How is your client attraction work going? If you are struggling to bring in new clients, you’ll find this topic helpful. In order to be successful, first and foremost, you need to live your message. That means, you need to be experiencing the same success that you promise your prospective clients.
Sometimes I’ve seen coaches whose clients have breakthroughs, but they are struggling to attract clients and fill their practice. This sets up a chaotic vibration which can stem from teaching something from a book to people. When it works for them, but it hasn’t worked completely for you yet, that creates the chaotic energy.
Please know I’m not judging anyone out there. This shows up especially in Law of Attraction and mindset coaching. The chaotic vibration is a reflection of a conflict between two situations:
1) You want to have lots of clients, build your list and get well known
2) You have fear of the “fraud factor” and worry that if you get really big, people will find out you don’t know what you are talking about
This doesn’t mean you actually don’t know what you’re talking about or teaching. But you aren’t fully living your message either. You have to be able to have your own big breakthroughs first to be successful and attract clients. That is what makes people want to invest in you.
Look at how you might be inconsistent with your own message and then what you can do about that. This is how you attract clients to your business.
There are people who are coaching in every industry who are just regurgitating what they learned from books. So there’s no personal depth to their work. I believe clients are attracted to coaches who walk their talk and do what they say, day in and day out. As a coach, when you do this, you access your personal story and experiences including real examples of what does and doesn’t work that clients can connect with, understand and feel inspired by.
Your Client Attraction Assignment
This week, take a look to see where you might not be congruent with your message. Step back and observe your thoughts and actions to see if they match up. Checking in on occasion with yourself is a smart way to make sure you keep moving forward.
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 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.
Your website is one of the most important aspects of marketing your business, services and what you have to offer. Here at Client Attraction, we have thousands and thousands of people visit our site every month – sometimes in a day. So, we pay attention to every detail not only in our overall online marketing, but also in our website.
Every, and I mean every, detail matters. Your website needs to impress, wow, excite and compel your visitor to take some action so you get a response from them. Not wanting a response with your online marketing is like not wanting to build your list… or not wanting to build a relationship with your list… or not wanting to convert prospects into paying clients… or not wanting to earn money… Get the point?
Strategically fill all the space on your website with call-to-action content that encourages a response. Click here to tweet this.
Bottom line – design and detail are needed to ensure your online marketing generates a response. It’s critical if you want to authentically and effectively market your business online and make money with your website.
In this video, I explain how to best create a website that communicates, at a minimum, the following:
- Who you are
- What you do or have to offer
- Why you do it
- How you would do it for potential clients
Your Client Attraction Assignment:
Take a look at your current website. What can you improve in terms of the design and detail? What is something that you can up-level or streamline to get more of a response from visitors? Do a thorough review or have some of your team members or clients review and give you constructive feedback on what is still needed. Focus first on the three areas I mentioned in the video (website layout, colors and images/buttons) and see what can be improved to get a better response.
One of the best ways to increase your reach to potential clients quickly is by creating a joint venture. Forming partnerships with other successful people can skyrocket your exposure to your ideal clients, build your list and help fill your practice.
The first step is to determine who would be a good joint venture partner. Here are a few things to consider about your JV prospects:
- Do you feel good about the material they share?
- Do they have a good reputation in the industry?
- Do they have the same ideal clients you want?
Obviously, what would work great for your business is to connect with someone who has a bigger list than you. (Owners with similar size lists can also work.) So how do you appeal to these bigger business people? What do you say to start the conversation?
When approaching potential partners, start by offering to help. “How can I help you? What value can I add to your network in a way that you are not offering now? I respect what you do.”
When you approach a joint venture in this way, you aren’t asking for anything and are offering to help. So, you soften the potential partner to the idea of working with you and break down barriers to get involved.
People come to me all the time and say, “Will you promote my dog sitting book to your list of 75,000 people?” Many just expect I’ve got a large list and want to promote their stuff, but the truth is, this wouldn’t be a true partnership and it wouldn’t serve the people on my list. Sometimes the potential JV will offer me a cut from each sale, but that won’t help me build my business. At Client Attraction, we have to look at JV’s carefully, especially when they are somewhat disproportionate.
