Why They’re Not Buying From You (And What To Do About It)
There’s probably nothing more frustrating than pouring your heart and soul into creating a program, putting it out there into the world and… nobody buys. It’s like planning an incredible party and then nobody comes. Not fresh!
The great news is, the reason why nobody’s buying usually comes down to one of just a few things. Once you get a feel for what makes an offer fizzle or fly-off-the-shelves, you can design your programs and offerings to be irresistible.
Here are 4 questions to ask yourself the next time you’ve made a great offer and are still wondering, “Why won’t they buy?”
1. Is there a demand for what you’re offering? (In other words, do they really want it?)
I often hear my clients say they need to “drum up interest” in their latest product or program. Straight up: drumming up interest is not only exhausting, it’s a losing battle. It’s much, much easier to find a demand and fill it.
Now before you start groaning or pulling your hair out in frustration here… this is easier than you think! I’m willing to bet that at least one of your offerings provides an outcome that your clients already want. What do they say they want solved, in their own words? Which of your products or programs provides that outcome?
Your job is to position that offering so that it meets your clients where they are. Which leads me to…
2. Are the benefits and outcomes stated clearly?
We transformation pros loooove our process. For example, I heart coaching. However, nobody really pays me for coaching. People invest with me to build their business, to create fabulous income for the work they’re meant to do, and to create freedom in their lives.
Your clients are not paying you for your process, either. They want a very specific transformation… and they must value that transformation enough to invest in it. When you show them that what you do will provide what they want, they’ll happily invest.
Bonus tip: One tool to powerfully communicate the value of your work is a Signature System. Packaging your process into a step-by-step system positions you as the go-to expert and makes it easy for clients to “get” what you do.
3. Do you have payment plans to make it easy?
One of my mentors loves to say, “Don’t make it hard for people to give you money!”
Payment plans are a great way to support your clients in saying yes to your offerings AND they help even out your cash flow. Always offer a full pay option and at least one other payment plan. (Important tip: make sure to structure your plan so that you’re NOT giving away a ton of service before your program is complete!)
4. How’s your energy?
Whatever your doubts, fears and insecurities around your offerings are, they’ll be mirrored back to you in your clients – guaranteed. So if you’re wondering, “Will they pay for that?” don’t be surprised when you attract a lot of people who can’t – or won’t – invest in your program.
Make sure you’re crystal-clear-certain on the value of what you’re offering first. Also, remember that you don’t have the right to decide what people will or will not pay. (This is a biggie!)
While there will always be people who truly can’t pay, 99% of the time “I can’t afford it” is an excuse. When you’re passionate about helping your clients, design your offer to be a no-brainer AND refuse to accept excuses, the clients you attract will match your energy with their energy… and their commitment and their money.
5 Planning Steps To Guarantee Your Cash Flow
I see it all the time… a Divine Feminine Entrepreneur sets an intention at the beginning of the year to create a certain amount of 1ncome. In January, she’s excited for her money breakthrough; by March she’s stressed out, flying by the seat of her pants, looking for clients (instead of attracting them) and feeling slightly desperate. What’s going on?
Visioning, setting intentions and goals are all important to the creation process, but without a plan, your chances of success are slim. Problem is, many women get overwhelmed by the planning process and confused by all the seemingly endless detail that goes into creating a marketing calendar.
The solution? Let go of perfection, trust that you’ll be taken care of without having to know every detail (you can’t know them all anyway) and stick to my simple, streamlined process that helps you fill your programs and practically guarantees your cash flow.
Step 1: Choose your Bold Money Goal for the year
First things first: decide how much mo.ney you want to make! Seems obvious, right? Yet so many spiritual entrepreneurs skip this step. Don’t leave your 1ncome to chance, dear Goddess! Consciously choosing puts YOU in the driver’s seat.
Your Bold Money Goal should be a stretch and something you can believe in. To truly set yourself up for success in 2011 and the years to come, choose a goal that stretches you outside of your comfort zone and requires you to step into a new way of thinking and being in your business.
Bonus tip: Also decide on a Bold Circle-building (list building) goal. Remember that your list represents your future impact and 1ncome, so it’s important to give lots of attention to growing your list every year.
Step 2: Choose your time off
Most entrepreneurs “barrel through” the year, allowing for little or no time off. But a packed schedule will squelch your Divine Feminine Gift of Creativity and leave you feeling drained and exhausted. Remember, you’re designing your business to fit your life… so put your life first by scheduling the time off you need to relax and recharge.
Here’s another reason why putting your time off first will pull you forward: like a Bold Money Goal, making the commitment to honoring your time off will mean acting and being in your business from a whole different place – one that allows for business success and honors your needs as a Divine Feminine entrepreneur.
Step 3: Plan your high ticket offers
This is it – the secret to guaranteeing your cash flow and ending the cycle of chasing after the next client. Start by creating a high-end program and plan on filling a number of spots all at once. Using this strategy will boost your confidence and create some much-needed “breathing room” for other projects, so you’re not constantly worried about where your cash is coming from.
