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If you’ve been in business for a while, you may have an assortment of clients and types of work that you do. But after working with the Home Study System, you have identified the one particular area that you really want to concentrate on. How do you make this transition to focus on your niche?

I recommend that you build up to it. The last thing you want to do is let go of all your current clients to start fresh and then have no money coming in. That creates the 3am sweats, right? When you are still in the business building phase what you want is more clients and more money.

The idea is that you don’t have to turn away business while building your niche. You can say yes to referrals and clients who come to you for your services to keep the cash flow moving. However, you can start to focus your marketing to attract your niche.

Here’s a great example. I had a client who is a videographer. She shot all kinds of videos from weddings, to business, to Internet marketing. But her true passion was shooting videos about dancing. When she went to networking events, she started to say something like, “I’m a general video producer with a growing specialty in dance video.”

Now this client didn’t turn away other video business while she was growing her dance niche. She took all the jobs that suited her needs to get more clients and more money. Then, as her video business grew, she could afford to become more selective about the jobs she took. With time, she finally got to the place where she could decide to only shoot dance video and has stopped doing all other types of video.

By being clear about your niche and applying the marketing systems, you can grow the part of your business where your true passion lies until you can focus solely on that work. As you get more and more clients in your preferred area, you will shift your marketing materials until they only promote your niche. Step-by-step is just a smart way to go.

Your Client Attraction Assignment

Are you struggling to balance the work you want with the work that brings in cash? Think of how you can integrate the two. This way you can talk about what you do and the niche you want to grow. Look at your marketing materials for ways to increase your niche slowly. As you start making this transition, so much more about your niche will become clear. That’s why you want to let it build while you are still bringing in clients to support you through the shift to your ideal clients.

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.

Have you come to the decision that it’s time to leave your job so you can focus on your business? That is a very exciting time. But if you want to do things right, you need to have a plan in place to ensure your success. Leaving your job can temporarily remove your financial support and this can put tremendous stress on your life. When you leave your job, it can cause you to end up in fear mode worrying about when the money is coming. Fear can easily undermine you.

So, you need to have a plan in place to make sure you are all set up and know what to focus on. In the Home Study System, I cover how to set up a plan so you know at-a-glance what you are going to be doing to drum up business all year long. This will keep you on track so that you know what you are doing each week and each day to market yourself.

Here are some items your plan might include:

⁃ BNI group
⁃ Toast Masters
⁃ Joint Ventures
⁃ Coffee dates
⁃ Seminars
⁃ Speaking gigs
⁃ Ezine
⁃ Association meetings
⁃ Women’s networking, etc.

This plan is great because it will help you sleep at night. How? Well, you will have all these things scheduled with at least one thing every day that’s going to bring in clients, which can be very reassuring. Plus, that’s when you’ll start to see results.

One thing that makes a huge difference is having the right people around you. When you go out on your own, you’ll need that support. Whether you get some coaching or join a mastermind group, this makes all the difference.

Your Client Attraction Assignment

Whether you are just starting full-time or have been there for some time, you need a year-long plan of client attraction activities. If you already have that plan, I hope you refer to it daily. And if you don’t have this – get started right away. Dive into the Home Study System and figure out what things you’ll be doing to bring in clients on a daily basis.

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.

Is there anything better than speaking to a group to get the exposure you need to start from ground zero? Not that I can think of. Speaking is a fabulous way to give people a taste of what you offer.

In addition, sometimes people feel a calling to get in front of others and share what they know. I say – listen to your inner voice if this is true for you. That is so important to acknowledge and follow.

In the Client Attraction Home Study System, you’ll find an proposal template. It tells you exactly how to write a very short proposal that you can send to places that have pre-formed groups like associations, networking groups or companies.

This one email can get you booked to speak almost anywhere. I’ve had clients use it with great success at all levels. So whether you are looking for local free speaking opportunities or hitting the road for a tour, this email will get you rolling.

Here are some basic elements that get included in the email:

• What is your topic? You’ll need a catchy name for your signature talk
• What are the benefits for the audience you’ll be speaking to?
• What makes you an expert to speak on this topic?
• How to reach you – your contact information

What’s important is how you position yourself as the expert – that’s what makes them want to contact you. Your marketing message must be very compelling to grab the attention of meeting planners for paid gigs, or the speaker chairperson for local groups seeking presenters.

Your Client Attraction Assignment

Have you created your marketing materials to get booked as a speaker? Start with deciding what topic will be your signature talk. Next, put together some compelling reasons and benefits for why certain groups and people will want to hear what you have to say. What will your information help them with? What is the end result they get? Next write a draft of that seminar email. Then find the contacts to send it to and you are ready to book those speaking opportunities.

