The Truth About Why Clients Don’t Sign Up
Over the past month, I’ve been taking part in a super-accelerated training program for heart-centered entrepreneurs who want to add speaking and training to their business. Those who got into action quickly and lead a workshop within the month got the chance to present a version of their new talk to the group.
So why was that so cool? Because we actually got to make real, live offers for our programs and enroll clients from the stage – an opportunity to make the (sizable) program investment back from a single 12-minute speech.
It was a thrill to watch as some speakers create a “table rush” of people storming to the back table to sign up for their programs. But while every single speaker gave an awesome presentation, some got a trickle of sales… while others created a flood.
What inspires a client to leap out of their chair in a seminar and what inspires YOUR potential clients to say “yes!” on the telephone are actually one and the same. The key ingredients are problems and solutions - that is, speaking directly to the problems of your clients and clearly communicating your SOLUTION in language that they can understand.
And here’s the proof…
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When the speaker clearly spoke to the problem their program solved and solution they provided, people whipped out their credit cards and invested in the spot.
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When the problem and solution was unclear, the audience stayed in their chairs.
You don’t need to have your niche all worked out to begin using the magic of “problem/solution” to get more clients, more easily. Here are 3 tis to help you easily speak the language that inspires high-paying clients to invest with YOU…
1. Put yourself in your client’s shoes.
We spiritual entrepreneurs loooove our process. And let’s face it – for us, the process of transformation is – dare I say it? – fun. (You know, at least some of the time. 
)
Problem is, your clients aren’t thinking about the process, they’re thinking about the pain. Fixing the pain is a must (read: they will invest to get the problem solved). Going through the process is a “might be nice.”
So what you want to discover is, “What’s the specific problem my client is seeking to solve?“ You can uncover this very easily with some simple questions in a conversation.
2. Their language, your transformation.
Another disconnect occurs when you’re speaking about what you do in the language of your process. Even if you work with other people, you might as well be “speaking Greek” – because in that moment, they are speaking the language of their problems.
So how do you translate? One of my favorite questions to ask myself to uncover the problems is “What are they telling themselves?” Another good one: “If I were following them around for a day…”
3. Give a reason why.
Even when your clients have pressing problems, it’s very likely that they’ve been tolerating them for a long time. Which means they’ll continue to tolerate them… unless you give them a really compelling reason to say yes to their transformation right now.
You’ve likely seen marketers and speakers use incentives like bonuses and payment plans to inspire fast action. But these are just icing on the cake of the real reason why someone would say yes now: the cost of continuing to put up with the problem. What’s it really costing them to stay stuck where they are?
When you speak to pressing problems and offer compelling solutions, high-paying clients step up… and get amazing results.
It can be weird to talk about problems instead of possibility, and uncomfortable to get someone clear and present to the costs of the pain. But focusing on problems is actually a gift that opens the door to a new, empowering choice for your clients…. and an opportunity for you to serve your mission.
Ready to transform “I can’t afford it” into “When can we start?” Join me for my all-NEW high-content, no-cost training call on May 12 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. Reserve your space on the line here: http://www.marketinggoddess.com/awesomeclients/
Everyone wants to be a coach
“Everyone wants to be a coach. What people don’t understand is that you can’t be a coach without an audience.” Truer words could never have been spoken than that powerful quote, just one of many from Marcia Martin when she took the stage at a training this past weekend. That’s me with Marcia after her extraordinary talk at Rejuvenate Training’s Build Your Empire Acceleration weekend.
In case you’ve never heard of her, Marcia is a founding member of the Transformational Leadership Council, a mastermind of some of the leading wealth/transformational leaders throughout the world, (including Jack Canfield, Michael Beckwith, Sonia Choquette, Cynthia Kersey, and way too many to mention here), an original staff member of est (precursor to the Landmark forum), and a “trainer of trainers” including T Harv Eker, Lynne Twist and DC Cordova. She also won me over from her first word on stage! It was truly a privilege to learn from one of the pioneers of the human potential movement.
So many spirit-led women dream of changing the world and making a 6-figure in-come through their Heart Work. But you can’t be a coach, mentor, practitioner or healer without an audience – that is, clients! And not just any clients, but clients who are willing to invest their time, energy, attention and mo’ney in their transformation.
