Freedompreneur Coaching & Consulting » Freedompreneur Mindset

Introductory Sessions: Secrets of Getting Clients to Sell Themselves

Dr. George — Thu, 20 May 2010 05:43:14 +0000

These days, it seems that everyone knows someone looking for work. Savvy job seekers prepare their resumes, polish their interview skills, and network like maniacs in the hopes of "getting hired."

As a service professional, "getting hired" is no less a concern for you! No clients, no paydays. You may have finely honed your skills and abilities as an independent business owner in your chosen field, possibly obtaining degrees, certifications, and undergoing many hours of practice. But at the end of the day, it doesn't matter how good you are at serving your clients if you can't get clients to hire you.

It's actually very simple (though not necessarily easy) to get clients. First, you have to develop marketing strategies to attract prospects. Next, you need a reliable way to convert those prospects into clients, customers or patients.

One popular way to convert prospects to clients is through initial sessions. These could be free or paid introductory sessions, strategy sessions, or consultations.

There are ways to dramatically increase your chances of converting a prospect into a long-term paying client at an initial session, just as there are ways to dramatically increase – or sabotage – your chances of getting hired at a job interview. Nobody in their right mind would show up late in dirty jeans to an interview with a wrinkled, misspelled resume in hand. Similarly, you want to give yourself the best chance of "getting hired" by your prospects.

The process of converting a prospect into a client is often thought of as "selling," or "closing the sale." However, the real secret to success is getting clients to sell themselves... on hiring you!

The following tips can help you dramatically increase your conversion rates as well as eliminate time wasted with "tire-kickers:"

Use filtering mechanisms to ensure you are meeting with a qualified prospect. I personally use a casual conversation, a questionnaire, and a fee as filtering mechanisms before I do an initial session with a client. If they can't afford you, aren't committed to getting the results you provide, or aren't a good fit otherwise, they won't hire you.
Plan and Prepare. Gather information about your prospect beforehand. Consider having them fill out a questionnaire to help you understand their situation better. Think about the recommendations you will make. You're not likely to be hired, if you walk in blind, start from scratch, or try to "wing-it."
Set the context for the session. Explain what you're going to do together and what you're going to accomplish together. Guide the session according to your format, and when you deviate (which is almost inevitable, as you must go with the flow and not be too rigid), come back to the structure you've set.
Deliver value, not a monologue. Create stand-alone value for the prospective client; don't just deliver a wordy "introduction" to your business, or worse, a sales pitch. Initial sessions should be interACTive, not an "act" for an audience of one. If they experience tremendous value in their initial session with you, chances are better that they will hire you.
Diagnose their pain and then give them with a treatment plan. This is the secret to providing value in your initial session. Show them that you understand their pain and the causes for it, then point them to specific solutions. Leave them with a game plan that is useful to them whether they hire you, hire someone else, or "do it themselves." (I recommend doing this through a paid strategy session, not a free session.)
Connect their goals and dreams to the pathway you provide. Your initial session should mirror elements of your Core Client Process (your specific processes and strategies for working with clients) and show them how you can help them reach their most important goals. They need to see what they want to accomplish as doable and possible for them. If they can feel it, own it, and see themselves doing it by working with you, they will hire you.
Listen and look for indicators of alignment. See where you can identify energetic alignment, intellectual alignment, and alignment of core values. If the you and the service you are presenting match their possibilities of how they want to transform their life or their business, they are more likely to work with you, rather than with someone else.
Look for opportunities to point out specific measurable results, outcomes, improvements and experiences they could get by using your programs, products and services. They may know you and like you, but it's essential that they trust that you can give them the outcomes they seek. To hire you, they must feel confident in the results you can deliver.
Let them choose. Do you enjoy feeling like someone is trying to "close a sale" with you? Few people do. While "closing techniques" can be helpful, never try to manipulate anyone into hiring you. Be committed to helping them all you can in the time you have, without anxiety or attachment to whether or not they will hire you. Never pressure, but don't make the opposite mistake of failing to even ask them if they'd like to work with you! Be sure you give them a clear invitation to take the next logical step in using your services. Offer to help, and let them choose.