Step 4: Fill in the gaps to set yourself up for high-end success
Once you have your high-ticket offers set, you’ll have some gaps to fill. Here’s where you schedule lower price point programs such as information products and teleseminars. Choose offers that support your big paydays, such as a teleseminar series that would make a good “lead in” to your private coaching, or a listbuilding campaign.
Step 5: Include systematic listbuilding
Listbuilding may not be as exciting as filling a program with new clients, but systematically building your list throughout the year will ensure your future cash flow. Be sure to include 2-4 listbuilding activities every year, such as a free teleseminar, a new free gift giveaway, or speaking engagements where you can collect new leads.
A Solstice Manifestation Ritual
The Winter Solstice is liminal space, between the darkness and light. After a long descent into darkness, we reach the shortest day of the year. From here, the Sun makes its return, as the days gradually get longer. It is an ending, and a beginning… and thus an opportunity to begin to set into motion that which you’d like to manifest in your life in the coming year.
To manifest those yummy, delicious things, you must create space.
Creating space – that is, letting things go – is part of manifestation. After all, it’s hard for the Divine to bring you what you want if there’s no space for it to land.
All you’ll need for this ritual is a quiet space, clarity of mind, an open heart, a journal, and a pen. A beautiful holiday candle and dimmed lights is also quite lovely.
Before you start this ritual, take a look at whatever visioning and planning notes you’ve made for the coming year so far. Select the number ONE thing you’d like to bring into your life.
(Yes, the tippy-top priority. If you’re not sure, I invite you to get clear and make a decision with this question: “What ONE thing would I be wildly happy and grateful for creating in 2012?” )
Bring that decision to your sacred space.
In your space, take a moment or two to relax. Let all doubts, fears, and niggling thoughts just fall away. Bring your attention to your manifestation decision for 2012.
Imagine that it’s the night of the Winter Solstice – one year from now. And that you have created exactly what you set out to create. Imagine yourself experiencing it, in the here and now.
Create the picture as vividly as you can. Once you have that picture firmly in your mind, and you are experiencing it in the here-and-now… ask yourself one question:
“What have I let go of in order to be here?”
Listen carefully for the message from your inner self and write down whatever comes to you. Resist the urge to judge your answer. Simply receive the message. After you have your answer, bid your future self adieu and return to the present.
Take a look at the answer you received. What do you need to let go of? Is it an object, such as clutter, “stuff” you bought for a past dream or intention, or leftovers from an “old” version of you? Is it a habit, or a manner of thinking about the world or yourself? If it’s the latter, I guarantee that you’re living with a manifestation of whatever it is here on the physical plane, too – some object in your physical space.
No matter what, it’s time to release it. Gather up whatever it is and make a date to get RID of it. Make a commitment to yourself and follow through.
(Warning: completing this ritual may bring on the strong urge to clear out your space. 
)
Here’s to manifesting everything you desire in 2012!
10 Ways To Practice Gratitude, Every Day
Back when I was struggling in my business (and well before I figured out the practical steps to generate more clients and income), I was blessed by the Goddess with a powerful awareness:
In order to change your life, gratitude must come FIRST.
It was giving that gratitude FIRST that opened the space for the way to solve the problem of creating a thriving business to finally show up. Without gratitude, I never would have seen my way clear to a solution. And I never would have healed.
As a spirit-driven entrepreneur, you’re undoubtedly already familiar with the transformative power of gratitude. One thing is certain: gratitude is NOT for a single day in the year. Gratitude is a practice.
Which means it’s not always easy. You won’t always be perfect! (Who wants perfection, anyway?) But…
When you make the commitment to LIVE in gratitude, it will create a space for you to experience the ultimate blessing: to change your life while transforming the lives of others.
That is what I wish for you, and that’s why I’ve created what might be my most life-changing checklist ever:
10 ways to practice gratitude, every day.
- First thing in the morning.
My very first step with gratitude was to choose gratitude first thing in the morning – to condition myself to be in gratitude the very second I opened my eyes. To this day, “moment of awakening” gratitude is still my favorite practice. May it transform your life as it has mine. - Last thing at night.
If your last thought at night is the thing your mind is going to work on all night long, it only makes sense to choose gratitude as your last thought, as often as you can. - Keep a journal.
There are so many ways to keep a gratitude journal! One way is to make a list of at least 10 things you’re grateful for, every day. My favorite sentence starter: “I feel rich because _____________” . - Bless the jerks.
One of the most powerful business and life lessons I have ever received is this, from my mentor Maria Gamb: people are in pain, and you have a choice as to how you react.
The next time someone cuts in front of you, cuts you off on the highway, says something nasty or whatever it is, I invite you to take part in the ultimate gratitude practice: remember that this person is a human being, and as a human being, they are in pain. Bless them. - Smile at strangers
What’s free to give, fun to give, and a joy to receive? A smile. Yes, I know that may sound corny. Try it.
What’s also fun about smiling at strangers is that it’s a little subversive. Forget about what the other person will think, and give freely. - Thank your clients.
