No matter how good you are at closing the sale, sometimes a prospective client doesn’t bite on the first sales conversation. But instead of letting them walk away and never hearing from them again, you can use a technique I developed to stop them slipping through your fingers.

Sometimes, a prospect needs some time to make the decision on whether or when they’d like to start working with you. What I’ve noticed over the years is that when this happens, almost always, the sale never happens, probably because life gets in the way and what’s out of sight, is out of mind.

So I’ve come up with a fantastic remedy for this, which, in addition to my fool-proof closing the sale script, helps me close the deal 90% of the times I use it. I’ve called it “bookending” and here’s how it works.

Often, at the end of our initial consultation, prospects tell me that they need to talk to their spouse, need some time to decide, or want to ideally start in 2 months. Instead of letting them walk away without a plan, I propose scheduling a 5-minute “check-in” call with them to see where they are in their process.

Often, I’ll ask whether they need 3 days, 3 weeks or 3 months to make a decision. Usually, the answer is next week, so we’ll set up a 5-minute chat for next Tuesday, at 3pm, for example. I explain this will help us follow up with each other, without having to play phone tag or having to follow up with one another unnecessarily.

The great thing about this technique is it puts a (self-imposed) time limit in the prospect’s mind as to when THEY would like to make the decision, and obviously, you let them choose when they’d like to have that 5-minute chat.

I essentially came up with this because I really dislike following up in this situation. It makes me feel like I’m chasing after them and I don’t feel this is Client Attractive. So instead, we agree they’ll call me on set date and 90% of the time they do, and out of those times, they don’t feel pressured, they’ve had time to think about what we talked about, crunched the numbers, and are ready to make a decision to move forward.

It’s a great tool, especially since it doesn’t make me have to pressure anyone into the sale! Whew!

If for whatever reason they don’t call during the time of your 5 minute check-in appointment, you can then call them or e-mail them asking if anything went wrong. This usually puts the prospect into a mode where they feel obliged to get back to you, as THEY were the one who missed the appointment. Again, this is much more Client Attractive and ends up saving you a lot of time.

Your Assignment:

If a client doesn’t sign up on the spot, make sure to ‘bookend’ another date so you don’t have to follow up on each other for weeks. Use it as a “let’s see where you are in your decision-making process then.” It works like a charm.

If you need to start closing the sale 90% of the time too, you’ll want to get a copy of the ‘Closing The Sale’ script I use detailed in the Client Attraction Home Study System®. Step by step, I take you through everything you need to do to pre-qualify prospects, get them ready for the close AND exactly what to say to turn them into paying clients. Get it today by going to www.TheClientAttractionSystem.com. You’ll also get hundreds of other ideas and resources to help YOU become a Client Attraction machine like thousands of my previous clients.

© 2011 Client Attraction LLC. All Rights Reserved.

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Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System®, the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your in.come, visit www.attractclients.com.
 

I came back from work this week to find my kids jumping up and down, giddy with excitement. They couldn’t wait to show me their “books”! They’re both big readers, getting an hour to read in bed every night, and I believe this is shaping their love of books, storytelling and the written word – just like mom. Claire was so proud about her new book of poems (they’re really good) and Luc was over the moon about his “Super Mean Book”, a story with a super-mean villain that ends in him doing the right thing after all. The look in their eyes was priceless. They were so giddy, they gave me advice: “Mama, I have a great idea! YOU should write a book too!!” (I smiled and told them I had.) So adorable…These are the moments I always want to remember.

The sweet smell of Spring is finally in the air here, after a long snowy winter. This season represents a time for renewal and rebirth for me, which is why I’m finding myself energized andinspired by new possibilities. If you celebrated Passover last week or Easter yesterday, I’m wishing you a peaceful time of reflection and gratitude, spent with your yummy family and friends.

Oh and before I forget, I posted a new video success tip for you this week. It’s all about getting HUGE results QUICKLY in your business. Take two minutes to watch it here, ok? It’s important advice every solo-preneur and small business owner needs to hear.

I recorded this new video success tip based on something I live everyday in my business.

We entrepreneurs, regardless of what level of business we’re at, often find ourselves staring fear right in the face. Hey, it simply comes with the territory of climbing out on that limb and taking certain risks (risks that others aren’t necessarily willing to take…) in order to accomplish our BIG goals.

I share my secret on how to get THROUGH that fear and come out on the other side with all the success you desire. Make this tip part of your daily routine and you’ll experience the POWER of positive expectation because what you have in your life is based on what you EXPECT.

I see it at work everyday in my own life and in that of my client’s. I hope you’ll put it to work in yours too…

[youtube width=”576″ height=”346.5″]http://www.youtube.com/watch?v=slOT5QzGJqg[/youtube]

I had a conversation with a woman yesterday that compelled me to create this simple (yet profound) video success tip for you. It’s time to start getting FAST results in your business. Stop preparing-to-prepare-to-get-ready-to-implement. Watch my new video for the secret to taking real action–quickly–and with phenomenal results.

[youtube width=”576″ height=”346.5″]http://www.youtube.com/watch?v=WwO9rl65bz4[/youtube]

Feel compelled to act with speed? I welcome you to join me in my Client Attraction Winners Academy. Click here to see the full video.