I've learned these tips through lots of trial and error. And I've found that if you practice applying these tips, you're likely to end up having clients selling themselves on working with you.

And that's the ultimate in "selling without selling"!

Persistence vs. Insistence: Does It Matter?

Dr. George — Thu, 08 Apr 2010 20:15:53 +0000

"Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts persistence and determination alone are omnipotent." --Calvin Coolidge

There's a critical difference between "persistence," as in perseverance, and "insistence," as in continuing to believe that what you are believing, thinking, and doing are the right things, despite blatant evidence to the contrary.

If you could distinguish between the two, would it make a difference in your business and your life? Of course it would!

On today's Conscious Leaderpreneurship Conversation, we discussed practical ways to tap into "superconsciousness" and distinguish between persistence and insistence.

Listen to the recording here

Is the “Competitive Advantage” Really An Advantage? The Case for “Collaborative Advantage”

Dr. George — Thu, 18 Feb 2010 03:08:47 +0000

When it comes to crafting your business' marketing messaging and defining your position in the marketplace, a commonly encountered question is: "What is the 'competitive advantage' of your company?"

The traditional definition of "competitive advantage" is the way a company distinguishes itself by keeping an upperhand over other companies who offer similar products and services. It's all about "survival of the fittest."

Reverend Suzi Schadle from the Center for Spiritual Living Eastside in Bellevue, Washington (www.csle.org), once shared this direct experience of hers from when she was leading a workshop in a school.

She was working with kids from the ages of 5-6. She wanted to teach them to work as a team.

She split the students into smaller groups of several children. The exercise she gave them was to take a raw egg and then, using the supplies that were passed out, they were to build a container for the egg so that it could be dropped from a height of 6 feet without breaking the egg. No further instructions were given.

She noticed that, unprompted, children from different groups began helping each other out, sharing supplies and trading ideas between the different groups. Some of them even went to the back table to get more supplies (no instructions were given that said they couldn't do that).

Some of the older students were intrigued by this exercise as they passed by. So, in the end, the middle school and high school students go involved in the project as well.

But what Reverend Suzi noticed was interesting:

Among the middle school-aged students, there was no sharing of supplies and ideas between different groups.

With the high school-aged students, not only was there no sharing, but there was also stealing of supplies between the different groups! And the energy level was one of more tension and competitiveness.

Much to Rev. Suzi's chagrin, the preschoolers decided they wanted to drop their eggs from the second floor. So, she started praying!

This is what happened when the eggs were dropped by the various grades from the second floor:

High schoolers: All eggs dropped, all eggs broken.

Middle schoolers: All eggs dropped, all eggs broken.

Pre-schoolers: All eggs dropped, all eggs survived intact!

(Even from the second floor, which was not the original intent of the exercise.)

Consider what might be possible when we learn again what unbridled collaboration, free of the limitations of competition, might lead to as we emerge from a down economy!!!

As entrepreneurs, what might be possible if we took this lesson to heart and integrated this into daily business practices? Then, instead of a "competitive advantage," we'd be focused on showcasing our "collaborative advantage."

"Great power lies not in the mind and will of one man,
but in the collective consciousness of the many."

Investing 101: Where Do YOU Invest Your Personal Energy?

Dr. George — Wed, 17 Feb 2010 05:43:15 +0000

Through my years of medical training and practicing as a plastic surgeon surgeon, I've gained a great appreciation that one's health and well-being is the foundation of all wealth, material and otherwise.

Inclusive of our own health and well-being, the greatest asset we have is our personal energy. That energy is comprised of physical, mental, emotional, and spiritual energy.

Every second of our lives, we get to choose where we invest our personal energy. Are you wasting it thoughts, feelings, and activities that aren't in alignment with your core values, your passion, and your true mission in life?

For a variety of reasons, such as fear of saying 'No,' concern about disappointing others, or fear of failure, many of us do...

