November 2011 - Small Business Coach, Women Business Coaching - Client Attraction

It’s important to educate the people you consider personal advocates (those who know you, like you, trust you, love you and want the best for you), and let them know what you’re up to and who your best clients are. (If you’re just starting out, it’s a letter of introduction; if you’ve been in practice several months or years, write an “update letter” of how your practice has grown or new services that you provide.)

Now, before you resist this and think it might be too forward, read on. The fact is, most people who are your personal advocates will be happy to help (people LOVE to give referrals and to help out a friend in business, especially when the person is a trusted friend). It makes them feel good, yet most of us somehow feel that we’re being a burden on our network when we do this. The good news is, it all depends on how tastefully it’s done.

You never know what may happen, but if you don’t let people know what you’re up to, you are keeping the doors of opportunity closed. In both of my private practices, I sent “warm” letters of introduction letting my friends and family know what I was doing and asking them to think of me when they saw or overheard a particular situation relating to my coaching. Both times, I received clients right away, and both times, friends also referred people as long after the fact as 6 months to a year after receiving the letter. It sure feels good to get those phone calls from people you don’t know saying they’d like to work with you.

This will be one of your most effective client attraction tools, and best of all, it’s relatively no-cost to you!

Your Client Attraction assignment:

Write a letter to contacts that you already know, as an announcement or introduction to your services. Be sure to keep it friendly, warm, as well as educational; remember, this is NOT a sales letter. You’re just educating your environment at this point.

Describe your ideal client and ask the recipient if they know someone who might fit that profile.
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.

When I ask people who say they don’t have enough clients what they do to market themselves, I’m often (really often) surprised to hear that they only 1) put up flyers in the neighborhood, 2) talk to people at parties about what they do (whenever they do go to a party) or 3) go to a networking group once in a while (“but the reason I don’t really go that often is because it doesn’t work to get me clients.”) What do you think I’M thinking? Exactly. They’re keeping themselves a secret. No wonder they don’t have a full practice.

Don’t keep yourself a secret! Get the word out there that you exist.

You can get new clients and referrals from writing and sending an introduction letter.  Send it to five or ten people per week, and to actually call these people, and connect with them. Say something like “Did you get my letter, let’s talk on the telephone, let’s have a cup of coffee, tell me about what you’re doing, and I’ll tell you what I’m doing, etc.

The idea with this letter is to keep it consistently going out to people in your network. The first time around, in my nutrition business, I made the mistake of sending 250 introduction letters out at the same time, and I had no time to follow up with all 250.  However, I’m certain I would have signed on many more new clients if I’d actually had the time to follow up one by one with each person I’d sent it to.

Send your letter to everyone you know, about 10 to 20 a week. I hand-wrote a couple of words at the top to make it more personal (“Hi Mary! It’s been so long since we’ve seen each other. Would love to catch up over a cup of tea. I’ll call you this week. Best, Fabienne.”)

That following week, call the person, set up a meeting for breakfast, lunch or tea, get caught up on their life and talk to them about my new business, asking them if anyone they knew fits your ideal client profile.

The result? Word spread and I received a number of my first round of clients and referrals this way. And when you do that, you actually set yourself up for getting that first client, that new client or that referral you didn’t know was waiting for you.

Your Client Attraction Assignment:

  • Create and send a “warm” letter of introduction as an announcement/update of your practice to contacts that you already
  • know.
  • This includes everyone (your family, friends and colleagues, past clients and acquaintances).
  • Keep it friendly, as well as educational, but definitely NOT sales-y.
  • You may write a handwritten hello at the top of the page to make it more personal.
  • Follow up one week later with a phone call and invite people to join you for a conversation, either in person for a casual meeting or over the phone.
  • Describe your Ideal Client and ask them if they know someone who might fit that profile.
  • If you have been in practice several months or years, write an “update letter” of how your practice has grown or new services that you provide.

