Are You Putting Too Much In Your Platinum Programs?

Once upon a time, one of my Platinum clients came to her coaching session feeling very frustrated. “I’ve transitioned everyone from 1-on-1 to Platinum and have new clients, but I’m still working too hard,” she said. “Help!”

When I had a gander at her current offering, the problem was clear: there was still waaay too much in the program. So even just a few clients were taking up all of her time, leaving her exhausted at the end of the day and derailing her marketing plans.

My client is definitely not alone. When women with big hearts and big missions step into higher-end offerings, the temptation is to add more. Big concerns include “is it enough?” and “are they going to get their money’s worth?” I need to make sure it’s worth it, they think.

Problem is, when you overstuff your programs, it doesn’t matter how much clients are paying you… too much “stuff” and all of a sudden you’re working like a dog. Again.

Adding more to your programs because you’re charging more is really a sneaky form of discounting. Here are 3 tips to help you curb the urge to give too much:

1. Have another look at your program “doo dads” – after you’ve cut deliverables in half. “Doo dads” is my term for program components – number of sessions, VIP days, just-in-time calls, etc. When it comes to programs of considerable investment, doo-dads have a habit of creeping up, up, up.

Like any first draft, you should always let your program design “rest” for a day or two. Then look at it again. Ask of every component, “Do they really need this to get results, or is this piece really about me?”

2. Be clear on your boundaries. What do you need to do, and how do you need to show up? What do they need to do, and how do they need to show up?

One of my core beliefs as a coach is that my clients will get exactly what they need out of my programs. Coming from that space, what do you think happens? Clients get exactly what they need… and more. Hold the space of I need to be the one to make sure they get enough and what happens? Clients can sense when you’re getting attached and drained.

3. Get connected with the results. Have you ever thought about what clients are really investing with you for? Most coaches, consultants and healers focus on the information they give their clients, and often despair because information isn’t the hot commodity it once was. “Why would someone pay me if they can get it for free (or really cheap) on the Internet?”

Answer: because if they could have done it on their own, they would have done it by now. That’s why 60% of what clients are paying you for is to hold them accountable to what they really want.

And one bonus tip to inspire you…

Get connected to the TRUE COST of giving away your time.

Time is our one non-renewable resource. You can always make more mo’ney, but when your time is gone, it’s gone. Which means: when you give away your time, you give away your dream. (In big chunks and small.)

So what happened with my client? She immediately stopped taking on new clients in the old way, and as she enrolls new clients, they get exactly what they need… with a lot less of her time.

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

Are Your Clients Missing Out Because You’re A Marketing Perfectionist?

My friend and colleague Helen Graves of CrackerJack Online Marketing has a saying that I just love.  “Imperfect action beats perfect inaction every time.”

I love it because the idea of “perfect inaction” totally cracks me up.  I mean, really – when you really think about it, “perfect inaction” is pretty ridiculous, no?  And also because it speaks to a challenge that just about all of us spirited, heart-centered entrepreneurs have struggled with: waiting until something is perfect before taking action.  (Also known as “the perfectionist trap”.)

Helen also calls it the “just one more” cycle.  Just one more tweak to the website, just one more training, just one more revision, just one more whatever until… your program, your product, or your marketing is finally ready “for prime time” and you can get out there and get results.

Here’s the thing about the perfectionist trap and the “just one more” cycle.   Not only is there always “one more,” the reality is you’ll discover the tweaks that actually matter only AFTER you bring “your baby” into the world.

More importantly, when you’re stuck in the perfectionist trap, you’re not helping clients. You’re not changing lives.  You’re not having an impact.  You’re not living your dream. (That’s a pretty high price to pay, no?)

Bottom line: When you’re a marketing perfectionist, your clients are missing out… and so are you. Here are some simple tips that make taking purposeful, impactful, and yes, imperfect action a snap…

1. Focus on one thing at a time. You may have heard about what I like to call “the power of one” or “the rule of one” in marketing.  Just as you will get much better results when you make only ONE offer at a time (because a confused mind always says no), you’ll fly by the stumbling blocks in your marketing tasks when you focus and just get ‘er done.

2. Break it down. Find yourself in a project that’s even mildly big, let’s say, and what’s the first thing that happens?  Well, if you’re like most entrepreneurs (me included), you get overwhelmed.  Perfection follows overwhelm, just as sure as night follows day.   And then you’re stuck.  Yuck!   Instead, break it down into small chunks and focus on the chunks.  Success creates momentum and leads to more success, so be sure to celebrate each one!

3. Realize that nobody is looking at this thing as closely as you are. When I was a little girl, I used to live in mortal fear of being publicly scolded or called out – like if I was talking too loudly in class, say.  I have a voice that carries, and often adults would tell me that I was “too loud.”  I would be so embarrassed, so humiliated!  And then I realized that the kids in my class were waaay too busy passing notes and snapping rubber bands at each other to even notice the teacher “yelled” at me.

The truth is, nobody looks as closely at your stuff  as you do.  Yes, your clients take note… but 9 times out of 10, the those little niggling things YOU notice are not the ones THEY notice.  Which leads me to the next point…

4. Choose to view your project as an opportunity to get valuable feedback from the people who matter most. If there’s one thing that never, ever ceases to amaze me, it’s that the feedback I get from my clients is rarely what I expect.  You will learn so much from “getting it out there” that you ever will from hanging out in your own head, churning over how to make something perfect.

Instead of sweating the details, choose to focus on how cool it’s going to be when you get real feedback from real clients… which you can then use to make the next go-round even more life-changing for them.

5. Get in touch with your why. Remember, you’re not in business just for the heck of it – there’s a reason why it’s so important to you.  For many of us soul-centered business owners, it’s about living our purpose: making a difference for our clients and the world while creating a lifestyle that truly supports us.  Every project you complete pulls you forward, no matter how it turns out!  Your “why” is so much bigger… and so much more important… than any tiny imperfection.

© 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.