On the other hand, when I reach out to someone who’s got two million people on their list of women business owners, I don’t say, “What can you do for me?” That just doesn’t work. No, I show up saying, “What can I do for you?” This is how I’ve successfully created joint venture partnerships, even when my list was the smaller of the two. I will offer to do something free for these partners and as a result, work with organizations that have thousands and thousands of my ideal clients. I ask if I can speak for free or offer something for free. The exposure, publicity and goodwill that comes from it produces a lot of benefit for me as I attract new clients and build my list.
Your Client Attraction Assignment
Looking for joint venture partners? Spend time carefully selecting who you want to approach and look for people who also work with the same ideal clients. Approach a potential JV by offering to help and find out what they need. If your ideas don’t fit, they might have ideas that will work for you both.
Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step small business training system that feels easy and authentic to you. The Client Attraction 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.
Do you feel like you are rushing through your day and not giving any one thing your full attention? I know how easily this can happen because many people use a multi task approach which leaves them feeling scattered and their projects incomplete.
Let me share what I do. First, I have a mantra that I live by, “A strong focus now creates a different future later.” My team knows not to just walk into my office. If they do, I will just say, “I’m sorry. I can’t talk right now, I’m focused.” This might seem abrupt, but when I’m doing one thing, I need to do that one thing only.
A lot of people think it’s better to multi-task. They rush around, pushing through everything. They bounce from one thing to do the next. But that doesn’t work for me.
Instead, I recommend that you carve out time for specific activities. So, if it’s a client attraction day, then focus on your marketing. Build a “Business Development Only” day into your schedule. Make it Friday or Wednesday, but don’t see any clients that day. Don’t run errands or throw in a load of laundry. Don’t rush through anything. Simply focus on this one thing.
For example, with the writing of my book, I realized that I cannot write it in between client appointments. I need to stay in the energy of the book and if I’ve been away too long, maybe a couple of days, it could take me a couple of hours to get all the way back into it. For me, it’s actually better to take a whole week or an entire weekend or even one full day and do nothing else but stay in the energy. That’s what works for me.
This process of focus is what I share so you can use it to your advantage, get things done and not feel like you’ve rushed through everything. Stop using the multi-task approach and you can alleviate the frenzy it can cause. Carve time out for each task and be ruthless with your focus for greater success now and over the long run.
Your Client Attraction Assignment
To get more done, it’s time to schedule your important tasks in your calendar. Set aside a day for business development, product development and/or client appointments. Then stick to what your calendar says. I promise you’ll be pleased with the results that greater focus provides.
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 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.
One of the questions I get most often from entrepreneurs is this: “Fabienne, how much time do I really need to devote to marketing?” My answer is actually based on math, using existing numbers in your business.
Here’s what you do. Start with your income goal in your business for the next 12 months. So, if we were to have a conversation exactly one year from today, how much would you have made in these next 12 months for you to be happy with your progress? Write that total number down. For example, let’s use $120,000 to make it easy.
Using existing numbers in your business, you can calculate how much time you need to spend marketing. Click here to tweet this.
First, it’s important to break down your yearly goal in a way that’s easier for you to keep track of on a monthly basis. So that being said, how much does that yearly goal translate to per month? (Divide your yearly goal number by 12.) In this case, your yearly $120,000 goal breaks down into a goal of $10,000 per month.
Watch this week’s video strategy to see what to do from here. Follow my proven formula as it applies to your business and figure out if you’re marketing enough.
Your Client Attraction Assignment
If you’ve discovered that you need to do more marketing than you’re doing currently, let’s get you out there and start applying the Client Attraction System so you can easily attract more ideal, high-paying prospects and reach that yearly income goal. It’s easier than you think!
This is just one of the many best practices based on the Client Attraction System that we teach our students of the Client Attraction Business School, the premier training school for entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, you can speak to an enrollment advisor by emailing info@clientattraction.com. I hope you’ll join us soon. See you then!
