When I first got started working for sales companies & in the direct sales industry, I thought I needed to know everything about everything before I could sell our products and services.
At one point I sold parts. That means parts for offices, airplanes, you name it we were a major distributor of all things parts.
And at one point I sold sex toys, and there were some luxury toys I didn’t always feel comfortable about selling because they were pretty pricey.
Truth was I was just scared.
I thought if I could hide behind my knowledge they would want what I had.
What I learned was that I was simply holding up progress.
Sure a little knowledge about the customer and our products going in was smart practice, but I really only needed to know the basics to begin.
Over time I would come to know more than I even wanted to know about about our products without even trying.
The skill I really needed to be sharp at was just staying curious.
Turns out when I just stayed curious about my clients as real deal everyday people and asked questions about them and what they wanted, kept things light, and just stayed true to being myself instead of some salesy person out to make the almighty dollar they bought from me.
And sometimes they bought from me even though my prices were higher than the competitor because they know, liked and trusted me.
They bought me!
See, selling is not something you do TO a person, it’s something you do FOR them.
I enjoyed wonderful relationships with my clients and customers because of this fact and they referred me and raved about me because of it.
They invited me into their worlds after “work” hours because they enjoyed being around me.
So if you’re a coach or service based SOUL-o-preneur and you’ve got a message to share and something valuable to teach but you’re all turned around about selling & marketing that wonderful gift you have, you’ve got to remember to STAY CURIOUS.
In your curiosity & dare I say naivete (not knowing the outcome but being willing to give things a try and see what happens), you’ll find that there are some phenomenal, fascinating people in this world who really could use your help RIGHT NOW.
And you do yourself and them a great disservice when you’re hung up on having all your ducks in a row, waiting until you get that next training or certification or your website is perfect or insert [fear/procrastination/sabotage tactic here].
Not that continuous learning isn’t beneficial, but when you’re using it as an excuse not to take action on your dreams now and you aren’t making money or gaining experience helping people then it’s not what you need to be doing right now.
You miss out on generous income and you help no one transform.
NO ONE CARES ABOUT WHAT YOU KNOW UNTIL THEY KNOW YOU CARE, PERIOD!
If you learned how to do this one thing (sell from the heart/client enrollment) you could do a lot of other things in your business less than perfect and still always be able to gain clients and create great income for yourself.
And I want to help you do that.
Get my free audio training Irresistible Selling Secrets right here and get started banishing whatever’s holding you back from offering/selling/serving up your gifts of transformation.
Til next time,
We’ve all heard it said (especially if you’re a coach) that we’re not responsible for our clients results.
And that’s true, we can’t really promise results because results are contingent upon the client doing the work.
We can however create the conditions that make it possible for them to do the work and be successful.
You don’t want to take on all the responsibility for your clients results but you DO want to pay attention to the results your clients are getting – and not just for the most obvious reasons like wanting them to succeed and feeling like you’re in integrity with what you’ve offered.
What happens when clients don’t get results?
Their confidence flies out the windows.
Often they’re coming to you because they’ve already tried and failed many times before and every time their confidence is shot and that’s not what we want.
And what else happens when clients don’t get results?
Your confidence grows wings and takes flight.
You start doubting yourself, thinking you’re not good enough and hiding out from putting yourself out there.
But when they DO get results it’s awesome right?!
Your self confidence flourishes, people refer others to you and clients brag about you.
So we need to design programs that are truly transformational, that means we do have our clients results in mind.
Now this isn’t to say that you beat yourself up when clients don’t get results.
Everyone has their own levels of resistance to change and most have a fear of failure, so some take longer than others.
One of the biggest reasons clients fail in programs is because they quit or give up on themselves during the program.
Sometimes this work is not easy, clients do come up against their own shit, (we all do), and it’s our role as transformational leaders to help them move through that.
There will be good times and not so good times, it comes with the territory.
But when the not so good times happen for a client, instead of taking it personal and trying to figure out how you screwed up, you can give them a little extra support from a neutral, non-reactive, non-judgmental, loving place.
Remember your client is excited and more than anything wants the transformation, but they will come with their old baggage and that includes doubt, fear and shame that they just haven’t been able to make this work.
So how do you design your program to support your client when the road gets rocky, so they won’t quit or give up AND they’ll get results?
Let’s dive in.
1. Choose a Red Hot outcome.
What is the result they want? What is the transformation you provide?
People have to know where they’re going or else they won’t get there.
An unclear outcome is one of the biggest reasons clients don’t sign up for programs.
People don’t want your coaching, or mentoring or teaching per se, they want a result.
Nobody goes to the store to buy a pill for their headache, they go to buy RELIEF.
They go to buy a result.
They want you to help them solve some problem or achieve some goal – even if you’re just a generalist and don’t have a specific niche.
So you have to get clear on the problem your program will help them solve and the transformation they’ll get when they stick with it.
2. Give em’ a good head start
When clients first get started they may be having those thoughts that say “what the hell have I gotten myself into to,” “what if this doesn’t work,” “what if I have to do some things I don’t want to do.”
They come in with baggage so the best way to keep them from backing out early in the game is to get em’ started immediately.
You want them to feel like they made a good decision.
Include a kick-off session with you and take them deep.
When I start with a new client we always begin with a 1 day or half day VIP to design their program/signature system and any other little things that are going to help them create a mini-result quickly in their business.
3. ALWAYS include ACCOUNTABILTY and ACCESS you
You always want to include on going work with you.
This could be private calls or sessions (if you work with people hands on), or Q & A calls or mastermind calls
When I’m first starting with a client usually we work together 3 times a month for the first few months and then we may stick with the schedule or it may go down to twice a month depending on the need.
