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You Gotta Leave the House

(c) Copyright 2010, Suzanne Evans
http://www.helpmorepeople.com
——————————-

The single fastest way to get clients and grow your business is to get in front of people and get in front of them IN PERSON! There is nothing like a one-on-one connection to build the know, like, and trust factor, as well as hold someone’s captive attention. I am amazed how many entrepreneurs I speak with who have been trying to build their businesses from home. I know it is part of the appeal of an online/virtual business lifestyle, but starting with in person connections builds faster and more financially fruitful relationships. So, here are my top tips for making more money and impact by leaving the house!

1) Make certain you spend more time in front of people than in front of your computer! (Especially in the growth stages.) Making those decisions of best color for your website or researching what other people in your field are doing all have their place, but they do not directly bring you the opportunity to start a client conversation. Use the 80/20 rule80% of your time networking, meeting, and speaking and 20% of your time on strategy and research.

2) Don’t be so picky in the beginning. I hear people say they don’t like this group or they are not sure if that networking organization will do anything for them. Just GO! You have no idea who someone will know or who they might be able to introduce you to. You will soon learn which groups serve you and which groups don’t, but to start just go, meet, and share your movement.

3) Don’t have a drunk cowboy message. You know those people who you ask, “What do you do?” and 10 minutes later you are still trying to figure out what the heck they are talking about. Be clear and concise with a 2 or 3 sentence message. I call this your impact statement.

4) Act like it’s your party. Walk into every room as if you own it. Walk into every room as if these wonderful people have gathered here just to meet you. Greet them, be curious, ask questions, be gracious, and be in your power. People are attracted to confidence. Authority inspires.

5) Follow up and ask.

a) Follow up with everyone you meet within 48 hours, even if it is just a quick “nice to meet you” email. Be certain to ask how you can help them and offer them a session, a freebie, or an offer to move them closer to knowing your work.

b) Ask for what you wanta referral, an opportunity to share how you can work with them, or an alliance/partnership.

BONUS: Have fun! You are in a service business and one of the greatest joys of this industry is meeting people and building relationships.

(c) 2010 Suzanne Evans

Authentic Marketing: How to Set Yourself Apart from Others

www.HelpMorePeople.com/minicourse.htm

A common challenge for coaches, teachers, healers and other helping professionals is differentiating themselves from others in their fields.

The good news is you set yourself apart just by being born. People forget that. The nature of your unique life makes you different and makes you unique. I call this your intuitive intelligence.

You have not lived the same life that I have lived and neither has anyone else. Even if we have the same training and we sat down and decided to teach the exact same model to people, it would be different because we are different people.

Hold your hand up in front of you right now. No one shares those finger prints. Your marketing style, your business style, and your message all reflect that uniqueness.

Get off of the marketing hamster wheel for a while and ask yourself the question: “why did you get into this game to begin with?” There is a reason that you are reading this article. There is a reason that you’re doing the business you’re doing.

Someone reading this lost a significant amount of weight. Someone reading this made it through a serious illness. Someone reading this helped a child through a diagnosis. Someone reading this got divorced and they thrived through it. Someone reading this changed their lifestyle through health and wellness. Someone reading this built a business out of nothing.

Continually telling my story has been the most powerful business building strategy I have ever implemented, and it comes completely naturally because it’s my story. Framing it in a way that underlines my movement and the changes I want to see in the world helps me attract perfect clients.

Everyone has a story and any business must have a movement and a mission driving it. Don’t lose sight of the fact that it is your story that is going to heal people.

When I started my business, I finally got off my butt and decided to do something and change something. I came across coaching. I didn’t have a clue how to market. It was hard and it was painful, and there were some really difficult pieces.

Through that experience I healed a lot in myself, I healed a lot in other people, and I now have this really brilliant gift. I know that my purpose on this earth is to help people heal their shame around money and use marketing and business building as the tools to do that.

