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This week I’d like to talk to you about how to show conviction and authority in your marketing. Did you know there is a way of BEING that literally makes or breaks your ability to attract clients in large numbers? Many self employed people don’t use it and, as a result, are literally letting prospective clients slip through their fingers, day in and day out—even if they have done a lot of marketing and networking, and even if they have lots of prospects.

To avoid letting prospects slip through your fingers, you need to have serious conviction about what you offer. If there’s no certainty on your end, then a prospect is simply not going to be certain either that working with you is the answer to their problems. They’ll question whether you are really good at what you do and then decide to keep looking. (Click here to tweet this.)

Here’s an example of what happened to me a few years ago, after going to see my dentist. For months, I’d been researching some light cosmetic dentistry done to improve my smile. During my routine dental checkup and cleaning, I asked “Dr. Smith” if he performed cosmetic dentistry. Now, before I tell you what happened, let me explain his typical behavior. He was naturally very outgoing, charming, and did good work (as far as I could tell from the routine cleanings.) He told jokes, was jovial and seemed pretty confident all around. But something happened when I asked him if he did cosmetic dentistry.

Dr. Smith’s behavior changed, almost on a dime. He looked away, mumbled something about being in business for 20 years and of course he did cosmetic dentistry, and that he did it well. And then that was it. Nothing else. The strange thing was his words were no longer enthusiastic and confident. They turned empty and uninspiring, and I wasn’t sure how to read the situation.

Whatever had happened, my gut feeling told me not to work with him. Right then and there, in just one sentence, he lost thousands of dollars worth of potential business. I knew by the manner in which he spoke that if I was to go forward with the cosmetic dentistry, I wasn’t going to be using Dr. Smith. He simply had not convinced me—not even close. In fact, quite the opposite.

Here’s what I have discovered from that experience and countless other experiences I’ve had, just watching entrepreneurs talk about their abilities:

• Prospects want to work with people who are CERTAIN about their abilities.
• Prospects want to work and learn from an AUTHORITY on a subject.
• Prospects are looking for someone CONFIDENT about the results they offer.
• Prospects are silently begging to be LED!

Your Client Attraction Assignment

From this moment forward, you cannot afford to be wishy-washy about what you offer. You’ve got to have total conviction about what you do. Not only that, you have got to express that conviction in a way that makes the prospect feel confident about your abilities.

You see, your job is not to sell. Your job is to be so quietly self-assured that you convince prospects to get out of their own way to work with you. The way you do that is by building trust, showing authority on your topic, and expressing your capability about the results they’ll get with you. And that’s all in your way of BEING.

Now, a caveat. This doesn’t mean that you become overly zealous, or over confident. That’s just a ridiculous turnoff and it would send prospects running in the other direction. Just be yourself, but speak with conviction and certainty.

One more thing. I would recommend that you not tell a prospect you can do something that you can‚ just to close the sale. Some sales gurus will tell you to do this, and then figure it out later, but I don’t agree. It’s out of integrity and we are looking for authentic selling here. It’s better to gently turn away that prospect and move on to the next one.

So, be yourself. Be a leader, and start speaking with conviction from this moment forward. It doesn’t take much, and yet I guarantee you’ll start attracting more clients than you are now. It works!

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

I’d like to talk to you today about seeing the opportunities that are right in front of you. Price Pritchett has a quote that says “Most people confuse wishing and wanting with pursuing. You must place your trust in action.”  Well, I’ve been hearing one question a lot recently, “Fabienne, you talk about getting more clients, making more money and multiplying your business and I hear that some of your clients are actually multiplying their income in one year. How does that happen and can I do it too?”

The answer is YES! You can do it too. It’s important to realize that it comes down to several different things—five steps you must follow if you want to multiply your business this coming year. (Click here to tweet this.)

1. You have to have authentic and compelling marketing. It’s got to be authentic and people have got to want to watch it.
2. There needs to be systems for everything in your business.
3. You need a great team.
4. You need different business models and sources of income.
5. You need to have leverage, meaning we’ve got to clone you in your business.