There are always a mix of content calls where I am teaching them how to do something and then there are coaching calls where we’re working through fears, dealing with setbacks or tweaking game plans.
Including ongoing work and accountability is kind of a no brainer but you’d be surprised how many hear about creating high end programs and make one big mistake…
Not having enough touch points, AND hardly any accountability!
I had a coach once working with me every two weeks in a long term coaching package and in between time when we weren’t scheduled for our sessions they almost never followed up, checked in or held me accountable.
They didn’t have the biggest backbone when I needed to be called on my bullshit (cause I definitely did).
They were a lovely human being, but sometimes I needed a kick in the ass I’m sure, lol.
It drove me crazy that I didn’t get that kind of support.
They weren’t totally to blame of course.
A closed mouth doesn’t get fed.
Certainly I could’ve reached out to them and let them know I needed more, but hell I was paying a heck of a lot of money for a supposedly high-end program. Pride much…
Accountability should always be at the top of the list of things to include in your program.
I never leave my clients hanging on accountability.
It’s one of the PRIMARY reasons people invest in high-end programs.
Whether my clients want to hear from me or not, they do!
Even when our sessions go down to twice a month I generally check in via email at least twice a month to see what’s going on, clients have homework assignments and all clients are required to submit an accountability journal via email that is due before every session so we can discuss wins, setbacks, plans, etc.
A big reason people fall off is because there is not enough engagement in your program.
Our clients have busy lives and it’s easy for them to get distracted, pulled off track or fall back into fear with all the other things happening in their private lives.
Now don’t get me wrong, too much in between homework and checking in can be overwhelming and annoying so I’d say 3 touchpoints a month i.e. private calls or sessions is a good balance with the occasional check in for added accountability.
Bonus Tip: Set clear boundaries around access to you, including when you get back to people via email or phone calls. And don’t over coach in your sessions!
4. Include step-by-step content
Clients frickin’ LOVE how-to information.
It makes their lives easier and shortens the learning curve.
This could be done with videos, webinars, telecalls and of course done-for-you goodies like scripts, checklists and templates.
My clients love these because it makes taking action feel so much simpler.
Bonus Tip: Including an action plan in your content works wonders. It helps your client see where they’re going and stay on track.
5. Bonuses and Extra Goodies!
Premium clients love extra treats and they can add a lot of value to your program.
Of course you have to choose them carefully.
They should be simple but always in the service of furthering the work you are doing together, not a bunch of random crap you’re adding to make the program feel “worth the price.”
Bonuses should be on track with the outcomes your clients want to achieve.
It should be related to the transformation they want and help accelerate their results.
Using bonuses strategically can also be really helpful.
For instance if my client is in a longer term program with me I usually include another Intensive VIP day during the program so we can reassess goals, rework the vision if need be, work a launch, train on a new strategy or plot their next course of action.
Offering a really good bonus to the right client could help them make the decision to say yes to working with you.
With these 5 components you can’t go wrong creating a juicy transformational program clients will happily invest in and that gets great results.
Super Bonus Tip: There’s one last tip I want to share and this is probably the ultimate secret sauce to helping clients get results.
EXPECT YOUR CLIENTS TO SUCCEED!!!
If you can’t hold the vision of your clients succeeding even when things look a little shitty for them and they’re not seeing the results they want, you can bet your bottom dollar they’re going to show up to meet your vision of them.
When they’re not succeeding it’s tempting to beat up on yourself and worry about what you’re doing wrong.
Avoid this temptation and stand in your power.
There’s a quote I love that says “The best teachers don’t give all the answers. They just point the way and let you make your own choices, your own mistakes. That way you get all the glory. And you deserve it!” -Mr. Schuester
Remember clients are going through their own process…
They’ve tried and failed before and they may be a little shaky in their confidence while they work with you.
Your expectation is powerful.
You get what you expect.
You must hold your client as powerful especially when they cannot see it for themselves.
Expect them to succeed and they will rise to the occasion.
I’m expecting it of you…
ESPECIALLY smart, bad-ass, forward thinking, transformational coaches, mentors, healers and practitioners.
They say “JeeJee, just tell me what to charge!”
Now I know that it can be scary to up-level your fees. I’ve totally been where you may be.
a. People won’t be able to afford it! and…
b. That you’ll be leaving people out and well… you’re in this business to help people, right?
But here’s the problem.
If you continue to undercharge two critical things are going to remain constant in your business that don’t serve you.
1. Many of your clients aren’t going to get the results they want.
Because people value what they pay for.
When you give your time and expertise away for free, most of your clients don’t place a high value on it.
When they don’t value what you offer, they don’t take action and don’t get good results.
There’s no skin in the game for them.
If you challenged them on something that was a little bit out of their comfort zone, that was going to help them move forward, often their fears and doubts would pop up and they’d say to themselves “I don’t have to do this if I don’t want to.”
There’s no money riding on it, and no sense of any loss or risk and they can just retreat back into their excuses and the comfortable discomfort that they’ve gotten use to.
When you step up to the plate and make the investment in yourself for something you want, whether it’s to have a better sex life, lose weight, make more money, or even find the one…
You take action, right? And so do your clients!
2. You can’t serve others when you’re not supported financially.
When you’re stressed out all the time about not having enough clients and money, there is NO WAY that you’re in a position of power and truly capable of helping people.
There is nothing that will drain your energy faster than worrying about money and “Where is my next client coming from?!?”
If you’ve heard my story you know the pain it can cause to your relationships, health and your mental and emotional well being.
How can you serve your clients fully when you’re in that state?