Keep it simple. Go back to the reason you got into your business or the field you’re in to begin with, whether you are an energy worker or a life coach or a marketing consultant. Why did you start this to begin with? Because that’s what you’ve lost sight of if you don’t have the energy to share your movement in a way that differentiates yourself from others.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Hate Selling? Start a Movement Instead.

www.HelpMorePeople.com/minicourse.htm

I recently hosted an event in New York and a woman signed up for one of my programs. We’ll call her Sally.

About a week after we met, I had a call with her and she said, “I thought it was just wonderful how you did that entire day and you didn’t sell anything.”

I said, “Sally, you’re in my program. You bought something.”

And she said, “Oh, yeah. I didn’t notice.”

So that’s the ultimate goal. You should be so fired up about what you do and you’re just sharing your services and saying, “Listen, you want to play with me? Great! Here’s how you can play with me,” and you move on.

People will actually pay you money and they won’t even notice that you sold them anything.

It’s not about the sale, it’s about the message. The people who are lined up for your message are a natural fit, and it doesn’t even feel like a sale. They understand your message and they are ready to say yes.

Your goal should be to share your movement so frequently, and so effectively that the selling just becomes a natural part of your message. You’re not really selling anything; you’re just sharing your movement.

The bottom line is that marketing and sales strategies and tactics absolutely can work. But you can’t follow anyone’s marketing advice it if you’re not solid in your movement and your authentic message and self. People are taking all of these programs and courses on marketing. They’re looking for the next sexy thing: social media, micro continuity programs, teleclasses, everything you can imagine. The bottom line is, if you don’t know what your movement is, you will not have long term success and you will not attract the ideal clients.

Many people approach building a business completely backwards. They learn how to market their business, but they don’t really know why they are marketing.

Many people have a calling, they have an understanding of what they want to do in the world, but it’s not in a model that can monetize.

You may be getting all this marketing information – it’s all being thrown at you – but you don’t have anything to attach it to. It’s like one side of the sticky paper is missing.

You’ve got to be able to attach it to a movement. Your movement is more important than the marketing tactics you will employ – and it absolutely must precede any marketing you do. You must be the change you want to see in the world.

What changes do you want to see?

Once you are clear on the answer to that question, then you can develop a business model that will make you millions. You can learn exactly how to market that message and movement and do it with joy and fun and light and love.

If you don’t know what it is you are offering, you must return to:

“What do you want to change?”

“What is your movement?”

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Authentic Marketing: How to Respond to, “What do you do?”

www.HelpMorePeople.com/minicourse.htm

Stop multi-tasking for one moment and grab a paper and a pen. Don’t over process. Think from the gut.

Now, answer this question:

What is it that you would like to see changed in the world?

Write down your answer. Only give yourself 10-15 seconds.

If you had a difficult time answering the question, that is the reason your business is struggling. You have to be the change you wish to see in the world. How can you grow a business around that change if you don’t even know what your mission is?

When someone asks, “What do you do?” do you respond with, “Oh, I’m a life coach Reiki healer energy worker underwater basket weaver…”?

If this sounds familiar, no one knows what it is you really do. They don’t care what your title is.

When you respond with your title (e.g. life coach, business coach, a Reiki master, etc.) you aren’t explaining the pain you solve for people. What solution do you offer?

When someone asks me, “What is it you do?” here’s what I tell people:

“I work with service professionals to make more money, help more people, and have massive impact.”

I don’t talk about the fact that I’m coach. I don’t talk about how I was trained. Most people talk about the process of their work as opposed to the progress and results they offer. People really don’t care what your title or your training is.

Occasionally some people will ask for your credentials or why you’re able to do what you do, but for the most part, they just want to know, “Here’s my problem, here’s my pain, and how can you help me solve it?”

The second piece of this is, it’s got to be you. How often are you putting yourself out there and how often are you telling your story?

When I first started my business, I was sharing my movement. I was talking to people about how I could remove, heal, and help them through their pain on a daily basis. My goal was always to talk to 100 people a week.

You may be saying, “I don’t know who to talk to.” That’s an excuse. You do know how to reach people. You do know how to talk to people.

