The Evolutionary Professional

Register for the ultimate on-line course for coaches and practitioners here.

Register for the ultimate on-line course for coaches and practitioners here.

Elevator Pitch ::: Think of it as a teaser trailer for that summer blockbuster:

A little flash, a little emotion, a bit of intrigue, and make an impact.

I have created a new blog category for you called "semi-weekly tips" and it will be just that.

We'll cover topics ranging from self-esteem to email marketing. From best practices in business to practices for maintaining a healthy ego.

They will be 2-minute vignettes. We will release one approximately every 10 days.

They are not meant to be exhaustive or thorough lessons, but rather just a quick hit or some insight, and for some of you, simply reminders of the best of what you may have forgotten, but would love to be reminded of.

These are primarily created with coaches and holistic practitioners in mind, however, if you are in business for yourself, or if you are an independent commission-based employee, you will also be able to benefit from them.

Single emails do not sell people on anything. Email campaigns sell people on your offerings.

Register for the ultimate on-line course for coaches and practitioners here.

In the times we face today, it has never been more challenging or more urgent that we integrate our purpose and our spiritual sensibilities with our wealth acquisition strategies.

And ... it is tough. We've all faced some degree of the belief that our spirit and our wealth is in conflict. Sadly, in the last few years, this has come into even higher relief; even greater contrast.

Not only can we integrate our purpose and our prosperity, but we must. 

In this evening introduction, we will cover:

• The 3 critical components for building and maintaining a 6-figure practice
• How to sell without selling; sell from a place of service and contribution
• How to turn your initial consultations into results

What else will we cover?

RSVP Required. See below for details.

In the times we face today, it has never been more challenging or more urgent that we integrate our purpose and our spiritual sensibilities with our wealth acquisition strategies.

And ... it is tough. We've all faced some degree of the belief that our spirit and our wealth is in conflict. Sadly, in the last few years, this has come into even higher relief; even greater contrast.

Not only can we integrate our purpose and our prosperity, but we must.

In this evening introduction, we will over:

• The 3 critical components for building and maintaining a 6-figure practice
• How to sell without selling; sell from a place of service and contribution
• How to turn your initial consultations into results

What else will we cover?

•  "Tricks of the Trade" including :::
  • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
  • 3 critical techniques to turn your initial consultations into results
• The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
  • [and it’s solution]

RSVP Required. See below for details.

Right now is the time for the Evolutionary Professional™. The emergent agent of change integrating purpose and wealth; doing well as a result of doing good-- integrating universal spiritual principles and free market economics. I understand that the more of you I empowers to be successful, and have a full-time practice that is thriving, the better off the world will be. 

"I doubled my business in the first two months of the program [Coaching the Life Coach] by Jason McClain!"       -Boston Blake

A student of my material sent an email with some very good questions for client management including how to handle contract extensions, referrals, testimonials and general end-of-contract dynamics and structures.

I have re-posted relevant portions of the email exchange below for you.

I've listened to your recordings from previous coaching programs and have found them to be insanely valuable. I've signed 8 clients and raised my rates already in the first few months of the program, and I attribute it to following your sales process to a "T".

A HUGE thank you.

...

[update: listen to this call below. Register for the remaining call in the series here]

Take a moment to consider ...

What if you could count on a prospective client signing an extended package with you when you see them in person? When I say, "count on" I mean with 90% certainty?

As a holistic practitioner, you are sensitive to dynamics that do not feel right and you truly want to be of service to your prospective clients. You want to make sure they never feel pressured.

And they never should feel that--they do not to.

Discover how to have the best of all worlds ::: how to serve your potential client fully; how to convert more prospective clients into clients, and ultimately ... friends.

And do it by having a sales system that is in service of the actualization of the life they have always dreamed of ... and deserve.

Discover how on this tele-seminar. Details about the series here and registration here.

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

In this free evening discover:

• The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
  • How to construct talks and tele-seminars so that your students and attendees
    • Learn and retain more information and learnings
    • Have maximum opportunity to engage in your products or services without feeling "sold" or "pitched to"
  • How to design a comprehensive offering
  • How to turn initial consultations into results (90% conversion rate from prospects to clients)

• 7 "Tricks of the Trade" including:
  • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
  • 3 critical techniques to turn your initial consultations into results
• The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and copy writing
  • [and its solution]

This from a former student :::

Are you tired of tinkering around with your "holistic hobby"? Your first step to turning your practice into a viable and sustainable business is to register for this series of free tele-seminars.

You must register to be on the call (s). You only need to register once. You will then have a spot on all four calls.