Straight up: you just can’t.
You can’t give when your cup is empty!
But on the other side, when you’re financially supported, you can create structures in your business that leverage your time and allow you to serve even MORE people.
You can extend your “reach” & make a much bigger impact. (This is the “greater service to the world” part.)
So why do the overwhelming majority of SOULFUL entrepreneurs undercharge? For one reason only…
And on and on! (I’m sure you can think of others!)
See, all of our actions are driven by either love or fear.
Pleasure or pain.
The place we act from most will often determine not only how our personal life unfolds but how we show up and serve others.
It determines how we play the game of life.
When you take action from a place of fear, what do you think comes back?
That fearful place inside you shows up in your outer world.
Your internal life is a direct reflection of your outer life.
When your pricing comes from a place of fear, you’re definitely going to undercharge.
And you’re going to do a lot of other things that don’t serve you either – like taking on too many clients, saying yes when you really want to say no, over-promising, overdelivering and working your ass to the bone.
You simply CAN’T serve your clients when you’re coming from this place.
And let’s face it – acting out of fear just DOESN’T FEEL GOOD!
When you act from fear you create lack.
You end up broke, burned out or both.
So you want to shift to taking action from a place of love, instead of fear.
What would it be like to be so confident about your fee; so centered knowing from your heart that your work is worth it?
And what would it be like to stand tall when you state that fee and have your client say YES because she/he knows that it’s such a small investment to make in exchange for the transformation that will occur?
What if YOU believed that you were taking a stand for their dreams? Seriously!
Charging what your work is worth is about being of service to yourself and them.
And it’s something you can LEARN.
Making the commitment to honor yourself AND your clients in this way is acting out of LOVE, not fear.
Now I’m not saying you can just pull a new fee outta your butt right now and say this is what I’m gonna charge, because just changing a price tag won’t change YOU.
Your inner critic, the one who says “who the hell do you think you are to charge these fees,” “you don’t know enough,” “you’re not good enough,” “you’re just being greedy…” will still try to fight you every step of the way, because you still may not BELIEVE your work is worth it.
And if you can’t see the value, no one else will no matter what price tag you slap on it.
So here’s the exercise I’d like to share with you today to get your inner self in alignment with the outer investment you’ll be charging for the transformation you provide.
It’s time for you to STOP discounting your value TODAY!
I want you to anchor in the mindset that your gifts, talents and expertise are of incredible value.
Do it now…
Get a clean sheet of paper out.
I want you to put pen to paper for this one.
Take it away from the energy of your computer and write.
There is a powerful point of focus that we have when we write.
Now set a timer for 10 minutes and do a mental dump.
Brainstorm EVERYTHING about your unique brilliance.
Be sure to include:
Once your list is complete, I want you to allow yourself a little quiet time, taking some deep calming breaths.
Then take your list in your hand and with your other hand on your heart I want you to read your list out loud, slowly and carefully savoring everything that is great about you.
You are worth being paid generously for your gifts and talents.
Your clients want you to be a leader for them.
They are not sheep.
Where you go gives them permission to go as well.
If you’re coaching, mentoring or teaching them to value themselves you MUST be valuing yourself, period.
Do it for yourself, your sanity, your livelihood and for those you’re meant to serve.
You’ll thank yourself…
Clients often get nervous when we start talking about implementing a high-end program in their business.
Because they think they’re not ready, they think they don’t know enough, that they’ll be seen as greedy if they charge more, they wonder who would even pay for it, and they worry that putting together a high end program is complicated.
And they’re not as complicated as you may think.
It’s pretty simple actually if you follow a few steps.
And the great news is that your clients are ready for them!
Sure everyone’s not ready for a high end program but you will always have a certain percentage of clients who are ready to learn from you on a deeper level and are ready to step up and invest in themselves through you.
Let’s debunk a myth about high end clients right now.
We’re not talking Lifestyles of the Rich & Famous here.
The people who come to you often aren’t going to be rich at all.
These are regular people who have a problem they really want solved.
They’re sick and tired of being sick and tired and they’re ready to get some serious help.
Higher end clients have some skin in the game with their financial commitment to the results they are seeking.
This shows their commit to themselves and to you as their guide.
So what do you need to get started with a higher-end program? Here are a few tips:
1. Focus on results.
Let’s say you’re a coach and you’re talking to a potential client and you start off by explaining all the minute details of all the things you do for and provide to your clients.
Their eyes glaze over. Why?
Because “coaching” is not what you do.
They don’t care about your process.
They care about RESULTS.
Remember people don’t care too much about the plane their boarding to take them to where they want to go, they care far more about the destination.
They want to know what they can expect on Paradise Island.
2. Use or create your step-by-step Signature System.
Don’t get me wrong there is a time and place to actually describe your program but that’s after you’ve gotten your audience jazzed up about Paradise Island.
Here is where you break your program down for them in an easy to follow, step-by-step plan. Start by thinking of the end results.
They love to see that there’s a map to get them from point A to point B or C or D.
Don’t be afraid to show them a route to get there for fear that you can’t help them get results.
It’s just like the GPS system on your phone or in your vehicle.
It tells you the exact route to take you to your destination and if you deviate a little it gives you alternatives but sets you right back on your course.
So don’t be afraid to show them a route to get them to Pleasure Island, they can always return to the path should there be any deviation or changes along the way.
3. Add done-for-you materials.
Clients absolutely love done-for-you materials because it saves them time and/or a learning curve.
Done-for-you elements include templates, scripts, checklists and instructions.
Your clients will get immense value from these additions because they help them blast out the gates and reach their goals more quickly.