One of the first things that I suggest you do – I call it my one-mile radius rule, unless you live deep in the country and then you might need to do a ten-mile radius. Get in your car, put on a CD, and drive all over within a one-mile radius of your house. Look at everything through the lens of, “How could I share my message?” Not, “How can I get a client?” There is a difference. Focus on sharing your movement.

All of the sudden, the high school becomes an opportunity to do an expo or to teach at their adult education school. The diner with the Rotary Club sign becomes a place to speak. Businesses in your community become places to contact. The church, the community center, I could go on and on.

Everything you need to build a multiple six-figure business is within a one-mile radius of your home. You can have all the websites in the world, you can have the marketing materials, you can have all of that, but if you are not talking to at least 100 people a week, then you are not reaching enough people.

Once you are talking to people or reaching them in other ways, there is a possibility that you don’t know how to convert, which means you have a selling problem. You may be too salesy or you’re not selling at all.

The process for converting people into clients is called my “I CARE” system. It’s a five-step process.

“I CARE” stands for:

- Inspire

- Clarify

- Ask

- Receive

- Embrace

If you are talking to enough people and still not making sales, you have an authenticity problem. This means you’re not bringing enough of you into it. When you don’t bring enough of you into it, you either are scared to death to sell at all, or you’re overselling and not being your authentic self.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Client Retention Tips: How to Show You Care By Staying in Touch

www.HelpMorePeople.com/minicourse.htm

In order to retain clients and build a sustainable business, you must stay in touch with people in a meaningful way. This includes people you have done business with, people you have met in person at events and your email subscriber list.

Your client base has a sacred contract with you. They have connected, spent money, and spent time with you. You must care enough to keep in touch with them.

Advertising experts have proven time and time again, that ads that run continuously, at least three times, always outperform one-shot ad runs. The same is true with your client base. Find a way to reach them, share your message, and consistently stay connected.

For coaches, consultants, healers, and other helping professionals, newsletters are one of the best ways to stay in touch. It is important to shift your mindset and action from not wanting to bother your client base, which is a common mistake that new business owners make.

Just as most new business owners commonly do, I used to say, “People have just given me their name, I don’t want to bother them and send them things all the time.” I had to recognize that touching their lives in a meaningful way allows the cream to rise to the top. Those who are truly interested in what you have to say and the solutions you offer will make themselves known to you. The rest may unsubscribe or walk away from you, but that means they really weren’t engaged or dedicated to your message anyway.

Approaching marketing this way saves you time, effort, and money. Instead of chasing people who may or may not be interested or ready for your offerings, let the people who need you most identify themselves to you. Don’t worry about the others. They will let you know when they are ready or simply opt-out if they are not interested.

My newsletter continually gets better readership when I write more often and when I provide a more personal touch about my family, my dog, or my travels. When I first started doing my newsletter, I did it once a month and about 35% of the people opened it and read it. Now I do my newsletter weekly, and I have sometimes up to 85% open it up and read it. It just proves that if you’re consistent and really share meaningful content, people will want more of it. They will want more of you!

Newsletters are only one way to stay in touch with your clients, prospects or business contacts, but they are a great place to start. Depending on your business and the people you serve, there are dozens of other ways to touch the lives of your clients in a meaningful way.

Once you’ve started regularly sending out an email newsletter, consider mailing out occasional physical newsletters, cards or small gifts to show your appreciation to your clients and contacts. It done authentically and thoughtfully, investments like this will always pay off in spades.

Although there may be specific tactics and media that will work best for your business, niche, and message, the important thing is that you are consistently reaching out to your client base and prospect list in ways that show your dedication to them. Communicating how much you care through an electronic newsletter or any other method of follow up is one of the easiest and most effective ways to grow your business and increase your visibility.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Is This Just A Hobby?

Helpingpreneurs want to help.  Imagine that. You have a giving heart and a spirit of support, healing, and love.  Often times that beauty stops you from being business first.  And business first is really important.  Gina Ratliffe uses wonderful terms about service professionals asking

Are you a hobbyist?

or

Are you wealth conscious?

