Many of our students talk about how they have large numbers of prospects who sign up for preview calls but tend to not register for the bigger program. Business owners wonder if there is a way to convert prospects like this into paying clients. Here’s what we recommend:

1. Do a Little Research. You may want to do a little research to see what, if anything is keeping people from signing up. Make a few phone calls to people who attended the preview and offer a get acquainted session. (Not too many calls, as this is a time consuming task.) During that call, you can ask why they haven’t signed up for anything. You may discover a theme running through the few calls you make. Or you might find out these prospects just don’t invest in themselves or their businesses. This can be a valuable exercise to collect some needed feedback.

2. Send a Post Call Invitation. You can send attendees an email invitation by autoresponder to schedule a get acquainted call. This way, the people who are interested will get in touch with you.

You could say something like, “I appreciate that you’ve been on the last two teleclasses and I’m sure you received a lot of value. I’d love to see how I can best help you. I noticed for some reason you decided not to move forward with my program. Perhaps a one-on-one conversation could help me understand how I can help you achieve your goals.”

Be very authentic with this offer and the copy you write if you want to attract clients. Those who feel drawn to talk about the program and get your help will contact you.

If you end up feeling overwhelmed with all the get acquainted calls, you can add another step between the autoresponder and the call to screen them a bit more. Ask a question about their business or find out what they are looking for. The ones who are not serious will weed themselves out which will help you focus on those who are truly interested.

Your Client Attraction Assignment
When you give a lot of value for free, remember you are also give people a taste of what it’s like to work with you. While some prospects will take advantage of every free program you do and never sign up, others will eventually become clients. The preview classes are a way to attract clients by pulling them into your marketing funnel.

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 ezine, or email newsletter, provides a way to stay in touch with people in your database and is usually part of your free irresistible offer (IFO) to attract clients. The point of your newsletter is to share really high content and high value information that readers can take action on. An ezine also keeps you top-of-mind with people in your database who are potential clients. And it helps you promote new products and programs, again working to convert those readers into clients and customers.

But what should you include in your ezine so that it works hard for you with your readers ? Here’s how I put my newsletter together which you can use as the basis for yours as well.

• Start with a personal note which is important for building relationships. Tell readers about yourself and how things are going for you.
• Next, include a feature article or video that focuses on challenges your audience faces. Talk about solutions to the the problems you hear clients complain about over and over again. This is where you offer high content and high value to your readers. (You can even try surveying your readers to learn about what they need help with.)
• Include social proof in the form of client testimonials so readers can see how your services and products have worked for others.
• Add a section to announce upcoming events to build awareness and excitement.
• Introduce new programs and products in your newsletter and use it to make sales. You can also invite readers to schedule a get acquainted session to attract clients.
• Offer recommended resources which again add more value.

eZine Service Providers
There are a number of service providers for ezines such as One Shopping Cart, MailChimp.com, iContact.com, ConstantContact.com to name a few. They offer templates that you can choose and customize. All you need to do is fill in the sections and send it to your list.

Consistency of Delivery
The most important element of your ezine, regardless of your content or how it looks is to be consistent with your delivery–either weekly, every other week, or monthly. Choose a day and never vary. You can always send other communication, but don’t forgo your regular newsletter. Your consistency trains people to look for your ezine and that builds trust. As you know, people work with people they know, like and trust, so this works to your advantage to attract clients!

Your Client Attraction Assignment
If you’ve been struggling with consistently sending out your newsletter, here’s my advice. Set aside an hour to brainstorm topics. This way you can make a list of what to write about for up to three months into the future. Think about upcoming holidays, seasonal opportunities, what your clients struggle with, common problems and new resources you can share.

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.

Deciding on pricing for your products or service packages depends on several things. Here are my top three strategies for selecting the right prices for your business.

1. Where does the product fit in your marketing funnel?
To attract more clients into your marketing funnel, you need a variety of prices for them to choose from to help them get past the barrier to entry. Start with your Irresistible Free Offer (IFO) and then have higher priced items, maybe $597 or more. But, you’ll also need items in between to give people a first purchase stepping stone.