4. Know what people are really paying for when they invest in a high-end program.
To be clear clients are NOT investing in you.
That takes some of the pressure and guilt of charging higher fees off your shoulders right there.
They’re paying for results and they are investing in themselves through you.
They want personal one-on-one guidance and attention from you.
And the #1 thing clients are investing in is their own accountability.
They finally realize that they just can’t do this on their own and they’re investing in you to hold them accountable to the things they said they want.
They’re investing in your help to get them from where they are to where they want to be.
They’re investing to have someone there as a beacon of light to hold the vision when they come up against their own fears or obstacles that may be in their path along the way.
You are there to support them when they’re ready to give up or are afraid to play bigger.
You are there to hold them as the powerful people you know they really are.
And when you hold people as powerful they step up into and through their fears and amaze you with what they accomplish.
And here’s the best part of it all.
You don’t have to wait till you have more experience, or have a laundry list of credentials, you can start where you are.
Your ideal clients are just another version of you.
They are 1 or 2 steps behind you and they’re looking for that guidance and you just might be that answer to their prayers.
You can make such a big difference in your clients’ lives and improve your financial life in the process.
Ready to create or revamp a lucrative deeply transformational coaching/mentoring program your clients will love?
Ready to bypass one of the biggest challenges people have when offering high end programs… “Who will pay me for this?”
If you’ve spent any time on the internet lately you’ve undoubted seen the barrage of people telling you that you need to have, this that and the other before you can get started.
While you’re drowning in all the details there’s this silent fear creepin’ in that says… “Maybe I’m just not ready yet”
One of the #1 problems that new and even experienced coaches and soul-o-preneurs struggle with is OVERWHELM.
There’s a lot of moving pieces to a business, plain and simple.
But the key to moving forward successfully is to keep it PLAIN AND SIMPLE!!!
This is why I still believe that high end programs are the bomb.com.
I want to impress upon you the value that high end programs provide for your business and life.
The bottom line is that packaging your one-on-one services in the right way is what you do FIRST especially if you’re just starting out.
Now don’t get me wrong, this is NOT the only strategy you will ever implement.
Yes you’ll be able to create those group programs and get clients online and all that other good stuff you hear about.
But this is step numero uno, capish?
Now, this does not require you to do anything new.
It’s just about taking your expertise (what you know so far) and packaging it up in the right way to create the kind of transformation that your clients want and will pay for.
The problem is that there are usually 3 common mistakes that people in the business of transformation make that keep them stuck.
#1 Starting in the wrong places with your marketing
Traditional Marketing says:
“Get in front of as many people as you can and give away a ton of free *ish before you make an offer.”
You listen to this and all of a sudden your to-do list is off the chain.
You’re trying to get the website right, make the freebie, create a newsletter, create content, set up every social media avenue you can think of…
You’re trying to tweet it, snap it, periscope it, facebook it, youtube it, sheesh…
I can speak about it cause I did it…
You don’t want money in a few months from now, you want it yesterday right?
With high end programs you can create your program in one afternoon or weekend and get a new client in one conversation.
I always include a VIP day or kickstart session in my private programs so we can bang this out right from the get go.
I want my clients to get off the ground running so they can create income quickly.
Often they’ve got the people right in front of them (low hanging fruit) and they just need a structured conversation and offer that shows the client how they can help them get what they want and boom… new clients are made.
#2 Offering group programs too soon
Yep made this mistake myself too.
Starting out we think the best way to leverage our income is to create a group program or create an info product and though it is a great way to create good income and will have it’s place in your sales funnel at some point it’s not where you start.
And here’s why.
Let’s say that you did start off with a product.
Products of course have a smaller price point and let’s say your product was $97.
So to make enough to live on, you’re going to have to touch base with and get to know and explain what you do to a whole lot of people.
A whole lot.
It’s much easier to have a couple of private clients at a good investment point to start with.
Let’s say you tried to create the group program.
Group programs are a numbers game, and if you don’t have a big list it’s hard to make enough money to justify all the time you’ll spend creating it.
Again it’s just easier to have a few conversations and sign up a couple of high-end clients.
Again, you get to have the group programs, but it’s not where you start.
I was at a 3 day seminar this weekend and one of the big reminders they said was… “You have to put your mask on first.” Right?
Isn’t that what they say on the airplane when you fly?
You need to put your oxygen mask on first otherwise you’ll be no good to anyone else.
Get some money flowing in with private clients.
You’ll be less stressed about money, you’ll have more energy, you’ll be more practiced working with clients and you’ll have more time to create the program.
AND a big plus is that you’ll learn what your ideal clients really need and create a program they actually want!
#3 You’re afraid to charge more so you chase low-end clients (don’t be that guy/girl!)
A lot of transformational biz owners try to set their fees low because they think then clients will say yes.
And one of the biggest reasons they set low fees is because they don’t completely believe in themselves or the value of their work or experiences.
They think “I’m not good enough,” “I don’t know enough,” “Who the hell am I to teach this, my life isn’t perfect” and all the other garden variety fears that come up.
A good reminder I took away from the seminar this weekend was also to remember that “No one out there is “better” than you, and you’re not “better” than anyone else.” You are uniquely you and that just has to be ok with you.
We create our own fears and b.s. stories about people we’ve never even met before.
We create our own fears and b.s. stories about potential clients, collaboration partners and other people we see killing it in the industry.
We assume what people will think of us.
We worry that we’ll be rejected, or that they won’t like us, or that they’ll think we’re nobody’s, or [put bullshit reason here.]
We’re so mean to ourselves sometimes, discounting our value and our worth.
