If you have my Client Attraction Home Study Course, then you have the entire sales process outlined in detail. But today I want to share some simple tips that really work to close the sale while on the call with prospects.

1. Go over a prospect’s answers to questions they filled out and returned prior to your Get-Acquainted Call.

Even though this may seem redundant, it’s really important not to bypass this step because otherwise, you’re not connecting with the prospect. And you’re not positioning yourself as the problem-solver either. As a result, the prospect might not feel heard and you can lose them.

This will help people get in touch with their challenges and from that place of discomfort they can see this is something that absolutely needs to be changed. It helps establish the gap.

2. Send prospects your information about packages, but not your pricing.

While it’s important for your prospective clients to know what type of packages and services you offer, don’t share the pricing before the actual call. Then towards the end of the get-acquainted call, go over the packages and say the price. Next, mention that they can pay in full or with installments to make it easier. Avoid leaving any dead air after you say the price – keep the conversation moving here so they don’t get overly focused on the cost.

Your goal is to answer questions and get the prospect to sign up during that first conversation. Sometimes prospects want you to send them the pricing information, but you could easily lose them this way.

3. Get the payment information before you end the call.

Even if a prospect has agreed to work with you, you could still lose them if you are sending them to an online shopping cart. Do not delay the process because between your conversation and the time they go to pay, prospects can get distracted by any number of events. The phone could ring, a spouse might talk them out of the decision or they might just plain forget and rethink things later.

Do what you can to complete the sign up all the way through payment to ensure you fully close the sale. Doing this will help you increase your close rate and keep you from losing sales.

Your Client Attraction Assignment

Pay attention to each of these steps in your next few get-acquainted calls and notice what you might be missing. This is a great way to discover where to tweak your process to have more prospects become clients and improve your better closing rate.

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.

We can also connect together on Pinterest here.

[youtube width=”600″ height=”352″]http://www.youtube.com/watch?v=EyYFk4nhgK8[/youtube]

Today’s topic may sound a little kooky at first, but it’s about business karma. Yes, karma. Karma, client attraction, making more money, how does that all relate? Well, let me tell you a story. I did an event recently and I brought somebody up on stage for a business makeover. Together, we came up with an idea for her business and for her life purpose, along with the perfect web address for her site.

Somebody in the room confirmed this website address was available so I suggested that as soon as she got off the stage, she buy it. However, shortly after that somebody else sitting in that same room had already registered it. (We can tell because when you do a search for who registered it, it was somebody who was at the event.)

To put it bluntly, it makes me sick to my stomach. One, because at every event that I have we all agree that this is a sacred space. And also, those who I attract to my events typically are people with integrity. But here’s the thing. Integrity is doing the right thing when no one’s watching. In fact, integrity in business is doing the right things especiallywhen no one’s watching.

So, think for a second about this person who went and registered the website address even though it wasn’t hers to have. How do you think that she’s starting up her business energetically? This is what I mean by business karma.

The minute that you begin a business having done something that’s out of integrity, what do you think is going to happen karmically? There’s a saying that I really like and I think that you should live by as well, “Life gives to the giver and takes from the taker.”

What energy are you putting in your business? I remember many years ago one of the things that I regret and I actually talk about this in the brand new book that I am about to release called Embrace Your Magnificence: How to Get Out of Your Own Way to Live a Richer, Fuller, More Abundant Life.

In there I talk about business karma and my own experience with it. I was annoyed with a client who was not doing the work and who was giving my team a really big hassle. She wanted to pull out of the program and I didn’t let her get all her money back. In hindsight, I should have but keep in mind this was a long, long time ago―about 10 years. I’m not totally proud of how I handled the situation. Because I live my business through integrity, I should have just given her money back, blessed her and let her go.

Your Client Attraction Assignment

For your assignment, I want you to consider a tough question. How might you be slightly out of integrity in your business and with your clients now―or perhaps with your JV partners and other strategic alliances? How are you out of integrity in your business policies and procedures? How might you start doing the right thing―especially when no one is watching?

When you start doing the right thing, you begin to attract more good opportunities and more yummy clients. People can feel it on an energetic level when you are in integrity, when you give. Remember life gives to the giver and takes from the taker.

How are you taking and how can you do more giving, energetically, to do the right thing? Karma always comes back to bite you. It’s like a boomerang. Whatever you put out there eventually comes back. Do the right thing. Live in integrity. It’s time to figure it out.

Remember, If you’re doing something that’s not exactly right, you can immediately change it to do the right thing.

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]

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.