A proven method for increasing the number of people who hire you

This is a guest post by my friend, the enrollment expert, Bill Baren.

One of the things that often happens at the end of a consultation is your potential client says something like “I have to talk to my husband first” or “I have to consult my partner” or “I have to look at my budget first.”

This basically means that they can’t make the decision right now on the spot without consulting someone else or checking their finances.

I want to give you a power tip what you can do to make sure that this “I have to check with something first” situation results in a new client for you.

Power Tip: Be sure to set up a “follow-up” call with your potential client right away.

proven method for increasing the number of people who hire youYou can ask them: How long do you need in order to talk to your husband/your business partner or check your budget?

And then schedule a follow-up call at that time.

Be sure to also acknowledge their reason for not being able to decide now, and let them know that you honor that.

For example, you might say something like “Joanne, I really respect the fact you want to check with your husband first on this important decision. Why don’t we schedule a short follow-up call and I can answer any questions you have if you’re still trying to make a decision.”

If there is an additional person involved in the decision – such as a spouse or business partner – you might also send your potential client a web link or a brochure that outlines the benefits of working with you, so they can share it with the other decision-maker.  You can also coach your potential client to get clear on the top 3 benefits of working with you, so that they can clearly communicate it. It’s a way to ensure that the value of your work doesn’t get lost in the translation.

Here’s another reason for scheduling a follow-up call:

First of all, most people will say yes to a follow-up call.  And with that call you are creating accountability in helping them make the decision.  And that’s huge because left to our own devices we can prolong not making a decision for a while.  And remember the longer you allow your potential client to think about it, the more likely that the inspiration of the consultation is going to fade.  So schedule the follow-up call for as soon as you can so that the decision is being made when your potential client is still inspired by the conversation you’ve just had.

Now if you don’t arrange for a follow-up, chances are you’ll never hear from them again.

So if you aren’t scheduling follow up calls when your potential client needs to think more before making a decision, you’re potentially losing out on a significant number of clients.

YOUR PRACTICE – next time you have a conversation with a client where they can’t make up their mind to hire you on the spot, schedule a follow-up call and see what happens to your results.

Want more free help with this?  To learn his secrets to easily enrolling high-paying clients and how to conduct a follow-up conversation with a potential client you can access his free training webinar at: http://www.billbaren.com/webinar-rhonda.

About The Author: Bill Baren loves that he gets to impact the lives of thousands of service business owners worldwide with his simple enrollment strategies that help them generate more income, get clients on demand, and change the world one person at a time.  And what’s cool is that he’s built a million dollar business doing this.

 

7 Keys to Host Your Own Giveaway Event and Build a Massive List – by Erika Kalmar

Guest post by my friend, Erika Kalmar

Building a big responsive list is key to selling your programs and products.

But the question is – how do you build a big responsive list?

If this is also your challenge – don’t worry, you’re not alone! In fact, the majority of coaches and other service-based entrepreneurs experience this as their #1 obstacle.

Let me share with you my secret tool to massively growing my community – I used this tool to add over 2,000 people the first time and 3,000 the second time I’ve used it. All this, in 14 days each!

Not bad, is it?

The magic tool I’ve used is – organizing giveaway events.

There are many reasons why I think you should add giveaway events to your marketing strategy, no matter where you stand with your business right now:

  • It’s free
  • You can add a massive number of targeted people to your list in just 14 days or less

4 Ways to Make your Teleseminars Impactful and Memorable – by Kim Clausen

This is a guest blog post by my friend and colleague — Kim Clausen.

Have you ever been to a teleseminar where you felt like the person leading the call was a slimy sales person who had no interest in you except to get your money? Most of us have, and it’s no fun.

On the contrary, have you ever been to a teleseminar where the leader was warm, engaging, trusting and provided great value?

As a teleseminar leader you want to conduct a training that is memorable, transformational, and makes a positive impact on your attendees. And to do that, there are four key elements to consider – and they all start with the heart.

Imagine a picture of a heart divided into 4 quadrants.

In the first quadrant, is the word welcome. Make your participants feel welcome. Greet them when they come on the line and call them by name. Let them feel that you are glad they are there.

In the 2nd quadrant, is the word safe. Create a safe and positive environment. Tell participants they are going to receive valuable information on the call, and that they will have fun. Create a place for them to share and be affirmed, to be vulnerable and not judged, to be valued for their opinions and knowledge. Deliver a teleseminar that provides great value and is not a camouflaged sales pitch.

Handle Objections Like a Super Coach

As a coach you have it made in the shade! But sometimes you don’t realize it. The skills you use to coach — listening, asking powerful questions, intuiting, using perspective, messaging, reframing — are aces for enrolling too.

But sometimes when you’re enrolling new clients, fear sneaks in on little cat’s feet and you forget all that you have going for you. Here’s how it happens:

Things are going along swimmingly in a sample session, enrolling consult or preview teleseminar. You are connecting with potential clients, enjoying them, engaging with curiosity. Then, when it comes time to invite them to take a next step with you, you shift… in dramatic ways like when Dr. Jekyl turns into Mr Hyde:

connecting

Suddenly you’re performing when you were connecting.

Suddenly you are attached to outcome when before you were detached.

Suddenly it’s all about you when before it was all about them.

But in fact, nothing had to change.

Is Your Website Freebie Hot or Not?

I’ve launched a lot of websites. Sorry to say, several were duds. But I learned a lot from those duds, and now my website continually transforms web visitors into clients for me.

While I was failing my way to success, I discovered the #1 most important part of a website – the freebie (also called a “pink spoon”). This is the immediately downloadable free offer you have in your opt-in box on your home page.

What’s that you say? You don’t have one? Or… it’s not building your list fast enough? You’re not alone. I review a lot of coach’s websites for them and the free offer is often buried somewhere, or it seriously lacks pizzazz! That means it’s not doing the work it could of bringing you pre-qualified clients.

If you want to continually transform your web visitors into fans and your fans into clients, put up a free offer that’s irresistible. You’ll be amazed at the difference it makes.

Here’s how to tell if you’re on the right track with your freebie.

Assess the Sizzle of Your Freebie and Opt-in

Before you begin, open a browser to your website. (If you don’t have one yet, open the site where you were last compelled to opt in.) Make the size of your browser about the size of an average laptop. Now, without scrolling, look at what you see as if YOU were your target audience. Give yourself the points only if you can say YES to each question, then total the points and score yourself. Here we go…

Discover Your Signature Difference – by Shawn Driscoll

This is a guest post by my friend and colleague, Shawn Driscoll, “The Trailblazer’s Coach”.

In a crowded marketplace everyone is looking for a way to get noticed.  I think one of the great paradoxes we’re all living with (and through) is that the more connected we become the more difficult it is to truly connect with others and be heard.

You could try and get noticed by being louder than others, or by connecting more frequently, but that may push people away rather than draw them in.  You could play with the latest marketing tactic or trick to catch attention—albeit fleeting.  Or perhaps take on a catch persona or put on a ‘show’.  But eventually those get lost in a sea of sameness too.

Here’s what I think.  I think the best way to stand out is to be yourself—to find your own Signature approach or way of working (and being) and claim that.  Signature is about fully being yourself and amplifying the elements that make you memorable and distinctive.  No marketing tricks or persona’s needed.

Signature is: