March 2013 - Small Business Coach, Women Business Coaching - Client Attraction

You may know that I teach hundreds of our clients and customers each year how to use video to get clients and build their list. One of the questions I get most often is, Derek, why is video such an important part of your marketing and do I really need it? My answer is invariably Yes! You really do need it. You see, video is an essential part of your online marketing strategy, specifically having a video on your website, because it helps you authentically connect with people who visit your website and allows you to engage with them in a very compelling manner. Depending on what you ask them to do in your video, they happily opt-in to join your list or call you to become a client (or both).

“Video helps you authentically connect and engage with prospects in a very compelling manner, turning them into clients quickly” (Click here to tweet this.)

Now, I know what you’re probably saying… But Derek, I don’t even know where to start with video… all the different equipment and technology that exists, I’m confused. Do I even have what it takes to create good videos? Is that you? Are you feeling stuck when it comes to doing video? Well, with everything that’s available at our fingertips with video technology and the world of online virtual assistance, there is really no reason you cannot use video on your website.

Why is video so important for list building? Video allows you to interact with your prospects better than anything else – except for face-to-face interaction, of course. And unless you can figure out some magic way to appear in person every time someone visits your website – you’ll want to use video, in a strategic way. There are three important elements of shooting a video that I want to share with you, specifically.

Watch this week’s strategy to help you get up and running with video for marketing your business in no time.

Your Client Attraction Assignment

Ask yourself: how am I using video in my marketing? If you don’t have a video on your website that will help you when it comes to connecting with your website visitors and building your list, I strongly suggest you consider adding video to your marketing efforts as soon as possible.

We’ve been using video now here at ClientAttraction.com for a few years now on our website. It has been a game-changer not only for helping us build our list, but also attracting more ideal clients in droves and adding a lot to our bottom line. It’s time you do the same…

OLYMPUS DIGITAL CAMERAWondering where to find clients if you live in a small town? Sometimes it can be a struggle when you live in a rural area. There are three different approaches I want to share with you to help you attract all the clients you need from your home town and a nearby city.

Where to Find Clients Approach #1 – Online Marketing. Concentrate on building your online presence locally and for the nearest city. You might try any of the following to help improve how easily you are found on the web:
1. Try a Google Adwords campaign including your town and the nearest big city as part of your set up.
2. Use your town or nearest city in your blogs and as part of your keywords to attract local business.
3. Try directories like Yelp.com or other local listings where you can be found.

Where to Find Clients Approach #2 – Network As Much as Possible. Look at joining networking groups in your own town and in the nearest big city. Even if you can only travel once a month, you might be able to hit more than one meeting to maximize your drive time and gas expense. You could visit a BNI meeting in the morning, a lunch meeting mid-day and a happy hour chamber of commerce event all in one day.

If you could do this a couple of times a month or even once a week, this would work wonders for your business. Look for monthly association meetings too which are a great way to make valuable connections. Network like crazy, but do it efficiently if the drive to the nearest city is time consuming.

Where to Find Clients Approach #3 – Use the Warm Letter Campaign. Send out a monthly warm letter to absolutely everyone you know to get the referral system working. This is a snail mail letter which I talk about at length in my Get More Clients program.

People know a lot of other people. By jogging their memory with a letter about what you’re doing, they can think of someone who could use your service now and refer them to you. It’s just the price of a stamp, so send that letter to everyone.

These are the answers to getting more clients in a small town or a rural area. Now you know where to find clients. You just have to take a “no more excuses” approach to be super active and get out there in a big way.

Your Client Attraction Assignment
Have you written your first warm letter yet? This is a powerful tool no matter where you live. When you let people know what you are up to and how you have helped others, they will start to think of people who could use your service. You can even share testimonials or your success stories. Don’t be shy – you are spreading the word about your business rather than keeping it a secret. This is where to find clients – the more you talk about your business, the more people you can serve. It’s that simple.

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.

groupcoachingMany of my clients want to increase income but they don’t have a lot of time. They have nearly full or full practices and need to start leveraging their time and offerings to make more money.

