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.

You can listen to this blog post here (5min 30sec)

Do you love what you do but crumble when it comes to selling yourself? Asking for a good bunch of money for your valuable services and promoting in adequate terms the amazing work you do?
I hear it so often from clients – I used to be so good at sales while I was employed but it’s all different now that I am selling myself. I just can’t ask for what I really want, I don’t know how to sell myself, somehow it’s awkward to ask for money for what I do.
I know, I’ve been there. Because we sell the invisible its far less easy to put a price tag on what we do. And on top of that, while we totally believe in our work, it comes so easily to us that it’s easy to fall into the old employee mindset trap and think that because it’s easy it mustn’t be worth a lot.
Were you also brought up to not blow your own horn and to never exaggerate what it is you do?
While obviously we never want to lie or mislead anyone with our statements about the results people can get from our work, it is essential that we are disclosing the full potential our service has and help our clients make an informed decision about whether to hire us or not.

And here is the real mindset shift that you must make as you leave behind the old employee way of thinking and fully embrace your entrepreneurial spirit:

Creating and attracting money to you is just as much part of the creative process as is helping somebody let go of fear, set a new goal etc. If you don’t pay attention and do the best job possible during the sales conversation, your potential client will always miss out more than you do.
Seeing sales as something separate from providing a service is wrong. That’s the old paradigm that we are led to believe as employees. The sales process is the first act of service that you provide your clients. Start on a good note by doing as thorough a job as you will once they are your clients.
Why is it that we created this funny separation between money and everything else? We are entrepreneurs, to me that means we create value – for our clients and ourselves.
Here are three ways to shift your perspective so you can make asking for money a natural part of the creative process you propose to clients:

1. You are not asking for money you are creating value for your client
Whenever you sell your services/programs to anyone, if they are the right client for you, they will gain more from it than they pay you. That’s the idea. And it’s up to you to show them and educate them on exactly how they will gain so much more than they pay. Because we sell the invisible, we the gain can often be unconscious, far in the future etc. And as consumers we are trained to only notice the immediate visible, so we have to do some more educating so people realise how much they really gain.

2. You must help your potential clients make the right decision for themselves.
What you can give your clients might be exactly what they are looking for. But if you don’t take the time and make the effort to give them what they really need to come to that realisation (or to help them move on if it’s not a good fit) then they might miss out on something that could truly change their life forever. Do you want to carry that burden? I don’t. I’d rather do a proper job even though it might mean help my clients feel their own pain so they know it’s important to do something about it.

3. You don’t want to be attached to the decision they make but you do want to be committed to helping them make the best possible decision
This is going to be the clincher for many people. This is how you get out of the “I don’t want to be pushy” mindset and into the mindset of a true servant to your tribe. You know so much more than they do. You have an obligation to do whatever it takes to help them make the right decision for themselves. One that helps them improve the quality of their life. No matter whether they buy from you or not, do them this service of giving them all they need to know in order for them to make the right choice.
People are often amazed at how easily selling comes to me and it’s because I believe what I share here 100%. Any sales conversation I have in the true spirit of service knowing it’s the beginning of every relationship where I can enrich others’ lives.
I’d love to know your thoughts on this, please leave me a note here on the blog.

I made this video for you to pull away the curtains and give you a behind the scenes glimpse at my current Magnetic Marketing Webinar Series Marketing Campaign Results and the Success Formula that I use to fill this program (which is the same one that I teach during the webinar). In case you haven’t seen the campaign, it is highly successful already and its not over yet.

You probably know by now that I want to do right by you. Yes I want to promote my Webinar Series, and yes I am mentioning it here at the end of the video and I really think this is one of the smartest investments you can make right now in your marketing skills, that’s why I am setting out to prove it to you in the best way I know: by sharing with you what I have achieved using my own
principles. It’s 10 min long, well worth it I promise! So grab a cuppa, sit back and watch!

To secure one one of the last spots in the Magnetic Marketing Webinar Series, go to http://www.clientprosperity.com/magneticmarketing the special price ends at Midnight Thursday April 8th.

How easy is it for you to fill your programs? According to my research, filling a room is THE biggest challenge coaches, consultants, speakers and trainers face. And I know how disheartened it is when you put your passion into a program and then can’t convince people (who you know would greatly benefit from it) to sign up. Sometimes it’s simply in the way you launch the program that you set yourself up for the struggle or for success. There are three mistakes people make in launching their programs that see them getting disappointing results even if their program is hugely valuable.

1. The time frames are too short
This is probably the biggest and most common mistake. When people ask me, “how do I get more participants for my workshop, it starts in two weeks”, then that’s a tough one to answer. Two weeks is really last minute! You want to plan and start marketing your programs well in advance. Think of what you consider well in advance and double it and you probably are closer to being right on. People are busy these days and especially live events take a lot of planning to organise kids care, work commitments etc.

