Ok so people are interested in your coaching or consulting services but you are not getting the signups. What is going on??

Well, a few things could be going on:

1. People are not valuing what you do at the price point you want

2. People simply can’t afford your premium fees

3. It’s not the right time for them to make such a large financial investment.

So what do we do about this?

You need an entry level program. One that is a relatively small financial commitment and gets them to start experiencing your work at a reasonably low price point and provides people access to your expertise in a leveraged way eg in group settings, via teleconference, recordings or information products. The program is educational and should give great value information that people can use and apply to their situation.

Entry level programs

- build trust with you as somebody who delivers on their promises

- suit people on a smaller budget

- suit people who want to move ahead at their own pace and are not quite ready for a faced paced one on one service.

So what does an entry level program look like?

It could be a one-off teleseminar series or a subscription program that gets renewed month by month.

The program could consist of content/training sessions delivered eg by teleconference, webinar, CD/DVD or print newsletter.

Most importantly you need to deliver great content that adds real value, month after month and give people a chance to get to know, like and trust you.
Share something personal, connect with people ideally form a community where they can connect with each other.

Often such an entry level program is the perfect starting point for your clients. They can get results from their small investment, get confident that THEY
are in fact able to benefit from your service ( as it is often up to them to either implement what you show them or at least maintain what you started for them).
Trusting themselves that they can achieve is often an even more important factor than trusting you that you can deliver in a client’s decision about your service.

You’ll see, as you add an entry level program to your offers, more clients are likely to sign up, it’s just what happens…

Have you been waiting for a chance to join my ‘entry level’ program? Then you might want to consider my Brilliance to Profit Group Coaching Program. You’ll join a group of like minded entrepreneurs and get a monthly training call as well as a monthly open coaching call with me. More info coming soon on this one, the info page is under construction.

I’d love to know your thoughts: What is on your wish list for a small budget entry level program? What do you like/dislike about programs currently out there? Please leave me a note and let me know ok?

Whenever I am working with a group of clients I see patterns emerge. And this last weekend was no different.
I spent three days with an amazing group of clients at my Market your Brilliance 2010 Workshop. And there is one clear
theme that I noticed:

A lot of people indulged in the one luxury that no business owner can really afford: The luxury of undercharging for their services..

“Oh but they won’t be able to afford it..”, or “but I really want to help them…” or “But doesn’t everybody charge by the hour?’

Ladies and Gentlemen, let me say it very clearly: You are in business, you are not running a hobby or a charity.

Imagine going to a baker and hearing him say any of the above as he sells his bread to most of his customers at half price.
That doesn’t happen, does it?

NO, and you can’t afford to do it either. Running a business does cost money and you have bills to pay as well.
Quite aside from that, as a transformational practitioner of some kind, you give out a lot of energy. You are generous with your creativity and you need to be adequately rewarded for it if you want to keep your creativity in tact.

Have you every noticed that your creativity tends to dry up when you haven’t got as much money in your bank account as you’d like? That’s called burn out and it’s not a good place to be.

So please do yourself a favour and be very clear what you MUST charge in order to not only pay the bills but also nurture your creativity and self esteem.

Don’t chicken out. If you can’t get paid what you think you should get paid, review your ideal client and your marketing message to make sure it adequately reflects the value you offer.
If necessary reposition yourself to attract more clients who CAN afford you.

You are worth it and often it’s really just a matter of putting the right structures in place and having the courage to say the number (the adequate fee) and you will get what you want.

My clients are proving it over and over again. You can make really good money by helping your clients transform their life and/or business. Don’t settle for anything less.

I’d love to know your views on this. Please leave me a note. I am passionate about this and want to help you make this possible for yourself if you are not there yet. Tell me what you’re challenges
are so I can serve you better.

So you’ve decided to go to a live workshop to learn new skills in your area of expertise or to learn more about how to run a better business. Great. It’s so important to do that on a regular basis, in fact I think it’s so important it should be part of every entrepreneur’s yearly budget. And for more than one reason.

Yes you are investing in learning new skills but there’s so much more you can get out of attending a live workshop and be in the room with like minded people. The opportunities to GENERATE business from attending a workshop are amazing. There is no reason why attending a live workshop shouldn’t repay itself in multiples in very short space of time.

In fact, I believe in this concept so much that I have come to expect that each workshop I attend pays for itself within weeks and then creates a strong return on investment for years to come.