When I started offering group programs, this is what motivated me. My practice was filled with one-on-one clients, yet I was turning people away who couldn’t afford working with me. When you work privately with clients, your income is limited to the number of time slots you have – that’s it. Out of necessity, I started to wonder how I could offer a group program and serve the other people who couldn’t afford my one-on-one programs to increase income.

I looked at the steps of my Client Attraction Home Study System and thought, “Okay, how can I teach this to people and still coach them through it at a lower fee to increase income?”

I started with a five week program, thinking I could cover two of the 10 sections per week. I charged $295 and I immediately sold it to 12 people. I thought – I’m on to something here. But the five weeks wasn’t really long enough. So, I started another program that was 10 weeks for $395. I filled that to capacity so I upped the fee to $495, then $595. I was regularly running group programs for 10 weeks and raised the fee to $1195 with 12 – 20 people per program!

Talk about ways to quickly increase income! You can see how offering group programs leverages what you already know and is far more efficient than the one-on-one private clients.

The key to making this work for your practice is to have a proprietary system like the Client Attraction System. Once you’ve got that, you can start teaching it over the phone like I did. Just offer your unique system with lots of hand holding and Q & A time. Working this way with large groups is a great way to increase income, leverage your time and grow your practice.

Your Client Attraction Assignment
Do you have your proprietary system yet? Creating your system is the key to building a dynamic practice and increase income. If you haven’t done this yet, look at the Client Attraction System to get started and come up with your own method. Formulating your own unique process makes your marketing easier and is the key to leveraging what you do in a big way.

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.

There’s a famous quote by Arthur Ashe that reads: “From what we get, we can make a living; what we give, however, makes a life.” How to Build Your Business With the Law of Circulation

Today’s video strategy is about triggering the law of circulation by giving. And you may be wondering, what does giving have to do with Client Attraction and making more money. Well, I’ve discovered that it has everything to do with building your business quickly.

“In business the more we give, the more we attract. It’s a Universal Law.” (Click here to tweet this.)

I promise you, once you start incorporating the Law of Circulation in your own business, you’ll witness a boomerang effect of abundance coming back to you ten-fold! Let me know your thoughts below and if you’ve already experienced how giving has shifted your business for the better, please share your experiences here!

Watch my latest video here so I can explain exactly how—and share with you how it’s working right now in my own business. (It’s actually caused some monumental shifts for me!)

Your Client Attraction Assignment

So, how about you? How can you start incorporating the Law of Circulation in your own business? Is there a cause that is close to your heart—something that moves you…stirs your soul? How could you use your business to tithe to this organization or cause? Imagine how it would feel to be able to give regularly to this cause? Would it make your work more meaningful?

How else can you give above and beyond what your colleagues and competitors are giving, so that you stand out in the marketplace? How could you wow your prospects and clients with your generosity?

Have you noticed that you seem to be stuck at a particular income level? It might be a monthly target or your early income. Very often, this is a function of your inner beliefs about money, especially in relation to others, your spouse, family members, friends and even your parents.

There may be fears that if you surpass these levels, you will create friction with others. Or family members could start asking for handouts. Making a lot of money often has emotional repercussions that you might not recognize immediately.

So you actually have to look at your beliefs around money and perhaps what people will think about you or want from you. Where is there something energetically that’s keeping you from making more than that amount?

When you want to reach a goal, but have some belief that holds you back, I call this chaotic vibration or energy. I had a client in the Platinum Mastermind who had a daughter with three children who wasn’t very responsible with money. Anytime my client would make more money, her daughter would magically show up at her doorstep asking for a handout and use the guilt card about the grandchildren.

So, deep down inside, my client had mixed feelings about making more money which were holding her back.

One thing I found very helpful is the Emotional Freedom Technique –EFT. You can do this technique on your own (there are lots of videos on YouTube to follow). Or you can work with a practitioner, which is even better. For me, I went through the limiting beliefs one-by-one and the next year, I broke through the seven figures barrier in my business!

This is why I’m such a big fan of mindset. Sometimes, something little, a fear you are unaware of, or a chaotic vibration gets in the way of taking your business to the next level. When you clear that, you can make as much money as you want.

