When it comes to list building, joint ventures can deliver the growth you are seeking. Students often ask me how to reach out to potential partners. A lot depends on who they are and the level of business success they have achieved. I recommend a different strategy for partners who are in a similar place as you versus partners who are more advanced.
Joint Ventures with Similar Business Size
Approaching a possible partner who is at your level is fairly easy. You can offer to do an exchange where you do something for your partner’s list and then you promote them to your list. This benefits you both; I did this a lot at the beginning.
Joint Ventures with Bigger Partners
If you approach a bigger business partner and ask them to promote you to their list, the answer will likely be “no.” See, there is nothing in it for them because of the inequality of your success. I learned this the hard way and realized I was going about this all wrong…
Offer Your Assistance First
You need a different strategy to get the attention of a larger partner. Now, when I approach someone with a bigger list, I offer my help. Try this script:
“I really like what you’ve been doing. I like the message and think we target similar people. How can I help? How can I promote you to my list?”
Recently, I tried this with a well-known business owner with a much larger list than mine. After asking how I could help her, she said, “Then I can help you. I definitely want to promote you to my people and maybe create some strategic alliance.” That’s exactly what I was hoping for, but I started the conversation by focusing on what I could do for her.
Try the Intuitive Approach
If you have the opportunity to speak with a potential partner privately, you can try this script. However, only do this if it’s true and feels natural, otherwise it won’t seem genuine.
“I just really love what you’re doing. I keep getting this intuitive nudge that we should be doing something together. I don’t know exactly what it looks like. Are you open to talking about this for a couple of minutes?” This works most of the time for me.
How Many Times to Approach People
Many students ask me how many times they should approach a person about partnering for list building before walking away. There is no right number, but I have noticed the Power of Three. Show up three times on somebody’s radar screen in a short timeframe, like a week or two. It can really help if the person hears about you from different sources so it seems like you are everywhere. Then, the person is far more likely to pay attention to you and be open to a conversation.
Your Client Attraction Assignment
Who do you know that would make a great joint venture partner? Who can help you meet that person? Check on LinkedIn to see if you have connections for an introduction. Then, try these scripts to discover which list building partnerships you can create.
Want more strategies like this? Join Derek in August for his Internet Marketing Intensive live training event. Over the course of three days you’ll discover everything you need to do to consistently and easily add hundreds (if not thousands) of highly targeted, ideal and super-qualified leads to your email list, while making more money using proven online marketing strategies and campaigns that are easy to implement, genuinely authentic and that work. Learn more at www.InternetMarketingIntensiveEvent.com.
Sometimes I have these moments in my business where I am reminded so greatly of the importance of what we do within the Business School… and how meaningful the results are for our students…
I sat down on my porch this morning with my mug of coffee and opened my email. Within minutes, I was in tears. Good tears.
One of our students in the Growth Track sent me a video (for my eyes only) telling me about all the big things that have happened since she enrolled in The Client Attraction Business School months ago. She told me how she used to get in her own way, again and again, not saying yes to the opportunities that kept showing up, for fear of (being judged, being criticized, [insert your own fears here, we all have them]).
But then something happened, she said. There was one thing that was absolutely life-changing for her, something that got her out of her own way.
She upgraded her Mindset with me, in the span of 3 days.
She told me how she had been approached with a BIG opportunity for growth year after year, but her “gunky” mindset kept getting in the way and she kept saying no to this opportunity because she was scared. Like many of us, she was scared to take this next giant leap in her business. “What if I’m not good enough? What if I don’t have what it takes?” she asked herself, like so many who stop themselves do.
She said that only after attending The Mindset Retreat just 11 months ago, was she able to step into fear with courage and confidence, rather than back down like she’d done previously. As she’s telling me this in her video, she was holding back tears of gratitude that, frankly, got my eyes worked up too.
And guess what? After shifting her mindset just months ago, and stepping INTO the fear with a newfound faith, rather than backing away from it, she’s finally said yes to this big opportunity, and said yes to countless other opportunities that have brought her business (and income) to an entirely new level.
In fact, this is the second time in 2 days that I’ve been told something like this…
I’d like to keep her anonymity private because, well, she’s a private kind of person, but I have to tell you that in her video, she revealed to me that she’s still a little scared sometimes.
And so am I.