Your clients have given you a great gift: they chose YOU to change their lives with. Thank them! Your gratitude will come back to you (in the form of referrals, repeat business and word-of-mouth marketing) as it expands and enriches them. - Thank your team.
Without your team, you can’t grow. Thank them! You gratitude will come back to you in the form of amazing contribution on the part of your current team, and perfect team members showing up in your life.’ - Thank your mentors and mastermind.
When I think about where I’d be without my mentors and mastermind partners over the years…
On second thought, let’s not go there.
What you create with the help of brilliant mentors and mastermind partners simply cannot be created on its own. Thank these people for enriching your life. - Call home.
Have you told your family you love them lately? Whether it’s your family by birth or your “heart family,” there is nothing that can shift experience and put you in a state of grace like thanking and honoring those you love. (For those closest to you, one of my favorite ways is to tell them at the end of every day, “You did great work today.”) - Give back.
The power to give is one of the greatest joys of being in business for yourself. Freely give of your time, energy, attention and money, in a way that is in integrity with yourself and supports you… so you can continue to give and receive.
Are You Creating “Marketing That Matters” To High-Paying Clients?
I hear it over and over again: “Elizabeth, I’m Tweeting, I’m Facebook-ing, I’m updating my blog, I put myself out there… and I’m still not getting any clients.”
It’s frustrating. I get it. Can I let you in on a little secret?
The question is NOT “Are you marketing?”
The question is, are you creating marketing that matters? Specifically, marketing that matters to high-paying clients?
Truth is, if you’re getting out there like crazy and yet NOT getting the clients you want, chances are you’re sinking a lot of time and energy into stuff that, when the rubber meets the road, simply doesn’t have as much of an impact on your clients’ buying decisions as you might think.
Remember, your clients seek your help to solve the hard challenges they face in their lives. While having a presence and “getting out there” is important, the secret question your clients want answered – the one they don’t even realize they’re thinking about – is this: “Can this person really help me get what I want?”
Does YOUR marketing answer that critical question? To see where you stand, here’s a quick checklist of the 5 marketing essentials that matter most to high-paying clients who are ready to take action.
1. Copy that’s rich with problems, results & benefits.
To attract the right clients, you must learn to think like a client – which means getting into their world of challenges and struggles. For the compassionate entrepreneur, this is a place of highest service. What’s going on for them, in their own words? What can unfold for them when they work with you – in language that THEY understand? (I.e., NOT your process!)
2. Your Signature System.
Remember, your clients want to know that you can help them. They want to know that you have it all figured out! Packaging your deep process into a clear step-by-step system instantly conveys that YOU have the magic to take them from where they are to where they want to be in the simplest and most elegant way possible. Your system also gives you enormous credibility, whether you’re just starting out or have been in business for years.
3. Your expertise.
High-paying clients want you to BE the expert, not a buddy or peer. As an entrepreneur, you ARE that expert. But are you claiming it? Your credibility is within your control, so you can always be taking actions to build it, such as being interviewed (sooo many sites are looking for content), getting published (ditto), or creating an information product or teleseminar.
4. Testimonials and case studies.
Neglecting case studies and testimonials is a classic symptom of heart-centered hiding out. So if that’s you, I’m calling YOU out. (You know I do it with love!)
Nothing proves that you can help people better or more persuasively than benefit-rich case studies and testimonials. We all hear the blah-blah-blah about listbuilding all day long, but truth is, if you have a big list but NO results-based testimonials, you will still have a very tough time attracting clients who will pay high fees. Start – or update – your testimonials collection today.
5. Regular, consistent follow-up with free content that demonstrates your expertise.
You know what’s coming. If you want to get clients and fill your programs, you need to be publishing a newsletter or some kind of consistent follow-up – like a blog that people actually read. (Big hint: there’s a reason why top bloggers use email to keep their peeps informed of posts.)
Why is regular follow-up SO important? Your clients are asking themselves things like “can this person be counted on?” and “are they a legit business?” Staying in touch will go a long way to easing these subconscious questions. Plus, there’s that all-important relationship. Not everyone is going to buy from you right away!
So if you’re not publishing a newsletter now – start NOW. The payoff is priceless: freedom and doing what you LOVE.
Remember, your business is NOT about you…
You are in business to help your clients. You can’t help them until they say YES! And they won’t say YES until they know you can help them.
My coach’s request to you? Stop wasting time on the “marketing churning” and take a strong stand with the 5 essentials above – your high-end clients are waiting!
If you’re ready to create “marketing that matters” so you can attract the right clients, but you’re not sure how, or the prospect just seems overwhelming, we’re going to break it down step by step in Goddess Business School. It’s my signature training for spirit-driven entrepreneurial women who want to create a sustainable 6-figure business in just 12 months or less. Registration opens soon for a January 2012 start! For priority notification of when we open (so you can get in on early savings), email my team at teamgoddess@marketinggoddess.com with “GBS priority list” in the subject line.
Elizabeth Purvis, a.k.a. “The Marketing Goddess” mentors extraordinary spiritual women entrepreneurs to 6-figures and beyond.
