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.
To really play a big game in your business and make a great impact with your clients (and therefore your income), you must be really, really good at what you do. In Malcolm Gladwell’s book Outliers, he explains how those who are truly masterful at their skill or trade spend at least 10,000 hours doing that one thing consistently. That’s the equivalent of 10 years of doing one thing again and again. THAT is mastery. Mastery is infinitely more Client Attractive than mediocrity.
You can’t be good, let alone masterful, at everything. (Click here to tweet this.)
One thing that’s important to stress about mastery is that you can’t be good, let alone masterful, at everything. In fact you shouldn’t be, because that’s not how you make money. Instead, it’s important to focus on being known primarily for one thing, and one thing only.
I always say, “I’m really, really good at a few things in my life and really, really not-so-great at so many other things, and I’m okay with that.” The idea is that clients seek out mastery. You want to quickly become masterful at that thing you’re already good at and love doing, whatever it may be.
Here’s how: You become masterful when you strengthen your strengths (NOT your weaknesses). Too many people try to get good at many, many different things or work with many, many types of niches or skills. What they don’t realize is that the more they do this, the more they delay mastery. Doing so dilutes your expertise, and at the same time, dilutes your marketing message.
Watch this week’s video where I’ll share with you the importance of only working within your Unique Brilliance. When you focus your time on things you’re uniquely masterful at, that’s where you make so much more money in your business, rather than spending your time on things that don’t make you money. (And frankly, those are usually things that someone else could do much, much better than you.)
[youtube]http://youtu.be/feOs0XiJD5g[/youtube]
Your Client Attraction Assignment
My assignment to you today is to increase the time you spend on your Unique Brilliance. If you’re a natural speaker, focus your marketing more on speaking than writing. If you are a gifted “bridger” and a networker, be a permanent fixture at all the networking groups in your area. You only need to be good at three or four things in your business to attract a lot of clients and make considerably more money. Focus primarily on those. And then, as your resources permit and cash flow increases, you will delegate as much of the rest as possible. Can’t wait to see you be uniquely brilliant!
I’m so incredibly honored to share with you that for the third consecutive year, Client Attraction.com has been ranked by Inc. Magazine as one of the fastest growing private companies in America! This year, we ranked as No. 3184 on their seventh annual 500|5000 listing. We were also identified as No. 36 in Top 100 Media Companies and No. 33 in Top 100 Connecticut Companies. For the official ranking, click here.
Take a minute, if you will, to watch my video announcement below. It’s straight from my heart and an opportunity for me to express my gratitude for all your love and support over the years. We couldn’t have reached this important milestone without your trust and loyalty.
[youtube]http://www.youtube.com/watch?v=du0wjGehRf8[/youtube]
When I started ClientAttraction.com, I was nowhere near where I am today. It takes everything I am always speaking with you about—consistency, persistence, upleveling your mindset, willingness to play bigger and using the right tools and strategies to grow. I am so proud because our growth and success is such a testament to our client attraction method. I want all of you to understand that this is possible for you too. Let it inspire you to create anything that you want and to play a bigger game—in your business and your life.
My heart is so full. Thank you for celebrating this incredible success with us here at Client Attraction! I am grateful for each and every one of you, and am looking forward to continuing on this journey to success with you.
As an entrepreneur, you know you excel at several things. You are really good at what you offer and there are some additional “back office” skills that you handle well too. But you are not good at every single thing, nor should you expect that of yourself.
Sometimes clients who have a lot of technology challenges start to feel this is a sign they are going in the wrong direction. Don’t allow yourself to read the signs incorrectly or take away the wrong message.
You want to focus on what you are really, really good at and then delegate the rest. This can be especially true for online marketing which is so technology driven. With such a big learning curve, delegating these tasks makes the best use of your time. So, who should you seek to help with technology?
Many clients tell me how they seek out friends to help with website construction or online marketing. The problem is, unless you are paying for the service, you are not a true business priority. Your friends have other job responsibilities and clients to serve. You can’t count on when they will have time to get your project done and this can even strain your friendship.
On the other hand, there are big web marketing companies who have lots of talented staff to help you get online or market online. In this case the trouble is these services usually charge hefty fees that might not be affordable to a new business.
The solution I recommend is to find a Virtual Assistant to help with your technology. Hire one to be your online business manager. You can work with them to create a plan for Internet marketing or do your social media. They also are knowledgeable about video conferencing and email marketing. The key is don’t go too small or too big. Find a service that meets your technology needs and feels just right, as well as fits your budget.
Where can you find Virtual Assistants to help? Search online. I use www.AssistU.com and there are plenty of other reputable organizations. Ask colleagues who they use to see if you can get a good referral. Check with your LinkedIn groups. Or ask the Client Attraction community if you are in the Facebook group. You’ll be amazed at the great options they can provide. Don’t waste your time trying to be good at everything. Focus on what you are good at and delegate the rest. That’s just smart business.
Your Client Attraction Assignment
How are you with technology? Do you feel challenged in this area? Allow yourself to get the help you need rather than get frustrated by trying time after time to get something done. Or waiting for friends to get around to helping you. Delegating is the key to expanding your business and leveraging what you are good at. Find a virtual assistant who can take the burden off your to-do list.
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.
If you’re using video in your marketing (and if you’re not, you should be), I’d like to talk to you today how to be the “real you” in front of the camera. And I don’t mean the “video” you or the “staged” you. I mean how to be yourself on video…
I’ve seen it too many times. We all have. Your friend or colleague posts a video that doesn’t seem natural, to the point of it no longer being effective. You almost cringe in discomfort because you know it’s not working – and even worse – they probably know it’s not working either, but they don’t know what to do about it. The scenario is this: they have a certain personality in person, but when they’re in front of the camera for video, it’s totally different. It’s like a bait and switch leaving you scratching your head and saying, “Huh?” That’s not who I know – who is this person? Why are they not being who they really are?”
Be yourself in your online videos. At the end of the day, that’s what your viewers want. (Click here to tweet this.)
Online video has the potential to be an extremely powerful tool when it comes to building your list, marketing your business or attracting new clients. It increases conversion dramatically, everywhere from sales pages to landing pages to delivering content and information to your prospects and clients. It’s better than audio and better than text. However, so many people struggle with the fact that authentic online video is all about being you – not someone else.
If you don’t inject your personality (who you truly are in “real life”) when you step in front of the camera, the message and connection with your viewers will be incongruent and they’ll see right through you. You won’t be seen as genuine or real and they won’t trust you. And we all know that trust is the number one factor when it comes time for someone to work with you or buy your product or service. A potential client will always ask, “Can I trust this person?”
You see, video gives you the advantage to showcase how trustworthy you actually are. More so, you need to be yourself authentically so you’re convincing of the fact that you’re trustworthy – see the difference? Viewers want to connect with you – the real you – not someone you’re trying to be. Don’t be afraid to be human! It will actually work to your advantage.
It doesn’t take acting school and you don’t have to be “video smart” to be yourself in video. It’s just that nobody has taught you how – and that’s what I’m going to do for you today so watch this week’s video where I share my simple strategies to inject your personality into your videos and come across as the real “you.” I’ll share how to be more authentic and genuinely connect with your viewers, which will massively help you to convert viewers into paying customers and clients.
Your Client Attraction Assignment
If you’re doing video in your online marketing (and remember if you’re not – you should be), ask yourself how you can be more YOU in the videos. As an experiment you can try shooting some “personality” style videos. Perhaps share them with close friends and family first to get feedback before sharing with your network online. Remember that being yourself in your videos is what will help catapult you to a bigger e-mail list, more clients and higher sales through your marketing. Get out there and be you!