Fears will always show up when you reach for a fuller, richer, more abundant life. Here are examples of fears that come up when you begin to think bigger and reach for something outside your comfort zone:
- Fear of rejection
- Fear of failure (or fear of success)
- Fear of what others will think of you
And I will tell you, if you want to get to that next level of your own income and breakthrough, you MUST be willing to stretch beyond your existing comfort zone. That’s what happened to this Growth Track student of ours.
And here’s what she said she now realizes: since our Mindset work together, she now knows just how to walk right into those pesky fears with confidence and how exciting it really is to do so, and then reap the rewards.
So, I’m celebrating her big time today. Because she said YES to upgrading her mindset (there is no other choice, just so you know, unless we want to stay at the same plateau).
I hope this inspires you just a bit, and I also want to share a mindset lesson with you, in hopes that you will overcome some of the same fears she was able to (and that all our students do), so you too can step into your greater purpose and a more abundant life.
To help you get beyond this discomfort and act with courage and confidence, so you can reach to the next level of your income, I’m hosting a free class for you. Some of the dozens and dozens of concepts I will share with you are:
1. What you want (the breakthrough) is right beyond your fear.
2. You must be courageous.
3. The discomfort is always strongest the first time.
4. It helps to surround yourself with people who have successfully crossed the fear many times. They can coach you through the process and reassure you you’re on the right track.
That being said, I want to invite you to get out of your own fear-based mindset by joining me for my free 3-hour Mindset Masterclass this month.
If you’re interested in dipping your toes into the Mindset ‘water’, so to speak, and to see what it’s all about, I’m offering a totally free Mindset Masterclass for 3 full hours on August 11th. I’ll be livestreaming from my home here in Stamford, CT. (Yes, that means you can stay in your pajamas and not leave the house, if you like!) 😉
The 3-hour Mindset Masterclass Livestream is happening:
Monday, August 11, 2014
11 a.m. – 2 p.m. ET (New York Time)
3 hours of content and inspiration
Video presentation: all you need is a computer and an Internet connection
(Free of charge)
I believe this Mindset MasterClass may be the beginning of a new time in your life, one that may bring you tears of gratitude too.
Click here to sign up for free now.
Until August 11th!
As always, I am always here to help, with love.
Hugs,
Fabienne
Has this been happening in your business? When you first started out, getting clients seemed to flow for you. You connected easily with people as you met them and seemed to find prospects anywhere you went.
Now a few years into building your business, your pipeline has slowed and client attraction feels more difficult. You aren’t sure why this is happening and this puzzle may be getting you down.
To tell you the truth, encountering this slowing down of new clients is actually very normal. I hear this all the time from students. It not only happens with people in the first couple of years of business, but also 10 or 20 years down the road.
There are two big reasons why this change occurs:
1. You Stopped Doing Some Essential Marketing
At first, you were very excited about what you were doing. From that place of enthusiasm, you talked to everyone about your business. Be super honest with yourself and look at the number of people you invited to do a Get Acquainted Call with you over the last few months. You will probably notice a big drop versus when you started. It’s possible that you’re not asking people to participate in this part of the sale process as frequently at this point.
2. You’ve Lost Some of Your Original Passion
Another thing that happens to the small business owner is your passion can shift too. You may get distracted by the new “shiny objects” you learn about or decide to chase after. Or maybe, you simply aren’t as connected to the excitement that launched you forward. As time has passed, that passion has diminished and you have lost touch with it.
Reconnecting with your original passion can definitely reinvigorate your business.
• Keep in mind the reason you started doing this work
• Think about the clients you have already helped
• Remember the solution you have that your clients need
Your Client Attraction Assignment
Think about the core marketing elements you counted on when you began. What used to work that you have abandoned or haven’t done in a long time? Make a list of what worked in the past and then start doing those very activities again. Then, watch your pipeline grow again.
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.
Have you come up with a system that got you where you are today? Often that is the basis for a small business – sharing your knowledge, wisdom and solutions with others who have the same type of problem. That’s how to attract clients.
While it’s very important to be congruent with what you say and do and be the kind of person who “walks your talk,” let me share a little secret. You do not have to be perfect. Nor do you need to have every single thing figured out.