Here are my five favourite ways to ensure attending a live workshop pays off for me:

1. Quality contacts for potential clients and JV partners

Before attending any kind of seminar or workshop I set an intent for meeting a certain number of clients or joint venture partners (or both). I get very clear about what kind of relationships I want to build way BEFORE I enter the room. Once I am there, I simply relax, enjoy the people I’m with, make an effort to get to know them and seek out those people that I believe could be a good fit. This is a strategy that has paid off big time for me over the years. I don’t meet a lot of people at events but I create a few high quality relationships.

2. Get noticed by speaking up

One of the best ways to build your profile during an event is to actively engage in conversations and in asking questions during open mic or Q&A times. Stand up, ask a question or make a comment that adds to the conversation and your status in the room automatically lifts. People know who you are and will be more likely to come to YOU wanting to talk to you. Believe it or not, this is a great one for the shy networker.

3. Introduce yourself to the speaker

One of the best relationships you can build at live events is with the speaker. Where there’s an opportunity (while being respectful towards their need for a break) introduce yourself, ask a question and seek out a photo opportunity. Being photographed with a high profile speaker and publishing it in your ezine raises your profile just by association.

4. Give a testimonial

I am not kidding when I say that I have generated many thousands of dollars in business from providing testimonials to seminar leaders whose event I attended and enjoyed. Clients found me through testimonials on my colleague’s website, got curious, checked out my website and became subscribers and then eventually clients. It’s a great business building strategy. And remember, your business relies on client testimonials too, so do what you’d like your clients to do and give testimonials, it’s good karma and will pay off.

5. Make a commitment to implement

I know you will leave the workshop with best intentions to implement at least some of the strategies you learned. Usually, from a good quality workshop you will take at least three strategies/skills away that will really have a great impact on your business/professional results. Most people despite all good intentions, don’t follow through with the implementation. Don’t be one of them. I suggest you consciously reserve time in your diary straight after the workshop to plan out how you will implement what you learned and set the wheels in motion on DAY ONE.

Doing these five things will really make an impact on how much value you get from attending a workshop. I know that for me it’s a vital part of doing business. I love attending workshops as I know they always pay off for me. Plus it’s hugely enjoyable to be reenergized in a room full of like minded enthusiastic people.

If you haven’t already, check out the buzz that we created last year at my Market your Brilliance Workshop. This Friday we are doing it all again, just bigger, this time it’s three days. Today is your last chance to get your ticket. Just go to www.clientprosperity.com/workshop2010

Would love to know what your strategies are for making the most of attending a workshop. Please leave me a note, ok?

Don’t you love those clients that invest with you because they love what you stand for, really want the outcome you provide and are more interested in return on investment than worrying about your fee?
They are such a joy to work with, often appreciate you the most and get the best results. How would you like more of them? “Yes” I hear you say but “how do I attract more of them?”

Well, attracting premium clients is a different game. They are special and want to be treated as special. Fair enough. So what exactly is ’special’ in their eyes and how do you provide it?

Many service providers make the mistake of not providing specific offers for premium clients, meaning they are leaving money on the table and not satisfying a need that roundabout 20% of their client base has. Other premium offers just don’t hit the mark with clients. It is essential that you do understand what premium clients want and are prepared to pay for. Here are three things that premium clients love and are HAPPY to pay for and my program solution for providing these:

Exclusive Attention
The key to being able to charge big dollars for your one on one attention is to not make it freely available. In fact, the more leveraged programs (meaning clients get you in a group format) at lower price points you have for them to choose from the more you can charge for your premium programs and the greater the desire of your personal attention. Make sure you limit the amount of clients that can work with you at that level so it is clear that your premium clients are part of an exclusive circle. It also helps to make it clear through the name of the program that this is an exclusive circle of clients with special privileges. Premium clients are special and like to be acknowledged as such.

Speed
What are you doing to get your clients results faster? People who are affluent enough to afford your premium programs do take them because they want results the fastest possible way. Time is more important to them than money. So what are you offering them in your premium programs that speeds up the process? One thing I recommend is to offer bigger blocks of time rather than weekly hourly coaching or consulting time. Whenever you educate, plan, get mindset breakthroughs, having blocks of time often gets exponential results. When I sit down with a client for half a day or a full day of planning, momentum builds and we get so much more accomplished than we would have in the same amount of time stretched over a few weeks. This is an extremely valuable advantage that creates absolutely superior results for clients. Plus, it creates a bond between you and the client that is not easily achievable any other way.