Eroding our confidence because of old worn out baggage and beliefs from our past.
With all that’s going on in the world at the very least we need to find space to love ourselves, believe in ourselves and see others from a place of love.
You’re only a victim, a fraud, and not good enough if you continue to believe the story your mind keeps trying to tell you.
It’s time to drop that shit.
Just gently set the baggage down, and pick up a new blank book and write a new story.
You are the captain of your ship.
The maker of your destiny.
The playwright and the actor.
The dreamer and the dream.
How you see yourself is exactly what your life reflects back to you in people, circumstances and events.
I’ll get off my soapbox now…
But the kicker is that even when you set your fees low, you’ll find people are still saying NO… and the clients you do have start dropping out, missing sessions and not making payments.
This does nothing but leave you drained, discouraged and burnt out!
Charging what you feel you’re worth and having high end clients shows you how you value yourself.
Of course you have to uplevel your services and client attraction to match the new level of investment you’ll be receiving, but I’ll talk more about that coming soon…
Be on the lookout…
Here they are for review:
#4 I don’t know enough, I’m not good enough (All the not enough excuses!)
#5 With so many out there who already do what I do, why would anyone hire me?
#6 Is this audience the right audience for who I am?
If you missed excuses 4-6 you can read the whole article by clicking here.
Excuse #7: I don’t feel comfortable charging higher rates
I get it, it can be scary at first to charge higher rates.
You worry that you’ll miss out on business, or lose business, that you may get a lot of objections, that you’ll appear greedy, etc.
You’re also afraid of being judged, afraid that people will think you’re only about the money, and you have the same mental tape running about “who am I,” “and I’m not enough, so how can I justify these fees.”
Well you’re not evil or greedy and I’ll bet your work is worth more than you give it credit for.
But unless you understand the real value of what you do, you’ll stay stuck undercharging and over giving.
Excuse #8: I hate sales.
Truth be told, the #1 reason coaches and service based soul-o-preneurs often hate selling ISN’T because they’re afraid of rejection.
To the contrary.
The #1 reason they hate selling is because they don’t want to be seen as pushy, slimy or sales-y.”
We’ve been conditioned to put our guard up whenever salespeople approach us.
We’ve come to believe that most salespeople are untrustworthy, manipulative and all about the almighty dollar.
While it’s true that those type of people do exist, it’s also true that you don’t have to be or feel like one of them.
But let’s be real for a second.
You’re not just a coach or mentor or healer or practitioner, you’re a business owner, and businesses make PROFIT right?
If you can’t sustain yourself you can’t help many people can you?
There’s a saying that goes, “It’s hard to shine your light, when you’re struggling to pay the light bill.”
See the truth is that this is about transformation, not trying to sell someone something.
Selling is not something you do TO a person it’s something you do FOR them!
The only reason you should actually care that someone buys from you or hires you is because you know it will help them.
If you don’t offer your services, no one gets the transformation their seeking.
Not your potential client and not you.
You want to do what you love and be profitable right? Right.
Selling is a skill you will want to feel confident about.
Excuse #9 What if they ask for their money back?
In general when you provide private coaching/mentoring services it’s a non-refundable agreement.
I’ve often offered a 30 day happiness guarantee if it’s a short term intensive program, or if it’s a VIP Day, they have til’ the next half of our session begins to let me know they aren’t satisfied and get their investment back. Never ever happened. Ever…
But with private work there generally is no refund. My time, energy and expertise is non-refundable so money is non-refundable.
You’ll want to make sure you state this clearly in your terms and conditions.
You should have a general written agreement that they sign before you begin your work together.
You’ll want to state clearly what happens if either of you wish to cancel the agreement early.
If they are seriously not happy working with you, they are under no obligation to continue and you’re under no obligation to refund their money.
Don’t sit around worrying about people asking for refunds.
Set your intention before every session with a client that they will find value in your work together and the perfect words will fall from your mouth, your heart and your mind.
All will be well.
Now onto the head honcho of all excuses and probably the most common monkey mind thought that will keep a paying client away like magic…
Drum roll please…
Excuse #10 “It’s Hard to Get Clients”
If thoughts become things, what thing do you think you’re creating with this thought?
No damn clients much?
If you’ve constantly got that tape playing in your mind that says “it’s hard to get clients,” or “moving someone from a free session into becoming a paid client is hard,” or “who’s gonna pay me for this in this economy,” guess what you’re gonna get?
Plenty of evidence that it IS hard and that no one will pay for your services in this economy.
Your mind is like a seeing eye dog, it is trained to look for whatever you’re focused on.
You’re totally asking yourself the wrong questions and thinking the wrong thoughts when it comes to your business.
All thoughts have a frequency and these kind go out and attract back to you in kind.
You can’t fool energy, it’s constant and it flows.
Your business and all other aspects of your life are a perfect reflection of the internal stories you tell yourself on a daily basis, whether you realize you are telling them or not.
You’ll have to look at your fears here. The same one’s we looked at in excuse #4.
Thoughts like “it’s hard to get clients,” have self-judging thoughts attached to them.
Thoughts like “What if I fail?” “What if I don’t get enough clients?” “What if I’m rejected?” and the list goes on.
What do you think you’re going to attract with that negative internal chatter?
The images and thoughts you hold in your mind can either hinder or help.
Now you don’t need to beat up on yourself about this.
Awareness is your greatest gift.
When we realize what we’re doing then we can start to reprogram, release and realign our patterns.
But what do you do after you’ve nixed the excuses, you ask?
How do you actually get paying clients, you ask?