For example, when I ran the Millionaire Entrepreneur Mindset Secrets Tour last year, I added a section where I admitted I was still working on my own mindset. I thought about how I know all the material and steps I share in the program because of my own mindset training. In fact, I’m still working on my mindset and will continue to do so (it’s really an ongoing process).
The reason people want to work with me is because I’m not teaching stuff out of some book I read. I’m sharing the process I’m going through and continuing to develop. I’m in the trenches with my students. I’m still working on my client attraction as I help you with yours. The minute I find something that works, I pass it along.
See, there is a way to let people know that you are not standing on some pedestal. You are continually working on your craft and pushing your personal mastery to the next level.
Your clients will appreciate that you are still learning for a few reasons:
- You are being honest and vulnerable with them
- You haven’t figured it all out yet and are just a few steps ahead of them
- You are sharing what you learn to move to the next level so your clients can follow in your footsteps
Students say to me, “You’re the real deal. You’re in it with us. You’re showing us how.” People want to relate to you because you are learning too. But when you are up on a pedestal, clients think, “Gosh, I’ll never get to that level.” When you are relatable, they think, “Well if she’s still working on it, maybe I can do it too.”
You don’t need the pressure of being perfect. One thing I know for sure is that it won’t help you attract clients. So, take a load off your shoulders and drop it. No one is perfect, and perfection is not a requirement to own a successful small business or to attract clients.
Your Client Attraction Assignment
Are you holding back anywhere in your business or with clients because you worry about being perfect? If you do this, you are not sharing what you do know that could help so many. Let go of perfection and share the knowledge and solutions you do have. Be kind to yourself and know that if you do things well, you will always be learning.
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.
Do you get clients who want a special price break, payment plan or a smaller program than you currently offer? Some people ask you to make exceptions and special arrangements for them to meet their needs. How should you respond?
It might seem reasonable if one person makes a request of you. You can accommodate one variation. No big deal right? Believe me I did this at the beginning. The reason I’m able to have higher standards now is because I lived through saying, “Yes, I’ll give you a modified program or pay plan” and know the downward spiral that can create.
Three things happen:
1) Exceptions Wreak Havoc. It’s easy to handle a one-time bending of your rules, but the more you say yes, the more you have to juggle. Additional variations of your offerings are what I call “desperate programs.” These variations are hard to remember and become confusing. You might find yourself asking, “What did I promise her? What did I say here?”
It’s a kind of sabotage that takes up a lot of room in your day and brain. Doing this to get clients creates stress and wreaks havoc on your team. They won’t be able to follow what you are doing when you have no standards. You may not have a team now, but when you do, your team will struggle as a result of these exceptions.
2) Referrals Ask for Modifications. The people who you negotiated with will refer clients, who will also want to negotiate. Soon you won’t have any standard programs and tracking the programs you do have will become impossible.
3) Resentment Builds. About 12 years ago, I had a client who took me off guard by offering me $1,000 for my $1,200 program. I was still building my nutrition practice, so I took her offer. From that moment on I resented it and it became very hard to handle. She was a lovely woman, but continued asking for concessions until it became unbearable.
To be very transparent with you, I found myself holding back from her. She was asking for way too much and didn’t even pay the full price. This whole transaction didn’t bring out the best in me. That’s one of the biggest reasons I don’t recommend making exceptions and accommodating special request.
The best course of action is to stay clean and stick to your planned programs. Have standards and boundaries around what clients you want to work with. Choose people who can afford you and those who will find a way to pay you.
Your Client Attraction Assignment
Do you have specific programs defined? Do you stick to them or make tweaks based on what clients ask for? The more you stick to your standard programs, the easier managing your business will be. You’ll never misquote a price again based on some special deal you offered a couple of clients. Make your life easier and avoid making exceptions to 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.
As business owners working to get new clients, we’ve all heard it. You’re in the closing part of the conversation and your client says those fateful words, “I can’t afford it.” For some owners, this is the worst case scenario because you feel stuck when your potential customer uses this reason not to work with you.
There are many variations of this excuse which may include:
- That’s a lot of money
- My sister needs my help
- I have a mortgage to pay
- My son needs new tires
- Let me look over my finances, etc.
I’m going to share four methods to help you overcome the money objection and get clients.
