2014 - Page 6 of 11 - Small Business Coach, Women Business Coaching

Fabienne's Love Note This (very) personal note was not something I expected to write you today, and at the risk of sounding overly emotional or sentimental, I will admit to you that my eyes are welled up in tears as I write this. Today, this special day, is one that means the world to me…

free·dom
ˈfrēdəm/
noun

1.the power or right to act, speak, [do business] or think as one wants without hindrance or restraint.

Today happens to be the day that most people celebrate as Independence Day in the US. Yes, it’s meant to mark the holiday in the United States commemorating the declaration of independence from the United Kingdom. And yes, there are the requisite barbeques, fireworks and the red, white and blue everywhere (you should actually see how my house is decorated, inside and out! I’ll post pictures today on Facebook, for you to see…)

But for me this is a very personal holiday, one that brings tears to my eyes because it’s so meaningful.

You see, back in 1999, the week of the 4^th of July was when I walked away from Corporate America for good, from collecting a paycheck from someone else, from doing mindless things I didn’t like doing and that weren’t actually making a difference, from being someone other than who I really was and from apparent “security.”

It was the week that I took the great leap of faith, against the advice of many people who loved me and wanted the “best” for me. It was the week that I started my own business, a nutrition business out of my 300 square foot apartment in midtown Manhattan, even though I knew nothing about being self-employed.

It may have been hot and muggy that week in the city, I may have had some doubts before making my decision, but I now felt light as air, giddy from the all-encompassing sense of freedom that came from drawing a line in the sand and declaring my own independence. It felt like I’d been released from a prison sentence.

Yes, I went through some turbulent times in the beginning. Naively, I started my own business not knowing how to market or get clients. I didn’t realize that doing marketing and sales in corporate is soooooo completely different from selling yourself, and that you actually need to follow a proven system. And yes, I felt lost, without a plan, and I had to figure out my own Client Attraction System without anyone’s help. Yes, I went about it through blood, sweat and tears. Sadly, The Client Attraction Business School™ didn’t exist back then…

But through hell and high water, alone and clueless, I made it. Yes, the gamble and the sleepless nights paid off after all. And you know what?

I wouldn’t give it up for the world.

Yes, entrepreneurship IS a full contact sport. Yes, it’s not for the faint at heart.

It’s for people with a big heart, a big vision and for those who want to make a difference and who are willing to do whatever it takes.

Entrepreneurship is a private club that I am incredibly proud to belong to, one that I will never, ever leave.

Why? Because…

I realize now that I’m completely unemployable (and unapologetic about it.)

I am a passionate rebel who is proud to shake up the status quo and be of service to other entrepreneurs around the world, with all the gifts that were divinely given to me.

And because I get to change lives every day, and no amount of “security” from an outside job could ever give me that feeling of being here on purpose, for a purpose, with a purpose.

I am proud, immensely proud, to call myself an entrepreneur, because I know in every cell of my body that entrepreneurs are some of the most courageous people on the planet, with the biggest hearts, the most determination and ultimately, are the ones who change the world.

And that means you too.

Whether or not we’ve ever met in person, please know that I champion you, I respect you, I admire you for bucking the status quo and doing your own thing, and I love you from afar.

Wherever you may be in the world, and whatever your own “independence day” was from working for someone else, even if that day is still ahead of you – TODAY, I celebrate your courage, your passion and your stick-to-it-ness.

Thank you for being on this journey with me.

Here’s to our freedom…

With love (and wiping tears from my cheeks),
Fabienne

p.s. Would you please take a moment to add a comment below? I’d like to hear from you about this. 1) Tell me what it means to YOU to be an entrepreneur, and 2) Why did you start your own business? I started my own business because I wanted to be free and to make a bigger difference in people’s lives than what I was doing in corporate. What about you? (I’d love to know!)

Have you been thinking about raising your rates? That can be both exciting and nerve wracking for business owners. On one hand, you’ll produce more income from the same amount of work. On the other hand you may be concerned by the risk of losing clients due to higher rates. While this may be true, there are best practices for handling a rate increase that, if done well, can get you new clients!

1. Give prospects on your list advanced warning. I recommend that you announce a coming rate increase two-three months in advance. This gives you a great reason to check in with prospects and see how they are doing on their own and if they might be ready to work with you.