Those are the five steps. But believe it or not, that’s actually the easy part because you can be shown exactly how to do these, which is what I do with my platinum clients.

The difficult part though is actually a two-step process. These are two steps that seem very, very simple on the outside, yet few people do anything about them. In fact, this is so deceptively simple that most people ignore the importance while looking for something way more complex.

First off, you must make a decision to multiply your business this year. That’s step 1. Then, step 2 is you must do whatever it takes. I know it might seem too simple, but most people never actually get clear about what they want to accomplish in their business in the first place. They’re very wishy-washy. Then, they don’t make a commitment to getting it.

The first thing to do is to decide that you’re going to reach that big goal. Declare it. Then, you must be okay with doing whatever it takes to get it… as if your life depended on it. You’ve got to stay in integrity and do things authentically, while doing whatever it takes. Believe it or not, that’s where most people fail in this process. They throw out this lofty goal and when it comes to actually doing what it takes they let their mindset and their fears get in the way. The ideas and the opportunities to reach that big goal that you have are right there, smack in front of you right under your nose, but most people don’t take action on them.

I saw this happen recently with an entrepreneur that I know. She asked me, “Fabienne, I set this huge goal for myself and the year’s almost over, but I’m not even halfway to reaching it. What happened? What am I doing wrong?” This had to be handled delicately, but the answer that I gave her was that despite her big goal, her behavior hadn’t changed very much.

Despite the progress that she was making in other areas, she continued to stop herself by doing the same things and worrying about the same things like not having enough money or enough time. You know the drill. You’ve heard this before. She had been given all of the different ways to make her goal happen quickly, but she never implemented the ideas. The “how” was right in front of her, but she got in her own way and essentially she sabotaged her potential income by not taking action on the ideas that were given to her. That’s one thing I know. The “how” is always right there, right under your nose ready for you to take action on it.

Here’s the thing though. You must realize that the ideas that are given to you are not just some silly ideas. They are divinely brought to you. If you are given an idea, at the same time you are given the way to achieve it. The way that it works is that you wouldn’t be able to have the idea without also receiving the way to accomplish that idea. This is a universal law—a spiritual principle.

Until you are ready to see what’s already right under your nose without discounting it as, “I can’t do this,” you’re not going to grow. Remember the idea that you got in the shower or the idea that your mastermind buddy helped you brainstorm? It didn’t actually come from you or from them. It was divinely given through them, divinely given to you.

You are given ideas like this all the time. It’s actually the universe’s way of guiding you on a daily basis, literally pulling you by the hand and pointing you in the direction that will help you accomplish your dreams. But the question is: are you listening? Are you going to do something about this idea?

If you’re not where you want to be financially in your business one of the major reasons is non-action. If you’re still at the same place you were before, it’s because you’ve been unwilling to take advantage of an opportunity that is right in front of you and it’s been there for a long time.

Listen, I know. I’ve been there. One time it took me four years to implement something I really, really wanted to do and it’s now something that makes me the most money in my business. I know you’re probably tired of hearing, “To get different results you need to do things differently.” Yet, in my experience, it is absolutely true.

If you want to make a quantum leap in your business—really multiply things—you must be willing to do what you haven’t done before. You’ve got to be courageous. You’ve got to walk into the opportunity and even walk into the fear that you have associated with it—because it’s usually a fear that stops us.

Your Client Attraction Assignment

Get clear on the opportunities that are right in front of you and under your nose. Take a sheet of paper and at the top write down your big goal. Don’t be shy. No one’s watching. In big bold letters write down what you want in your business this year. Then, either knowing or pretending that you could not fail list all of the opportunities that you already have in front of you to make it happen.

I know those opportunities are there. They always are. When you state something big the way to do it is there. List them all and then begin to take action on every single one of them with courage and fearlessness. When you do your income will never be the same.