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’re looking forward to spending treasured time with family over this holiday and we wanted to let you know how grateful we are for each and every one of you as well.

It’s been such a wonderful year and we have so much to be thankful for—each other, our family, friends, team, our yummy clients, customers and ezine subscribers.

We believe in you and your ability to play a much bigger game in your business and we want you to know that we love you all and we’re here for you!

So take some time this holiday to write down who and what you’re grateful for—not just in your business but in your life too. Remember, being in a state of gratitude attracts that much more abundance into your life!

Have a fun weekend and I will “see” you next week, OK? Until then, enjoy your holiday, happy Client Attraction and big hugs to you!

Sometimes, it’s best to not reinvent the wheel or “fix what ain’t broke,” as the saying goes. Let’s say you have several clients you absolutely LOVE. Look at where all of these clients have come from. Perhaps it’s a particular networking group, or a talk that you gave, a referral from a strategic alliance or Center Of Influence, or a referral from a client. It’s important to see where your clients have come from, so that you can do more of the same.

Avoid focusing too much on what hasn’t helped you attract many clients in your Marketing Pie, but rather, what HAS worked. That’s what you want to focus on.

One way to keep track is to set up a system for this. Each time a new private coaching client signs up to work with me, they fill out a section of my Welcome Packet that says “Whom may I thank for your referral?” This is a great way to keep track, because you’ll forget, but they won’t.

I have a section in my database that I’ve labeled “Referred by” next to the client’s name and in that section, I note who referred that person, where I originally met them, or what talk they came to hear. At the end of the quarter or the year, it helps me to eliminate the marketing efforts or networking groups that aren’t working and focus on the ones that are.

This also has the added bonus of tracking which referral sources have given me the most leads and reminds me to thank them appropriately for each and every referral.

Your Client Attraction Assignment:

  • Start tracking where your clients come from so that you can continue marketing there.
  • Ask each and every client whom they were referred by or where you met.
  • Create a worksheet to keep track of this.
  • Review this often to see what’s working and what’s not.
  • Focus on (and do more of) what works and eliminate the efforts. that don’t produce results.
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.

To get more clients from networking, you’ve figured out where your best clients have come from and where your ideal clients can be found in large numbers and inexpensively. It’s time to create a marketing plan that has you focusing on “fishing where the fish are.” The more focus you have, the better the results.

When coaching clients to do this in private sessions, I ask them to draw a large circle on a blank sheet of paper, and draw some 4 lines to create a pie with 8 slices.

Then I ask them to fill out each slice of the pie with what they’re currently doing to attract clients (only the things that really work) and then fill in the rest of the marketing pie with things marketing tools we’ve agreed will PULL their clients in. This comes from the list of where their Ideal Clients congregate.

So, the list could look like this:

  • Network where they network
  • Join associations that allow you to rub elbows with them
  • Write articles for the publications they read
  • Create a Signature Talk for a workshop/seminar they attend
  • List your events in publications they read
  • Set up referral partnerships with people they do business with on a regular basis
  • Get booked as a speaker for organizations they belong to
  • Write articles for websites they visit often or rely upon
  • Write an e-zine they would be interested to read
  • Give free (or paid) teleseminars they call in and listen

Avoid marketing where your ideal clients are NOT spending time, as you will attract people who DON’T fit that profile.

Know that although you DO want a multi-pronged marketing approach so that you don’t ever put all your eggs in one basket, you want to take it slow and not try to put into place ALL the pieces of the pie at the same time. You’d overwhelm yourself and exhaust yourself completely, and exhaustion is not very Client Attractive.

So the idea is to start putting a couple of “slices” of the pie in place, to make them run like a well-oiled machine and THEN move on to adding another slice, one at a time.

Your Client Attraction Assignment:

Spend some time thinking about all the different avenues for reaching you target audience with your compelling marketing message and plot it out on a marketing pie. Then start putting one piece of the pie in place, one after the other, until you’re Marketing Pie is in full swing and always working to help you attract clients. No more ad hoc marketing with no results.
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.