If you're really honest with yourself about it, you'll probably find that you've committed to other people, events, and projects that are "energy leaks"; things that suck life out of you, rather than filling you with energy.

Now, that's a real waste of energetic resources!

So, get in the natural habit of asking yourself: "What is the highest and best investment of my energy?"

Start by asking this of yourself as you start your day. Then progress to asking it of yourself throughout the day.

The shift in your energy, enthusiasm, productivity, and life experiences may astound you!

And that's a real blow for freedom!

Conscious Leaderpreneurship and the Exponential Bottom Line

Dr. George — Sat, 13 Feb 2010 20:46:34 +0000

Traditionally, the ultimate measure of success in business has been to ever increase the single bottom line of profit. To our great detriment, this goal has too often been undertaken with an attitude of "success at any and all cost." In large part, this mindset has contributed to the global economic turmoil and ecological endangerment that we find ourselves grappling with today.

I've outlined five fundamental business practices that I collectively terms the "exponential bottom line." In contrast to the single bottom line of profit, this term refers to five business practices that reflect how a business:

Enhances the quality and duration of the lives of People today as well as future generations to come.

Restores and renews the resources and ecosystems of our Planet.

Generates Profit sustainably, fairly, and responsibly.

Promotes Prosperity locally and globally.

Models and perpetuates Peace through its values, mission, vision, business practices, and ultimate impact on society.

If adopted by businesses and consumers worldwide, the practice of these ideals could synergistically shift the dynamics of commerce to effect lasting change and transformation in our global economy, ecology, and sociology.

If you are a generous entrepreneur or conscientious consumer and you're in the Seattle area, I invite you to explore what the "exponential bottom line" means to you and your business by attending my live presentation next week:

"Conscious Leaderpreneurship: Ushering a New Era of Prosperity"
East West Bookshop in Seattle
6500 Roosevelt Way Northeast
Seattle, WA 98115

Thursday, February 18th, 2010
7 - 8:30 pm
$15, at the door

DETAILS HERE:
Conscious Leaderpreneurship talk at East West Bookshop-Seattle

Coaching Boom 2010 – Tips from Day #4

Dr. George — Thu, 11 Feb 2010 21:23:51 +0000

CoachingBoom 2010 is a virtual business-building training event that started on this past Monday, February 11th and runs through Thursday, February 18th.

I'll be presenting on Thursday, February 18th at 8:15 am PT.

My topic? "How to Get More and Better Clients Using PAID Introductory Sessions"

Milana Leshinsky, the host of CoachingBoom 2010, has been sending out the top ideas that she's taken away from each day's sessions.

Here are eight takeaways from Day 4 of Coaching Boom 2010:

1. The 3 rules of effective business systems: simplicity,
consistency, and automation. They must also be personal
and fun to be useful to you (Melinda Cohan)

2. Become the person that people are quoting, especially
if you are working in corporate, executive, or leadership
coaching (Ann Farrell)

3. Lou Bortone's best kept secret for creating amazing
videos with special effects without any software is
OneTrueMedia.com - thanks for sharing Lou!

4. Most coaching web sites do NOT focus on enrollment.
They simply establish the fact that you're in business.

5. A client-enrolling letter serves 2 purposes: 1) Warming
up your prospect list, 2) Directly enrolling clients.
Which purpose are you trying to accomplish? (Michele PW)

6. A blog is a "pull" strategy, while e-mail is a "push"
strategy. Use both for most effective results (Michele PW)

7. Humans crave consistency - don't work against it, work
with it. In other words, use strategies proven to work,
even if you feel they've become old or overused. They work!
(Michele PW)

8. The best client-enrollment letter is a conversation
between the copy and what's in your client mind. Answer all
possible questions a prospect might have about your coaching
program, and you will fill it (Michele PW)

As you can see, lots of goodies came from Michele PW, who
did several critiques of coaching web sites and showed
how to turn "mellow" sites into truly attention-getting
and client-enrolling sites.