I was working recently with a Multiplier Track student on her marketing funnel. We noticed her offerings went directly from free to $497, with nothing in between. She needed something at the $97 mark or even $297. So, we created something that would be of value, but not break the bank for people just starting out. This allows clients to sample her work at a lower price point.

When pricing a new product or service, ask yourself, “Where does this fit within my marketing funnel line up?” and look for any gaps you may have in pricing.

2. Product titles impact the perceived value.
Be aware that what you name your product or service package affects the perceived value. For example, if you call something an “eBook”, you can sell it for up to $47, maybe a bit more. But, if you call it a manual or home study kit, you can potentially sell it for thousands of dollars.

The perceived value of a system or home study course is significantly higher than a simple eBook, even if the information is similar. To attract more clients, it helps to package the home study kit with several pieces to provide greater value, like CDs or DVDs, transcripts, study guide, worksheets, question and answer calls, private Facebook groups, etc.

3. The Psychology of Choosing the Specific Price
Round numbers are rarely used when it comes to pricing your product or service package. People automatically tend to round up, but psychologically, it’s been found that lower ending numbers sell. So you will sell a lot more packages at $497 then you will at $500 – that’s just the way it is.

In the past, things were $9.99 and this is still true at retail. But for services and information products, the trend has shifted over the years. There was a move to $9.95 and now to $9.97. When I was coaching individually, my programs were priced at $9,700 for the year, with smaller packages at $6,700 and $4700. The seven tends to interrupt the rounding process more than using a number ending in five or nine. I have also seen a trend with information products ending in seven and services ending in five to attract more clients.

Your Client Attraction Assignment
Take a look at your marketing funnel this week. Do you provide a variety of pricing levels, making it easy for people to get started? Do you offer higher levels for clients who are more serious or want to continue working with you? The key to attract more clients and keep them is to make it easy for prospects to get started working with you.

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.

Are you starting to develop programs to attract clients in groups? When I first started offering group courses, I had a mix of people who were at different levels. While the programs were successful with a blended group, I definitely felt it would be better to create specific courses that met different needs. Each time I delivered the program, I changed things here and there to improve them.

I want to share my best practices for developing strong group programs so that you don’t have to struggle to figure out what works. These details give you the basic structure and you can fill in from here depending on what type of service you provide and to attract clients you want.

1. Put Similar People in Groups. For my clients, it became clear that everyone would benefit being with people at a similar business level. Today, as you know I have the Growth Track for start-ups, the Leverage Track for people ready to scale their business and get past the overwhelm, and the Multiplier Track for those who want to play a much bigger game. Think about the people you serve and how they fall into different groups to see what will work for your practice.

2. Different Content. Depending on where your clients are at with their businesses, the content will vary. Using my own business as an example, start-ups need a lot more “how-to’s” and content for business basics. But clients in the Leverage Track need a lot more strategy to achieve their goals. Be aware of these differences in what the groups need so you can serve them best and attract clients to each one.

3. Live Vs. Virtual Meetings. Along with all the virtual sessions, live meetings help the groups mesh and start to lean on each other. Members are there to support each other and this is really solidified when they can spend a couple of days together.

4. Be a Strong Leader. One thing I found was how important it is to be decisive and a strong leader. At the beginning I would sometimes ask the group, “What do you think?” Then members felt entitled to have a different opinions and some would be upset when I didn’t choose their idea. Avoid this issue by being decisive for the group.

5. Accountability and Collaboration. People want a lot of accountability and collaboration. Finding a buddy can help members stay on track and keep their word about what they want to accomplish. Any opportunity to get support and work together is very important. That’s why I include group access which you can do through Yahoo, Google, or Facebook groups.