This is just one of the many best practices we dive deep into with the students of The Client Attraction Business School, the premier training school for growth-minded entrepreneurs looking to quickly attract more clients and make more money. If you’re interested in finding out more, visit www.ClientAttractionBusinessSchool.com for more details. To speak to an enrollment coach, click here.

This week I want to talk to you about what it means to take a stand for your prospects, your clients and your customers. Taking a stand means to publicly express an opinion about something—even if it’s not very popular. Think of it as putting out a manifesto or getting up on your soapbox and telling the world what you think about the situation at hand.

Now, how does this apply to client attraction and business building? Well, here’s how I personally take a stand for my prospects and clients in my business. Every day I work with many, many entrepreneurs with really big hearts and a great message. These are people who can really add value and perhaps even change the world yet they don’t have any clients. Sometimes, I just don’t understand! (Click here to tweet this.)

I think what’s happening is that some entrepreneurs just get confused and overwhelmed about what it really takes to attract a lot of clients consistently. I think that’s because there are many misconceptions out there and lots of different people telling you different things that are inauthentic and simply don’t work. No wonder it’s confusing.

These same people stay in paralysis mode and they don’t always do something about it—which is exactly what makes me upset. Why? Because I care so deeply about the entrepreneurs I serve—whether they’re a client, customer, an ezine reader, someone who watches my videos online or follows me on facebook or twitter. Even if I’ve never met them in person it doesn’t matter.

I believe the power of entrepreneurs to change the world is huge. When I show them exactly how easy it is to always have a full practice they become really, really successful doing what they love. It’s easy to get clients if you know what to do and then take action. Sometimes, I just cannot let people stay in their comfort zone of not having enough clients for too long. That’s when I feel called to take a stand for them. I do this by getting up on my soapbox and delivering the hard truth that no one is talking about, which in my case is the real truth about attracting clients.

I don’t sugarcoat the information I deliver. I tell them what they’re doing wrong and I tell them what to do about it. Of course I’m extremely gentle and loving about it, but I approach it like a mom giving tough love to her kids when they need it.

Why would I do this? Because when you take a true stand for your clients, you are coming from a place of service. By focusing on giving more and truly wanting the best for those you serve, they take action for their own good that they wouldn’t otherwise take for themselves.

Now, maybe that means they end up working with you or they just take action on their own or they work with somebody else. Regardless, you’re serving the greater whole by taking a stand for them and then the universe rewards you with a business and a life that overflows with abundance. Your generosity and authentic concern for these prospects and clients creates an energy shift that results in a win/win for all.People feel that. They feel that you care when you take a stand for them.

What about you? How can you take a stand for your prospects in your own business? Is there something they need that they’re just not getting? Something that they need to know that they just don’t know about? I want you to take some time this week to think about these questions. What do you see over and over again in your industry that holds your prospects and clients back? What is it that frustrates you when you see the same clients facing the same problems over and over again?

Your Client Attraction Assignment

I invite you to answer the questions above and decide how you can use your frustration or concern or caring to take a stand for those same people. What can you give them in order to make it better? How can you deliver the hard truth in a way that they’ve never heard it before, but in a yummy, loving way. What will get them to take some sort of action, which might include working with you?

Look at it this way. There comes a time when your prospects reach a fork in the road. If they go one way they create one type of future. If they go another, it’s a totally different story. When you, as the expert, take a stand for your prospective clients, you are shining a light on the best road to choose. You’re showing them the road to a bigger future and you are fulfilling your own divine purpose at the same time.

It’s a win/win/win all around and most likely, they’re going to end up working with you because they feel that you care. Pretty cool right? Now go make it happen.

As entrepreneurs and business owners, what duty do we have to our customers, clients and to the public in general when tragedy strikes? Here at ClientAttraction.com we’ve been faced with this question twice in just the last two months. We haven’t always done everything right but we’re learning. Based on both recent events and all the feedback from the Client Attraction community asking me for advice on what to do, I wrote this new article on Doing Business in Times of Crisis—an important topic that not enough people are talking about right now. (Click here to tweet this.)