2. Use a variety of communication methods to announce the rate hike. Sometimes you have everyone on your email subscriber list. Other times you may have phone numbers or a physical addresses. It’s perfectly alright to make this announcement in several ways. You can email, call and send hand-written notes to prospects – whatever way you have to communicate with them, do it. You can even consider sending the information multiple ways to people to catch their attention.

3. Explain getting “grandfathered” in at old rates. Let people know that if they choose to work with you before the increase, they will be covered by the old rate like your current clients. This can help incentivize prospects to become clients in two ways. They don’t feel trapped because you’ve given them plenty of notice and it makes people get off the couch a little faster so you get clients.

4. Ask questions to create the need to work with you now. Sometimes prospects think they don’t need to work with you even though their current situation demands change. To help people open up to the idea, ask them what’s not working right now. This can plant a seed and inspire prospects to work with you now due to a current need and to avoid a price hike.

5. Tell new prospects about increased rates. As you meet new prospects, share your new rates with them. For those who choose not to work with you, add them to your subscriber list. Then announce your coming price increase in an email, which tells everyone including your newest prospects how they can still get in at the current rates. This can act like a back-door incentive for newer prospects, motivating them to get started now before prices go up.

Your Client Attraction Assignment
When was the last time you raised your rates? If you‘ve had the same pricing for more than one year, you may want to consider taking an increase. By following the five steps listed above, you can actually get clients while raising your prices. This process has worked for me and many of my students. So have no fear about the price increase you are dreaming of.

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

If you are just getting started and are looking for networking opportunities and speaking gigs, I have one very big piece of advice: Start locally.

Here’s why this is so important when you are ramping up:

1. When you network locally, it’s easier to attend groups or events more frequently. This will help you get to know people better.
2. Staying local means your network will build on itself as you meet more people who know the same people you do.
3. With local networking, you can get more visibility in a particular area to get known better by the community.
4. Local speaking gigs give you the opportunity to network with these same people repeatedly, creating a stronger impression.

When you go outside your area at the beginning, you risk spreading yourself too thin. You won’t be able to follow up and benefit from the lasting impression that comes with meeting the same people over and over again. This is how important connections and relationships form.

To get more clients and build business, you want to be seen frequently in your area. People will think you are everywhere, which is good for getting noticed. When people see you in several places, awareness for what you do starts to spread, which is exactly what you want.

In addition, I don’t need to tell you how quickly travel expenses can add up these days. Plus, traveling makes it difficult to manage your time and may prevent you from implementing your marketing plans. You’ll be at your desk even less.

When you focus on speaking and networking locally, you can manage your time far more effectively. This is especially important at the start of your practice.

Your Client Attraction Assignment
Have you done a thorough search for networking groups and associations in your area? If not, make it a top priority this week. Make a list everything you find. In addition, as you get out there, ask the people you meet if they can recommend other groups or associations. That’s a wonderful way to expand your circle of connections and discover opportunities you might not find any other way.

Sometimes business owners ask me what is the best incentive to get referrals from their clients. There are several ways you could incentivize your client base to encourage them to share referrals and find new clients. However, I’m not sure that is necessary.

This is what I believe. I don’t think you actually need to give an incentive in order for happy clients to give you referrals. I believe that deep down in their hearts, they want to give you referrals. This is especially true if they’ve gotten good value from you and if they feel you’ve taken great care of them.

However, I do recommend putting something in the policies and procedures section of your welcome packet about referrals. You can add language that talks about how you will be asking them if they know anyone who could benefit from working with you as they have. Doing this gives clients a heads up, so they know you are going to ask for referrals to find clients and they will expect it.

One of the things you want to start thinking about is to continually be on their radar screen. Even when you are done working with them, stay top-of-mind with your clients. When you continually wow your clients, surprise them, delight them and make them feel significant, they will love you. They will want to share their excitement and positive feelings with others so they too can experience working with you.

Think about it for a moment: don’t you love to feel significant? When someone makes you feel this way, what is your immediate reaction? I bet you wonder how you could help that person or make them feel good too.

