More Business Is Yours For The Asking (But You Have To Ask!)

So you talk about your biz with anyone who will listen, Tweet up a storm about your stuff and “get out there” all the time. But the results aren’t showing up for you (yet!). What gives?

If you were a client in one of my programs, I’d gently ask, “So are you asking for the business?”

More clients are yours for the asking, but you have to ask! You have to be very explicit about what the next step is, and yes, you have to ask your peeps to take it. In copywriting, it’s called a call to action: click here to order, sign up, book a session, or whatever your offer may be.

Now if this feels weird or pushy to you, let me assure you… asking them doesn’t mean chasing them! It just means you’re making it easy.

Take a minute now and put yourself in your client’s well-worn shoes. Maybe she’s looking at your website after a long day. She’s exhausted but the client magnet copy on your site catches her interest and she thinks, “Hrm.” She glances around for a way to contact you…. but the link is buried away somewhere. She really is interested but… it all seems like too much effort right now. (Sound familiar?) There goes someone you might have been able to help. Tragic!

Asking also makes it easy for your clients because follow-up is YOUR job, not theirs. If they’ve worked with you before and gotten great results (and even better, had a great experience in the process), chances are very good they’ll want to come back for more. But it’s not their job to be checking back with you to see if you have something new. Instead, it’s YOUR job to make life easy by checking in with them from time to time to say, “Don’t know if you’ll be interested, but I just wanted to let you know about [X].”

Several months ago now, I got a funny reminder of this myself when I was on the phone with MY coach. I reported that I’d just put together some brand spankin’ new coaching packages that I was VERY excited about, and within a few days, I’d had conversations about them with 2 potential clients who had come to ME after seeing some of my recent marketing.

He said, “You have a list of past clients and students who have taken classes with you, right?”

Me: “Right.”

Him: “So have you picked up the phone and started inviting people?”

I had to laugh. (This right here is a great example of why it’s so important to have a coach, by the way.)

Here are 5 places to boldly ask for the next step:

1. On your website. You should have a call to action on EVERY page. Yes, every page! If it’s not a page where your clients order a specific product or service, your call to action should be, “Here’s how to contact me.”

2. In your newsletter. Your newsletter is a value exchange. In exchange for providing great content, you get to let your readers know about your products and services. Always promote something in your newsletter, and include an explicit call to action to invite your readers to go to a page where they can find out more.

3. In your promotions. Double-check that your order links work and that it’s very clear what action you wish your readers to take.

4. At the end of a conversation. If you’ve connected with someone, be sure to ask “May I get your card and follow up with you?” If you’re talking to a client about signing up for your service, an authentic way to boldly ask for the business without pushing is to ask, “So is this something you’d like to move forward with?” (I LOVE this question!)

5. In a follow-up. If they’re not ready to move forward now, ask, “When would be a good time to check in again?” If you’re still in the “getting to know you” stage and business isn’t on the table yet, a great invitation is “May I invite you to receive my newsletter?” (Compare this to “Can I add you to my newsletter?”)

The more often you ask for business, the more business you’ll receive. (Another way to think of it: “If you never ask, the answer is always no.”) Train yourself to boldly and authentically ask for business as a matter of course, and soon you’ll have more than you can handle.

Need more help on boldly asking for the business, especially in a potential client conversation? Make sure you’re on my next f’r'ee training call on November 16 with my friend Helen Graves, where she will share simple, practical tips on how to transform interested potential clients into happily invested, high-paying clients. Few coaches teach this sensitive and important topic as well as Helen, which is why I can’t wait to share her wisdom with you! Register here (yes, the call will be recorded if you can’t make it): http://www.marketinggoddess.com/helen.html

© 2009 Elizabeth Genco Purvis. All Rights Reserved.

Want to use this article on your website, blog or in your own ezine? No problem! But here’s what you MUST include:

Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values. Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.

Next Free Training Call! November 16 @ 7:30pm EST

Register here: http://www.MarketingGoddess.com/helen.html

If you want to help a lot of people and create a big impact, then having authentic sales conversations is one skill you MUST master. Why? Because you can only help them after they say YES!

That’s why I’ve asked my good friend and fellow Money, Marketing And Soul^TM coach, Helen Graves to share space with me for a special one-time-only training call…

“What To Say If You Hate To Sell:
3 Ethical Steps To Get Your Clients To Say YES”

With Helen Graves and Elizabeth Genco Purvis

When it comes to mastering the art of authentic selling, Helen is an expert and a masterful trainer. Many of Helen’s clients and students turn 7 out of 10 potential client conversations into paying clients after studying with her. (Also? She’s funny and wise and wonderful. That’s a just sayin’.)

You Really Need To Be On This Call If…

1. You can’t tolerate being sales-y or pushy when you talk about your services.

2. You struggle to find words when on the telephone with new potential clients

3. You spend a lot of time on the phone with potential clients, but don’t get many YESes.

4. You INSIST on being heart-centered and authentic in your “selling conversations” with prospective clients

5. You want a reliable system for enrolling 7 out of 10 of these clients-to-be over the telephone.

Mark your calendar:

November 16, 2009 @ 7:30 PM EST

Register here:

http://www.MarketingGoddess.com/helen.html

James Wells of Circle Ways

Spirited Entrepreneur Spotlight: James Wells of Circle Ways
One of the concerns I hear most often, especially from my “metaphysical peeps” (Tarotists, astrologers, Reiki healers, etc) is, “But Elizabeth, I don’t know to make that work in my business!”

If you’re used to working mostly in short, 1-on-1 sessions, it can be a challenge to wrap your head around more leveraged ways of working, like group programs, information products and higher-end services, such as the VIP day idea that I mentioned in my last article.  (That goes for everyone – I just hear the concern from my metaphysical peeps most often.)

That’s why I was thrilled when my friend James Wells told me that after reading the VIP day article, he immediately implemented VIP days of his own. How did he do it?  He simply took one of the processes he was already doing with his clients and repackaged it. Simple, easy, elegant… and knowing James, I have no doubt that he’s either booked his first day, or will have one booked very soon.

The truth is, all businesses have opportunities to re-package and re-position their services to create leverage – and that includes yours. Maybe not every idea fits your business, and that’s fine!  But the opportunities are there.  The problem comes when you let your critical mind rule out an idea too soon.

Instead of dismissing an idea, ask yourself, “Well, if I could implement that, what could it look like?” It’s probably a lot less complicated than you think.

And if you really can’t see these opportunities, get support. Take a class, get a coach. We all have blind spots – don’t let yours keep you from missing out on the golden opportunities that are right in front of you!

Special PS: James is one of the best, most skilled and most insightful Tarot consultants I know. He read for me at an industry event a few years ago – just a short reading, mind – and it completely knocked me down.  He’s based in the Toronto area and also consults via telephone.  You can book a session or sign up for his newsletter at circleways@yahoo.ca, or learn more about him via his blog.