Your Client Attraction assignment is to please read it. But then I ask you to take one extra step and share it with other entrepreneurs and business owners in your tribe. As entrepreneurs we’re all catalysts for positive change in the world. We’re all in this together. Pass it on and pay it forward. Thank you.

Many entrepreneurs are drawn to open their business because of a defining moment or series of events that changed everything in their lives. Because of that moment, some of us dropped everything and decided to dedicate the rest of our professional lives to doing what we now do. What I’d like to talk to you today is about not underestimating that.

You can actually use your story to attract ideal clients. (Click here to tweet this.)

As you may know, my compelling story is how I went from leaving my corporate job to opening up my own nutrition practice. And even though I had clients right away, I didn’t have enough clients to pay my midtown Manhattan rent and all of my bills. I made a decision one day to figure out what it would take to get clients. I learned everything that I could and ended up filling my practice to full capacity within 8 months. I eventually created the Client Attraction System™ and went on to fill my second practice.

Whenever I talk about my story I talk about my “3 AM-I-don’t-have-enough-clients-sweats” and how I was able to overcome all that and fill my practice very quickly. That is my compelling story and it’s something I tell to establish instant credibility with new prospects, in front of an audience or at the beginning of all of my programs.

Your own compelling story may be that you overcame a serious challenge in business, in your health or in life that caused you to change your course. Some people call it the hero’s journey.

You can use your compelling story several ways to attract new clients:

1. First and foremost, it helps the prospect bond with you. Often your prospects are in the “before” of your “before and after” story. If you’re in a business like mine, working with individual clients, your compelling story helps establish that know-like-and-trust factor. People aren’t buying a “business.” They’re buying a solution first and a relationship second.

2. It can be the beginning of your signature talk or your teleclasses, helping you to “earn the right” to be up there speaking to an audience that doesn’t know you yet.

3. If you don’t have a lot of credentials, your personal story can give you instant credibility. You’ve been through what they’ve been through too, you’ve experienced success, and now you’re back to tell them how to solve their problems.

Your Client Attraction Assignment:
What is YOUR compelling story around your business? What brought you to do what you’re doing today with such passion? What is your before-and-after story and how did you overcome your situation?

Sprinkle this in your marketing materials and in conversation. Creating your compelling story to share with others can be a catalyst and one of the most powerful ways for you to attract clients through the know-like-and-trust factor.

Today we’re going to talk about how to always have clients—not just clients once in awhile, but to always have clients consistently.

A few years ago someone asked me, “Fabienne, what is the difference between salad and garbage?”  I had never been asked that before.  The only difference between salad and garbage is time.  When you’re looking at a fresh green salad and you don’t eat it right away, in a few days it becomes garbage and unappetizing.  You’ve also heard the idea of striking while the iron is hot—hot leads turn into cold leads if you don’t take action on them right away. (Click here to tweet this.)

In business, timing is everything.  A client of mine always used to say to me, “Fabienne, it’s really difficult for me as a real estate attorney to attract clients because I can never anticipate when they’re going to need me.  It’s not something that they need very often, so how do I know when to market to them?  I don’t know how to market to them.  I don’t know when to market to them.  It’s just all so arbitrary.”

Well, what I said to him is and what I want to say to you as well is with stay in touch marketing vehicles you solve that problem of trying to anticipate when somebody needs you.  The idea is that you always want to be on the radar screen of your prospective clients.  You always want to be top of mind so that when they need you they think of you.

What is an example of a stay in touch marketing vehicle?  Well, it could be your weekly Ezine.  It could be a direct mail campaign.  It could be a quirky postcard campaign.  Really just a way to communicate proactively with your prospects so that you can actually anticipate any current or urgent needs that they may have.  If you are consistently being in touch with them, you are essentially establishing a Know-Like-Trust relationship in advance of the need.