Convenience
How easy do you make it for clients to work with you and to get fast results? Clients value it when you do things FOR them rather than simply teaching them how to do it. If you have processes, scripts, checklists, templates that you can give them, and they are exactly what the client needs and wants at the time, then that’s a huge time saving for them, again time is more valuable than money for premium clients. Other opportunities are, having your team or your network of suppliers provide exactly what is needed. Maybe you create a connection that speeds up the process. That’s not time consuming for you but hugely valuable for your client.

The key is to package all of these elements into a program that offers a simply irresistible combination. One that is such great value for money (note that doesn’t mean it’s low cost) that it’s impossible to to say ‘no’ to it. May way of doing it is to create Platinum Style programs. The name says it all. It combines all three elements which do lead to a superior client experience as well as superior results.

Are you keen to setup your own premium programs but not sure exactly how to do it? I’ll be teaching the participants of my Six Figure Income Breakthrough Secrets Program how to create Premium, Platinum Style Packages. Tickets are still available for this intimate and exclusive event.

What are your thoughts on this post? Please leave me a comment sharing what you think, questions you have or insights you gained.

Preview Video No 4: Money Mindset and Pricing Secrets that can see you raise your fees right now!

In this video get the two aspects to raising your fees now that you need to work TOGETHER
Get the essential perspective shift that makes you more comfortable with higher fees
Learn why you must get on top of your money mindset in order to receive more money

Attention: The Six Figure Income Breakthrough Secrets Bonus Module on Pricing and Money Mindset Secrets starts next week!
If you are at all thinking about joining the program, now is the time to make up your mind. This bonus is going to go away on Monday 19th July.

To get the full scoop on the Six Figure Income Breakthrough Secrets Program and register go to http://www.clientprosperity.com/workshop2010

To ask a question or make a comment please leave me a note here on the blog ok?

Ok we probably all know what it’s like to go through periods of growth where cash is tight and we just need those extra clients right now to fund the expansion or just to fill in the gaps caused by a lull in sales.

Business growth is often more about consistent cashflow than it is about the overall income. When the cash dries up then things stand still.

The best thing to do is of course to prevent a shortage in the first place by keeping track of your money on a monthly, weekly and even daily basis. You are doing that right?

But then something unexpected happens, and it can be good things, like a promotion opportunity that requires an upfront investment you didn’t budget for or a course you really want to attend that came out of nowhere onto your radar (this has happened to me on a number of occasions).

So here are my top tips for creating quick cash flow that is a true win win for you and your clients:

1. Give them a reason to buy NOW
Your program could be a super fit for your client but they just keep sitting on the fence not wanting to part with their money easily. That’s normal. Give them a good reason why they should and they will. This can be a quick action incentive (say $50 off) for a decision within a tight deadline. Everybody loves a good deal so this works nicely for both you and your clients.
Read on for the other two ways of attracting extra cash fast on my blog

2. Offer something low cost and attractive that is not usually available
I am assuming that you usually offer packaged solutions (you should). You could offer a one of strategy/health check etc. session at a really good rate. If you don’t usually offer one off sessions this is a way to create cash quickly and easily with a very attractive offer. Often this can lead to follow up business for you as well.

3. Take something that has worked for you and run a simple promotion
Is there something you can pass on to your clients that has worked really well for you? Maybe a template, a process or a new way of doing things that you haven’t promoted before. Clients love “done for you” solutions such as templates, scripts and checklists. How can you put together a simple low cost package and promote it simply with a video or a “one off” teleseminar ?

What strategies have you applied to generate fast cash? Have you implemented any of the ones I describe here? Tell me about it I’d love to know what worked for you. Leave me a comment here ok?

This is the second video in the preview series to my ‘Six Figure Income Breakthrough Secrets’ Workshop. Thanks to all your comments on the first video
I loved reading them and responding.

If you haven’t seen the first video I recommend that you take a look, it’s here http://www.clientprosperity.com/blog/?p=632

In this one I’ll share how you

a) Fill your programs and
b) get clients approach YOU wanting to work with you.

You’ll get them so excited they’ll WANT to buy. See for yourself, take 10 min out to watch the whole thing, it’s worth it on many levels I promise.

I’ll fill you in on what I have achieved, tell you what doesn’t work and then take you through what DOES work with an example that I’m sure you can relate to.

Please tell me what you think! Leave me a comment or question on the blog!

And are you registerd yet for my webinar? It’s on next Wednesday and I’ll be revealing the whole formula that has made my business successful. You can register below.

This is the first in a series of videos I am shooting for you and sending your way as I am getting ready to launch my Six Figure Income Breakthrough Secrets Workshop.
Each one will give you specific strategies you can start applying straight away. Next Wednesday I’ll reveal the whole Blueprint to a Six Figure Income Business based on your Passion that gives you
lifestyle freedom as well.