Naturally, one thing you want to make sure you do is acknowledge clients for their referrals. Thank you cards are always a warm and personal way to reach out and let someone know how much you appreciated their connections to find clients. In addition, this satisfies many people’s curiosity – they like to know what happened as a result of your connecting with their contacts.

Happy clients are by far the very best way to find new clients. Word of mouth and referrals are the absolute strongest method for building your business. Not only that, but it usually is a no-cost marketing method to fill your pipeline. Even if you do provide some sort of token or gift, the cost is usually minimal.

Your Client Attraction Assignment
Do you have a plan to “wow” your clients? What ways do you go above and beyond when it comes to service and making your clients feel important? If this is something you haven’t developed yet for your practice, it’s time to get started now. Remember, happy clients who feel appreciated are the ones that often give the most referrals.

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.

How to network authentically with opinion leaders Sometimes you have a rare opportunity to meet someone who is an opinion leader in your line of work. This person may be a high-profile leader in your industry who inspires you. When you meet at a big conference or other event, you want to stand out and be remembered. How can you make the most of your time together?

Recently, I had this opportunity. At a big conference, I was able to meet face-to-face with someone I had followed for a while and admired greatly. Here’s how to network with opinion leaders and what I did to make the most of this situation.

1. Shake hands. Make sure you maintain eye contact as you shake hands. If hugging is appropriate and seems like it will be well-received, you might do that instead.

2. Introduce yourself. Say your name and why you are such a big fan. You want the person to realize you are very inspired by him or her. Express your gratitude if that feels right. Be genuine and authentic with your introduction and happiness to meet in person.

3. Avoid gushing. The last thing you want to do is gush or seem “goo-goo, ga-ga,” if you know what I mean. Think about what you will say so you feel comfortable saying it. Even if there are only a few minutes to rehearse, do it.

4. Close with follow-up. You’ll naturally say something like, “It was great to meet you,” but this is the perfect time to add, “I’d love to be in touch.” This way, you are planting a seed for future interaction.

5. Get a photo. If at all possible, ask if you can take a photo together with your smart phone. This is not only good social proof, but also will help the person remember you when you contact her again later.

6. Send a card. Take the next step offline and send a personal note right away. Include the photo if you got one. In the note, suggest a phone call to explore possibilities.

For me, it took about a month, but the woman did get in touch and we scheduled a call. The advantage of my method for how to network with opinion leaders is in what you aren’t doing. You are not trying to accomplish everything in the initial meeting. First you have the heart-felt introduction; then, you reconnect to get to the next level. Taking this two-step approach can actually be more memorable because you won’t seem overly anxious or pushy.

Your Client Attraction Assignment
Do you tend to hide when opinion leaders or people of influence are around? Do you race to meet them? Remember that networking with these top tier people is just another type of networking, and you never know what can happen. Positive opportunities come to those who are willing to take a risk to stand out.

When you want to bring in some fast cash or if things have slowed down, you may feel tempted to attract clients by lowering your rates. This is an extremely common reaction and I understand why you might think it’s a quick fix. However, this is a strategy that will not serve you in the long run.

I’m going to share three crucial reasons why lowering your rates is a path you never want to take.

1. Lower Rates Devalue You. When you discount your services, you devalue yourself in the eyes of your clients or prospects. They see you are willing to compromise on what your services are worth. In addition, you devalue your worth in your own eyes, which negatively impacts your self-esteem.

2. Professionals Don’t Lower Rates. Look to the people you consider professionals. Do they ever lower their rates? Most likely, they don’t participate in this behavior. Professionals know the value of what they offer.

3. Don’t Underestimate the Value of Convenience. In fact, if you offer a service by phone or go to your client’s place of business, they don’t need to drive, get stuck in traffic or pay to park. This makes your service even more valuable because of the sheer convenience.

So, make me (and yourself) a promise right now. Put your name into the blank as you take this pledge. I, ________, promise Fabienne and myself, that I will NEVER ever lower my rates again.

You are setting your intention to never discount yourself again which is huge – stick with this.

Now, if you want to drum up some new business, think about ADDING VALUE. What additional goods or services can you add to make your offer juicier and hard to resist? Bundling goods and services with your regular offering will attract new clients.

