Do you struggle with how you can actually start getting PAID for your services?
If so, you’re not alone. It can seem like an impossible mountain to climb.
So let’s talk about it.
Recently I offered a free teleseminar about how to get clients quickly. Specifically it was how to get at least 3 clients (or more!) in the next 30 days (or less!). I asked my subscribers to send in their questions ahead of time, and I received some EXCELLENT ones.
Today, I’m going to speak to two questions that were very similar, because I believe these two brave women who stepped up to ask their questions are hardly alone in their struggle.
First Mary R. asks:
“I want to attract clients who trust my expertise and are willing to compensate me well for it. Question: How to handle the “Yes, I’m interested… but later.” I’ve had a few who seem interested in my services but they’re putting off deciding to do something until months down the road. Should I nurture them or is there anything I can do to speed up their decision-making process?”
And Michelle asks:
“My main question is how to sell without feeling like a used car salesWOman. I just need paying clients. I’m starting out on my own after working for other people doing similar work for 18 years. I know I add value. And my non paying clients have all benefitted greatly from my work with them. Some of them doubling their income, and/or creating new lines of business that make them over 6 figures in additional income a month. But for some reason I am having trouble giving myself the same success. Selling has never been my focus in life. And so I’m struggling when I know there should logically be no reason for me to do so. So any advice for someone like me would be most helpful. Thanks.”
The emphasis on Michelle’s question is mine–did you catch this part? Some of her NON-paying clients are making as much as six figures a MONTH in additional income! But Michelle isn’t getting paid anything at all. Yikes!
These are great questions, and I have so much gratitude for receiving them.
Here are my answers…
First of all Mary Rose, in this case NURTURING might be another way to say BABY SITTING, and that is NOT what I want you to do! Remember, unfortunately baby sitters are not compensated very well even though they provide a sacred service. But seriously, in this case trying to transform tire-kickers into paying clients by constantly holding their hands is like herding kittens. You’ll drive yourself crazy.
What has to happen (and apparently is not) is for you to create VALUE around the benefits of working with you sooner rather than later. This is not achieved by any kind of hard-sell tactics–but rather by moving into alignment with your prospect in a way that actually SERVES them.
So let’s connect the dots with Michelle’s question too.
Michelle, I totally get what you are saying about used car salesmen—sorry to say, that immediately paints a very clear picture of something negative for most of us.
And you are absolutely right to think there is a better way.
The fact is, SELLING has such a negative connotation—and it’s well deserved sometimes.
But here’s the thing—when you transform “selling” into a SERVING mentality, you are already on a better path with how you stay in integrity and create income.
I notice you also mention that you are struggling to make money, which also is directly related to money mindset issues—but that’s another topic for another day.
This is particularly timely as I am adding a powerful new level to all of my trainings, so let’s just go there now—I think you’ll find it helpful.
Serving someone by helping them invest in what you do, is actually something you could consider a sacred process and responsibility.
What I mean by that, is there needs to be authenticity, integrity, and ethics at the core of everything you do—which I’m sure you understand. But there also has to be an ALIGNMENT with what YOUR unique genius and brilliance is—and how that serves your clients.
Keep in mind, your clients are not looking to simply pay for your services—they are actually looking to INVEST in RESULTS. And when you can get them the results they need and WANT—you are on your way to creating a steady flow of income into your business.
This can grow exponentially, especially when you address your own beliefs surrounding money. That’s an entire blog post to itself, so let’s continue on…
Here’s something to consider—if you believe in anything at all beyond just ourselves, a SOURCE that inspires and leads you, whatever you personally may call it—that SOURCE is in complete alignment with YOU stepping into the light you bring into the world.
I’ve developed a whole guidance system around this concept, and it is truly going to change lives. But for today, here is what I want you to keep in mind when you have those client conversations…
First of all take a moment to take a few deep breaths before your call—get in touch with a calm spirit within and create a space of ALLOWING.
This is extremely helpful, and puts you into a place of receiving clear messages from your intuition, which is just another way SOURCE communicates with you.
Then when you have your call, work from the truth of the answers to these 3 questions:
1) What is it costing your client to stay stuck where they are now?
2) How can you transform their “problem” into possibility for them?
3) And what do YOU have that is a SOLUTION to their problem?
I have a very specific-step by step formula for how you have these conversations, that completely removes the element of hard selling, and focuses on your prospective clients self-identifying why investing in you is the best possible course of action for them.
But here’s a quick hint for today…
You will do a lot more LISTENING than talking.
This is critical, because you need to really HEAR what they are saying—you need to ask specific questions that uncover what is REALLY important about what they are saying—and you need to have complete confidence that IF this is a right fit—and what you have is in alignment them getting the results they are seeking—that YOU are the solution.
Keep in mind that in your conversations, you do not always need to hear a YES—but you DO need to reach a swift determination one way or the other so you can focus your time and energy on those who are ready, willing, and able to move forward with you.
A very achievable next step from your first conversation, would be into a paid consultation, especially if they are not quite ready to make a decision because they want more specific advice.
This can be an excellent strategy for several reasons:
1. It puts you in a leadership role with your prospect and allows you to claim a place of expertise.
2. It generates immediate income, and creates leverage for your time.
3. It frees you to give a high level of value to your client when you give them specific strategies, advice, or in-depth consultation that can immediately begin guiding them to their desired outcome.
Thanks again for your questions Mary Rose & Michelle—I promise you, this is an issue for many others as well.
It’s AWESOME to be back here with you again–it’s been far too long.
I believe you’ll find the wait has been worth it though, as I begin sharing more specific ways you can claim your place in the world, and truly begin living your PURPOSE. There is no benefit to playing small or staying in the shadows, especially if you have the insistent feeling you were meant for MORE and have an important message for the world.
Until next time,
Rich Blessings from Arizona!
Video Transcript: [Read more...]