As a small business coach over the past 13 years, here’s what I have discovered: Everyone is silently begging to be led. Now there are two schools of coaching if you will:
1) The first says you cannot and should not advise. You must pull answers only from what the client says.
2) The second is more like consulting and I believe in this type because that’s what I pay for.
Every once in a while it’s nice when a coach asks, “What do you think you should do?” This allows the client to coach herself which is empowering. But, my personal feeling is, if I’m going to invest money for someone’s expertise, then I want direction. I want best practices, I want that person’s intuition and all of that as well. The truth is, most people are begging to be led.
Thomas Leonard, the founder of CoachU and Coachville did a survey and the number one thing clients asked for was a strong coach because they are looking for direction, reassurance and confidence. I found that fascinating. So no matter what you do, from holistic coaching to business, people want a strong and loving coach. The combination is important to build a productive coaching relationship.
Clients may seek direction and guidance, but, there is a caveat. In certain circumstances when you don’t have the knowledge to consult, you say, “Well Susan, I can’t advise you in this because it’s not within my realm of expertise. You’ve got to do your due diligence, check in with your intuition, and get the facts first. So I can’t tell you what to do. But I can say if it were me, I would probably do this.”
One of the first things I learned in coach training, during the model on advising, was to be very careful. Ask clients to make their own decisions. You can suggest, “if it feels right to you, then…” to be sure clients gain confidence in making their own decisions once the information is gathered.
There is also room for asking clients what they think they should do. I don’t believe clients want that 100% of the time, but it works very well from time to time and is highly empowering.
Your Client Attraction Assignment
Of the two small business coaching styles, which one do you use more often? Consultative or the hands off approach? Remember that if you tend to be highly directive, it can be a good switch to ask your client what she thinks to guide her to make future decisions on her own.
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 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.
Sometimes my clients tell me fear of failure is holding them back from getting started. They feel stuck or frozen around their business and battling this causes them to miss deadlines, and avoid decisions and standing up for what they want.
I want to share a fantastic book with you that changed the way I look at myself. It’s called The Self-Esteem Workbook by Glenn R. Schiraldi. In the first few chapters, you’ll learn that your accomplishments do not dictate your worth. Your worthiness cannot be touched. You are worthy from the moment you were born. You are valuable and nothing can ever touch that.
This is so helpful if one of your greatest fears is the fear of failure. You are just as worthy if you fail at business as if you succeed. If you make money or don’t, you are worthy.
We all have a life purpose and the only way we can achieve it is if we learn our life lesson. You can guess what my life lesson is because it takes one to know one right? This applies to self-value and self-worth especially around money. I’ve been working for a long time on this.
You could stop yourself from being your most glorious expression of your purpose here on earth. The fear of failure could stop you, or you could say, “Forget that. Let’s do it! I’m going to do this no matter what.”
If you don’t try, I guarantee you’re not going to succeed. In the Northeast, the Lottery tag line for a long time was, “You’ve got to be in it to win it.” So if you try, you actually have a chance. If you get out there despite those creepy, ugly fears, you have the opportunity to make something happen.
Think about it this way. If God were speaking to you about this, would God say, “You can’t do this”…not likely, right? So why would you listen to anyone but God, the Universe or your higher power? When you hear these fears come up in your mind, acknowledge them and then refute it. Say, “You are not God, the Universe or my higher power and I will not listen to you. Quiet down, because I know who to listen to.”
Successful people feel fear too. I feel fear all the time. It doesn’t go away, but I’ve realized it is the ego talking. It wants to keep you small so you stay safe because the ego focuses on survival. But you can’t share your gifts with the world if you stay small. You are worthy, you are valuable and you are needed, so get busy.
Your Client Attraction Assignment
If you are stuck due to the fear of failure, push yourself to wake up when you hear those negative inner thoughts. Stop for a moment to realize this is not in your best interest. Say to the negative voice, “You are not God, the Universe or my higher power and I will not listen to you. Quiet down, because I know who to listen to.” Then remind yourself that you are worthy, you are valuable and you are needed. You‘ll be surprised how remarkably empowering this one step really is.