Here are a few enticing ideas to consider for adding value:

A bonus call to check in after clients implement your advice
Your home study system
Emailing in between sessions
Your new book or audio
Access to your group program for a private client

You want potential clients to think, “How can I pass up such a good deal? I’d be crazy to pass this up!” When you add value to your regular offering for a limited time, you can attract more clients without devaluing yourself with lower rates.

It’s a good idea to offer added value for a limited time. Otherwise, people might feel they have all the time in the world to take advantage of the deal. That won’t be as motivating. For this reason, many business owners offer “Fast Action” bonuses when doing a launch, to motivate prospects to become clients NOW.

Your Client Attraction Assignment
If you’ve been lowering your rates or discounting, I hope you took the pledge while reading this post. If you want to attract new clients, think about what they could really use right now that would be hard to pass up. You can always do a little research by asking a few treasured past or current clients what might work for them.

Getting more traffic to your website is always on a business owner’s mind. Higher volume traffic helps with list building and improves your chances for finding new clients and filling your pipeline. But once you start to get a steady stream of visitors, what’s the best way to build your list?

Some business owners want people to see their home page first. This is where people learn about what you do and everything you offer from services to products. While this might seem like the best place for visitors to stop first, it’s really not a good online marketing strategy. The biggest reason is that your home page has too many options for a new visitor to digest. This often causes confusion, and a confused visitor frequently clicks away before you can capture any contact information. That won’t help you expand your list.

At Client Attraction, we found the squeeze page or landing page works best for list building. With a squeeze page, the only thing the visitor sees is the opportunity to get your Irresistible Free Offer (IFO). Announce the offer on this unique page, explain why it provides the solution to their problem, and then request their name and email address so they can download it. Bingo! Now you’ve got another person in your data base.

For the best results, the design of your squeeze page should be very simple and clean. Make it very clear that you want visitors to put their contact information into the opt-in box. You might even use arrows or other graphic devices which direct the eye to the opt-in box.

Don’t have any other links that will distract visitors. Don’t include any navigation to other pages because this is another distraction. You don’t want to provide any reason for people to get lost or click away. The total focus of the squeeze page is on your IFO and capturing their contact details. After entering their information and gaining access to your IFO, you can redirect them to the home page.

Of course you can also mention your IFO and newsletter on your home page as well. No reason to miss this opportunity. Just keep in mind your squeeze page will convert far more visitors which is the number one reason why you want to build one.

Your Client Attraction Assignment
If list building is one of your goals, it’s time to create your squeeze page. Remember why you created your IFO. Think about the problems your ideal clients have that keep them up at 2 a.m. That is what you write about for your squeeze page, as well as how your offer solves the problem. Add an opt-in box requesting name and email address so people can have instant access to your IFO. This is a very powerful list building strategy.

Do you have a great idea for a series of strategies that are high-value to your clients, but aren’t sure how to deliver them? Creating short audio files can really grab your ideal clients’ attention. Creating short audio files can really grab your ideal clients’ attention. You send each one out individually by email using an autoresponder. This is an automated email system which most email services like Constant Contact and Mail Chimp provide.

Offering a series of strategies is a strong marketing tool to stay in touch with your list and share your knowledge on a regular basis. Being top-of-mind with prospects increases the likelihood of converting them into clients.

1. Write the strategies. Start by creating the series of helpful strategies that solve your ideal clients’ big problem. Think about what keeps them up at night at 2 a.m. and what solutions they search for on the web. Short strategies are best for a series like this. If the material takes too long to listen to, people could lose interest and click away. Be succinct.

2. Record the strategies. One really easy way to record mp3 files by phone is with Audio Acrobat. It’s a great service because they host your audios on their site. Plus, they provide easy html code to create a player for your web page.

3. Write the emails. Next, you write a brief email to announce each tip. Say something like, “I’m excited to send you audio number one on topic XYZ.” Tell them a little bit about what to expect. Include a call to action to attract clients, reminding readers you are available for help with the topic any time and provide contact information. Then include a link to the page on your site with the audio clips.

4. Set up the web page. Create pages on your site where prospects can listen to the audio series. You’ll need a separate page for each audio strategy and a brief description about the topic. Be sure to include instructions on how to listen to the audio, where to click, etc.

5. Schedule the emails. Schedule the emails to go out automatically in regular intervals; maybe once a week or every five days. Now you are all set to deliver fabulous content and stay in touch with your prospects to convert them and attract clients.