I’ll tell you how…
Join me on Wednesday, June 22nd at 1pm EST for my newly remastered training “Your Next 3 Clients: How to find your first or next 3 clients who will eagerly pay you more, love you for your work… and tell their friends” and I’ll walk you through the do’s and don’ts of getting your next paying clients so we can turn your biz around in the next 30 days.
Click here to get all the det’s and grab your seat for this content packed webinar here. <<<
#1 People can do this on their own…
#2 Can I really get them the results I promise?
#3 My audience doesn’t have any money…
If you missed Excuses 1-3 you can read the whole article by clicking here.
Excuse #4 I don’t know enough, I’m not good enough (All the “not enough” excuses!)
If you’ve been in the planning stages FOREVER, you might want to look at your unconscious motives.
If you’ve been stuck in the planning phase of your business for a while now, I think you know that at some point you’re going to have to take action to get things moving.
There’s only so much reading, researching, studying and planning you can do.
Don’t be afraid when I talk about action.
Most of it will be inner action, but you know there’s some practical outer actions you have to take too.
Inspired action is what you’re reaching for.
You just can’t keep “being busy.”
Busy does not necessarily equal clients.
At some point you’ve just gotta get behind the wheel and learn to drive by… driving!
There’s something more important than thinking you need to learn one more thing and that’s… IMPLEMENTATION.
Granted you’ll still want to learn new things along the way, but you can’t keep waiting before you start.
So if you find yourself taking another class or reading another book or searching for the golden ring online, I would suggest that you look at your motives.
What are you afraid of?
Here’s a snippet of some deep questions from an exercise I UBER love by Hans Phillips.
I would suggest you ask yourself.
These aren’t pretty questions but it will make you more aware of what survival mechanisms you’re using that are holding you back.
Here they are…
And here’s where you give those vulnerable answers:
These are all the ways you cover up your fears. These are your survival mechanisms. It’s time to have the courage to embrace your fears.
It’s time to thrive not just survive.
The topic of “Fear” has become one of my favorite subjects and I’ve come with arms outstretched to help you through.
Excuse #5 With so many coaches out there why would anyone hire me?
I get it. It seems like everywhere you look everybody and their momma is a coach, especially if you scour the internet.
You’ll see that coaching peeps abound.
It’s true, coaching is a booming industry, but the question is why?
Do you think it’s simply for the money?
Well money is one important piece.
But where you find coaches you’ll often find people who are seeking freedom.
Who want to live life on their own terms.
You’ll truly find people who want to make a difference in the world.
You’ll find people with wonderful gifts who feel they’ve just got to share.
You’ll find a deep desire to help people transform their lives.
Granted you’ll find some jackholes in any industry but those people are few and far between and you need not concern yourself with them.
Do you know how many lawyers, doctors, teachers, and other professions exist on this planet.
I don’t hear anyone worrying that any of those industries are saturated?
Why? Because for some “odd” reason people feel we need them…
Well it looks like the world is saying yes to coaches too. We need you!
Statistically those other professions still exceed the number of coaches there currently are anyway.
So you need not worry, the coaching profession isn’t going anywhere.
When you’re a new coach however, I can understand your concern about this.
You look around and see all the top coaches partnering with each other, sharing each others work with the masses and you think “Why in the hell would anyone listen to me or open my emails when they’ve got all these superstars in their inbox everyday?”
It can feel like they’ve got the coaching game sewed up, but I promise you they don’t.
You don’t have to wait til’ the superstars die off or wait til’ you think you’ve got all your shit together to help people.
If you need to get past that, I’ve written a great article to help you called “5 Ways You Help Clients Even When You Think “I’m Not Perfect Yet”.
Show me someone who’s got all their shit together every moment of every day and I’ll show you a person who’s not really livin!’
But besides all this we have to take into consideration how the world is changing.
People are more open and aware than ever and we have to give some credit to the coaching industry for ushering in this new age of self-awareness and consciousness.
People want to feel on purpose in their lives.
They are more aware than ever that they’ve been getting in their own way, and if they could just find someone to help them get past these fears and back into aligned action, oh how their life would change.
You my dear are unique. You’re not exactly like anyone else and you never need to pretend you are.
Not to make yourself more marketable, more likeable, more loveable, more worthy, more nothing.
It’s just a matter of you accepting and sharing your own personal story with your audience/tribe/peeps.
And besides if you have the desire within you to coach and facilitate transformation then the Universe has the path to bring to you everything you need to do that… and that means clients just for YOU!!!
Clients who are a match for you.
Which brings me to good ol’ Excuse #6… “Is this audience the right audience for who I am?”
Just because there are an abundance of people who may need your help, that doesn’t mean they’re all YOUR ideal clients.
They most certainly ALL are NOT!
Imagine for a moment that your coaching practice was full of clients, but they were all the “wrong” clients.
And by wrong I mean, they were demanding, expected you to do all the work, super needy, no sense of humor, didn’t respect your time, didn’t do the work, etc.
You know the ones.
What if you’re coaching biz was full of headache, pain in the ass clients?
They’d drain your energy.
You’d end up resenting them.
You’d end up resenting your work.
You’d end up resenting yourself.
It would suck the life and passion out of you quickly.
You’re job… To get as clear as you can from where you currently are as to who you’d LOVE to work with.
You DO get to choose, you know.
You want people who are a match to who you are.
You want people who fuel your passion for what you do.
You want those who inspire you to do your best work.
You want those help you transform through helping them.
You want those who crack you the hell up. 🙂
Your Soul Clients (Mr. or Ms. Right Client as I like to call them) do exist!
In our final upcoming installment of the “10 common mistakes” series well talk about the last 4 touchy subjects (excuses) that keep you from getting a paid client.