Your Client Attraction Assignment
If you haven’t started developing your group programs, yet, you now have a solid foundation to build from. On the other hand, if you have already been running groups, these best practices give you the opportunity to fine tune things. Having the right programs serves your clients and strengthens your offerings to attract clients and expand your business.

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.

When you are looking to build your practice and get clients, there are a number of effective ways to improve your closing rate. However, one thing that can really tip the scales in your favor is to crush them with social proof! Now when I say “crush them” I mean to do this lovingly. You want prospects to begin to trust you because people do business with those they know, like, and trust. This is how you get clients.

Testimonials from happy clients help people feel more secure  when making the choice to work with you. Happy clients praising your work and process let others know you can help them solve their problem too.

If you want high paying clients, look at what I do online with video testimonials. Not only do we put them on the website, but I also use them on Facebook and Twitter.

The more you share your clients’ success stories, the more impressive and convincing your work becomes. And video is the strongest form of social proof. It’s really compelling. Find a way to get together with your clients in person and ask, “Do you mind talking about your experience and how pleased you are about it?” This kind of testimonial will get more clients.

Of course you can use written testimonials as well. I also recommend that you ask testimonials in a certain format. Have your client talk about how things were before working with you and how things changed for you afterward. This formula can make a big impression and points out what really works with you and your system. Oh, and be sure to ask for a photo to include with the testimonial.

So, when I say “crush them” what I really mean is to share loads of social proof so prospects feel more certain you can help them. It’s not about bragging, it’s offering the solution they are seeking.

Your Client Attraction Assignment
Have you started collecting testimonials yet? If not, it’s time to get started. Video testimonials are great because they are so compelling and engaging. Don’t worry about making them look super professional. The spontaneity adds to the video’s believability. Commit to getting testimonials, even written ones from every happy client to build your social proof and get 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 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.

Delivering teleclasses is a powerful way to get clients. Yet, many of my students tell me they aren’t sure what to include or the order that works best to deliver the information.

I’m going to share my surefire structure for creating an amazing teleclass. It’s so easy you’ll have your first program together in no time. Or, this can be your opportunity to restructure your current content to make it work even harder for you so you get more clients.

I’m going to tell you my secret; I often script the entire program so that I know everything I’m going to say. You don’t need to type out every word, but when you have the main details in front of you, it makes delivering the information so much easier. Plus, you won’t need to worry about forgetting anything.

I recommend this seven part flow for material you want to share in your next preview teleclass.

1. Welcome listeners to the call. Tell them you are grateful they made time to be with you. Let them know how this time together will change their lives.

2. You have so much content you could talk for days. Talk about how you’ll provide loads of content, whatever can fit into the hour even though you could teach this stuff over three days because you have so much to share. There’s lots more to learn,  so suggest listeners may want to work with you to get more information and that later in the call, you’ll offer an opportunity for deeper learning.

3. Introduce your topic and present the problem callers have. Talk about the problem listeners have or if you don’t know this yet, tell your compelling story. Make sure to weave in client examples to prove how your method solves the problem.

4. Make a mini- pitch at 40 minutes. Say something like, “I’ve given you a lot of content already. We’re at step four out of seven (or whatever the number of steps). I know sometimes people can’t stay for the entire call and I don’t want you to miss anything coming up.” Then take 5-minutes to preview your offer, give out the URL, stuff like that.

5. Finish your content. Get back to delivering the remainder of the content and make sure you cover everything you promised.

6. Deliver your pitch. Finish up with your pitch and explain your offer to learn more at the end of the call. Don’t forget to squeeze in those client examples of success to get clients interested in working with you.

7. Close with some branding. For me, I end calls with “Okay, this is Fabienne Fredrickson signing off. Have a great night. Remember, live life like you mean it.” See how easy that is? Use this format, and you’ll get clients to work with you faster than you might think.

Your Client Attraction Assignment
Try this format for creating your next teleclass preview. Once you plug your information in, you see how well this structure works. Write out your main points and figure out what client examples to use. This preparation pays off when you get new 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 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.