Your Client Attraction Assignment
Do you know what limiting thoughts are getting in your way of earning money? I recommend making a list of all your fears, beliefs and resentments – all that kind of stuff. Then start the EFT work from there, addressing each one. This process is very powerful and will help you break through to the next level in your business.

I also recommend T. Harv Eker’s book, Secrets of the Millionaire Mind as an excellent resource for breaking through your money barriers.

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.

client-payment-plansOffering payment plans to your clients is a smart way to make your premium packages more affordable. This is particularly true when your packages range from six to 12 months.

Length of Payment Plans
The first thing to be aware of is to make sure your payment plans are not as long as the program. In other words, if you have a 12 month program, I encourage you to make the installments no more than eight to nine months.

The reason for this is there are a small number of people who will start to “flake out” after the eighth month and will decide not to continue paying. This will happen even if they got massive results. Some people just have one foot out the door and don’t stick to a commitment even if it’s been the best thing for their business.

This is the stuff nobody talks about, but all the top coaches who have been doing this for years talk about it. The solution is to have the payment plans end before the programs do. So for example, with a 12 month program, keep the payments to somewhere between six and nine months. And whatever you do, never allow the payment plans to extend beyond the length of the program.

Full Payment Discount
It’s also wise to offer clients a full payment option with a significant discount. The discount acts as an incentive to pay in complete upfront, which makes this option very attractive. Clients who choose full payment are often more committed and ready to completely go for it.

In addition, payment plans with a paid in full choice eliminate the risk of those flaky situations. Plus, it makes bookkeeping much easier as well. And it’s worth offering a discount to get the total fee upfront. Cash in hand is king right?

Share Your Brownies With More People
By offering payment plans with installments and a full pay option, you provide clients with two ways to make your programs more affordable. Either way, clients are choosing the option that helps them take advantage of your services and share your brownies.

Your Client Attraction Assignment
Have you created your premium packages yet? Now is a good time to get started. You can serve more people and make access to you and your system much more affordable. The more people you coach or deliver your services to, the more you can increase your income with leverage, not harder work and longer hours.

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.

In today’s video strategy we’re talking about building your list with article marketing. Article marketing is actually one of hundreds of marketing strategies for driving traffic to your website so that you can build your list. It’s a strategy that really works and yet it’s not something that a lot of entrepreneurs are talking about or know about.

Article marketing is quite simple. It’s the process by which you take your content, preferably pre-existing content from your blog or from your website, and you submit it to article directories on the web. Article directories are basically websites where you post your content so people can find you on the Internet.  Pretty simple. (Click here to tweet this.)

When someone does a search for a particular phrase on Google, for example, your website may not come up right away, but your article will if it refers to what they searched for. This is a great way to attract new people to you who would be interested in your content and ultimately what you have to offer.

Once you submit your content, you can categorize it based on the topic, keywords and the message you’re looking to share. You can even do things like set up an author profile with a bio, picture and links back to your website.

When you submit your content to several article directories, I recommend you do it on a consistent basis and not as a one-time-only thing. This will increase your exposure and ultimately your visibility in a huge way. It’s a great way to grow your platform and drive more targeted traffic back to your website to get a free gift from you, preferably what we at ClientAttraction.com call your Irresistible Free Offer, and then they can be added to your email subscriber list.

Your IFO can be a free report, a free checklist, a free video, a free audio or a free CD.  You have to give them something. When they sign up for your free offer they also get subscribed to your email list so that you can continue to give them great content and stay in touch with them. This is where the power of article marketing goes on overdrive – by driving traffic back to your site and at the same time converting those leads onto your list using your website.

The potential reach from article marketing is massive when you think about the number of new people who are out there searching for your content. They just don’t know about you or your website yet. It’s all about getting that out there.

The best part is you don’t have to go out and create more content to get this type of exposure and traffic. You don’t have to reinvent the wheel. We actually recommend that you use content that you’ve already created. Perhaps it’s an article that you’ve written in the past or a section of a book that you’ve written or any number of other pre-written content. That’s what we call recycling in the world of client attraction. It creates less work for you.