That’s why I’ve put together an all-NEW no-cost training call for you happening Thursday, May 12 at 12pm PT / 3pm ET:
“5 Secrets To NEVER Hearing ‘I Can’t Afford It’:
How To Authentically ‘Seal The Deal’ With Awesome Clients Who Are Eager To Pay Your Fees”
I’ve been positively blown away by the response to this training – hundreds of women have registered. And you’ll want to register too, if you haven’t already, especially if you…
)I invite you to grab your seat now if you haven’t already, mark your calendar for May 12 at 12pm PT / 3pm ET, and be there with me LIVE. (But if you can’t make it for some reason, be sure to reserve your seat because I’ll send you the recording.)
http://www.marketinggoddess.com/awesomeclients/
No matter how new or experienced you are in business, you’ve probably offered a program that didn’t fill as quickly as you’d hoped. After helping dozens of women successfully create & launch their programs, I can tell you that the #1 reason people don’t say yes is NOT money or time. Surprised? If you’ve ever wondered “Why aren’t they signing up?” be sure to check out this week’s brand new article.
Enjoy!
3 Powerful Positioning Strategies To Step Up To Higher Fees
Do you know in your heart that you’re ready to step up into higher fees, but you’re feeling some fear, like “I couldn’t do that” or “my clients would never pay it?”
Here are 3 simple, specific action steps you can implement in your business that support you in up-leveling your fees with integrity. The cool part? None of them require you to get more training, give your time away for more practice or wait until your website is up.
Best of all, you can use these strategies no matter where you are in your business, whether you’re just starting or have been in business for years.
1. Switch from single sessions to programs that deliver massive value. When your practice is mostly single sessions or by the hour, it’s almost impossible to break out of the “dollars for hours” trap that keeps practitioners overwhelmed, underpaid, and undervalued. Worse, when it’s OK for clients to show up when they want for an hour at a time (or less), the energy behind it is that it’s OK for them to undervalue your service and themselves.
Instead, create programs that deliver specific results and require your clients to make a commitment to their transformation. When my clients focus on the value of the results they provide, and the difference that their services make in the lives of their clients, they often make a surprising discovery – that it is actually just as out of integrity to undercharge as it is to overcharge.
I once heard a fellow coach say this about charging what you’re worth: “They step up, and youstep up.” I love this! Truth is, you simply can’t do your best work if your client isn’t fully invested in the outcome. Sell outcomes, not time!
2. Share success stories. Consciously or not, your clients-to-be are always wondering, “Will this work for me?” You can answer the question authentically – without bragging! – by openly sharing the stories of your most successful clients. Testimonials position you for higher fees because there’s no better proof that your stuff works than a successful client! Plus, by grabbing the spotlight, your clients get more exposure for their own business.
Remember, if you’re working with clients regularly, you’re getting better at what you do all the time, which means you can raise your rates with integrity. Bonus tip: let your clients know you’re constantly learning and growing by sharing what courses, seminars and workshops you attend in the calendar section of your newsletter.
3. Create a signature system. A signature system is the work you’re already doing with your clients, packaged into a step-by-step system. Signature systems are excellent marketing tools because they allow your client to instantly “get” what you do and why it’s so valuable to them. They also create enormous credibility. Want instant expert status in the minds of your prospective clients? It’s as easy as creating your signature system.
Once I decided that I was going to take this thing called coaching seriously, I decided that I wanted the rest of the world to take me seriously – starting now. My first action step? Creating the Abundant Business System. Within the year, I’d created a 6-figure income. Not an accident!
Make no mistake, stepping into higher fees is an inside job, first and foremost. But also important are the actions you take on the outside – your marketing. When your inner beliefs and your outer marketing actions are in alignment, you’ll feel confident about asking for higher fees and easily begin attracting clients who will pay them.
The truth about investing in your business
Almost every spiritual woman entrepreneur I’ve ever met longs for more support, mentorship and team in her business. And yet all too often, I hear comments like these:
“I’ve already spent a few thousand on my business. I’m not ready to invest more.”
“I’m working with a coach who is helping me for free until I start making some money.”
“My spouse doesn’t want me to spend any more until….”
“I can’t invest in my business right now because…”
“I’ll get a coach/hire team when I start making money. It’s a chicken-and-egg thing, right?”
