When I was first starting out trying to close the sale as an solo-entrepreneur, I would offer only one rate and the offer was basically “this is what I charge, take it or leave it.” So people would either take it or leave it.
Then I realized that clients work in a different way. Many people like options (I do too). They don’t want to be “forced” into taking something that doesn’t suit them. They want the option of small, medium or large.
One of the best things to do to quickly establish credibility, get massive exposure, and attract new clients, is speaking. Hands down. Whether you organize your own seminars on a regular basis to continually fill the pipeline (the way I did for years), or get booked for talks to “pre-formed” groups like associations, it works like a charm-provided you give very good info.
If you deliver the talk properly, there’s always a group of people at the end of your talk who rush up to the podium to chat with you. Some will tell you how much they enjoyed the talk, some will be e-zine readers who’ve wanted to meet you for years, some will want free advice or to “pick your brain.” But, there’s one question you’ll almost always get and it comes in two parts. The first part’s the good part; “I’m interested in working with you.” The second one is the tricky part; “What do you charge?”
“I used to think that attracting clients was 100% about fancy marketing. I was wrong. The longer I run a successful business and the longer I work on my own spiritual and personal growth, the more I’ve gotten clear that attracting clients is more like a pie with different slices. Marketing is certainly one of those slices, and a very important one. Another VERY important slice of the pie is having a healthy Mindset. I assure you that you CANNOT have a very successful business with a VERY gunky mindset. So, our job together is to create compelling marketing and then clean up that mindset. Otherwise, you’ll market til you’re blue in the face and see few results.”
“Quote: Invest three percent of your income in yourself (self-development) in order to guarantee your future.”- Brian Tracy
Sometimes, the signs that it’s time to invest in taking your business to go to the next BIG level show up without notice. Take this past summer, for example. The second call of my Preview Teleseminar Series for my workshop was scheduled and I was set to interview two inspiring and motivating solopreneurs on how they use the Client Attraction systems daily to make well into the 6-figures. We had close to a thousand entrepreneurs registered for the call and I was excited to host it.
Then, the unthinkable happened. As instructed, hundreds of people starting showing up 10 minutes early to make sure they would make it onto the line before it was maxed out. As I was greeting them, I kept asking if my two featured guests were on the line. My heart kept sinking further and further into my stomach as I realized neither of them could actually get on the line as moderators.
Have you ever been stopped in your marketing tracks because of procrastination and didn’t know where it was coming from? This happened a few times with some of my private clients recently, and we noticed that every time, it wasn’t really procrastination, it was a fear of some sort that was holding them back.
Perhaps you’ve experienced it too? The fear of reaching out to people, fear of failure, fear of success, fear of not doing something right, and the kicker, fear of REJECTION? I don’t think I know anyone who’s not experienced some form of fear of rejection when marketing themselves. I think it’s innate for many of us. Problem is, it holds us back from doing what it takes to get clients. And it’s got to stop.
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There are some solo-entrepreneurs that market ’til they’re blue in the face, and STILL don’t attract ideal, high-paying clients. They’re seemingly doing all the “right things”: they’ve got marketing materials, marketing plans, they’re speaking, networking, etc. and yet producing no real results. Yes, they have some clients. Yes, they’re making their bills. But they’re not seeing the kind of success they so desperately want. (Are you one of those?)
You might be wondering, “What is going on? What am I doing wrong?? I’m busting my chops, working like a dog, and yet my 1ncome is still NOT what I want it to be… in fact, not even close.” On the outside, everyone probably thinks you have a great business, but YOU know what’s really going on, especially financially. I actually hear this a lot. As I am working with higher level clients (people who have plenty of clients but not the business or 1ncome they really want to be making) I’m noticing that the marketing is only half the problem.
I once asked a few people to be part of my Research and Development team to find out what stopped them from getting out there in a BIG way to get clients. I also asked them to tell me the MOST they could see themselves making being self-employed. Honestly, I was saddened by the answers that rolled in, and their answers were right in line with the people I talk to on a daily basis.
You see, most people have very LOW expectations on what can be made in self-employment. The average from my polling was between $50,000 and $75,000, and the highest amount I heard was about $150,000. Using SYSTEMS and LEVERAGE techniques, we can totally change that to create an income that is FAR beyond what you’ve ever thought attainable for yourself. (I know it may not seem possible as you read this, but I promise you, it IS possible for you too. I’ve done it for myself and I’ve done it for countless clients.)
Let’s face it, most solopreneurs put marketing on the back burner, something they get to only once they’ve put out all the fires that need to be put out, once they answer each and every e-mail in their inbox, once they’ve sent every client what they promised to send. Yes, it’s really important to do all of these things; however, you’ve got to realize that if you don’t MAKE the time for your Client Attraction (i.e., Marketing), then you’re simply not going to attract all the clients you need. Make sense?
The good news is, it doesn’t have to be difficult. Over the years of coaching thousands of self-employed professionals to attract more clients, I’ve created a few systems to keep you on track and make Client Attraction a priority. What we’ve got to do is have you clear the decks and get rid of the “leaks” in your day.
Too many people ride the ‘feast or famine’ roller coaster of having clients, especially SUCCESSFUL entrepreneurs. Some months they have almost too many clients and are WAY too busy, and other months, they’re feeling the pinch. The well is dry and they’re digging their well when they’re thirsty. I’ve been there in the past, and there’s nothing worse than experiencing those two extremes on a regular basis. It’ll make you want to go back to Corporate for good! (NOT ME!)
You’ve heard me talk about my NO EXCUSES approach to getting clients. That means that the number one rule I have is that I do SOMETHING to bring clients or client referrals towards me every single day. Otherwise, you’ll find that no matter how good you are, your pipeline will eventually dry up.
“I don’t know what your destiny will be, but one thing I do know: the only ones among you who will be really happy are those who have sought and found how to serve.” —Albert Schweitzer
I’ve mentored a few already-successful solopreneurs recently who walk the line between ‘high-achiever’ and ‘overachiever’ and let me tell you, there IS a difference. You’ve heard me say many times that I work best with high-achieving go getters who know exactly what they want (usually it’s more clients, more in-come, with more time off to enjoy it all) and who say to me, “Fabienne, show me how to do it and I’ll do exactly what you say.” That’s the kind of person who sees results.
But sometimes, there’s a different breed of person. The person who takes on too much, too fast, and seems to always be RACING towards the next level. (I know firsthand about this, I used to be one.) The ‘high-achiever’ sets high goals and then does what it takes to make those goals happen. The ‘overachiever’ seems to want to accumulate just for the sake of accumulating. (I know, because again, I used to think like that.)
