget, ask around for a good webmaster who works inexpensively. Or check out www.elance.com or www.odesk.com for cheap resources to help you shift your website into a client generating machine.
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.
How many hours a week do you work? Recently I was speaking to a woman who shared that she can’t squeeze one more thing into her week. When I asked why, she explained how she often works 80 hours a week! Of that time, only one quarter was devoted to client work and the balance involved mostly marketing and some administrative tasks.
First of all, I was cringing feeling what that must be like for her because that’s a lot of hours. It would be nearly impossible to keep up that super human pace for very long and you risk getting burned out and discouraged. I talked to her about the need to delegate. If she hired a VA, it would allow her to cut back to a more normal week of 40- 50 hours. She said there wasn’t enough money to pay anyone else.
But honestly, hiring a VA, can actually help you make more money. How? Well let’s look at it.
Many of the tasks you do in a week are likely repetitive and not crucial to bringing in new business. One way to figure this out is to write down all the things you do over a week – all the administrative and marketing tasks. Put them on one line at the top of the piece of paper. Then underneath, estimate how much time you spend on each task in that week. Next, you can figure out how much it would cost you to pay someone per task by multiplying the hours for each job by the going rate.
Figuring out how you can systematize, automate and outsource some of the things you do will free you up to work as the business owner and not the administrative backup.
As a business owner who delegates, you will have so much more energy and time to focus on income generating efforts. Plus, when you have someone working for you, the motivation is even stronger to bring in that extra client or do whatever you need to do to cover that cost.
Another way to use your VA is to delegate some of the tasks that actually generate income. For example, things like sending out warm letters or your ezine can bring you leads for new clients and make sales as well. You will have someone helping you do the stuff that is going to generate income. Then, the more income you generate, the more things you can give your VA to bring your hours down to a more normal 40 hour work week.
Invest in your business and yourself by getting someone to help you get things done and delegate the tasks you can so you can enjoy your life as well as work.
Your Client Attraction Assignment
Whether or not you are working 80 hours a week, keeping track of what you are spending your time on for one week is a an eye-opening exercise. Track how you spend your time for a week or two and then think about how you can systematize, automate, outsource and delegate so you can focus on generating more income.
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.
