Ready to get new clients in 30 days or less? (plus Valentine’s Day news ;) )

Greetings!

I couldn’t help but share one of my all-time favorite pix of Leland and I, in honor of one of my favorite holidays, Valentine’s Day. It was taken several years ago in Brooklyn’s Prospect Park at one of our commitment ceremonies. I love this picture because we were surrounded by friends, so blissed out, and it reminds me of all the magnificent growth and change that has occurred in my life since then.

We enjoyed an extended “staycation” here in Portland for Valentine’s Day this year, complete with dinner in one of Portland’s oldest restaurants… and another photo shoot! Stay tuned…

Speaking of Valentine’s Day and feeling the love…  if you’ve been asking yourself, “Where are the clients?!” I can practically guarantee there are peeps in your midst right now who could use a little love (and your powerful transformation!) to change their lives. Wouldn’t it be cool if you knew exactly how to reach them and turn them into invested, committed clients?

Now Available! The Get Clients In 30 Days! Homestudy System

Nearly 300 spiritual solopreneurs joined me on Tuesday for a totally rockin’ training call on my best strategies to get a flood of new clients in 30 days or less. How would knowing how to get ideal, invested clients whenever you want change your life?

It certainly changed my life forever, and that’s why I’m soooo passionate about teaching this business-critical skill to spiritual women entrepreneurs like you. And that’s why I’m freely sharing everything I know (plus giving you tons of proven “done-for-you” materials straight from my own business) in my brand NEW Get Clients In 30 Days! Homestudy System. Here’s a sneak peek at what’s inside:

Plus time and money saving templates, scripts, and copy to support you in taking inspired, aligned action (instead of energy-draining “throw it up on the wall and see what sticks”)

When you reserve your copy by TUESDAY, FEBRUARY 22, 2011 at 11:59pm PT, you’ll also join me LIVE for 3 full months of ongoing support, coaching and bonus training – as my gift included in your modest investment. Reserve your copy here:

http://www.getclientsin30days.com

What to say when they say “Yes, but…”

So you’re sharing your fabulous program with a potential client. You both know it’s perfect and you can feel her getting excited about the transformation within her reach! You say your new higher fee (without choking – yeeha!) and…

… the next words you hear are “I’d love to, BUT…”

“… I can’t afford it…”

“… It’s not the right time right now…”

“… I need to check with my spouse…”

“… I need to check with my gut – can I get back to you?”

First things first: don’t freak out! The “yes, but” is a concern, or objection… and you’ll hear them around 80% of the time. (Remember, where there’s massive transformation afoot, there is also fear.)

Many spiritual solopreneurs get wiggy about objections, but they’re actually a great thing. They mean that your client is really interested. They know you’re offering them an opportunity to change their lives and they want to step into it. Problem is, they’re just a little afraid. And they need you to support them through it.

Now here’s the secret behind objections and what you MUST do when your client says “I’d love to, but…” (This is the key to smoothly sailing through concerns so that they can embrace the transformation they truly want…)

Their “Yes, BUT” is the real reason why they’re on the phone with you today, right now. That’s what they really and truly need support on, in this moment. Because no matter what “yes, but” may be… it has stopped them before, and it is showing up somewhere else in their life to stop them over and over again.

That’s why coaching your potential clients on their “Yes, BUT”s is actually a tremendous gift. Here’s how to sail smoothly through the top 3 (make that only 3) “I’d love to… but”s so they can say yes to the transformation they truly want…

1. “I’d love to, but… I don’t have the money.”

Most solopreneurs take the money objection at face value, without realizing that “I can’t afford it” is rarely, if ever, really about the money. Your job in that moment is to find out if it’s really about the money, or it’s about something else. (Again, 90% of the time, it’s the latter.)

Here’s the question that will instantly give you your answer:

“Assuming money wasn’t an issue, is this something that you’d like to do?”

If they say “yes” hesitantly… then it really isn’t the money. You can just say, “You sound hesitant, is there something else?” This will open the door to discovering the real issue… and coaching them through it.

2. “I’d love to, but… I don’t have the time.”

We all have the same 24 hours in a day, so the time objection is really about priorities. You can find out if they’re truly swamped (or just a little scared) with this question:

“If I waved a magic wand and created all kinds of time in your schedule, is this something you’d want to move forward with?”