You will be on their radar screen when that need arrives, which means they’ll say, “Hey, you’re exactly what I need.  I can’t believe you’re right there, right under my nose.”  This is when they happily pay you for your services and you don’t have to go chasing any ambulances.

Your Client Attraction Assignment

Be consistent with stay in touch marketing vehicles and when you do you will always have plenty of clients because you will have built that relationship and anticipated the need well before they know they need you.

When you start creating your packages, you want to be sure you have different levels to serve clients who are in different situations. Rather than simply creating a program and pricing as you like, I have found a method that speaks directly to your prospects and helps them to self-select the best program for them. Here’s what I recommend as the method to choose your package and pricing levels.

Think about your packages based on the different levels your clients fit into. How can you separate your prospects and clients into categories or groups who share similar concerns? You can see how I’ve done this at www.ClientAttractionWinnersAcademy.com

Create Client Profiles
My first step was to create client profiles to really examine who these people are and what kind of help they need. What are their concerns and burning questions? What do they need help with most? I created these profiles for three levels to start with three profiles
1. Ramp up Rachel (Rob)
2. Leverage Lucy (Larry)
3. Visionary Vicky (Vince)

Details for each profile include their immediate, driving need, income range, and a description of where their business is currently and what their issues tend to be.

Create Programs that Fit Client Profiles
By clarifying what’s happening at each level, you help your ideal prospects to see themselves and know what they need. This makes it easy for them to see which program fits best.

Using this model, you are creating a program based around a particular person or around a particular issue instead of just creating different programs.

Client Profiles Help You with Pricing Decisions
This makes it easier to price your programs too. So for example, in the Gold program, I’m giving more access, content and value than people charging three times as much. I’ve kept it really affordable for people who need more clients and more money.

My next levels attract prospects who have more money and clients.  What they need is to learn to leverage their business so they can afford a little more and ultimately they want a little more access.

What I have found is that the more affordable the programs are for people, the better results they get because I’m only speaking to them about their problems and solutions. This is different than speaking to everyone at all levels at the same time. And, it’s so much better than talking beyond their level about things they cannot implement in their business because they aren’t at that stage yet.

The bottom line is to help your clients self select and pre-qualify themselves, so they say, “That program is for me.”

Your Client Attraction Assignment
Have you thought about the different types of clients you serve? Think about the clients you’ve worked with and see if you can sort them into categories. When you can do this, you are on your way to creating program and package levels that will allow prospects to self-select. That makes your job of closing the sale so much easier down the line.

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.

Today’s topic is where to find clients.  You’ve opened up your business.  Perhaps, you’ve been in business a few years and your practice is still not full yet or you’re just looking to fill your programs even more.  The big question you may have is where do I find clients?

These are my four best tips for how to find your ideal client and how to get in front of them in large numbers and inexpensively. (That’s the ultimate shortcut!) (Click here to tweet this.)

1. Get clear on who that ideal client is.  You may be thinking, “Yeah, yeah I know this.  I know this already,” but most people that I talk to aren’t actually very clear about who their ideal clients are.  You want to get clear on who is it that will get great results from working with you.  Who is it that you love working with that sees value in what you have to offer because they get great results from working with you and they’re going to tell others.

Get really clear about the following: are they a particular gender, a particular company, a particular age group or do they have a particular problem?  Whatever it is, figure out who that person is first.  It is basic, but so, so important.

2. Once you know who that is, you want to look to see who is already speaking to that person.  Perhaps, it’s an individual like a strategic alliance or a joint-venture partner who is in a particular industry and is already speaking to that person, or who already has a list of these people. Or perhaps it’s an organization, networking group or an association who is already speaking to large numbers of your idea client. They’ve already gathered them for themselves, but really they’ve gathered them for you too. Once you’ve identified these people or groups, you’ll want to reach out to them and offer to add value to their people, to their list.