Actually, no, it doesn’t work that way.
A past mentor of mine likes to call this “getting into reality.” Reality is, your business will only grow as much as you’re willing to invest – in time, energy, attention, and money.
I can speak to this personally because I’ve been there. I know what it’s like to bootstrap, and here are some of the realities I’ve discovered…
- While you can start a business “on a shoestring,” to grow a business requires a significant investment of your time, energy, attention and money. A few thousand dollars isn’t going to cut it. (The multi-six-figure earners I know invest at least five figures on coaching alone, every year.)
- If you work with a business coach who works for free, you’re working with someone who doesn’t value their work.
- A business that supports YOU and your ideal lifestyle doesn’t “just happen.” Creating a lifestyle business requires time to set up systems and money for support, including (especially) mentors and team.
- Your time and energy are your most precious resources – even more precious than money. (One of the key distinctions of high earners is that they invest money in order to free up their time and energy.)
- Not every investment will work out exactly as you hoped or expected.
- If you let money, time, fear of mistakes or other excuses come between you and your dream, you’ll let something else (or everything else) come between you and your dream. Reality check: what are your true priorities? Whatever they are is fine – just be honest with yourself.
When it comes to getting support, the biggest doubt I see women struggle with is self-doubt. They wonder, “Can I really make this happen?”
To which I say, well… what if you decided that yes, you can? The only permission you need to get is the permission you give yourself.
So my coach’s request to you this week is to get into reality.
What investments in your business – in time, energy and especially money – have you been resisting? What’s the fear lurking beneath the resistance?
Remember, fear and doubt are never the truth. As a woman who gives herself permission to succeed, what’s the action you wish to take?
Bright blessings and massive success to you…
From One Goddess To Another: Did you see this secret millionaire?
Last night I watched a replay of the season finale of the hit ABC reality show, Secret Millionaire, featuring none other than internet entrepreneur extraordinaire Ali Brown.
In case you’re not familiar with the show, here’s the premise. In each episode, a self-made millionaire goes “undercover” for a week to an impoverished community. The cover story is that they’re doing a documentary on volunteering, but in reality, they are looking for organizations to support and at the end of the week, donate $100,000 of their own money.
You can watch the episode with Ali Brown here. (Or just Google – it’s also on Hulu.com.)
The show brought up a lot for me, so there are many a-has I could share. (Indeed, I actually had something else planned for this article today, but after last night, I decided to save it for later because the show moved me so much.)
The first of these was around waiting. Namely, when it comes to your big contribution, what are you waiting for? (And yes, I’m asking myself that question, too.)
It’s no secret that I believe that spiritual women entrepreneurs are poised to create and facilitate the massive change our world is crying out for right now. One of the biggest reasons we go into business in the first place is to give back.
Yet, many women entrepreneurs do a lot of the wrong kinds of giving – giving away our time, undercharging, and giving services for free. And they wait to do the kinds of giving they really want – donations of money and time to organizations they care about.
It’s another version of “Someday I’ll be able to…” “Someday I’ll have enough money and time to donate to…”
Last night, I was reminded that building a business is a journey, that “someday” is actually right now, and that all of us can actually choose how and when we contribute.
Meaning… if you’re feeling like you “can’t” contribute because your current monthly income is too low… ask yourself, “What amount would I need to make in order to give away X and feel great about it?” (Change your number, in other words. Yes, you can do this!)
And, “What do I have to say ‘no’ to… in order to say YES to my contribution and my mission, starting right now?”
Remember that there’s a true cost to giving yourself away in the wrong way – not just for you, but for your bigger impact, as well.
So here’s my coach’s question for you. What’s one cause you’re passionate about, and what’s one shift you’re going to make in your business to allow you to give back NOW? (As opposed to later?)
Bright blessings and massive success to you…
On April 14 (that’s this Thursday), Ali will be hosting a special fr’e’e call where she’ll be sharing about her experience on Secret Millionaire and answering questions. You can bet I’ll be there, and I invite you to join me. You can register here: http://www.alibrown.com/secretmillionairecall.html
From One Goddess To Another: Did you see this secret millionaire?
Elizabeth Purvis, a.k.a. “The Marketing Goddess” mentors extraordinary spiritual women entrepreneurs to 6-figures and beyond.