If they say “Yes, absolutely,” then they only think they don’t have time. You’ll help them by exploring what’s eating all their time and get clear on what’s really important to them.

3. “I’d love to, but… I need to think about it.”

You need to be careful with this one, because without your love and support, because the fear your client is undoubtedly feeling can quickly take over during “thinking time.” And that would be tragic.

If your program is a fit for them, “I have to think about it” usually means “I’m afraid” or “I don’t know if I can do this.” To open the dialogue, simply say, “What is it that you need to think about?”

That might sound a little blunt, but when delivered with sincerity and grace, your client will actually breathe a sigh of relief. They will know that you care and that they need not be alone with their fear as they take this powerful next step.

Bonus tip: don’t be afraid to say what you really think and feel. Remember, your client’s “yeah, buts” are what they need healing on, in this moment, to move forward with their dream. Being fully present and pointing out what you see is blocking their success is a gift of caring, generosity and love.

Want more word-for-word scripts on what to say during sticky enrollment situations, and a proven template for providing massive value during the conversation?  The Get Clients In 30 Days! Homestudy Course is available NOW (woot!), complete with all the training, tools, scripts, templates and examples you’ll need to authentically enroll clients fast. HURRY: when you reserve your copy by Tuesday, FEBRUARY 22 at 11:59pm PT, you’ll get a 90-day bonus coaching program, my treat! http://www.GetClientsIn30Days.com

I’m sharing my 5 best secrets to get new ideal clients this month!

You’ve probably heard that if you want to get clients,  you must get clear on WHO you serve and WHAT problem you solve.  (In other words, choose a niche.)

Problem is, for most spiritual solopreneurs, the whole niche thing creates all sorts of drama.

“But… what I do is deep.  Like, really deep.   It can’t be put into words!”
“But… I help people with so many different problems.  I don’t want to limit myself or turn anyone away.”
“But… I have so many passions.  I want to bring them all together.”
“But… if I choose a niche, I’ll be stuck with it forever and ever.  Argh!”

Sound familiar?  Guess what – every single one of these has come up for me at some point or another!  (Especially those last two. )

Now, while I wouldn’t be the 6-figure coach you expect me to be if I said you can just ignore the whole niche thing (you can’t), I do have some pretty sweet news.

You DON’T have to give up what’s important to you.

You DON’T have to box yourself in forever and ever, amen.

You DON’T have to turn people away.  (Unless they’re not right for you – the Divine Feminine Gift of Boundaries in action.)

You DON’T even have to choose your niche to get clients!  (Halellujah!)

Here’s what you DO need to do…

You simply have to make a decision (i.e., choose your WHO and your WHAT) for the duration of your 30-day “get clients” campaign.

I like to call this, “Not a niche, but a next step.”  And whether you’re just starting out (and the niche thing is really “up” for you), or you’ve been around the block a few times, this practice is really useful for you.  Why?

One of my first mentors says that marketing is just “guessing and testing” – making a best guess and trying it out. The very best way to get clarity on your niche (or refine a niche you already have) is to get some clients and see what happens.

Fact is, you’re never going to “figure it out” by hiding out in marketing or staying in your head.

Cool part is, when you decide and take inspired, deliberate action (instead of churning or flailing around)… you get paid to “get clarity.” 

So here’s my invitation to you.  On Tuesday, February 15 at 8pm ET I’m hosting an all-new high-content training call, where I’ll share my best, specific strategies to help you go get clients in the next 30 days… or much less. (Most of my clients who implement what I teach get clients in less than a week.)

If you need clients, want more clients or better paying clients, you need to be there.  Here’s all the information…

******************************************

“Your 5 Best Strategies For Effortlessly Enrolling
3… 5… Or Even 10 Clients In The Next 30 Days”

TUESDAY, FEBRUARY 15 at 8pm ET / 5pm PT

Register here:
http://www.getclientsthismonth.com

******************************************

On this call you’ll discover…

* The #1 mistake both new and seasoned spiritual solopreneurs make that cost them tens of thousands of dollars in lost time and income

* The 3 limiting beliefs that keep most spiritual solopreneurs stuck at frustratingly LOW income levels (I practically guarantee you’re telling yourself at least one of these)

* The #1 reason why most spiritual solopreneurs can’t “close the deal” (this one will surprise you!)