Join us now and you'll get access to complete recordings of the

sessions you missed. This link will take you to CoachingBoom2010

Coaching Boom 2010 – Tips from Day #2

Dr. George — Wed, 10 Feb 2010 21:11:10 +0000

CoachingBoom 2010 is a virtual business-building training event that started on this past Monday, February 11th and runs through Thursday, February 18th.

I'll be presenting on Thursday, February 18th at 8:15 am PT.

My topic? "How to Get More and Better Clients Using PAID Introductory Sessions"

Milana Leshinsky, the host of CoachingBoom 2010, has been sending out the top ideas that she's taken away from each day's sessions.

Here are here top 5 tips from Day #2:

1. To get more relationship or any life coaching clients,
create and offer results-oriented programs - workshops,
classes, events - for your niche market (David Steele)

2. To create a strong personal brand, be congruent and
consistent in everything you do. Use your title or tag
line on your site, newsletters, and coaching programs
(Suzanne Falter-Barnes)

3. The best tool for creating your own niche community
is ning.com, which is what TheCoachesExchange.com is
powered by (Viki Winterton)

4. When you coach businesses and organizations, you are
still coaching individual leaders and team members; you
don't need to have corporate background to succeed -
only the desire to help businesses to grow (Gary Henson)

5. Entrepreneurial spirit is the most important factor
in building a highly successful business (Viki Winterton)

And this is just a FRACTION of what I and the
participants learned yesterday! Join us now and
you'll get access to complete recordings of the
sessions you missed.

This link will take you to CoachingBoom2010

Coaching Boom 2010 – Tips from Day #1

Dr. George — Wed, 10 Feb 2010 21:04:16 +0000

CoachingBoom 2010 is a virtual business-building training event that started on this past Monday, February 11th and runs through Thursday, February 18th.

I'll be presenting on Thursday, February 18th at 8:15 am PT.

My topic? "How to Get More and Better Clients Using PAID Introductory Sessions"

Milana Leshinsky, the host of CoachingBoom 2010, has been sending out the top ideas that she's taken away from each day's sessions.

Here are the top ideas from Day 1:

1. Create a learning plan for yourself to master
entrepreneurship in 3 areas: business building,
marketing, and finances (from Michael Port)

2. Coaching is really an online business, and
anyone who disagrees is simply walking with
their blinds on (from Judith & Jim)

3. Coaching programs delivered in a "Get it done
in a day" and "Get it done for you" format are
the two biggest opportunities for coaches today
(from Christian Mickelsen)

4. A viral marketing video should evoke one of
these 3 emotions: funny, wow!, & inspiration.
The last one is the easiest and most important
one to create in your coaching business (Scott
Stratten)

5. When doing a live or virtual event, don't
expect celebrity speakers to promote you - they
may be actually the worst marketing partner for
you because they're too busy (Leesa Barnes)

And this is just a FRACTION of what I and the
participants learned yesterday! Join us now and
you'll get access to complete recordings of the
sessions you missed.

This link will take you to CoachingBoom2010

Can Entrepreneurs Help Out in Haiti?

Dr. George — Sat, 16 Jan 2010 02:06:35 +0000

As I've read information and seen pictures of the devastation in Haiti, I've wondered what I could do to help. Sure, as a plastic surgeon, I'm sure I could fly down there and do something. In fact, a fellow plastic surgeon, Craig Hobar, MD from Dallas leads an organization called the LEAP Foundation (leap-foundation.org), an organization with vast experience offering medical assistance to this part of the world. Today, a team funded by LEAP is preparing to deploy to Haiti.

I donated money to Soles 4 Souls (www.soles4souls.org), so this money could be used to purchase new shoes for the displaced Haitians.

But I started wondering: "What could contribute as an entrepreneur who is committed to global change, transformation and impact?"

I've been hosting a weekly discussion group called "ConsciousLeaderpreneurship Conversations." ("Conscious Leaderpreneurship” is a phrase I’ve recently coined that embodies the conscious approach of building businesses based on blending inner awareness, with knowledge and perseverance.)