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.

Join Fabienne and Arielle for this conversation about inspiration and courage, while you discover “best practices” on how to play your own bigger game. Enjoy!

Arielle Ford is a leading personality in the personal growth and contemporary spirituality movement. For the past 25 years she has been living, teaching, and promoting consciousness through all forms of media. She is a radio host, relationship expert, speaker, columnist and blogger for the Huffington Post. www.arielleford.com

Arielle is a gifted writer and the author of eight books including her latest Wabi Sabi Love: The Ancient Art of Finding Perfect Love in Imperfect Relationships and the international bestseller, THE SOULMATE SECRET: Manifest The Love of Your Life With The Law of Attraction. She has been called “The Cupid of Consciousness” and “The Fairy Godmother of Love.”

She lives in La Jolla, CA with her husband/soulmate, Brian Hilliard and their feline friends. www.soulmatesecret.com and www.wabisabilove.com

See all the classes here.

See all the classes here.

Do you have a target client that is difficult to reach? Maybe they are very busy or get inundated by people who want their business. How can you stand out and get them to take your call? One way is to create your own “Shock and Awe” mailing.

Step 1 – You can buy a list of targeted prospects
If you have identified your target client, you can then purchase a list to reach them. One good place to purchase a list is from InfoUSA.com.

Step 2 – Chose your top target
A “shock and awe” marketing program requires a limited list. Be very strategic about who you want to send these mailings to:

• Who would be served best by your offerings?
• Who are most likely to respond favorably by your offerings?
• Who do you have a referral for?

Sort through the list to select only the top 10 to 20 prospects you plan to concentrate on.

Step 3 – Create the campaign
You need to come up with a package, not just a letter. You want your prospects to open the package so you need to surprise and wow them. What can you send along with a letter about the benefits of working with you? It might be a CD, a book you’ve written or recommend, or a small gift of some sort like cookies or a coffee gift card. What really helps is when the item ties into what you do or the benefit of working with you.

Once you settle on an idea, see how you can extend this to make a full campaign out of it – something that includes several mailings. Or you can brainstorm for the bigger campaign idea and then think of mailings that work with that one overarching theme. One mailing might get some attention, but a series will help you really stand out and make them curious about who you are.

Step 4 – Choose a delivery method
A FedEx box or other overnight or special delivery box is sure to get opened. These packages stand for a high priority package– that’s what you want so the box gets opened right away.

Step 5 – Follow-up with a call
After the package arrives, follow up in a day or two with a call. You are trying to schedule an appointment or speak to the person specifically about the work you do and its benefits. They might not take your call the first time, which is why you will be sending multiple packages. After a while, they’ll be like, “Who is this person?” and will really start to pay attention to what you have to say and soften up about speaking with you.

How many packages do you send? As many as it takes to soften up a prospect so they call you or take your appointment. If done with authenticity and sincerity in your intent to help them -it will pay off. So, don’t give up! The key is persistence, understanding they are super busy people.

Your Client Attraction Assignment

The “Shock and Awe” package is not for everyone. But, if you have a super busy, very specific group you are targeting, it can be a powerful way to break through the marketing clutter and get on their radar.

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://youtu.be/Fs1RLi6LA4w?hd=1[/youtube]

Today’s topic is about what happens when they don’t buy. You’ve had a great conversation with a prospect. You think they’re going to sign up or buy your product or program and then… they don’t. You say to yourself, “What happened? Why didn’t they,” when you think you’re doing all the right things.

If you’re not closing the sale and if they’re not buying, a few things could be happening.

First, it probably is not the right ‘message to market’ match. That’s a jargony kind of marketing term but I’m going to explain it to you.

A lot of people, perhaps even you, create a program, a product or a service that they think a particular group of people would like or would want or would buy, yet when it is presented to them, they don’t buy. happens because it came from what you think they needor what message you thinkthey want to hear, as opposed to what that particular group of people actually do want to hear.

Conversely, you may be selling the wrong service or program to the right type of client or you’re speaking to the wrong type of client for the service or product that you offer. You want to consider whether you’re offering the right thing, saying the right thing, and talking to the right type of client. A lot of times it has nothing to do with you; you’re just talking to the wrong person so for example, if people consistently can’t afford you, it might be that you’re just working with the wrong client.

Second, perhaps the value that you offer hasn’t been fully communicated. You may have a very valuable product or service but if you are not communicating the benefits, the results and the high value that people will get―the return on investment―then people see it as being a costand not an investment. See, people are buying a return on investment. They are buying a result and they want to think that they’re getting more value than what they’re paying for.