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 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.
Today, I want to let you in on a little secret… I want to let you know why unsubscribers (people that leave or opt-out of your email list) are good for your business.
You’re probably thinking, “What did he just say? Is he crazy?” But you heard me right. Despite what many think, it can be a good thing for your business when people unsubscribe from your list.
People opt out for a reason. Figure out WHY and what needs to change to prevent others from doing the same. (Click here to tweet this.)
I’m actually happy when people opt-out because it cleans up my list and I can rely on more realistic and truthful statistics and analytics like open rates and click-through rates. Dormant subscribers who never opt-out (and never read your emails) are just skewing your numbers.
In this week’s video strategy, I explain how people opting out of your email list gives you a fresh start. Let me show you how this “red flag” is a chance for you to look back on what you’ve done lately, improve and gain even better, more connected subscribers.
Your Client Attraction Assignment
This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.
For the third consecutive year, Inc. magazine has recognized ClientAttraction.com, the world leader in transforming small businesses using marketing and mindset and home of The Client Attraction Business School, on its 7th annual 500|5000 list, an exclusive listing of the fastest-growing private companies nationwide. With solid growth of more than 104% over the last three years, ClientAttraction.com has been ranked No. 3148 on the overall list.
In addition to this honor, the company placed No. 36 in Top 100 Media Companies and No. 33 in the Top 100 Connecticut Companies.
“Not all the companies in the Inc. 500|5000 are in glamorous industries, but in their fields they are as famous as household name companies simply by virtue of being great at what they do. They are the hidden champions of job growth and innovation, the real muscle of the American economy,” says Inc. Editor Eric Schurenberg.
Click here to view the full press release.
Complete results of the Inc. 5000, including company profiles and an interactive database that can be sorted by industry, region, and other criteria, can be found at http://www.inc.com/inc5000.
To attract clients, I recommend putting together three different packages.
1. A premium program offering the best value with a less expensive price per session
2. A mid range program
3. A low -end option that reduces the barrier to entry.
Let’s say the number of sessions would be twelve, eight and four. This gives prospects a choice to figure out the best program for their situation and finances.
However, many clients who are starting out building their practice have trouble talking about the higher priced programs. Sometimes they don’t feel deserving of the top fee or feel bad for charging so much.
When clients tell me this, here’s what I say, “Don’t try to play God.” What I mean by that is who are you to assume that a person can’t afford your premium package? If you know in your heart that eight or twelve sessions would serve the client best, then you need to help them make that decision.
Yet, many people only feel comfortable selling their smallest package to attract clients. When you do this, even if you don’t specifically say anything about it, energetically you are communicating, “Don’t buy 8 or 12 sessions. Only buy the four package.” And so that is what happens and you not only sell yourself short, but your prospect as well.
Remember, it’s actually cheaper per session for the higher packages which offer a lot more value for the money if you set them up properly. Let your prospect know this of course.
One last comment: When talking about package prices, please do not use the word, “cheaper.” Energetically, it’s much better to refer to it as “affordable.” I cringe when I hear “cheaper” related to the cost of services because I know my clients are not cheap and suddenly that word is associated with their work.
Be willing to ask for what you are worth and encourage clients to get the best value and the most help to find the solutions they need.
Your Client Attraction Assignment
One way to handle talking about your three package options is in your marketing materials. For example, in your “Interview with…” on your website or on your rate sheet, you can say, “People get results with the low-end package, but the two premium packages with more sessions are a better value. Plus, people get more lasting results with eight or 12 sessions because sometimes life gets in the way. You might find It hard to maintain your new learning with fewer sessions. With more sessions, you have more opportunities to reinforce the learning and end up with lasting results.”
Look over your materials to make sure you have positioned your top end packages this way to encourage and attract more clients and deliver the best value.
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 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.