This week, I had an amazing half-day strategy session with my Sapphire level client, Tina Forsyth of www.onlinebusinessmanager.com. Tina flew in with her own Online Business Manager (and even Skyped in her husband) for a powerful big vision, strategy and implementation in-person meeting at my home. We spent our time mapping out the entire plan for multiplying her existing successful business (and launching another lucrative business) to have her reach 7 figures within the next 12-18 months. She walked away knowing exactly what to do for the next 6 months, including a detailed timeline. She was thrilled! The great news is that Tina’s alreadyearned back her entire coaching investment in just two months of our working together. (How’s that for ROI?) We then celebrated with wine and a 4-course chef-prepared private lunch at my home. Delicious!

Tina is the perfect example of a successful entrepreneur who strategically seeks out massive, high-level guidance and support to reach the next BIG goals she’s set for her business–and her life. It’s all about understanding and using the ‘Power of Association’. We all need to work with others who can show us the fastest path to increasing our own business, no matter what level we’re in, even when we’re just starting out. What about you? What high-level support are you getting for your own business? Are you using the Power of Association to reach your own big goals. I describe how crucial this is in my brand new video that explains it all. Watching it can be the first step in finally getting the results you want for your business and soaring.

Which reminds me, after you watch the video I posted above, take a look at my Facebook page to see some other success videos I’ve posted over the last week from my Gold and Platinum clients. Truly inspiring. You’ve got to watch them…

My clients and I seem to talk a lot about implementing referral systems in business. Once a client and I have set up a few of the 10 steps of the Client Attraction System®, there always comes a time when referrals (or shall we say, the lack of them) becomes the hot topic to focus on in our coaching.

In fact, almost everyone I speak to about his or her business does almost nothing to generate referrals, preferring instead to wait for them to self-generate. Problem is, these referrals don’t always come as quickly as we’d like, right? And for many people, it often feels awkward to come right out and ask (although I have ways and systems for that too.)  (more…)

What I’ve noticed from years and years of successful networking is that there are smart ways to wear your nametag and ways to avoid wearing it. This may seem like a small, inconsequential detail but really it can make ALL the difference in attracting more clients.

The first thing is WHERE to put your nametag or sticker. Most people are right- handed and if you put your sticker or nametag on the left hand side, you make it more difficult for the person to actually see your name. Put it on the RIGHT hand side instead, and it falls right in their line of vision. (more…)

I often stand on my soapbox and tell you how massively important it is to put a majority of your focus on marketing if you want to be successful. But don’t get me wrong. You ALSO have to focus on your finances, if you want to become wealthy. In fact, it’s massively important that you set aside money, for taxes, and for your retirement. Thing is, you also want to take your family away on a vacation or buy yourself some beautiful things. (What’s the point otherwise?) ‘Dealing with money’ can be overwhelming, especially when you don’t understand what your options are, and what the consequences of your financial decisions could be. On this month’s Special Topic call, you’ll discover the common mistakes entrepreneurs make when managing their finances, simple ways to develop an investment game-plan (including a spending-and-saving plan) that works for you, and how to work with your trusted advisors: Advisors, Bookkeepers, Accountants, Attorneys and more. If you don’t have a game plan for this part of your business, and you want to be able to spend when you want, then do whatever you can to attend this high-content call!

It’s unfortunate, but many entrepreneurs give very little thought to their business model. In fact, you may not even have a clear understanding of what a business model is. You may see a model that is working for someone else, and blindly follow along even though the model may not be a fit for YOU. The result is a business that is simply not capable of delivering your great work in a powerful, expandable and sustainable way. You’ll end up with a business that puts you at odds with the way you want to live your life!

It doesn’t (and shouldn’t) have to be this way.

On this month’s Special Topic call, my guest, who is an evolutionary business model expert will first define what we mean by “business model”, share some examples of different business models and then show you how to create a unique model for YOUR business that perfectly balances the delivery of your Great Work with the lifestyle you want your Great Work to support.

This call is ONLY for Inner Circle members. Not a member yet? Join now to access this call with Fabienne’s FREE 2-month Membership trial (plus a small shipping/handling fee).

When you join, you get access to monthly Q&A calls with Fabienne AND well over 3 years worth of special topic audio, transcripts, forum posts and bonus calls with Fabienne each and every month.

This past week, our longtime coaching client Sandy Salle of Hills of Africa — now the world’s premier experts in luxury travel to Africa– came to Stamford with her Director of Operations Michelle for a powerful half-day strategy session with me. After two very successful years in our Platinum program (and after reaching 7-figures in sales this past year as a result of our coaching) Sandy has upgraded to the Sapphire Level of the Winners Academy, and together we mapped out a solid and absolutely doable plan to triple her sales to the multi-million dollar level over the next 12 months. We followed our strategy session with an exquisite meal prepared by a private chef, all around the theme of South African food and wine, flavors from Zimbabwe. It was an elegant and special way to celebrate her successes past and future. (We love you, Sandy!)

Other big news is that last week was our first week in our brand new, beautiful Client Attraction offices! The layout is really great for the team and everyone is really enjoying this warm, inviting space. We even started a new company tradition where we sit down to a chef-prepared healthy, delicious lunch together. It’s a wonderful opportunity for everyone to take a few minutes to connect – and even share a laugh or two.

The real reason we make excuses around self-promotion is that self- employed people are afraid of what people might think. Our businesses are such an extension of who we are that we are very careful about how we talk about our businesses and what we say to others about it. The problem is (as I’ve said so many times before), if you don’t market consistently, you won’t have clients consistently. Period. (more…)