For example, let’s say you buy a silk shirt. And you get it on sale. It excites you because you know that you’re getting that very high quality product for less money than other people. It’s higher value than what you’re paying for. And whenever there is a higher value than what people are paying for, they’re more excited to say yes.

If you have not communicated that high value, people stay in sticker shock. So you must communicate the value more. You can do that through social proof or by talking more about the results they’ll get.

Finally, I want to talk to you about a concept called dollarizing. I read about this many, many years ago when I first started my practice. Dollarizing is seeing where somebody is now and where they want to be.

For example, in my business I’ll ask someone, “So how many clients do you have now and how many do you want? What is the average amount of money that you make with each new client?” Then we figure out the gap. Let’s say the gap is $10,000 and your program is $2,000, they get so much of a return on investment.

So figure out the return on investment with them. Help them dollarize how working with you could actually be free of charge. I tell my clients, “Our coaching is actually free of charge for you because most clients over the years have reported that the coaching pays for itself in the form of new clients, so in the first three or four months you get all these new clients, which pays for the entire year and then it’s free coaching!” That’s one of the ways to communicate the return on investment and to help dollarize and make sense of the investment.

Your Client Attraction Assignment

Think about how you can do all this in your own business.Communicate the value better, make sure that you have the right ‘message to market’ match, the right ideal client that you’re talking to and help them see that there is a great return on investment. When you can do that in your business, in your closing the sale conversations, you actually close the sale so much more.

A lot of people often make a decision to do something and then question whether they did the right thing. It’s traditionally called “buyer’s remorse”. Your new clients may feel like this which can be very unsettling. You want to anticipate this and reassure them that of course they have made the right choice for their future.

So how can you help new clients through this scary period between when they sign up, making the commitment and before they start working with you?

That’s the purpose your welcome letter serves. These important elements will reassure new clients that they have made the right decision and help them get excited about their new future.

• Congratulate them on making a great decision for their future.
• Give them instructions on the next steps to take – fill out the documents, read other materials, etc. Knowing what to do is very comforting.
• Provide a clear description of what it’s going to be like working with you and what they signed up for so they know exactly what to expect.  Don’t leave anything up to a client’s active imagination that might allow them to think the worst.

The key to creating a “problem-free zone” for your new clients is to communicate exactly what they are getting and can expect to encounter.  Spell everything out in detail so they know who makes the call, scheduling sessions, payment etc. Not leaving any steps out will give your new clients a sense of comfort.

You can even throw in a piece about giving you referrals and providing a testimonial so they know about this in advance and will expect this to come up during your work together.

This may surprise you, but most people like to follow the rules. When people know how things work, they stop worrying and start to relax.

Your Client Attraction Assignment

What will you tell new clients about working with you to help them feel comfortable after signing up? What steps and information will create a problem-free-zone for them? If you haven’t already made up your welcome packet, get started this week so your new clients know exactly what to expect.

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 are starting out or if you encounter a slowdown in your business, it’s so important to make sure you remain client attractive. What do I mean by that? The truth is if you need the money and the clients more than they need you, they are going to almost smell it on you. Fear and desperation are not attractive for bringing in new clients. In fact these two states of being are client repellent! If you feel these negative emotions you might be pushing clients away.

Why is this true? It’s simple – if you need them more than they need you, they will not trust you.

It’s really important to come from a “full practice mentality” where you don’t need anybody. Because when you don’t need the money, people tend to trust you more. That’s what its like when you have a full practice.

The point is, if you are transitioning from another business or job, it’s OK to keep that going or not leave your job until you feel financially ready to do so. This will certainly help not only with your income, but with your mindset which is vital to your success. Easing the mindset is your priority.

I recommend doing whatever you need to do to stay out of the fear. And if that means not leaving your job right away, so be it. Maybe you’ll stay another six to eight months to help ease your fear, keep you afloat and feel less pressured. That will give you time to position yourself in the marketplace so you are attracting clients who have the money, not sinking ship clients. And it will keep you from repelling really good prospects as well.

Your Client Attraction Assignment

If you feel panicky about leaving your job or transitioning your business to a new focus all at once, don’t do it. Ease your fear and mindset by holding off another few months. This gives you time to get all your marketing figured out and in place. It also allows for you to ramp up your new business without feeling too much pressure to cover all your expenses right out of the gate.

Talking to prospects from the full practice mentality allows your clients to sense your stability and be more likely to trust you when you don’t have the pressure of needing them.

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.