On Saturday, January 15th, from 9:30-10:15 pm, this group will participate in a brainstorming session about what we can as group of "generous entrepreneurs" might be able to do to help turn this situation into something that elevates the economy and confidence of Haitians and creates a ripple effect across the globe for collaboration and connection at a heart-centered level.

During this call, we'll share resources and ideas. I don't know exactly what we'll come up with, but whatever we do, let's make it actionable.

In addition, a fellow conscious leaderpreneur, Sharon Ann Wikoff, has generously volunteered to share her expertise with Emotional Freedom Technique (EFT) during part of the call. EFT has been found to be very helpful to relieve and release emotional trauma in people who have experienced an Earthquake.

In my work with entrepreneurial clients, I've used EFT; don't ask me how it works, but we can actually use EFT to help at a distance. We can touch on the relief of worry, pain, anxiety and fear... then tap in peace, calm, and centeredness... but mainly focus on bringing the creative energy to Haiti!! (No this is NOT therapy; Sharon is not a therapist; she is simply offering EFT as a minister with the certificiations of EFT-CC and EFT-ADV.)

The call is free, but you'll need to register to receive the dial-in information: www.freedompreneur.com/consciousleaderpreneurship

Feel free to invite other like-minded, like-hearted, and like-spirited entrepreneurs to this call.

To freedom and prosperity for all!

Focusing Through Distractions

Dr. George — Thu, 14 Jan 2010 02:38:15 +0000

The most important skill for consistent high-performance in your business

"If I were asked to choose one mental skill that distinguishes athletes and other performers who remain at the top of their game, I would name their ability to adapt and re-focus in the face of distractions."
– Terry Orlick, author of In Pursuit of Excellence: How to win in sport and life through mental training

The ability to remain focused, despite extreme pressure, failure, and even apparent impending doom, is what separates a good athlete from a top-performing one. Many parallels exist between peak performance in sports and that in business. So, ask yourself, when the heat is on, do you focus on distractions or do you focus through distractions?

The good news is that the ability to focus and, especially, to regain focus after a major distraction, is a learned, practiced skill. First of all, it takes awareness that you’ve lost focus to regain it. But that alone isn’t enough. Focus takes practice, persistence, effort, energy, and a high level of commitment.

Yannick Noah, a former world top 10 tennis player, was once asked if he could ever see himself being #1 in the world. He replied in the negative, explaining that he knew he didn’t have the discipline – the wiring so to speak – to focus at the sustained high level of mental and physical output necessary to be number one.

Try this exercise: In a darkened room, light a candle. Then, stare at the brightest part of the flame, while thinking of nothing other than the flame. How long could you stay focused before your mind started wandering?

See what I mean?

ACTION PLAN:
To strengthen your ability to stay focused through distractions (and thereby strengthen your shot at business success), try these tips:

1.Practice being aware of a) when you lose focus and b) when you’re able to remain focused on your top priority strategies and their corresponding actions.

2.Practice giving yourself permission (and the freedom), to lose focus. Humans aren’t built to be 100%. After all, even high-performance machines fail from time to time.

3.Look for the opportunities in every possible situation, no matter how apparently grim. Consider that it’s not about winning or losing; it’s about what you gain. No matter what, you’re going to gain something valuable: Memories you can look back on, the experience of “the thrill of victory and the agony of defeat,” and learning that will aid you in the future.

4.Practice getting back on track quickly. This means, when you inevitably lose your focus or even lose your cool, make a game of seeing how quickly you can turn things around. When you’re in a bad mood, how quickly can you change to being in a good mood? How quickly can you shift from being angry with smoke coming out of your ears to being calm, cool, and collected? Is it hours and days? What would it take to get it down to seconds and minutes?

5.Practice the candle flame focusing exercise daily. With persistence, you’ll find that your ability to stay focused on the flame will increase and, remarkably, so will your ability to focus on the highest-impact priorities on your plate.