Learn how to position yourself as the Go-To Person in your field. It’s more than being the Expert, see for yourself:

I would love to know what you think of it please leave me a comment on my blog!

Are you registered yet for my Webinar? Next Wednesday I am running a free Webinar on How to turn your Passion into a Profitable Six Figure Income Business, have Clients lined up ready to work with you, get paid what you’re worth and have the Lifestyle Freedom you want – Even if you are starting from Scratch!
You can register below:

Have you ever thought of running a Telesummit yourself in order to attract more clients?

There are many reasons why it’s a great idea. It’s such a good way to attract a lot of new subscribers very quickly. You are being exposed to a whole new audience, your expert status grows by association with the high calibre of speakers you have lined up and you are creating a lot of good will by giving incredible value to your community.
It’s also a lot of fun and creates a huge buzz to when having such an intense week of events.

AND I don’t think I have to tell you this, it’s also a lot of work and if you haven’t done it before you are finding yourself on a massive learning curve. Massive Client Attraction Week was my first (and certainly not my last) summit. I had done my homework and was relatively well prepared (my speakers certainly told me I had done a brilliant job, every single speaker I approached said ‘yes’ straight away).

And yet I quickly found out that I was in for an adventurous ride, so I fastened my seat-belt and rolled with the punches. Here are my top five lessons learned:

1. The Quality of your Speakers is Critical
It’s what makes or breaks the success of your summit. Research them well, build relationships well before you are thinking of inviting them to speak and make it really easy for them to say ‘yes’ by providing a very clear and inviting proposition. There has to be something in it for them and YOU have to do all the work for them (including providing all promo material). Treat them well, promote them, give them the credit that is due and they will help you deliver a stellar event.

2. Have a team to help you organise your summit
DON”T even think about doing it all on your own!!! It’s impossible, you’ll end up dropping the ball, making mistakes and driving yourself demented. Make sure you have a good support team that takes all the organising off you and is there on stand by during the whole event in case something goes wrong. I had my Business Assistant working for me almost full time for 2 weeks and I had others in the background do their bit and I am so glad I did. When the technical glitches happened, I couldn’t have coped on my own. And let me tell you I was still flat out before and during the event. It’s also great to be able to high-five with someone after its all over .

3. The devil is in the detail – especially when it comes to technology
We have had participants from three continents and the total number would have filled a huge ball room. It is amazing what technology makes possible, it never would have been possible for me to do this
live. But technology also brings it’s challenges. We learned that the hard way as we had things happen like: Correct links leading people to the wrong sites, webcasts dropping, one call recording just stopped half way through etc. And often there was no obvious explanation for it. So every day we worked out corrections, work arounds and added to our list of cross checks to be done before going on air to make sure it all went well. Lesson learned: Be prepared for this as often it’s outside of your control and you just have to manage it the best you can.

4. Be generous when something goes wrong
The biggest return on investment from a telesummit is the Good Will you deposit in your subscribers’ bank account. So everytime something goes wrong and you make a withdrawal from that bank account, make sure something goes back in by giving a bonus, extending deadlines, responding and/or apologising personally.

5. Enjoy the ride
A telesummit creates a lot of movement for yourself, your speakers and participant, it creates a huge ripple that can affect a lot of people. I believe it creates good karma in a big way and it’s very exciting when you get messages of support and thanks from excited and loyal participants. So even when things don’t go to plan, remember to enjoy the ride, because if you hadn’t taken the initiative to organise it
none of it would have happened, and a whole lot of benefits wouldn’t have been created. You are serving your community in a big way by putting on a telesummit and you are doing this whole business thing because you love it, so enjoy the ride!

What do you think?? Would love you to drop me a line here on my blog with your feedback, comments and questions. Let’s talk, ok?

Oh and if you want to listen to an of the incredible MCAW sessions you can still do it now at http://www.clientprosperity.com/blog/?p=544.

The replays are no longer available but for a small fee of only $37 you can gain access to the download page including summary notes and a handy checklist of all client attraction actions. Click here to sign up now.

