How To Get Your Clients To Do The “Selling” For You
As spiritual entrepreneurs, it’s pretty much a given that we hate being sales-y, hard selling, used car salesmen and any kind of high-pressure selling situations. And yet, we have to sell our services and make money if we want to make an impact. What to do?
If you’ve ever struggled with that dilemma, let me introduce you to the most effective, authentic, non-pushy, unpaid sales force you could ever wish for: your clients.
What your clients say about you to others will always be more impactful with new peeps than anything you could say on your own. Why? Because they are proof positive of what you do! (Others reinforcing your claims through things like testimonials are known as social proof, a proven element of ethical persuasion.)
While you’ll still need to get on the phone with a potential client and “seal the deal” with a value-rich conversation, taking these 3 steps consistently will result in more potential clients who are already pre-sold on working with you.
1. Help ‘em get great results. We all want to help clients get great results because it’s what we truly want for them. It’s also just good business. When your clients get great results, chances are they’ll come back for more. They’ll also sing your praises from the rooftops, talk about you to their friends and send peeps your way. (Otherwise known as “I have a possible client for you…”)
Helping your clients get results doesn’t have to mean a lot of extra work for you – remember, you are not doing the work. One strategy: create a signature system that, when followed, inevitably leads them to what they want.
2. Collect testimonials religiously and share them with everyone. When your clients get great results, they will be happy to share the love in the form of a compelling success story… but it’s up to YOU to get them. And that means being prepared for every opportunity and making collecting them a habit.
The first step is to get into the habit of asking. When a client sends you an email raving about you, simply ask, “I’d love to feature you in my marketing because I know my peeps will find your story inspiring. Would you be willing to share your story?” Offer to draft a case study. Provide them with questions to give you some raw material that you can shape into a “before and after” testimonial for their approval.
Remember, your clients WANT to help you! But don’t make them figure it out or work hard for you. Be at the ready with systems to turn their kudos into compelling case studies that attract more clients just like them. Then post them everywhere: on your website, blog, in your ezine, etc.
3. Appreciate ‘em. Your clients long for acknowledgement and love to be appreciated. Show your clients that you care with things like thank-you cards, special savings on your classes and programs, and client appreciation events (like a special teleseminar).
What’s the best way to show your clients that you appreciate their referrals? A thank-you in the form of… money! And you don’t need a formal affiliate program to keep track of things. Simply ask your new clients, “Who may I thank for your referral?” And do it – with a check.
You don’t need to “convince” a potential client who is ready to say yes! By nurturing your current clients via these 3 tips, they’ll feel great about referring you to their friends. Which means you’ll naturally start to experience more people coming to you who already know how you can help them – no convincing required.
Ready to transform “I can’t afford it” into “When can we start?” I’m sharing my system to get compelling, authentic client success stories that do the selling for you in my all-NEW telecourse, Client Enrollment Secrets™. There’s still time to join the nearly 100 heart-centered entrepreneurs who are “all in” for this program – you’ll get instant access to the first two trainings as soon as you register! Grab your seat here: http://www.clientenrollmentsecrets.com
3 Secret Reasons Why Clients Say “I Can’t Afford It”
So there you are, on the phone with your latest potential client. You’ve had a transformative conversation. You both know that working with you is the best next step for them, so you make the offer of your services. And then it comes… “I’d love to, but… I just don’t have the finances right now.”
Uh oh – the door of possibility has been slammed shut by the money concern. Or has it?
Many spirit-led coaches, mentors and practitioners hear concerns like “I can’t afford it” and take them at face value. And of course you don’t want to be pushy or try to get your client to do something against their best interest. But here’s the problem… most of the time (think 80-90%), the words
“I can’t afford it…”
“I don’t have time…”
“I have to think about it…”
… are a smokescreen. An excuse. (Yes, let’s call a spade a spade, here.)
So there’s something else going on, and it’s one of 3 things.
1. It’s not a fit. They truly don’t need what you have right now. This one is pretty unlikely, especially if you’ve gotten to the point in the conversation where you’re making an invitation. (Indeed, you wouldn’t be making it in the first place if it wasn’t a fit, right?) But it happens.
2. They haven’t seen the value – yet. In other words, they don’t really know why they need it, or why they should invest with you. That doesn’t mean that they don’t need you, just that they don’t understand how what you do will help her relieve pain or solve a pressing challenge – yet. 
(Closely related: they don’t know why they should invest with you right now.)
3. Some form of fear. Now this is the biggie. Stepping up, going out on a limb, making a powerful shift – even when your client sincerely wants to change her life, it’s still going to trigger fear. That part of her that wants the safety of the status quo will kick in – you can count on it.
And then there are other fears: fear of turning you down, fear that they can’t get the results, fear of not being liked, fear of being judged… the fears go on and on.
So how do you uncover the REAL issue… without being pushy? The answer is to get curious, stay detached, and ask questions.
When your client is standing at the threshold of changing their life, their “squishymind” is doing everything in its power to sabotage them. They need you to take a strong stand for their truth.
And this is soooo important, because when people give into their fear, they miss out getting your help to get what they really want. And you miss out on – literally – thousands and thousands of dollars in in’come over time… not to mention living your purpose.
The Next Time You Hear “I Can’t Afford It,” Try This Script…
“I hear that [finances, time, etc] is a concern for you. May I ask you a question about that?”
People are rarely challenged when they bring up the money concern. You’re going into uncomfortable territory when you bypass the socially acceptable move – i.e., when you DON’T let them off the hook. So before going there,
you want to be respectful. Otherwise, you may lose your potential client’s trust (and the sale).