* A powerful OVERLOOKED tool for quickly filling your programs (do this and you’ll hang up the “SOLD OUT” sign in half the time – did I mention that it’s completely free?)

* How to eliminate frustrating client excuses like “I can’t afford it” and “I don’t have time” – without saying a word  (forget pushy or sales-y – you don’t have to say anything to use this simple yet powerful secret)

* My 5 best strategies for enrolling 3… 5… even 10 clients in 30 days – even if you’re starting from scratch

Here’s where you can get more details and secure your seat:

http://www.getclientsthismonth.com

One last thing… (this is important)

I know you get a ton of invites to calls and that your time is truly precious.  Standing tall alongside my Feminine side is a gal who loves to get results.  So you have my word that I’ll deliver lots of information you can take action on without getting overwhelmed.

Also?  I encourage you to be on the call LIVE, but if you can’t make it, no worries, I’ll send you the recording, so register anyway, yeah?

Yeah!  And with that, I’m off for a day with my honey.  Have a great weekend, “see” you  Tuesday, and as always…

bright blessings, massive success and love

PS: Because I care about your success, I need to be straight up with you… if you don’t have all the clients you want right now, then you’re undoubtedly missing something BIG that’s keeping you stuck, struggling, and likely taking you further away from the success you seek.

If that’s you, please don’t cheat yourself (or those you’re meant to help) any longer.  Join me on this call so I can help you out, ok?

http://www.getclientsthismonth.com

PPS: Got friends and colleagues who could also benefit from this training?  Of course you’re welcome to invite them to the call (just be sure to reserve your spot first!)  Here’s the link to send them:

http://www.getclientsthismonth.com

And here’s a Tweet you can post today on Twitter:

Join @elizpurvis as she shares her 5 best secrets to get new ideal clients this month (I’ll be there!) http://www.getclientsthismonth.com

How To Uncover The Results That Make Your Clients Want To Buy From You

If you’ve heard it once, you’ve heard it a thousand times: “Don’t talk about what you do, talk about the benefits and results your clients get.” And if you’re like many heart-based business owners and transformation professionals I know, hearing this time-tested marketing truth probably makes you roll your eyes a little.

After all, when you’re working on such a deep level, transformation can be hard to put into words.  Even on the surface, some of what we do is, well, flat-out fuzzy and hard to describe.  Besides, we can’t promise results anyway, right?

You can come up with a zillion reasons why you can’t “bottom line” what you do for your clients, but you can’t change the fundamental human truth behind the whole benefits-not-features thing: your clients don’t buy “stuff,” they buy what that stuff will do for them – specifically, the emotions they will experience as a result of getting what they want.

“You can’t fight City Hall,” as the saying goes.  And if there’s one thing I know for sure, it’s that you can’t fight human psychology and win.  Bottom line: if you can’t clearly articulate the results of using your services, you won’t sell very many of them.

So what’s a heart-centered business owner to do? Here are 3 tips on how to uncover the results of your services so that your clients clearly see what they’re really going to get when they work with you.

1. Make it physical. If your service feels “fuzzy” or feel-good, or if you struggle to describe the deep transformation you facilitate in your clients, it’s time to get physical.  All transformation has a physical manifestation, somewhere and somehow.  How does your work “show up” for your clients in the physical world?

Let’s say you’re a healer who helps her clients dissolve the inner blocks that keep them stuck.  Once those blocks are gone, what happens then?  How will the removal of those blocks show up here on the physical plane?  They might be able to finally find a relationship, or get a higher-paying job, or more and better clients.  (Note that this is a general, unfocused example.  If you do this kind of work, you’ll want to get really specific on what areas of life and specific problems you focus on.)

2. Don’t do all the work! When it comes to results and outcomes, your clients know a thing or two – namely, they know what they WANT.  Most heart-centered “change agents” can create all kinds of transformation.  What outcomes are your clients really looking for?  It’s for them to say, and for you to find out – through connection, surveys, and especially in your potential client conversations.

3. What’s the impact? When clients work with you, what’s the real impact of your work?  How does it ripple out to every aspect of their lives?  Start with just one outcome they could get.  How does getting that outcome impact their relationships, home life, spiritual life, and finances?  (And yes, your work impacts their finances, even if you can’t see it directly right now.)