2. The offer is not compelling enough
Your offer should lead to a very easy ‘yes’ decision. The better you know your ideal clients the easier that will be. So mingle with your ideal clients, find out what they want and package it up. You want the value of the package to be so overwhelming that they would be crazy not to say ‘yes’. Most people offer a lot of value but don’t highlight it appropriately in their offer. Many professionals don’t even realise how many hidden assets they have in their programs and in their creative minds. It’s important to look at it from a client’s perspective to find the really valuable pieces. Even if they are not a big deal for you, they could be a very big deal for your clients.

3. There is not enough communication
Most people underestimate the amount of touch points it takes to convince a client to say ‘yes’ to your offer. One or two emails is not enough. And the higher the investment the more different touch points are required. People are naturally inclined to say ‘no’ to your offer, because opening our wallet is not something we like to do, unless we are totally convinced it’s worth it. So your job is to do the convincing. And for some people that takes more touch points and conversations. Needless to say the conversations need to be respectful and meaningful just as if you had them ‘in person’. So remember to think of all the objections people could have to joining your program and make sure you overcome them during your launch campaign.

Launching a program successfully is a real art and science and can easily fill a couple of days. I hope these pointers have helped you make a start on improving your success rate. How successful your launch is, is MOSTLY determined by your whole positioning, meaning your overall marketing strategy, your niche, your business model. If you want to learn how to set yourself up for success, I suggest you join my Magnetic Marketing Webinar series. We are already 75% sold out, so secure your spot now while you still can. Go to http://www.clientprosperity.com/magneticmarketing.

Would love to know your thoughts on this, so leave me a message here, ok?

Running your business can be a lot of fun when things go well and clients knock on your door. And it can also become a huge energy drag if things are not going so well. While we all go through the ‘freak out days’ where we think we’ll never fill a workshop, that’s just part of the game, if the state of anxiety about getting enough clients persists, then it’s definitely no fun. It is all to easy to get drawn into the energy of wanting to ‘get’ the next client. And from my experience that is where the problem starts and the clients disappear.

It’s important that as entrepreneurs we stay connected to the energy of abundance, generosity and excitement around our business. It’s that high level of vibration where we are most creative that we are most client attractive. In other words, if you are enjoying yourself, your ideal clients will come to you.

So how do we stay connected to that energy of abundance? This is no woo-woo stuff, it’s really fundamental for a successful business. If you want to keep your sanity while building your six figure income business, you really want to be taking notice of my three top tips for staying in the energy of abundance and generosity that I want to share with you here

1. Be energetically connected with your ideal client
Yes, I wrote about the ideal client just last week, and I am mentioning it here again because it’s so important. This goes way beyond just collecting data. It’s really about being energetically connected with them, knowing what is going on for them on an emotional level so you can write to them and speak to them in your marketing message. It’s kind of like a free flowing continuation, working with you is just what is naturally happening next. Most Solopreneurs who struggle to attract clients are much more connected to what they want to provide than to what their clients want right now. Shift your focus and see what comes up. New doors may just open that you hadn’t considered before.

2. Be realistic with your goals
It’s easy to get freaked out if you have set yourself goals that are unrealistic. Check in with your goals, are they really achievable? There comes a stage where marketing (good marketing) is a numbers game and you need to know how many people you need to speak to in order to fill a program. It’s not necessarily a reflection on your service or product if not enough clients show up, sometimes you just haven’t got your numbers right. Most solopreneurs underestimate the amount of prospects and well nurtured relationships it takes in order to fill a program. So check in with your whole marketing campaign, is it built to create the result you want? Or do you need to adjust the bar?

3. The magic of pent-up demand
This is really about the energy you WANT to create. This one can be a little uncomfortable too, especially if you are someone who likes to please everybody at once. However pent up demand is a good thing. It’s the kind of energy you have just before the doors open to the Boxing Day Sales or the day really hot concert tickets are released and people are camping outside to get their hands on them.
I’m serious, that’s the holy grail of marketing. You can only create it if what you do is not abundantly available on every street corner. So have a look at what your clients really really want and give it to them, but not anytime anywhere.

If you want to learn more about how to build your business in a way that attracts clients to you, while you are in the energy of abundance and generosity, then attend my upcoming free teleclass http://www.clientprosperity.com/teleseminar03.html where I’ll be sharing with you how to design a Coaching or Consulting Business that attracts ideal clients and has them contact YOU.

And if you enjoyed this post, please leave me a note, I’d love to know what you think of it.

Listen to this blog post here:

How you describe what you do can either be totally inspiring for your potential clients in which case they will WANT to work with you and often excitedly say “this is exactly what I need right now” or it can leave them confused and in a way ‘turned off’. Let me share with you my three step formula for inspiring your potential clients into working with you.