At this point, you want to find out if it’s really about the money. If it’s about value, back up in the conversation and return to their problem and the cost of not getting it solved. If it’s truly about the money, you can refer them to someone else, or help them find the money.
It’s easy to take “I can’t afford it” personally, break the tension or otherwise let ‘em off the hook. But remember, this conversation is about your client’s decision to truly change their life. By not buying into their excuses, you take a strong stand for them and empower them to make a different choice, the next step along their journey to health, wealth and happiness.
Ready to transform “I can’t afford it” into “When can we start?” Join me for my all-NEW telecourse, Client Enrollment Secrets™, to learn how to authentically seal the deal with high-paying awesome clients who are eager to pay your (increased!) fees and get great results. Register by May 23 for an unheard-of crazy awesome investment that you CAN say yes to, no matter where you are in business right now:
http://www.clientenrollmentsecrets.com
Divine Feminine Entrepreneur Spotlight: Bonnie Salamon
Note from Elizabeth: I LOVE Bonnie’s story because it answers the question I hear from so many spirit-led solopreneuers about strategy sessions: “Can I really give value in a sales call… and still get a client?” Read on…
“After one strategy session with you, I signed on my first high-end client!”
Elizabeth, I am so grateful for our Platinum Breakthrough session. And I have to share my first success with you!
One single piece of feedback you gave me about how to clearly communicate the value of my work sparked so many aha moments. I knew right then and there that I had to work with you, which is why I immediately signed up for the 6-Figure Goddess™ Platinum Intensive.
I knew we had a few weeks until our first call, but I wanted to get started right away…. (my Divine Masculine Aries fire always wants to move out into the world as quickly as possible!)
So I studied your feedback and listened to some of your awesome, groundbreaking materials, and signed on my first high-end client at a fee much higher than I’ve ever charged. The ease with which this client signed on confirmed my sense of the worth of my service in my own mind, the most important place to start.
This is such a huge breakthrough because I had such doubts before. Now, I am ready to understand, and truly own, the value of what I’m bringing to the world through my work. High-end programs are a way I can support my clients in truly changing their lives. I can’t wait for what’s next!
Bonnie Salamon, Midlife/Aging Well Expert and Charter Natural Rhythms Coach and Facilitator
www.autumnsfire.org
The 6-Figure Goddess™ Platinum Intensive is a 90-day program where you’ll work with me personally and get the support of a small group of highly committed spiritual solopreneurs to create, market and fill your first Platinum program in 90 days or less. To add your name to the priority list to be considered for the next program, contact my team at teamgoddess@marketinggoddess.com.
Of course, like Bonnie, you might not want to wait that long! To get started with a step-by-step strategy to attract and enroll high-end clients, be sure to reserve your seat now for my Client Enrollment Secrets telecourse– before the substantial price increase on May 23 at 11:59pm Pacific! Register here: http://www.clientenrollmentsecrets.com
Divine Feminine Entrepreneur Spotlight: Sharon Desjarlais
“9 high-end clients and my first 5-figure launch!”
Sharon Desjarlais
CranioSacralSuccess.com 
Before working with you, I loved my coaching practice, but I felt like I was on a never-ending treadmill. For years every hour was booked solid with one-on-one sessions, which meant I could never see past the next week. I didn’t realize it then, but it’s impossible to create financial freedom from such a limited viewpoint.
Yet still, when you suggested that I create a Platinum program, I had every intention of ignoring you. 
I didn’t think my clients would go for it, so why bother? But in your gentle yet firm Goddess way, you challenged me. So I created the program and gave new clients the opportunity to step into it… and they did!
With a well-thought-out program and launch strategy in place, I immediately enrolled 9 high-end clients to create my first 5-figure launch. With two more since then,
I whizzed past 6 figures in only 9 months.
Going Platinum in my business completely changed my life! It’s given me so much more breathing room. I’m convinced we cut at least a year and a half out of the time it would have taken me to get where I am now.
Finally, I can see a year ahead in my business, which means I can plan my cash flow! I know I’m good at what I do, but you helped me package and offer my expertise in a way that draws more people in. And I get the gift of serving them in a much deeper, more profound way.
All this has given me a feeling of not just financial security, but financial surety. That freedom is priceless!
Divine Feminine Entrepreneur Spotlight: Michele McGrew
“Asking for the business is now comfortable and natural.
(Plus 8 new clients!)”
Platinum Client Michele McGrew,
WakeUpGoddess.com
“Before our work together, I felt a lot of uncertainty in my strategy sessions. I loved the conversations, but I was apologetic about my fees, and I dreaded getting to that point where I had to ask for the money. So I was spending all this time in these sessions but wasn’t getting any clients.
I thought the issue was that they couldn’t pay my fees. But you showed me where I wasn’t standing in my power with my mindset and owning my value. (And learning exactly what to say and how to handle money concerns helped!)
Less than 30 days after our coaching, I enrolled my first 2 high-end clients in my 6-month Platinum at fees I couldn’t have imagined charging before. Funny thing was, after those conversations, I realized I could still raise my fees and stay in integrity with the value I provide!
Now, asking for the business is comfortable and natural. I truly feel like I am asking my clients to step into an opportunity. It’s coming from a powerful and authentic place of possibility for them, rather than that old mindset of ‘have to get another client.’ And I’m a lot more confident when they bring up their money stuff because I know how to handle it.
Now, I truly feel that asking for the business is an important part of being of SERVICE. With this new mindset, I’ve enrolled 6 new clients in my latest campaign and am on track to fill my next program, an exclusive coaching group. What a shift!”
Elizabeth Purvis, a.k.a. “The Marketing Goddess” mentors extraordinary spiritual women entrepreneurs to 6-figures and beyond.