If you want to dive deeper with the inner and outer parts of getting your first or next 3 clients then join me on Wednesday, June 22nd at 1pm EST for my newly remastered training “Your Next 3 Clients: How to find your first or next 3 clients who will eagerly pay you more, love you for your work… and tell their friends”
Click here to get all the det’s and grab your seat for this content packed webinar here. <<<
So we know you’re brilliant, talented, and have life experience that makes you a unique asset to others.
You know you can coach, teach, mentor or help others heal with what you know right now, but something is stopping you from making an offer or your offer is falling flat.
Even though you want this to work with every fiber of your being and you know you can help people you’re sabotaging yourself.
You come up with all sorts of excuses to justify your behavior and getting your first or next client is starting to seem like a pipe dream.
Well, if this sounds like you keep reading because in this series I’m going to help you solve this problem for good.
People can do this on their own
You’ve no doubt heard the old saying, “Why buy the cow when you can get the milk for free,” right?
When your growing your coaching business there’s a common Monkey Mind thought that goes “Why would people hire me when they could just get this information for free?”
While it’s true that someone could just hop on “Google” or “YouTube” to learn about virtually anything they want (and trust me I certainly have) in most instances it’s just not enough.
A good coach, teacher or mentor like you does more than just provide information.
You’re more than just an accountability buddy and a motivator.
You help people break the self-sabotage cycle (you know the cycle you’re quite familiar with yourself).
You help people overcome limiting beliefs that break though the barriers that are holding them back.
You help people get back on track when they hit a wall and feel like giving up.
You’re aware of the value of coaching and mentoring, but if you can’t “see” that value for yourself you’ll keep worrying that others won’t see it and won’t hire you either.
People are busier than ever these days and though they can pop right over to Google or YouTube, if they had someone (and by someone I mean you!) offering them a way to help them get results quicker and easier than they’ve been able to alone, they would totally allocate the resources to get started.
This segues right into excuse #2.
Can I really get them the results I promise?
A lot of coaches & mentors fear this one, especially newbies. You worry about speaking to results for fear that you may not actually be able to help clients get any results.
The question to ask yourself is “Why am I taking on the responsibility of doing the WORK for my clients?”
Yes, why are you?
Noone can really “promise” results.
It’s your job to facilitate transformation. Got it. FACILITATE…
It’s their job to show up and GET the transformation by actually DOING the work.
Now if this is a case where you’re just not confident with yourself as a coach, teacher, mentor or healer, then get the training you need or hire a coach yourself to show you how to do what you do better.
Need help uncovering the transformation you provide? I got you.
My audience doesn’t have any money
You’re telling me that as an actual fact?
Really… you know that to be the absolute truth?
And… you’re sure about this?
Granted some will be more apt to hire you than others but we don’t want to assume the primary reason is “money.” There’s a question I’d ask you to consider beyond whether these people can afford you and that is “Is this audience the right fit for who I am?” Well talk about that next time.
Now, if you’ve followed me or listened to me for any length of time you’ll know that I stand behind the knowing that you ALWAYS get what you TRULY expect.
Assuming that someone can’t afford you is the fastest way to ensure you never have “Paying” clients.
Clients can’t beat a path to your door if you’re blocking them subconsciously.
When you’re assuming what someone can and cannot do you’re projecting your own money stuff.
That’s about you, not them.
See, when someone wants a solution to a challenge bad enough, you’ll be amazed at how they come up with the money for what they want.
If you’ve seen the kind of people in your audience being served by other coaches successfully you’d better believe that “they” can afford it.
Now if they don’t see the value in working with you that’s a problem I can help with. It’s a problem I love helping with.
Here’s what you’ll need:
Want to get past these fears and excuses fo’ real, fo’ real?
Then join me on Wednesday, June 22nd at 1pm EST for my newly remastered training “Your Next 3 Clients: How to find your first or next 3 clients who will eagerly pay you more, love you for your work… and tell their friends”
Click here to get all the det’s and grab your seat for this content packed webinar here. <<<
#1 Because continuing to ask “how” only leads your mind on a wild goose chase, searching and searching and searching…
#2 Because there’s so much information out there you stop trusting that you may actually know what to do already.
My guess is you’ve been collecting plenty of info.
You’ve been opting in to that free report or that free video series or those webinars and teleseminars, and we’ll you’ve heard many variations of “how” over and over again.
And the problem with this is that you’re overloaded with what to do, you don’t trust what you think cause you could possibly be wrong, and then you do NOTHING.
And #3 You stop listening to your own intuition.
You’re being given guidance all the time, but you don’t trust it for fear you’ll get things wrong, or fear you’ll be rejected, or fear of being criticized, or fear of failing again…
This is why I want to share how I got my very first paying coaching clients.
Let’s turn brain surgery into something super simple.
There I was lying in bed the night before and as I fell off to sleep I said to myself as I had been known to say when I wanted guidance… “tonight I will dream and if there is anything significant I will remember it when I awaken.”
I didn’t remember the dream, but upon waking there was a random thought in my head.
In my head popped the name of the non-denominational church I was attending at the time.
When I get a random thought like that I move on it.
I had reached out to them one other time in the past but nothing came of it.
And I know why.
At that time I was just very general, I wasn’t confident about who I helped and how I could help them.
AND I was just grabbing for straws desperate to get clients.
My energy was all over the place.
But this morning that I’d been given the name of this church, I felt differently about myself and more confident about my work, and I knew the power of my intention.
I set my intention for a successful outcome for all parties and I called.
I got the pastors wife and she was happy to speak with me and told me to come in and talk to her.
