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.

This past week, our longtime coaching client Sandy Salle of Hills of Africa — now the world’s premier experts in luxury travel to Africa– came to Stamford with her Director of Operations Michelle for a powerful half-day strategy session with me. After two very successful years in our Platinum program (and after reaching 7-figures in sales this past year as a result of our coaching) Sandy has upgraded to the Sapphire Level of the Winners Academy, and together we mapped out a solid and absolutely doable plan to triple her sales to the multi-million dollar level over the next 12 months. We followed our strategy session with an exquisite meal prepared by a private chef, all around the theme of South African food and wine, flavors from Zimbabwe. It was an elegant and special way to celebrate her successes past and future. (We love you, Sandy!)

Other big news is that last week was our first week in our brand new, beautiful Client Attraction offices! The layout is really great for the team and everyone is really enjoying this warm, inviting space. We even started a new company tradition where we sit down to a chef-prepared healthy, delicious lunch together. It’s a wonderful opportunity for everyone to take a few minutes to connect – and even share a laugh or two.