The wealth conscious entrepreneur understands that values, standards, and efficiency not only serve your business model, but serve your clients and customers.  Is your business running organically and a little on the fly?  Do you have policies, guidelines, and procedures in place?  You cannot imagine how it will improve your effectiveness and your clarity.

Here are five must haves to make sure you are a wealth conscious entrepreneur and not just a hobbyist.

1. Honor your Commitments

In business your commitment is your word.  Be on time, be ready, and over deliver.  I have actually had a coach who did not show up for calls.  Now, we all make a mistake, but follow through, show up, and deliver.  If you have a product going out, be certain it goes out on time.  If you are delivering a service, make certain it is as promised.  You may glass these over as obvious, but stop and think.  Am I honoring every commitment at the absolute highest level?

2. Set an Example

I read a great quote the other day… “Your sermon is best told by your life and not your lips”.  Make certain you are modeling the positive image for your business and services.  Your appearance, presence, energy, and language all represent YOU.  It is easy to get busy in the day to day and forget what we are sharing.  Sometimes it can be the smallest thing that someone picks up on and that is the image they carry forever.  Preach through your actions and your words.

3. Run it Like a Business

When you are in the service indsutry, the same best practices business rules apply.  You do not avoid policies, efficiencies, and procedures because your business is helping and supporting others.  To truly help and support, you run your business clean and clear.  Have policies, have your team  and your clients understand them,  and have them in writing.  Keep all conversations and communication on a business level and remind yourself why you are running this business.  If you are here to serve, then make sure your business is serving everyone’s highest interest by being clear and being well informed.

4. Have a Mentor

When you have a seasoned person to ask for guidance and support, everything is easier.  One of my mentors always says, “Business is messy” and it can be, so to have someone to sound board, ask, and advise is leveraging your best interests in business growth.  I am telling you… MENTORS… I don’t leave home without them.

5. Be Uncomfortable

Change is good.  Not always easy.  Not always comfortable, but it means something is shifting and we are moving.  Being uncomfortable in your business and stretching yourself beyond the comfort zone means you are NOT in hobby mode.  Begin to worry if everything is perfect and you are care free!  It is in the discomfort that we risk, journey, and leap!

Your gifts are unique and only you can share the blessing of you.  Make sure you are in wealth conscious business mode.  It will serve you, serve your clients, serve your success, and serve your income growth.

(c) 2009 Suzanne Evans

About the author:  Suzanne Evans is best known as the ‘action expert’ and has coached hundreds of solopreneurs to model her multiple six figure business. Learn how you can help more people, make more money and have more fun doing what you love by signing up for your free copy of the 5-Part Mini-Course ‘Awakening Your Authentic Entrepreneur’ at http://www.helpmorepeople.com

How to Be a Better Coach: Learn to Talk to Prospects with End Results Language

www.HelpMorePeople.com/minicourse.htm

People buy solutions, not services and not a process. People are running a race because they want to make it to the finish line. They do the same thing in the marketplace for coaching. People seek solutions to their problems. That’s the finish line for them. They seek answers to their dilemmas. If you package and offer solutions, you can relay a message that people understand and want.

This fact that people buy solutions not services and a process also really ties into your target market. I know for me when I shifted my message to what solutions I have for people’s problems, it totally shifted my business.

It’s easier to attract clients – and I’ll tell you this, it’s a heck of a lot more fun – because instead of being caught in your own process and trying to explain what coaching is and what you do in a coaching call, you’re focused on the benefits and on the finish line. That really motivates people when you’re speaking to them and it’s really important.

Some people in the marketing world call it your unique selling proposition – your USP is another way of saying that.

You need to establish who needs you most. They’re a group who can afford you, they’re accessible, they’re already grouping together, you’re clear about what their problem is, and you’re clear about what solutions they are looking for. You can speak to them about what benefits and solutions you have to offer.

When I first started coaching I would tell people who asked about what I did that, “Coaching is a process in which you ask engaging questions and powerful questions to get somebody to come to their own answers about the problems.”