Mindset—your psychology  of success—is not just thinking positively. It’s about going inside and seeing what’s getting in the way because that’s what drives EVERYTHING.

If you’re experiencing failure or struggle,  it’s based on your mindset.

If you’re experiencing big breakthroughs,  it’s based on your mindset.

Your mindset drives your actions. And your actions dictate your results.

So if all this stuff is under the surface, what do you do to fix it?

You’ve got to look at the internal struggle happening right now underneath your surface. You may not even know its there or how to pinpoint it.

But it’s important to realize that if there’s a struggle on the inside, there will always be a struggle on the outside.

If you want to succeed,  you must look inside—at the fears, the behaviors, your self-image…if you don’t, then you stay stuck. You’ll continue to wonder why it’s not happening for you. It’s like driving with one foot on the gas, while pulling up on the brake. It’s like going nowhere fast.

Are you ready to look inside and finally end the internal struggle that’s holding you back?

Yes? Good because I just launched my BRAND NEW Inner Game Coaching Program which includes my never before released DVD and CD home study program from my sold-out Mindset Retreat as well as 7 Direct Access Coaching Calls with me over a 14-week period.

There’s still a little time left to take advantage of my super low Early Bird tuition (save a cool $500 but offer ends TOMORROW) and my EZ 5-month installment plan.  Get all the details and register here.

I believe you were divinely contracted to be here with me right now. You were meant to be here . You were meant to hear this message now.  Join Me. Now is your time to play big.

 

All prospects have some form of resistance when buying a program, product or service. If they didn’t have reservations, they would have signed up already so it becomes your job to handle those objections and move that prospect from just being curious to being a believer and ultimately a buyer.

There are two ways to do this–either handle it verbally or on paper. Either way it’s a form of selling. But remember, selling is a good thing. Selling is something you do for someone.You’re taking a stand for your prospect because deep in your heart you know that if they work with you or buy your service or product, they will get better results. It’s your job to move the prospect out of his or her own way by handling their objections so they can get the results they say they are looking for.

Here are the 7 most frequent objections a prospect will have.

  1. You don’t understand my problem. Everyone wants to feel understood and significant. How can you show your prospect that you know exactly what it feels like to be them?
  2. How do I know you’re qualified? No one wants to be a guinea pig. They want to know you’ve been doing this for awhile and that you have what it takes to get them the results they need. So, how can you best convey your credentials?
  3. I don’t believe you…There’s a lot of hype out there. It’s only natural for a prospect to feel skeptical so how can you best address this objection? How can you make them trust their decision to work with you?
  4. I don’t think I need this right now…I always tell prospects with this objection–why would you wait when you want results NOW? How can you show them that now is the perfect time?
  5. Will this work for me? They may feel that their business is “different” and what works for others won’t work for them. Show them how you are uniquely qualified to help them too.
  6. What happens if I don’t like it? There is a definite risk threshold that some prospects aren’t willing to cross. How can you offer a risk reversal where you take on the risk and they can feel more comfortable working with you?
  7. I can’t afford it. When a prospect feels they can’t afford what you offer it either means they’re not your ideal client or that you haven’t yet communicated the value and Return on Investment that they will get from working with you.

Your Video Assignment

Use the points above to identify your prospects’ specific objections. Then create a rationale as to why each objection simply isn’t valid. Weave this through your marketing materials to attract more clients and make more money!

There’s a big fat lie about people who make a lot of money and that’s that they’re greedy, inauthentic, that they take money from others…Not only is that not true,  it’s impossible.

Why? Because there is an unlimited supply of abundance in the universe. There is no limit to what can be created.

In fact, by making more you don’t take anything away from anybody. It’s not about that. It’s about adding a lot more value to a lot more people so you can multiply your income dramatically.