1. Write down the excuses. Pay close attention to exactly what the potential client offers as reasons why she cannot start working with you. Write the reasons down so you can address each one with the person. Often these things are said quickly, so when you write them down, you’ll be able to see the list in front of you.
2. Get underneath the surface. Many people have a hard to spending money on themselves. The idea of investing in their life seems foreign. When a person talks about giving money to someone else because they need the help more, you want to show her that she is putting herself at the bottom of the list. Tie this into self-worth and self-value because that is exactly what is going on. Your potential client doesn’t think she is worth the investment.
3. Point out how money can be found. If a potential client’s TV was broken, there would be no question about finding the money to purchase a new one. Most of the time, people go out and buy one right away rather than be without their favorite TV shows. This analogy can be very helpful showing a person how they view priorities and how money is available for what they deem important and valuable. When people really want to do something, they find a way. That is the mindset you want to tap into in this conversation to help the prospect sign up. You can also help brainstorm ideas about how she can find the money.
4. Stand in your integrity. Sometimes, you have to recognize the prospect is not one of your ideal clients. She might not be ready or not fit your client profile, but in either case she is being honest with you. If your gut feeling says the person is not a good client, listen to that. Massively stand in your integrity with the knowledge of who your ideal client is and that this person does not fit the description. Then, let go.
Your Client Attraction Assignment
What is your closing rate like? If you want to get more clients to say yes, print this post out and keep it handy. The next time you are in a “Get Acquainted” conversation and money comes up, refer to these suggestions to help you close or move on.
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.
Recently a student told me how she had a lot of fear about her small business and how to get clients. She had an enormous number of opportunities coming her way, but she felt afraid to take any action. That fear made her feel like a failure and unworthy of such opportunity. As a result she was paralyzed – she couldn’t seem to take the next step on anything.
You may think this is crazy, but the first thing I said was “Congratulations!” I could tell she was about to make a lot of money in her business. How did I know? The same exact thing happened to me back in 2007. I too was freaking out and completely paralyzed at the start of that year. I wasn’t taking any action and could not do what I knew needed to.
See, I had a feeling that it was going to be a big year. In fact, it was a massive year in my business as I started new programs to get clients and practically doubled my income. With hindsight, I can see what I was so afraid of.
In the year 2007, I launched my first event ever in August, plus two additional events to follow. But before I managed to do all that, I went into this place where I just didn’t know what to do. Overwhelm is part of what created this deep panic within me.
The solution was to put my entire focus on what mattered most. Having four programs to launch at the same time was very ambitious. I needed a method to help me keep track of everything. That’s when I created a project tracker using Excel. I put all four programs into the spreadsheet and all the steps needed to get each project to completion. This is one of the many project managing methods we delve into in The Client Attraction Business School.
I also created a mind map of everything that was on my plate at the time, both personally and professionally. That helped me realize I had way too much going on. My next step was to put a “pause button” on many items and focus on just one. Then I put the pedal to the medal and worked very hard to finish every detail on that one thing. Once the first project was done, I moved on the next.
The truth is that I didn’t have time to stay in that stuck place of fear. All I had time to do was be in action. As a result, I made almost twice as much as I had the year before. That’s exactly what I relayed to my student who had expressed this fear to me.
Your Client Attraction Assignment
If you relate to this idea of being stuck because you have too many items on your plate, it’s time for you to hit the pause button. Get crystal clear on what you should focus on first to get clients. Then, work at it in steps until everything is completed before you even dream of starting the next project.
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 your practice is filling up and you are looking for ways to serve more people, consider developing a boot camp program. I did this several years ago when my practice was full, and I had a waiting list. There were also others who couldn’t afford to participate in my live programs. I wanted to come up with a way to build my business and serve more people that didn’t require a lot of my time.
The first time I ran the program, it was live by teleconference. I delivered the four sessions of content with the line muted and I didn’t mention any dates either. This allowed me to use the same content recordings over and over, any time of year, for years to come.
After the content portion of the call, I opened the lines for questions and answers. This was recorded separately and posted on the web page for the original group to listen to if they missed a call or wanted to reinforce the learning. Once that initial program ended, I removed the Q&A recordings from the page.
Even though my practice was full, this allowed me to attract new clients by suggesting they take the boot camp instead of working with me privately. They could listen to the recorded content and then get support by calling me during open office hours. First I did this on Friday mornings from 9 a.m. until noon and then switched to Mondays. Clients could speak to me for 15 minutes to get their questions answered.