People’s eyes were glazing over. They were like, “What?”

I did this a couple of times and I kept thinking, “Nobody gets it. Nobody’s excited. Nobody’s going, ‘Tell me more. Can I have a complementary session?’” Then it just hit me that I was talking about the process and nobody really cares about the process.

So I went back and created a stress test. I decided to ask people if they want to take a stress test to see where some of the stressors are in their life. Then I was going to talk about the benefits of coaching and not what coaching is.

I had people take the test, and then they would ask, “Well, tell me what coaching is.”

I would say, “Do you see where you scored low on your job and you’re not really satisfied in your job? Coaching would take you from a place of dissatisfaction in your job to finding out what your real passion is and help you get excited about going to work every day. It would be creating a strategic plan to move from where you are now, unhappy in your job, to bliss in a new career.”

What do you think people did? Their faces lit up and they were like, “Tell me more and where do I get this bliss? Where do I get this new excitement in my new job?” So it’s really important that we talk about the benefits.

When you go into a networking event, try using end result benefits in describing what you do. For instance, if you work with ADHD and families you could say something like –

“You know how there are some families who have children with ADHD and the entire family always seem overwhelmed and stressed out? They’re not able to focus and really enjoy all the things in their life because all of this is so consuming?

What I do is I step in and work with those families, and I take them from chaos to calm. I show them strategies, techniques, and tips so that they can all work together through the children and maybe their own ADHD. We systematize their entire lives and family process so they can really enjoy each other and they can all be successful.”

It’s all about what you can help achieve for someone in pain, and not about the process or about you. Keep this in mind for much more powerful results when talking to people who need what you offer.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Small Business Marketing: What’s Your Motivation for Marketing Your Coaching Business?

Sometimes I get a question from people, “How do you stay motivated to market?” That question, I have to be honest, always worries me.

Close your eyes for a second. This is a silly, fun exercise. Go back to middle school or high school to that crush. That crush on whoever it was – a teacher, a girl or boy, whoever it was you had that crush on – that you were stalking to see when they would be at their locker. You felt like you were going to lose your breath because you were so enamored with them.

Take that moment for just a second and let me ask you this. Did you ever have to have anyone remind you to see where they were or to check on that Wednesday and see what they doing, or to write a love note if you were dating them?

Did anybody have to wake up and say, “Susie, make sure you write Bob a love note?” That doesn’t happen, right? It’s such a part of you it’s in your being. You know to go check where that person is or to write them a note or find where they are and sit with them at lunch.

That’s really how the marketing of your business should be. You need to make sure you have a target market and a business structure that you are so in love with that no one needs to remind you to market.

When you decided what group of people needed you most, that you were qualified and excited to serve, you started along a path that can have lots of unexpected happy surprises, leading you into opportunities that you never knew existed. As one thing leads to another, just stay alert to people who can be connectors for you, opening new doors for speaking, writing, media, and projects.

At the same time, like any journey, you need to be monitoring your progress and correcting course from time to time. Most commercial flights are off course a high percentage of the time, and yet they arrive at the right destination. How is that? Because the pilots are making small course corrections to get back on track.

Measure everything you can in your business so you know what’s working well and worth the investment in time/money/energy, and what’s not. With the goal of constant improvement, your small tweaks along the way will really result in significant progress over time.

I put both feet on the floor in the morning and like I said I go, “What can I do today? Who can I teach something about marketing? How can I market something? What’s something I could sell?” I just love it.

People talk about workaholics and I have to be careful that I take time out for myself. Not because I’m obsessed with working and I have to do the job, but because I love it so much. It’s energy for me. I love to see the difference that my coaching has made in someone’s life, business, relationships, and finances.

That’s how authentic marketing should feel for you. The motivation comes from within because you know the value of what you’re doing, and you’re enjoying learning how to serve more people, making more connections, and growing your wealth as you implement the marketing that works best for you.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

The Importance of Authentic Marketing for Your Coaching Business

Many wonderfully trained coaches struggle to build their businesses. A lot of them seek out marketing guidance and find it, but then feel out of alignment with the advice and end up stuck in values conflicts.