Sounds simple, right? But if the formula is so simple, then what’s the problem? Why isn’t every entrepreneur a millionaire?

What’s holding you back is fear of change.  That fear keeps you playing small and to avoid the discomfort, you use excuses—everyday (whether you realize it or not…)

Then feelings of inadequacy come up…I’m not worth it. I don’t deserve it. Do I really need it?

These lead to self sabotaging behaviors—procrastination, negative self talk, fears of what people will think and say…not enough determination, perseverance or faith.

So why does all this matter anyway? Because your mindset—your inner game—drives 90% of your success.

It’s time to transform your inner game to play a BIGGER game.

I invite you to be part of my BRAND NEW Inner Game Coaching Program, which includes my never before released DVD and CD home study program from my sold-out Mindset Retreat as well as 7 Direct Access Coaching Calls with me over a 14-week period.

There’s still some time left to take advantage of my super low Early Bird tuition (save a cool $500 but offer ends THIS Friday) and my EZ 5-month installment plan. Also, right now I’m offering a few TAKE-ACTION-NOW bonuses (including a FREE ticket to the 2012 LIVE Mindset Retreat taking place next September in Florida, worth $3,000.) But you’ll have to act fast because the special pricing and bonuses will not last long…so check it out here.

Imagine that you stand before a placid lake at dusk. You take a rock and you toss it into the lake and create a ripple effect.

That’s what you do every time you work with a client. You create a ripple effect that affects their life in some way as well as the people around them—their friends, family, spouse, children, co-workers. ALL of their lives change—because of you.

Now, imagine for a moment that you’re not working with ONE client, but TEN clients. What happens to that placid lake as you toss 10 rocks into it? What about if you work with 100 clients, or 1,000, or let’s even say—10,000?  Imagine the ripple effects you are creating. Imagine the lives you’re affecting.

And, the more people you serve, the more money you make.

To make a lot more money in your business, you’ve got to add a lot more value in the marketplace. Yes, you’re adding some value now, and that’s fantastic. But it’s time to add even more value and to a lot more people.

You say you know this—but are you living it daily? Would you like to?

Here’s how:

I invite you to be part of my BRAND NEW Inner Game Coaching Program, which includes my never before released DVD and CD home study program from my sold-out Mindset Retreat as well as 7 Direct Access Coaching Calls with me over a 14-week period.

There’s still some time left to take advantage of my super low Early Bird tuition (save a cool $500 but offer ends THIS Friday) and my EZ 5-month installment plan. Also, right now I’m offering a few TAKE-ACTION-NOW bonuses (including a FREE ticket to the 2012 LIVE Mindset Retreat taking place next September in Florida, worth $3,000.) But you’ll have to act fast because the special pricing and bonuses will not last long…so check it out here.

Your gifts—your skills and talents—were divinely given to you NOT to squander. It’s time to play a bigger game. You can do it. I believe in you!


As entrepreneurs we are cut from a different cloth. We’re not like everyone else. We’re not looking to clock in and clock out everyday from 9 to 5. Instead we put our hearts and souls into all that we do.

It comes down to this. You were given very special skills and talents—innate abilities and unique experiences that make you who you are today. It’s your duty to take those abilities and experiences and be of service to those who need you most—regardless of what you do. I call this sharing your brownies. And it’s time you stop being so stingy with what you’re cooking up and instead share your brownies with the world. It’s all about playing a bigger game.

Are you ready to play a bigger game in your life and in your business?

Yes? Good because I just launched my BRAND NEW Inner Game Coaching Program with direct access to me as I walk you through my mindset formula, with experiential exercises and daily accountability and direct coaching from me. Right now you can take me up on my Early Bird $500 off discount AND ez pay installment plan, but only until midnight THIS Friday. Oh, and we still have some incredible bonuses left (including a free ticket to my next LIVE Mindset Retreat in 2012, worth $3,000.) The bonuses won’t last long so go check it out here. Let this be a defining moment in your life.

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