Sometimes, not that many people called in for office hours. However, they really liked the program anyway. Turns out it doesn’t matter if clients call in or not. You’re going to be in the office anyway, so there’s no wasted time either way.
This model has some really great benefits for you as the business owner beyond how well it can attract clients:
1. There’s no waiting for a start date. You can register clients to start whenever THEY are ready. It’s the kind of program that offers open enrollment throughout the year.
2. You don’t have to worry if the class is full. It doesn’t matter if you have two clients or twenty two when the program is pre-recorded. But, when you offer a live program, having only two people on the call can be draining, difficult to keep things lively and make it appear your practice is not thriving.
3. It’s very efficient to run. The content and preparation needs to be done only once! You can use the same material over and over for years to attract new clients.
Your Client Attraction Assignment
Do you already have a program recorded that could be a good evergreen series? Even if you have a few questions on the recordings here and there, you can have them edited out. You may have a series all set with very little work. Review your materials to see what you can repurpose in this way to attract 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.
When you are starting a new business, the first couple of years involve a lot of hard work to attract clients. That’s no secret. But sometimes business owners come to me about how hard they are working and that nothing is happening yet.
That’s why I tell people starting a new business is like planting seeds in a garden. You don’t plant the seeds and then reap the harvest immediately. It takes time for your plants to grow. This is called the Law of Gestation. There has to be a gestation period when the roots go into the ground, the seeds sprout and the plant matures to produce fruit.
Your marketing needs to be seen by prospects many times before they decide to call or hire you. They are looking for value and social proof. That’s when clients start coming out of the woodwork. Then, while the marketing is working on one level, the Universe is rearranging itself on another level to help you attract clients. Both things are taking place simultaneously.
If you feel a lot of pressure for where the money will come from, you can do what I did: I took a part time position. The job only lasted three months, but it gave me a few thousand dollars that helped bridge the gap until the money from my business started flowing. Since it was only part time, it didn’t eat up all my time. There were still plenty of hours to do the marketing I needed to attract clients.
Not having to worry about money in the beginning can make a big difference for you. The part time job helped me stop living in fear about money. This meant I had more energy to attract clients, and feeling more confident and positive are highly attractive to prospects.
There is no embarrassment with getting a part time job to tide you over. I recommend this to many new business owners since I’ve been there and know what it can be like to feel the monetary pressure.
Invest your time in planting all the marketing seeds you can manage. Be sure you have chosen the right target audience and then meet as many people as possible in that group. Before long, your perseverance will pay off, the leads will turn into new clients and your business will blossom.
Your Client Attraction Assignment
Are you being consistent in your efforts to market your business? If not, create a system to follow like clockwork. Select a day for your newsletter and stick with that. Pick the same week each month to send your warm letter to your network and prospects. The more reliable your marketing efforts are, the more they will produce results.
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 get clients, there is a certain degree of skill when it comes to writing sales copy. Finding out what makes sales copy great can dramatically change the number of people who convert from lookers to buyers.
At ClientAttraction.com, there are four key questions we keep in mind when writing copy to attract new clients. When I wrote the sales page for my Get More Clients event, I spent a lot of time thinking about exactly how I wanted to communicate with my prospects on that sales page. These are the four questions I kept in mind.
Four questions you need to ask yourself when writing to attract clients:
1. Who is your ideal client is and what matters to them?
2. What is the problem that keeps them up at 2 a.m.?
3. What are the different pain points regarding that problem they struggle with?
4. What solution would your ideal clients pay anything to get their hands on?
Lastly, keep in mind the end benefit of what you are selling. This is what people crave and what will help you get clients. Don’t fall into the trap of talking about your method. Most people don’t care how you get them there nearly as much as that you can help solve their problem.
These questions give you a model to work from and you can use it whether you are writing online copy, a sales letter or an email. In other words, they will help you no matter what the sales copy is for. This a great resource for understanding some of the key points to touch on when presenting your offer to prospects who are considering buying from you.
Your Client Attraction Assignment
Ready to write some sales copy? Do your homework of gathering all the information you need first before you get started. Then you can refer to those details and plug them into the template, which will make the writing go so much more smoothly.
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.