“But Elizabeth, I can’t promise results!” If I had a nickel for every time I’ve heard this from spirited entrepreneurs, I’d, well… I’d have a heck of a lot of nickels.  So if the thought of “promising results” stops you cold, you’re not alone.  But guess what?

There isn’t a single transformation professional on the planet who can “promise results.” Why?  Because your clients have to show up and do their work!   It’s not about promises you can’t keep, it’s about possibility. And no matter what, the client has to do their part. (Yep, this applies to healers, such as acupuncturists and energy workers, who are extra concerned about this issue because of liability.)

When you say things like “I can’t promise results,” you’re really taking on a responsibility which lies with your clients… which isn’t cool, or healthy boundaries, or even possible.  Be them positive or negative, your clients own their outcomes.  Instead, focus on holding the space of possibility of the results your clients can step into when they make new choices.

(Did you catch the energy difference between “I can’t do that” and “holding the space of possibility”?  My coach’s request to you: check out how each of those feels in your body.  Which would you rather experience?  Whichever it is, you can bet your clients are feeling it too!)

© 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.

How To Earn More In 1 Day Than You Used To Earn In A Month

In last week’s article, I shared another common pitfall that plagues many soul-based business owners when designing their programs and packages: giving too much away. This week, I’d like to share a format for your streamlining your service that’s simple, fun and oh-so-gratifying to deliver: The VIP consulting day.

(Or a VIP coaching day, if you’re a coach. Or a VIP [insert-what-you-do-here] day. My work is a combination of coaching AND consulting, so I flip-flop in what I call them.)

I first heard of the VIP day format from my colleague and friend, Helen Graves of Crackerjack Online Marketing. Helen specializes in helping heart-centered entrepreneurs sell more of their products and services with grace and authenticity. (You’ll be hearing more about Helen very soon – she graciously agreed to do a special call for you on her signature program, “What To Say If You Hate To Sell^TM“.)

When I heard that Helen was offering an all-day VIP coaching experience to teach her clients how to master sales conversations with clients-to-be, I thought, “Brilliant!” I knew I had to try it.

In a VIP day, you come together with your client in a very focused fashion to support them with a particular challenge or problem. Instead of spreading out your coaching or consulting time over a matter of weeks or months, you “go deep” over a period of a single day.

Your clients get your focused, personalized attention for a generous amount of time. At the end of the day, they walk away with a breakthrough in the area of the problem (thanks to your coaching) and a system or strategy for getting the results that they want (thanks to your information).

The VIP day is a tremendous opportunity to serve your clients at a higher level. They are also a great way to deliver a great deal of VALUE without a lot of your time. That means you can charge a healthy fee while staying firmly in your integrity.

Best of all, clients love VIP days. Because you’re focusing on a single problem in a single day, you can go really deep with your clients. And if you design your VIP day in the right way, your clients can get results very quickly, leaving them thrilled with you and likely to return for more of your help.

Here are 4 tips for designing your VIP days:

1. Select one topic, outcome and/or result. Remember, simplicity and focused attention will create a better experience for your clients and support them in getting the result that they want. You’re also not “giving away the farm” by overloading your packages with extras you should be charging for. (Remember, overstuffing your packages is a form of discounting – you have to value your services before your clients will.)

2. Select a topic that your clients can take action NOW. Call it stalling, procrastination, “sitting on the fence,” resistance – one of the biggest problems clients face is inaction. Similarly, as a coach, consultant and accountability partner, one of the things clients are investing in when they work with you is the future action they will take. You want to help make that first step an easy one. Help them experience what it’s like to finally get moving and get some results – they will love you for it (and come back for more).

3. Don’t undercharge your VIP offering. Because you’re handling the problem in “only” one day, you may be tempted to discount your VIP package. Resist that urge! Remember to set your price based on results, not time. (Think about it: should you really penalize yourself because you got the job done quicker? Ridiculous.)

A deeper, richer experience (with more of your focused, personalized attention, and quicker results) is actually more valuable to your clients, not less. When you design your package correctly, your investment should be several times more than the monthly fee you’re probably charging your clients now (hence the title of this article).

4. Give your clients everything they need to repeat their results. Your VIP day offering will likely include some form of teaching and instruction as well as coaching and mentoring. Make sure to give your clients this system in a way that they can refer back to – and repeat! – again and again. You can do this by including materials such as an ebook, audios, worksheets, etc.

© 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.

« Previous Page — Next Page »