The next day we talked and she told me that they were starting to look for teachers for their upcoming classes of which a portion of the profits would go to them and a portion to me.
She told me that they were also having a holistic health and wellness fair within the next two weeks which may include entrepreneurs who need a little help.
She said that the following Sunday she would introduce all the potential teachers and courses and give each person the opportunity to get on stage during service and say a few words about their potential course and then afterwards we would have our own booths to be able to talk to interested students.
At that time my class was on Selling (still one of my fav’ topics). It was entitled “Get out of Sell Hell,” and yes I shared this in church.
Sunday came and we were allowed on stage.
The pastor said we had 15 to 30 seconds to give our spiel.
Just my luck that the dynamic guest speaker for that day had just talked about being in your own personal hell, and she gave me just what I needed to piggyback on what she said.
In 15 seconds I said who I was, my website address, told them who I helped and told them they COULD get out of their own personal “Sell Hell.”
Afterwards people lined up at my table.
I’d made up a flyer for my course.
I hadn’t expected that so many people from such diverse industries would want to talk to me.
The first to line up was a real estate agent. I was still a little wet behind the ears in talking to people.
They didn’t know what the hell it meant to be a “spiritual entrepreneur,” even though we were in a spiritual place talking business, it wasn’t resonating.
These people were “practical.”
But as I talked to more of them I started to settle into the words that resonated with them.
They joined my email list, but no one seemed interested in the course so much.
I had not yet figured out how to write the kind of copy that would speak to them.
That same night however, I’d received a comment on one of my blog posts from a woman from the church.
She left a comment telling me that she’d been up all night pouring over the content in my website and was so drawn to it that she was exhausted but would contact me about working together.
[Note that you DO NOT have to have a website to get your first clients, it just so happened that I did and I enjoyed writing.]
The next day we had a discovery session, using the script I’d been given from my coach at the time and the next week she became my client.
Back then I charged her $600 for 90 days which she paid in full.
Cute to think I charged $200 a month.
But being paid in full feels good either way.
It’s laughable now.
But we all start somewhere.
Two days later I also received an email for a breakthrough session from a well to do male in the financial world.
We went for coffee a few days later and he tells me how much he likes my work.
His intent was for a joint collaboration but they never came to fruition for whatever reason.
One month later however, we talk again and he says that one of the speakers for their financial group (a huge financial company) dropped out and they needed a speaker to fill their place and asked would I speak about getting out of “Sell Hell.” What?!!
Lil’ ol me?
Out of the blue I’m furnished an entire audience by one single inspirational move.
I talked to that audience two weeks later.
There were technical difficulties during the call.
I stumbled in places and got stumped on one of the questions they asked me and yet one week later I got my second client from that call.
Why? Because I had my “Get out of Sell Hell” offer ready and they wanted in.
Apparently my energy was open for new clients because I got my third client “seemingly” randomly as well, when I wasn’t even trying on social media.
But I had my structure in place for when they got there…
And so it went…
A month or two later a lovely woman from the same financial group I had spoken to asked if I could speak to them again… Can you imagine…
Even though in my opinion the presentation I gave kinda sucked balls… something about spirituality and business really resonated with them.
I declined the offer at that time however, because I had shifted niches, but, you get the point.
This isn’t about pushing.
It’s about following your guidance and taking IMPERFECT action on it even when you think you’re not ready.
And of course having a few practical things in place like…
#1 Your message:
#2 Your enrollment conversation:
#3 Your program:
Want to find out what those 3 streamlined ways of packaging your expertise are, and dive deeper into all of this?
Then join me on Wednesday, June 22nd at 1pm EST for my newly remastered training “Your Next 3 Clients: How to find your first or next 3 clients who will eagerly pay you more, love you for your work… and tell their friends”
Click here to get all the det’s and grab your seat for this content packed webinar here. <<<
Just being good at what you do is not enough to sell someone on hiring you.
There are 5 main areas you need to include in your enrollment process to gain a commitment from your ideal client.
#1 Activate the Gap.
Activate the current difficulty/challenge/area that the client needs solved/wants to change.
What’s the reason they came to you in the first place?
#2 Your core message.
Energetically and authentically communicate with and guide your client through this pain to the pleasure that will be provided by working with you.
Be able to clearly articulate what you do.
“I work with these kinds of clients who have these kind of challenges…”
#3 Your Unique Signature System.
Have a system.
System stands for (S)aving (Y)ou (S)erious (T)ime (E)nergy and (M)oney.
With a system clients immediately get what you do and see how you can help them get what they want.
A system makes it much quicker and easier for people to solve their problem, especially when compared to trying to figure out on their own what to do first, second, etc.
#4 Your packages.
Have options for your potential client to choose from rather than only one way to work with you.
Steer clear of too many options however.
A confused mind does not buy.
You simply want to have options to meet them at whatever level of support you feel they need at this time.
AND finally #5 Your Core Beliefs about Selling
Be able to guide your client through their own decision-making process that has them connecting with their own inner guidance, and not just their intellect, when making a decision.
They need to get in tune with their hearts and their minds for this decision.
Buying and selling is an emotional human experience.
Allow yourself to connect with the other person from your heart and really feel what they need, then you’re simply a guide leading them there.
My UBER favorite belief is that: Selling is not something I do TO a person, it is something I do FOR them.
In a Nutshell:
You need to:
Give the client steps to follow that will take their initial experience with you into a deeper place, and help them connect, on their own, to what and how your service will truly and specifically help them.
This is a very different energy from manipulating, forcing, pushing, or trying to convince someone.
This is selling from the heart!
Need help selling your transformation?
Click here. << and party on!!