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?

If you are anything like me you probably have great ideas for programs you could run all the time. It’s really easy to get excited
about an idea and rush ahead too quickly to put it into action.

I used to do it and I see others doing it: You launch a program, you fill it you make some money from it and then what?

You have to start all over again with a new program and fill that and repeat the whole thing. Then some people want to attend but can’t make the dates so you decide to put the same program on again a few months later.

Big mistake.

Why? Because it’s not strategic. You end up chasing your tail, working way too hard and with too few participants in your programs.
Then you go and have to chase participants to make it worthwhile financially for you.

Not a lot of fun to do (I’ve been there done that).

So how can you avoid this dreaded cycle?

These days there are four criteria every one of my programs needs to fulfill before I even think about launching it. They save me from giving in to the temptation of wanting to make a ‘quick buck’ by putting on a repeat program or satisfying a need that seems to be appearing that moment in front of my eyes.

Here they are:

1. Is there pent-up demand for such a program?

In other words is there a large group of people searching for a solution to this, I am in regular contact with them and I can feel a kind of built up pressure that can be released through a specific program that satisfies this need?
A successful program launch is like a pressure -release valve that channels all tension into the ONE program. Your launch process builds up a pressure by tapping into an underlying need and when you open the doors, people are ready to jump in.
This way it’s much easier to fill a program and it happens fast. It does require discipline though and a longer planning horizon. You can’t do this as a spur of the moment thing.

2. Does this program seamlessly lead into at least 2 other streams of income for me?

Marketing a program is a fair bit of work and expense. Chances are if you don’t have at least 2 other ways of benefiting from it financially, its not worth your while. You may also be disappointing your participants who want more of you after having experienced such great progress through working with you. You don’t want them to feel abandoned. So it is really important for you to have other programs lined up that people can opt-in to in order to keep working with you. Again, a long planning horizon is needed for this so in your marketing you can prepare your clients that there is another step for them to take.

3. Does it fit my brand?
The whole idea of your brand is that you become known for being an expert at something and that you convey a certain personality that people connect with. Every program you launch should reinforce that message rather than muddling it up. All my branding is about attraction marketing, it wouldn’t suit my brand to suddenly promote an aggressive campaign to go out and get clients. That’s not my style. I’m also about building a business from the inside out, so I coudn’t go out there marketing a program that is focused on making as much money as you can fast. That’s just not me. I think you are getting the idea…

4. Does it have a point of difference?
Don’t launch a program that is like 5 others out there, even if the 5 others are extremely successful. You want to be original and have an edge over the competition. That doesn’t mean you can’t cover similar topics, you definitely can, it just means you do it in a different way, different in a way that matters to people. And if it’s unique then that’s even better. In many ways my ‘Six Figure Income Breakthrough Secrets Program is unique. While some of the concepts are not new, this is a workshop where they are completely integrated in a step by step formula specifically designed for coaches, consultants, trainers and therapists. It focuses on getting the strategic pieces right which are so often covered up by a focus on tactics and technology. While tactics and technology are also important, if you haven’t got your strategy right, it’s just piecemeal.

Staging a really good program launch is a skill. It can be learned and it’s essential that you do learn it so all your hard work in creating the program and marketing is paying off. During my Six Figure Income Breakthrough Secrets Workshop I will be teaching you how to launch your program successfully no matter whether it’s a small entry level program or a premium program of a few thousand dollars.

I’d love to know what you think, please leave me a comment or a question here and I promise to respond .

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.

Be honest. Have you ever procrastinated on making those sales calls? Are you ever feeling a bit ‘icky’ about picking up the phone and talking to somebody who may have expressed interest at some point about your program?
A lot of entrepreneurs don’t do it because they are afraid they are seen as ’salesy’ or pushy and they miss out on extra sales big time. And not only that, did you know that most clients leave you because they feel you don’t care anymore? And I know you do, so stand out and give your clients a chance to realise just how much you care!

Here are my three top tips for more successful sales conversations. You’ll notice they are very much about your mindset. Sales is a mental game and these three tips will make you more confident, put you in control and therefore give you a far greater success rate.

You can’t help them if they don’t give you permission
It’s all well and good to have an amazing even life changing service but if you don’t have permission to help somebody what good does it do? The sales conversation is where you get permission to help clients make change and get what they want. So avoiding it means not only do you miss out on money you could be making but you are also missing out on the opportunity to help somebody change their life and get what they want. Remember that at a time when you are hesitating to pick up the phone. Think of what it is that you have that they don’t. Remember why it is that they sought you out in the first place. Think of what it is that you want for them and that you have the power to give them. Then go and make that phone call and help somebody! Chances are the person will be delighted to hear from you (this is the case more often than not, you’d be surprised!)

Don’t get caught up in solving the problem
This is so common. Well meaning entrepreneurs who sell their expertise just get caught up in solving the problem right then and there, thinking they are doing the generous thing. But instead of coming across as generous they often confuse the potential client who hasn’t been brought along to seeing the solution that is obvious to you. The end result is that they are not convinced as you haven’t taken them through the steps they need to go through in order to follow how you got to the solution. So do yourself and your client the service of keeping it simple. Outline a clear pathway to the solution and give them enough information to build their confidence in you but never so much that they get overwhelmed.