Your Client Attraction Assignment
A series of audio strategies make a very attractive Irresistible Free Offer. Or you can create the series as a separate offering to build up the “know, like and trust” factor with prospects. Either way, this is a great marketing tool to attract more clients.

When building your pipeline, there will be times you do all the right things like speak to groups, network and build your list. Yet, prospects are not saying yes and becoming clients. That means you probably have more time than money coming in.

Now, I’m not a fan of lowering your prices, but sometimes you need to have an option that is more entry-level and a bit more affordable. So, if your packages are $997, $2,500 and $5,000 and people are not signing up, give them a chance to work with you for under $500. You can get clients by offering them a way to put their toe in the water to work with you.

The key is to start bringing in some money to get the momentum going, while you have more time than money. An entry level option is a great way to fill the time you have available. Think about what you are willing to do to get clients in the door.

The reason this works is because you need really yummy testimonials on your website and in your marketing materials to encourage other prospects to work with you. Once you get clients who have success with your method, even at a lower price, their positive experience helps new prospects feel more comfortable signing up with you.

Another piece to get clients and build your pipeline is to make sure you use the sale closing process from the Client Attraction System. Have them answer the questions in the Preparation for Our Call email. Then go through these questions once on the Get Acquainted call. Taking prospects through this system works.

The last piece of the puzzle is to remember you are not trying to convince people to work with you. That can actually be repulsive as they may think you are desperate. You have to really believe in your program. Once a client says yes to working with you, you are going to throw your heart and soul into making sure they get everything they need to get the results they want. You talk about this with conviction.

Here’s the most important thing about selling: Successful selling is the transference of confidence from one person to another. That’s why you need to convey plenty of confidence in what you offer to prospects.

Your Client Attraction Assignment
What can you do to build confidence in your programs? Think about the success your clients have when they work for you and how you solve the problem that keeps them up at 2am. Before you pick up the phone for a scheduled Get Acquainted call, take a moment to visualize and feel your confidence to set the tone for the session. That will help you get clients!

There are many ways to write a blog post that will attract clients, but I’m going to share two methods that are used most often.

THE ORGANIZED APPROACH

With this method of writing blog posts, the title is written first. This sets the tone for the post and provides the overall idea. Some writers are very organized in their thinking from the beginning and will get it on paper in an orderly fashion.

1. Write the Title. People think about what they want to write and give it a title to start. Often they come up with a bunch of options and then select the one that seems most likely to attract clients.

2. Outline the Main Points. Next, quickly jot down the main points you plan to make and any related supporting points. Make sure these points are in logical order.

3. Write the Post. The last step is to write the post, putting the “meat on the bones” of your idea. Good content is still king on the web.

THE FREE-FLOWING APPROACH

Derek and I tend to have a more “free-flowing” approach to article writing. I might not know what the headline should be right away, but I start with an idea to see where it goes. This approach works very well for me.

1. Get Your Thoughts Down. When I first start writing an article, I just want to get my thoughts into a document. I’m in the flow of the idea and don’t worry about the headline or anything else at this point.

2. Read it Over. When I’m done writing, I read through the post again. This is when the gist of the article becomes clear and what I am trying to say solidifies for me. I also do any needed editing at this stage.

3. Write the Headline. For me, it’s easier to write a good headline after I finish writing the post. I will get creative and find an interesting way to write a title that is compelling so it will attract clients.

Regardless of which method you use, your headline is what attracts people to your post online. I strive to create a headline that is catchy and kind of juicy to get people’s attention. I want them to think, “Wow, that’s interesting to me. I want to read that.”

The headline captures the attention of people in their search results. But, the content shares your brilliance and knowledge. This helps prospects get to know, like, and trust you so they want to follow you and become part of your community.

Your Client Attraction Assignment
If you tend to write one way, it can be a valuable experiment to try another approach. You never know what might work better than what you are currently doing. The free-flowing approach gives you the opportunity to explore topics even though you aren’t exactly sure what you want to say.

Another great exercise is to write 20 headlines for the same topic to get your creative juices flowing. You can pick the best one or you can write a series of posts with different headlines, finding a unique angle for each one.

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