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/
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?
Are You Doing What’s Convenient, Or Whatever It Takes?
“If you’re interested, you’ll do what’s convenient. If you’re committed, you’ll do whatever it takes.” – John Assaraf
One of my spirit rich marketing coach colleagues, Suzanne Evans, reminded me of this quote when she said it from the stage at her 1-day event in San Diego last year. Many have heard it. (Maybe you have, too.) In my experience, few peeps really understand what it means.
Here is what it means for me…
- It’s not convenient to invest $20,000+ in my business for coaching, training, and seminars each and every year.
- It’s not convenient to find and invest in quality team members who keep my business running smoothly (and keep me from going insane *grin*).
- It’s never convenient to get on a plane and be away from my beloved hubby Leland to regularly attend seminars and retreats. (Confession: I hate air travel because even when you go first class, it’s a hassle.)
- I know this is going to seem like a total shock, but it’s not always convenient to write this newsletter on a weekly basis, even though I truly love it!
- It wasn’t convenient (and certainly not comfortable) to get over my fear of being pushy and what others might think in order to master the critical skill of authentic enrollment conversations.
- It’s not convenient to sink tons of time, energy and money into mentors, programs, vendors, or contractors that don’t work out only to have to start over again from scratch (read: invest more, sometimes not knowing where the money is going to come from)
- It’s not convenient to choose to move forward in the face of uncertainty, and in some cases paralyzing fear. (Of course this still happens to me!)
None of these things are particularly convenient. (And I left a lot of inconvenient things off the list.)
All of them are required to honor the commitment I’ve made to myself, my business, my calling, and those I am meant to transform in the world.
One of the things I highly value is running my business and life from a place of the Divine Feminine. “Doing what it takes” can sound suspiciously like the pushing and striving masculine energy paradigm that doesn’t resonate with many women entrepreneurs. Here’s what I’ve discovered…
“Doing what it takes” doesn’t necessarily mean doing more, or exhausting yourself. (Don’t get me wrong – there are times when you need to roll up your sleeves and “git ‘er done,” as one of my old mentors likes to say.)
“Doing what it takes” usually means stepping through fear with grace… so you can do things differently.
Indeed, in the end, doing what it takes usually means freeing up your energy, and concentrating ONLY on the things that you love, instead of being stuck in endless busy-work or doing everything yourself.
Doing what it takes also means repeatedly investing in yourself and your business, to get the skills and the support you need to create the in’come you desire and the lifestyle you crave. (This includes investing more when things don’t work out the first time, which has happened to me many, many times.)
So if you’re not satisfied with your clients and in-come right now, my question to you is this: are you doing what’s convenient, or are you doing what it takes? What are you resisting?
Bright blessings and massive success to you…
Every moment is an opportunity to receive
Recently I attended a workshop with Debbie Rosas, founder of the Nia Technique, called Awakening The New Feminine Spirit. At the beginning of the workshop, Debbie lead us through a powerful exercise on receiving.
All around me, women were experiencing breakthroughs. Meanwhile, I was having a mini-meltdown. 
(This is what the coaches in my mastermind call “The Elizabeth Purvis Transparency Model” – ha!)
During the discussion that followed, women shared their insights – some small, some profound… almost universally positive. Am I the only one struggling with this? I thought.
Finally, I raised my hand. “Um…” I said tentatively. “Am I the only one with the big blocks to receiving right now?”
Debbie smiled at me with kindness and said, “How can it be hard? You’re receiving all day long.”
I pondered that as she walked over (in possibly the most awesome boots ever in the history of anything) and held out her hand. “See? Hi, I’m Debbie.”
And finally, I got it. Hi, I’m Elizabeth. We are receiving all day long.
Receive a breath.
Receive your food.
Receive the sunlight.
Receive a smile.
Every moment is an opportunity to receive. Problem is, we don’t stop, so we don’t receive. And so we want more, more, more.
As women, we are designed to receive. “And when you do,” says Debbie, “all sorts of amazing things begin to happen.”
(Yeah, I can vouch for that. )
My coach’s request to you this week is to consciously receive. To help you, I’ll share a little mantra I created for my Goddess Business School goddesses:
As a goddess, I receive.
Bright blessings and massive success to you…
Want more Debbie wisdom? Be sure to register for 6-Figure Secrets Of Divine Feminine Entrepreneurs, where she’ll be sharing on how to create a sacred livelihood, and so much more. Register here: http://www.DivineFeminineEntrepreneur.com
Elizabeth Purvis, a.k.a. “The Marketing Goddess” mentors extraordinary spiritual women entrepreneurs to 6-figures and beyond.
