Does this happen to you? You talk to a prospect during your Get Acquainted Call and she says “Yes” to working with you. Yeah, that’s very exciting! But then, you send paperwork and wait for her first payment. Times passes and your cash flow suffers. So, how do you move new clients from saying, “Yes” to becoming a paying client?

1. Use Suggestology in Your Conversation. When you start to go over your programs with a prospect, use language that sounds like you already know she is going to sign up. Here’s a script you can adapt for your business, “Here are the different programs, and you’re going to let me know which one you like. Then if you decide you want to sign up today, fantastic. All I need is your name. email information, address, and which credit card you want to use. Do you want to pay to in full or pay in installments? I’ll run it through, and send your welcome packet, then we can get you started today.”

2. Don’t Send Anything Until You Receive a First Payment. A lot of entrepreneurs are excited by a prospect who wants to work with them, so they lean forward and share information prior to getting a payment. I learned early on in my practice that what works best is to hold off sending the welcome packet. Instead, don’t share anything until you get a full commitment, which is a payment.

3. Use a System for Taking Credit Card Payments Over the Phone. When you have a prospect on the phone, that is the best time to get their initial installment. Take control of payment processing to ensure more prospects become clients. I recommend PracticePaySolutions.com because I used them in my practice. Over the years, I’ve had hundreds of clients do their due diligence, talk to their banks, and many if not most of them ended up with Practice Pay Solutions. It’s just easier.

Don’t send invoices or use Paypal invoices because you lose control of processing and leave it up to the client to choose when to pay. If there is any wishy-washiness, they may waver on making that first installment.

Your Client Attraction Assignment
If you have clients in limbo who agreed to work with you, but have not yet made a first installment, try this to prod them along. Every five – ten days send them a message that says, “I’m looking forward to sending you the assessment” (or welcome packet). Or, “I’m looking forward to getting you started,” or, “Here’s a little thing that I found online”. Gently, lovingly nudge the person that it’s time to get started.

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.

Join Fabienne and Sally Hogshead for this conversation about inspiration and courage, while you discover “best practices” on how to play big – in your business and your life. Enjoy!

Growing up with the last name Hogshead would give anyone an unconventional point of view. After graduating from Duke University and starting in advertising, Sally was named “the most successful junior copywriter of all time.” At age 27 she opened her first agency, and went on to conquer the worlds of branding and marketing.

Sally’s first book was Radical Careering: 100 Truths to Jumpstart Your Job, Your Career, and Your Life. She toured the country as a spokesperson for CareerBuilder.com, teaching how to apply strengths at work.

Her next book, Fascinate, was published around the globe, earning Sally a frequent spotlight in major media including Today Show and the New York Times. The press describes Sally as a “marketing icon” who has “changed the face of North American advertising.”

In 2013, HarperCollins will publish Sally’s new book, How the World Sees You: From First Impressions to Lasting Value.

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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.

Join Fabienne and Amy Porterfield for this conversation about inspiration and courage, while you discover “best practices” on how to play bigger in your work and in your life. Enjoy!

With 12+ years marketing experience, Amy has worked with mega brands like Harley-Davidson Motorcycles, along with Tony Robbins International where she oversaw his content marketing team and collaborated on multiple online marketing campaigns.

She currently creates online programs to teach entrepreneurs and small businesses how to leverage social media to gain greater exposure, attract quality leads and turn their fans and followers into loyal customers. To learn more about Facebook and social media for your business, check out Amy’s site: http://www.amyporterfield.com

See all the classes here.

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.

Join Fabienne and Shama Kabani for this conversation about inspiration and courage, while you discover “best practices” on how to play big. Enjoy!

See all the classes here.

See all the classes here.

Join Fabienne and Janet Hanson for this conversation about inspiration and courage, while you discover “best practices” on how to play your own bigger game. Enjoy!

See all the classes here.

Join Fabienne and for this conversation about inspiration and courage, while you discover “best practices” on how to play big – in your business and your life. Enjoy!

Wife, Speaker, Sister, Daughter, Business Consultant, Philanthropist and Friend. On many days she plays all roles.  Other days, just one or two.  As the CEO of Idea Incubator, MaryEllen not only recognizes what it takes to be a working mom, she also lives the life and is able to blend all of her roles with relative ease. 

MaryEllen is also the proud Founder and CEO of Working Moms Only .com, the world’s leading newsletter and website for the empowerment of the working mom. Prior to founding WMO, MaryEllen was Publisher & CEO of Early to Rise where she was responsible for growing the business from $8 million in sales to $26 million in just 15 months. Before that, she served as President of Weiss Research where she led the company to $67 million in sales from $11 million in just 12 months.

Because of her impressive track record of generating revenues and profits, MaryEllen is known in the Information Publishing world as “The Money Honey.”. She credits a good part of her success to her traditional New York City Publishing career. In New York, she ran divisions at Forbes, Times Mirror Magazines, and Crain’s New York Business and had some of the best direct response marketing and business mentors in the world.  Due to her superlative direct response and business building skills and her ability to “channelize” marketing campaigns, MaryEllen is a highly sought- after business consultant, speaker, and author.

Her first book – which she co-authored with Michael Masterson is, Changing the Channel: 12 Easy Ways to Make Millions For Your Business. It hit #1 on Amazon.com within just 10 hours of  its release.
MaryEllen currently resides in Austin, TX with Patrick, her husband of 13 years, and their three beautiful children, Mikaela, Connor, and Delanie. You can usually find them soaking up the sun on the lake or at one of the kids’ sporting events.

She is the founder of The GoodNews Kids, a foundation to house and protect homeless children. She is a board member for the Speaker, Author Networking Group and is the recipient of the 2009 BraveHeart Woman’s Marketer of the Year Award.