Day 4: We are finishing on a high! We had two amazing sessions today! (and a Bonus surprise)

Session #1: Alicia Forest on How to build a list of raving fan clients the fastest way possible

My main take-aways:

#1: Create an attractive free taste offer to attract subscribers to your email list
#2 Create intimacy, mystery and sensuality with your ezine
#3 Where do I start, six different list building strategies if done consistently can add thousands of subscribers to your list

Go to www.clientabundance.com and check out Alicia’s highly successful ‘ugly’ website (and her great free report on List Building)

Session #2: Sue Papadoulis on How to get free Publicity for your Business and attract more clients

My main takeaways:

#1  PR can be hugely powerful for small business and is easy to implement
#2 Find a newsworthy angle
#3 Make it easy for journalists to say ‘yes’ to your press release

There are huge amount of how-to’s in this session. Go to www.homebizchicks.com to download your free report on how to generate Free Publicity for your Business and go to www.DIYPRkit.com/course for Sue’s incredible Homestudy Kit on Creating Free Publicity for your Business enter coupon code clientattraction to get  $100 off but you must act by Sunday.


Bonus track:

As my way of saying thanks for staying with us despite technical difficulty, there is a bonus session for you:

How to manage your time and your team for a six figure income Solo-business – be productive and make time for the priority: Client Attraction.

Day 3: Awesome day! Some techno issues (we apologise, right now it genuinely looks like something that is beyond our control but we will do everything we can to test and double check to make sure it all goes smoothly tomorrow)

Session #1 How to create an irresistible Marketing Message – Yvonne McIntosh

1. Forget about niche – start by defining your ideal client

2. What you offer has to be the logical next step in your clients world – be as specific as you can when it comes to creating your message

3. Offer a step by step Signature System to build trust in your ability to deliver the outcomes you promise

I am inviting you to go through my one hour Magnetic Marketing Webinar Video at www.clientprosperitymarketing.com or check out the whole series
for a special offer at www.clientprosperity.com/magneticmarketing


Session #2 How to claim your unique Space as the Expert (and solidify it with Information Products)- Danette Hibberd

1. To become the expert claim your expert status – you already are one!

2. Information Products are a powerful way to position yourself as the expert – find out why

3. When creating products narrow and deep is better than wide – find out why and how to do that

Danette launched her brand new www.BeTheExpertAcademy.com site with an amazing range of resources available for Solopreneurs like us.

There is a launch special available for $17 to check out all the resources available  that’s a super deal.

Day 2: Another great Day at Massive Client Attraction Week with two amazing value packed interviews:

Janet Beckers from www.Wonderfulwebwomen spoke on how to grow your business fast using Joint Ventures. She’s a lady that walks her talk,
listen to what she achieved and how you can do it too:

My three top takeaways:

1. You can be an attractive JV partner even if you don’t have a list

2. Court possible JV partners before you ask them to do something with you

3. Be very clear in your communication and make it easy for them to say ‘yes’

Janet invites you to visit the wonderfulwebwomen community, go check it out, amazing resources
available there!

Session 2: Ludwina Dautovic from www.theredtendwoman.com.au spoke on: How to use Video in your Marketing

My three main takeaways:

- Using video is a MUST these days it’s the way of the future – it’s the closest thing to being there live
- Prepare your content and your video setting well, don’t make the pet-peeve mistakes
- Invest in good sound as it’s critical to a professional video

Ludwina offered us the Video Marketing for Women series you can access it here at www.videomarketingforwomen.com.
It’s awesome please go check it out!

Day 1:

What a great start to Massive Client Attraction Week! We’ve had two amazing speakers today, the feedback as been great from those on the line live, thanks guys!!

We had a few technical issues and had to cut short Carolyn’s interview but we are making it available here in full length so you can get the part that you missed easily.

Session #1 – Using Social Media for Business Success with Wendy Moore from www.Savvywebwomen.com

A very savvy session on Social Media do’s and don’ts and a real eye opener

Replay:

My top three lessons:

1. Engage with people from the start – Social Media is just like real networking – it’s the conversation that matters.

2. Take things to the next level and offline after the initial contact – that’s how you convert visitors/friends to clients.

3. You must have a consistent brand across all your social media presences, your image here counts just like it does everywhere else and it needs to be professional

Check out Wendy’s special offer for her upcoming Savvy Snapshot Webinars (she offered 50% off for you with coupon code massiveclient.

Session #2 How to overcome the Mindset Blocks that stop you from attracting more Clients- Carolyn Ellis from www.Brilliancemastery.com

Deep insights into what mindset blocks holds people back from attracting more clients. So many people could relate to what Carolyn had to say and found it hugely valuable.

- Hang up your Superwoman (or man) cape it’s not serving you

- Stop playing small you are not being a good role model to others including your children if you play small

- Use the Brilliance Sparkplug to attract the right clients to you which are at your level of vibration