3. Contact them and ask, “How can I help?  This is what I do.  Can I offer some free content?  Would you like me to come and speak?”  Whatever it is that you do you are making sure that it’s not all about you, that you’re not here to just take from them because they’ve really put a lot of time and effort and probably money in gathering these people so you want to make sure that what you’re offering benefits that strategic alliance or that joint-venture partner as well.

4. Make an offer. The idea is to give such good content and such value, whether you’re speaking or giving them something free, that you will impress them so much that they’re going to come over to your list.  This is when you want to offer these people something that they can’t refuse.  Maybe it’s your free checklist, your free audio, your free DVD, or a free ticket to an event that you’re doing.  Bring them over and then give them high content and high value on your own list until they raise their hand and say, “I’m ready.  I want to work with you.”

Your Client Attraction Assignment

Us this formula to find your ideal clients.  Just put it into place.  Do the work and watch your practice grow.

Your elevator speech is the way you succinctly explain what you do for people you meet at networking events. You share just enough information to encapsulate what you do and spark interest among the men and women you talk with. The point is to get the conversation going, right?

There is another type of elevator speech that I call the “Situational Elevator Speech”. Let’ say you’re at a holiday party. You are mingling with people you don’t know, enjoying appetizers and drinks. That’s not the right time to start with your regular elevator speech created for networking – it’s way too business-like.

But you can try this method instead. Just fill in the blanks for your business once the subject of what you do comes up.

“I have a service that helps _______people who struggle with ________, which means they don’t have __________. What I do is ______which means ________, which equals, _______.”

You keep drilling down and going deeper into what you do one step at a time focusing on the results and benefits. Here’s my speech:

“I have a service that helps entrepreneurs get more clients and make more money in their business. I tend to work with people who have a semi-successful business, but who really want to make a lot of money and right now they can’t because they don’t have the right marketing in place. Which means they don’t have enough clients, which means they can’t always pay their bills.

What I do is teach them how to build systems around marketing, get clarity about who they’re working with and close sales more often which means they make more money, serve more people and live a more freedom-based lifestyle.”

It doesn’t matter specifically what you say as long as it’s situational. The person you‘re talking to will say, “Oh, that makes sense.”

This method is more conversational because you are not cramming a bunch of business words into a single sentence or two. As you drill down to the benefits of what you do piece by piece, you are just expanding the conversation rather than selling people anything.

The whole thing about client attraction and what I teach is that you have to be yourself. You have to be authentic or it just won’t work. If it’s too formulaic, people will see right through you. They can smell a sales pitch a mile away.

So, it’s very important to talk about what your clients struggle with and the results of working with you and your service. And share this piece by piece as you drill down through all the benefits of working with you.

Now you are all set for all the socializing you’ll be doing during the upcoming holiday season.

Your Client Attraction Assignment
Prepare for your social interactions and opportunities coming up in the next month. You never know who you might meet and who could be your next referral source or client for that matter. Practice this “situational elevator speech” and the drilling down process, so you can feel comfortable with the method. That’s the best way to be authentic with what you are saying about 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 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.

It’s Fabienne and Derek sending you warm wishes for a very Happy Thanksgiving.

We want to take this moment to tell you that we’re just so grateful to have you in our lives.

We were reflecting back on what a wonderful year it’s been, giving deep thanks for all the abundance in our lives and really taking the time to appreciate our family, our children, our friends, our team, our yummy clients and customers and of course, you too! (Click here to tweet this.)

We’re so incredibly proud of the work that you’re doing. Whether you’re just getting your very first client or you’re passing the million dollar mark in your business, we’re truly honored to have you in our lives and to be part of your process–so thank you.

Take a moment to watch our video message because we have a special Client Attraction assignment for you for today. It has to do with gratitude and this one simple assignment is going to give you a lot of momentum as you continue to attract more clients and grow your business.

Remember, we love you, we believe in you and we’re sending you big hugs from all of us here on the Client Attraction Team.

Happy Thanksgiving!

Love,
Fabienne and Derek