You’re basically leveraging content you’ve already created and using it to build your list. It’s a fantastic strategy. Now remember, just posting an article or a video to your blog or your website only works for nurturing the people that are already on your list. Article marketing is all about leveraging that same content on the web to attract new people to build your list even further.

Here’s the best part. It’s low-cost or really sometimes even no-cost to implement.  It takes very little time to do and it’s very little effort. It’s super, super easy.  Anybody can do it and get started literally right away.

Your Client Attraction Assignment

What is your article marketing strategy?  How are you, right now, taking your pre-existing content and actually getting it out to the web for increased visibility and bigger awareness to attract more visitors to your site?  What are you doing right now for article marketing?

The best place to start is just to do some research. Find a few article directories that are out there that you think would work the best for your market and start submitting your content beginning this week.  Yes, I said, “This week.” There’s no rest for the weary here at Client Attraction.  It’s about taking action and doing whatever it takes.

self-promotionAre you having trouble promoting yourself? Maybe you find it hard to write emails about upcoming programs or announce events on Facebook. You might wonder what is holding you back or blocking you from getting out there and letting people know what you offer.

Many of my clients have encountered resistance in this area. Let me share a few ideas on what this could be related to. You might:

  • Be afraid to get out there in a big way
  • Want to avoid the spotlight
  • Fear criticism from others
  • Feel too pushy
  • Resist the idea of selling to anyone

Now, this is important so really give it some thought. I’ve heard people talk about sales this way. Selling is NOT something you do to someone. Selling and marketing are something you do FOR someone.

I am in a mastermind group for million dollar business owners and a new member said something similar to this. But many of the other group members see marketing as fun. It’s certainly fun when you do it well. But most importantly, you need to realize that you are marketing your business so you can help more people right?

If you offer acupuncture, nutrition, business coaching – there are people out there who really need your help! They don’t know how to do what your service provides on their own. They are stuck and looking for a solution and you’ve got that solution.

But if you keep yourself a secret and you don’t announce your programs, you are being really stingy because these are the talents you were given. If you don’t let people know about what you do, you are actually being greedy.

When you look at self promotion this way, you can see your newsletter, Facebook and other sales and marketing tools as the way to get the message out to make somebody’s life easier and better. Can you see how that’s not pressuring anyone or being pushy?

You are saying, “Hey, if you’re interested, check this out.” It’s about pull marketing. It’s your duty to let people know your service exists and help them get out of their own way, so they can get the results they say they want!

Your Client Attraction Assignment
If you have resistance to self-promotion, make a list of how you help people. Write down all the great results clients get if they work with you. Next, take in how you feel when clients get these results. That will help you remember that self promotion is just a means to help clients. When you come from a place of helping others, you are not being pushy. Instead you are being helpful to those who truly need you and want 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.

irresistible-free-offerAre you struggling with what your Irresistible Free Offer (IFO) should be? Don’t worry, that happens to many entrepreneurs who are starting out. The key is not to spend too much time deliberating over what to do. Having your offer completed and available to attract new prospects and start lead generation is what counts the most.

There are so many options for creating your IFO. I have a free audio on CD as you know from visiting my website. But you could offer a downloadable audio, ebook, quiz, assessment, or free report. In fact, the last alternative is a great first IFO.

To create your free report, simply talk about the steps of your proprietary system. Share your tool kit without telling the “how”, just the “what and the why” of your system. If you go to ClientAttraction.com and click on the “About” page, you’ll find my “Interview with Fabienne”. There’s a section probably towards the middle that describes all ten steps of my Client Attraction system.

However, what it doesn’t say is how we’re going to accomplish these steps. It says what the system and steps are and why they are important for success. So, people get value from reading it, but they don’t get the whole story. It’s not like they can go and do it all on their own. Prospects will still need you to show them how it works to really leverage the system.

You should also share your compelling story. And at the end of the report, include a call to action for working with you. Say something like, “Want to know more about how to succeed with this system? Contact me to schedule a get acquainted call and let’s find out what we can do together to help your business.”

See how simple creating your first Irresistible Free Offer can be? Don’t wait another minute to get started and put it out there to attract lots of new clients.