Don’t crumble when holding the tension
Part of the skill in sales is to create motivation for clients to buy. Nobody wants to be sold to, everybody loves to buy. So part of your job as the one selling is to build the desire for people to buy by accurately illustrating the potential of the service you offer and by catering for what your client desires and wants. Once you have done that and it comes time to give them the price, you will feel there ’s tension in the room. And that’s good as it’s that tension that can only be released through the buying decision. It’s part of the process, don’t destroy it by justifying or making further suggestions after you named your fee. You have to be silent and let your potential client process what you said. Too many people hinder a client from making a decision by talking too much in an effort to relieve the tension. Don’t do it, be strong and hold it. Your client needs time to make a decision.

If you implement these three things you will most likely see a significant improvement in your sales conversion. If you want the step by step version, you can have it. I will be training my Six Figure Income Breakthrough Secrets Workshop participants on how to conduct the sales conversation and I’ll be doing it ‘paint by numbers’ style, it can be that easy. I want everybody to be really confident in holding the sales conversation by the time they walk out on Sunday and I know that’s very achievable. Do you want to join us? You can. Go to www.clientprosperity.com/workshop2010 to enroll or call me for a chat so I can answer your questions 02 98795850.

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?

Are you getting overwhelmed with all the things you have to do in order to make your business profitable? Building the list, running campaigns and so much more? They are all important, I can assure you. And, sometimes it’s good to go back to basics and ask yourself, how many clients do I really need in order to be profitable? How many and which programs do I really need to run in order to make the money I want? Sometimes we over complicate things when what we really need to do to get our goals is just so simple.

When was the last time you looked at all your great ideas for programs and asked yourself:

What is the fastest and easiest way I can create the income I want while enjoying the programs I run and the people I work with?

I know what I most enjoy doing is running programs for my clients so I consistently look at how I can deliver more value and market less so I can be in my flow as much as possible.
Doing this means I stay energised, motivated and connected to the energy of abundance.
I am keen to share my top three tips for achieving just that with you so here we go:

1. Ask them what they want
When was the last time you asked your subscribers and indeed your clients what they want? Not many entrepreneurs do this on a consistent basis. Often they spend more time thinking about what they want to deliver than what it is that their clients and prospects might want. This can be as easy as running a survey, picking up the phone and asking them or creating something like focus groups or research teams (made up of clients and/or prospects) that you can run your ideas past and that you can ask for input over a coffee or lunch. Many clients and other members from your community would be more than happy to participate in something like this if asked.

2. Make your first offer a ‘no brainer’ one
The secret to creating repeat business is to build a strong bond of trust between you and your clients. Learn to look at the first program people attend with you as just the beginning. Sometimes it’s smart not to necessarily look at that first program as needing a huge profit margin in order to be worthwhile. It could be the ‘trust builder’ that sets up client relationships for years to come. It is so much easier to create repeat business with clients who already know-like and trust you rather than finding new ones all the time. Sure you will also need new clients but the more long term relationships you create, the better for you.

3. Pick up the phone
It’s easy to get caught up in working on big marketing campaigns and forgetting the basics: Sometimes it’s as easy as getting on the phone and having a personal conversation in order to win a new client or participant for your program. Actually, the two go hand in hand. A good marketing campaign will make it easy for you to pick up the phone and call people and they will be thrilled to hear from you.
Often people don’t take that last step though out of fear they will be perceived as pushy. Not so. As I said most people will be delighted that you go through the trouble of calling them as not many service professionals do this.

What are your thoughts on these ‘keep it simple’ tips? I’d love to know, please leave me a note.

At my Six Figure Income Breakthrough Secrets Workshop I will give my participants the skills to just ‘get on the phone’ and have the conversation, a skill that has added significantly to my bottom line and client loyalty over the years. I will also show them how to create the ‘no brainer’ offers and how to position them so they are most effective.

You can still jump in to this program, but be aware the bonus “Money Mindset and Pricing Strategy Secrets Series starts next week and is only available if you book your ticket by this Monday 19th July.

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?

Ok so here is the replay. If you’ve ever wondered exactly what a six figure income business looks like behind the scenes, here it is. I’ve laid out all the pieces for you so you can see how they all fit together.
And in putting them together you’ll get the answers to the top questions I get asked again and again.

I even spell out how the numbers add up to a six figure income. You are getting specific tips on how to define your niche and a look at how you could put together your business model for the level of income you want.

And I’m also revealing how you can put all this into practice. That’s what I’ll be teaching you how to do in my “Six Figure Income Breakthrough Secrets Workshop”. So what you see here is what you’ll get for YOUR business. I’ll give you the step by step easy as paint by numbers version.
Please allow 70min to watch this video, it’s important to watch the entire video to the end so you get the full picture (I’ll reward you with a juicy mindset tip at the very end).

Bookings are open now for my Six Figure Income Breakthroughs Program with a Three Day Live Workshop on August 20-22. To see the details and book go to www.clientprosperity.com/workshop2010 now.

I’d love to know what you think. What questions or comments do you have? Please leave me a note on the blog here ok?