Here’s the secret: Give them back their hope that their desires can be fulfilled. Move their dreams within reach.

Clients become clients because they have a problem that you can solve. Your task is to convince them that you can help them. Most people take that to mean talk about your solution. And that’s a big mistake. People aren’t ready to hear it yet. Instead, take them on a journey with an inspiring story. And here is how it goes:

1. Let them know you truly understand their problem
This is the first and THE most important step. If you miss this the rest won’t work. Tell them how you either have been in the situation they are in now or how you have observed the problem many times in people around you and how it really bothered you.

2. Tell them that you solved the problem and how it is now
Tap into your potential clients’ dreams. Inspire them by sharing with them your new reality which is everything your potential clients want. Knowing that you have just that now is much more inspiring to them than your ‘how to’ description.

3. Mention that you have a simple step by step solution
Only now do you allude to the fact that from your experience you have designed a step by step system that reliably creates the results your clients want. You don’t even have to tell them what they step are, if they truly are your ideal client, they will be hanging on every word you are saying by now and will ask “How?”. Voila, someone is getting ready to engage your services.

Very elegant, don’t you think? Incidentally, I happen to have a step by step system to create this kind of message that makes it really easy to inspire your clients, no matter what your business. Because as you can imagine, how exactly you tell your story in these three stages makes a big difference to your results. The beauty of it is, that doing this also helps you to clarify in your own mind what it is you do. Which is very inspiring for YOU.

I just took all my platinum clients through it last weekend. Watch their excitement as they get it really clear in their mind what they do and how to communicate that to their clients.

June Kitto from www.careerfit.com.au on her breakthroughs on niche, standards and masterminding

To see more videos with breakthroughs my clients are sharing go to http://www.clientprosperity.com/blog/?p=427

Click here to listen to this blogpost

Have you seen the movie “What Women Want” with Mel Gibson and Helen Hunt? It’s really funny and well worth watching for another reason:

In the movie Mel Gibson, an arrogant and rather ignorant Advertising Executive, gets the gift of hearing women’s throughts, unedited. And it’s not pretty what they think about him. The pay off of this gift is that he is able to present ideas to his female boss that she had thought about and he therefore just repeated from what he heard her thinking.

While that may come across as not very creative (and by no means do I endorse how he uses that to manipulate her) – it’s actually incredibly clever and effective. What if you could hear your clients and potential clients think? And then you offered them exactly what they wanted?

Until you and I aquire that skill, we will rely on things that they tell us. And on what we know of ourselves as clients.

Knowing what works in Marketing and Sales, and having used myself as a study object, I am taking you behind the scenes, into your clients’ head. Letting you read their mind for a moment: What are they thinking when they are wondering whether to hire you or not?

Here are five things that are really high up on your clients’ Want list. Just adapt them to your ‘tribe’ and think about this, isn’t this what you want as well?

I have slipped roles for a moment and am now speaking as your client’s voice. And I’m telling it like it is. So please listen so you can serve me even better…

1. I want you to ‘get’ me

How do I know that what you provide actually works? It can only work if you know what’s going on for me. So do you?
Have you been where I have been? Or at least have you worked with people just like me? My biggest fear is to invest in false hope and then be bitterly disappointed. I’d rather not give it a go at all if I’m not sure.

2. I want you to be ‘real’

If I invest with you, I will need to be vulnerable about my shortcomings because that’s what you will be helping me to overcome. So I need to know that I can open up to you, that I will be emotionally safe.
I also need to know that you are not some kind of ueber-achiever because otherwise I don’t think I can recreate what you show me because I am only human.

3. I want you to be specific about what you do for ME

A lot of marketing out there just doesn’t speak to me, I can’t connect with it, its just generic words. The trouble for me is, I know what my problem is but I don’t know what the solution is. That’s where I need your help. My biggest challenge is to work out whether the solution you offer actually works for my problem. That’s why, the better you describe the problems you solve the easier for me to decide.

4. I want a good deal

I love a deal. Money is precious and it’s never easy to part with it. But if you want me to make a quick decision, just give me a really good deal. It’s easier for me to justify buying from you that way. You know when I want to, it just tips the balance, gives me the extra little nudge I need.

5. I want to feel cared for

I am special. And I want to be treated as special rather than just being one of your many clients. Once I know you are the real deal I am happy to invest a bit extra to get the special treatment I deserve.

Well, what do you think? Does this ring true for you?
Share your view about these ‘thoughts’, I’d love to know how they resonated with you. Do you have any to add? Leave me a comment here.

If you want to work with someone on your business to implement the above and therefore make you really attractive to your clients, then check out my Massive Momentum with Lifestyle Platinum Program. There are still 2 spots available in this 7 months mentoring program. A fantastic group is coming together. Act now, interviews happening as we speak.