Your Client Attraction Assignment
If you haven’t yet written your “Interview with” or created your proprietary system, but you do have your compelling story, you can still create a free report easily. Think about your story and what you did to achieve success. Then chunk down your actions into separate steps and there you have it – the content for your free report is all set! And you’ll also have a head start on your proprietary system, your “Interview with” and your compelling story. Very efficient!

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.

One of the biggest things that affects your business and your income is your level of self-confidence. You’d think it would be marketing and yes, marketing is massively important, but if you don’t have confidence in your abilities, if you don’t have confidence in your business or in what you’re doing you’re not going to get anywhere in your business.

Why is that? It’s because confidence affects your actions and your actions create your habits and your habits, which are the things that you do day in and day out, create your results in business. Confidence is responsible for how many clients you have, how much you make, etc. All of that is based on your actions. That’s why confidence affects every single aspect of your business. (Click here to tweet this.)

Confidence affects how you close the sale and how often you market. It affects your willingness to do whatever it takes, how you follow up with prospects, how you reach out to potential strategic alliances, how you network, how you speak, all of which determine your number of clients and how much you make in your business. All of this confidence, affects the money that you make in your business.

It’s easy for your confidence to take a hit. I know you know this because you’re maybe experiencing it right now. Each time you don’t close the sale, there’s a little piece of your confidence that gets taken away. When you make a mistake in your business (we all do) who is the harshest critic? You know right? It’s you. I know because I’ve been here too.

Every time you lose a client or you don’t make a deadline or you don’t fill that program it makes you question whether you’re really cut out to do this – being an entrepreneur. It all stems from your level of confidence. If confidence is such an important part of the success of your business, it’s really important that you guard it. Guard your confidence.

Allow me to share two simple things with you that I did, especially in the beginning when things were tough, that allowed me to keep my confidence at a natural level. It kept me persistent. This is not about inflating your confidence to an abnormal level. It’s about bringing your confidence back to a natural level.

1. Read your testimonials on a daily basis. I know it sounds kind of silly, but one of the best ways to get back to a natural level of confidence is to feed your mind with positive validation that you are good at what you do. That inner gremlin, that drunk monkey inside, it’s so quick to tear you down and to make you feel bad and to make you question whether you can actually succeed in your business. Any time something bad happens, that inner gremlin is right there to tear you down.

To counteract that you must counteract it with equal force. All you need to do is read your testimonials or think about all of the positive things that you’ve done for clients or people in your life especially around you business, all the people that you’ve helped along the way. A lot of people look at their life or their business like 98% is going badly and only 2% is going well, but that’s not usually the case.

Usually only 2% is going badly and 98% is going well because you’re making progress and you’re putting one foot in front of the other. Remember, building your business is not a race. It’s pace, not race. The day you plant the seed is not the day you eat the fruit. There is some time in between and that time sometimes makes us question, “Am I good at this?” Instead of focusing on that, focus on what is going well. Focus on what your clients have gotten from you and you’ll have the confidence to keep going.

2. Keep a ‘kind words’ folder. You can do this on the desktop of your computer where you move over some emails from clients who are getting great results or you paste some of the screenshots of a note from a gushing client who left you a note on your facebook wall. You can even create a physical basket and put it on your desk, where you put cards that you’ve received, little notes of encouragement, words from client who said that you’ve changed their lives.

That’s what I do. My team calls it the Good News Basket. I call it my Kind Words Basket. It contains otes from my clients about how I’ve changed their lives, stories along the way, notes that my team prints up for me from emails that have been sent. It’s a big pile of love.

The reason I keep this is because just like anybody else in business, there are going to be days where the going gets tough. And it always will because at each new level there’s a new devil, but you can just feed the positive part of your soul so that you regain you confidence and you keep going.

Remember, you started your business to make a difference in people’s lives for the highest good of all. By feeding your soul with positive validation, it allows you to ignore that drunk monkey and to stay in faith, that you are here to change the quality of peoples’ lives through your business and when you do you’re going to persevere. It’s those people who stay the course and persevere that ultimately win in business. You can do this.

Your Client Attraction Assignment

Stay in positive affirmation. Read your testimonials and keep those little notes and read them when the going gets tough. You’ll see a big difference in your self-confidence in no time. Good luck!

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