This is where authentic marketing becomes necessary. We can help more people when we make more money and when we are successful coaches, not just good coaches.

Let me give you a bit of insight into my story. I decided to become a coach a little over two years ago. I did my coach training through Coach U and started as a life and career coach simultaneously with my coach training.

It’s very important to start your marketing early. Within about nine months of starting my business, I had over 35 paying clients. My business had really boomed. Things were going really well, and in about 14 months it went to six figures. Now this year we’re looking at a quarter of a million dollar coaching business.

I had no marketing background per se. I certainly had never run or operated a business before. I created a very systematic marketing process for my business. I started early and I marketed often.

Now I exclusively work with helping professionals (or Helpingpreneurs as I call them). These are people who make a living by making a difference. They support, help and heal other people. That’s the profession they’re in. All of my private clients, my coaching clients, and all of my groups and products are tailored to marketing, mindset and business building for the helping professional.

Do you see how clearly I define who I work with and how I help them?

It’s critical for you to have a clear message that explains what you do, so when somebody comes up to you and asks what you do for a living, you are able to explain it very quickly, effectively and clearly.

Many coaches and helping professionals struggle with ADD or ADHD, so for people with those tendencies, it is extremely important to be able to succinctly and concisely take all the things you do and put them in one message, under one umbrella, and explain that to the people you interactive with.

This is going to sound so crass, but I promise you it’s the truth:

People don’t care what you do.

People care what you can do for them.

Have you heard of the radio station WIIFM? It stands for “What’s in it for me?” Most everyone has their radio station tuned to WIIFM. You must appeal to the wants and needs of your ideal clients and customers.

You have got to focus on what your passion is. Then you must identify the group that needs you most. You must then position yourself as an expert and become visible to that group.

Remember, the greatest public servant in the world is a rich coach, and here’s why. Coaches can’t help but give back, so when a coach is succeeding monetarily and doing well, they’re going to sprinkle that giving back and coaching and love and support everywhere they go.

When you focus on what you are passionate about, work with and serve the clients and customers who need you most, making sure to appeal to their interests with clarity, your marketing efforts will be in full alignment with who you are and you will have eliminated the biggest barriers to success in your business.

I’d like to invite you to learn how to help more people, make more money and enjoy more freedom with the free 5-day mini course, “Awakening Your Authentic Entrepreneur,” at http://www.helpmorepeople.com/minicourse.htm

Marketing Your Coaching Practice – 2 Quick Tips for Sustainable Success

I see many clients struggle with 2 things when building their business. First they’re afraid to ask for their worth and their rate, and second they’re stalled in their business growth because they’re primarily offering just one-on-one coaching services.  Here are 2 great tips on how to address these common obstacles:

1.     Having a Mindset for Money

One of the key struggles that I see with many clients is that they’re afraid to ask for their worth and their rate.  They really want clients and they want to make money, but uncomfortable when a potential client or whoever’s going to pay them, ask for their rate.

The conversation goes great and then they ask, “What do you charge?” and it just dies.

That’s nothing to do with business. Everybody thinks it does. Creating a rate in the marketplace and creating the right amount and so on and so forth has nothing to do with business. It has everything to do with mindset.

I hear people say, “I’m going to call around and ask what other people are charging.” That’s the biggest mistake you can make when you are creating a rate because you automatically start from a place that isn’t authentic. You’re deciding what your value is based on other people’s decisions.

What you offer your clients is unique and should be priced accordingly – not ignoring the marketplace, but also not being constrained by what everyone else is doing.

Think about how you can shift your mindset for money and how you can really work from a place of prosperity and abundance.

2.     Build a Diversified Business Model

I encourage people to not have a business that is solely based on one-on-one coaching, but a business that has multiple streams of income. To have just the one-on-one coaching model leaves you vulnerable.

A couple of things can happen: Read the rest of this entry »

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