• Monday October 4th, 2010 ::: The three necessary components to building and maintaining 6-figure practice
• Monday, October 11th, 2010 ::: Designing your extended and comprehensive offering sustainable change and financial sustainability
• Monday, October 25th, 2010 Evolutionary Sales ::: Turning Initial consultations into results
• Monday, November 1st, 2010 ::: Blogging, Social Networking, and Giving Evening Intros [tech and talks ::: how to acquire prospective clients with free, valuable content and authenticity]

Register for the new and evolved version ::: v3.1 of the 3 Components to Build and Maintain a 6-figure Practice.

---

There are only a few components successful coaches and practitioners must integrate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

In this free evening discover:

• The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
• 7 "Tricks of the Trade" including :::
  • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
  • 3 critical techniques to turn your initial consultations into results
• The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and copy writing
  • [and its solution]

This from a former student :::

Update ::: The audio from this call is now available below:

:::

While I am always tinkering and improving, the last time I did this call, I was sick as a dog with the flu. This one should be exponentially better...

Teleseminar ::: Coaching the Coach ::: Creating Packages (v4.1)

UPDATE ::: This call is over. The audio from the call is now available here:

---

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components.

Not just the “how” but “how specifically”.

There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components. 

Not just the “how” but “how specifically”.

In this free evening talk discover:

• The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
• 7 "Tricks of the Trade" including :::
  • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
  • 3 critical techniques to turn your initial consultations into results
• The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
  • [and it’s solution]

This from a former student :::

Sustainability of Change for Your Clients | Financial Sustainability for You

Why NOT to Use "Hypnotic Sales" Techniques :::

Often I get asked to teach someone "hypnotic sales" or some variation; anchoring, state association, etc. The idea is that if you associate someone into a positive state, then anchor yourself to that for them, this will be an effective sales technique--even if it has nearly nothing to do with your offering or the functional fit between your prospective client, and their needs with your services.

There are other ideas and approaches about this, but I am going to give just that one example. They are all of that flavor.

These techniques are thought to be very powerful, and some of the most effective techniques available. Which is partly true. They may be in the very short-term sense. They are also a nightmare strategically, in the long-term sense. Not only do I advise against it, I categorically consider them unethical in most situations.

If a prospective client cannot remember how they arrived at the decision to work with you [and as a good measure, if you can not easily remind them in writing over an email] then you are going to have blowback at some point in the future.

Every successful business person is a marketer and a salesperson first. If you want to be successful, you should consider that as your primary organizing principle. If you want to thrive, rather than just survive, then your primary focus needs to be on generating business and leads—and then opening those relationships.

• Are your marketing dollars working for you? How do you know?

One of the biggest mistakes a small businessperson can make is not being able to track their marketing dollars. That ad you placed—did it get any response or not? How do you know? That yellow page placement-is it increasing your business traffic? How do you know? Are your dollars well placed with the print advertising, TV spots, radio, or other form? How can you know? Did it even pay for itself? The key words you purchased on google or yahoo search—are they effective? Are they garnering traffic?

That person you are paying 10$ an hour to stand on a street corner and pass out fliers—are they even asking any questions, or just silently trying to thrust the paper into people’s hands to get rid of the fliers--bacause, you know, you pay them for how many they pass out, not how many leads you get from it.

What are you paying per lead generated with these methods? How do you track the efficacy of your advertisement and marketing and therefore make informed choices as to whether or not your dollars are well placed?

There are several ways:

One of the challenges I see so many coaches and solopreneurs struggle with is what they should charge for their services. Most do not know what they should charge. Many charge what they think they can get. Some charge whatever the next coach or practitioner charges. That is--"the going rate". Many charge what they would be willing to pay themselves. Most charge less than they are worth--while improving the lives of others dramatically.

But why? And what are the solutions to this travesty of value?

There are three primary reasons:

• Mistakingly thinking they are actually trading time for money, and/or that their services are a commodity. A thing to purchase
• Limiting beliefs; usually about themselves or the value they bring at their very core-and what they or their services are worth, what the prospective client would be willing to pay, or about money in general
• A lack of sales skill; they do not know how to create accurate yet inspiring value perceptions in the prospective client that make the fees irrelevant or appear minimal in comparison to what they are getting through the service.

How the heck do you determine or set your rate?

What are your services and/or your offering actually worth?

After the last piece on how to get clients and testimonials the same day, I had a few people ask me how to get clients if they had few or none in the past. In other words: what is the second fastest way to get clients.

The short answer is: give a talk or an evening intro to your work.

However, there are several structures you will need to have in place to make this an effective event for client acquisition.

• Give people no less than 10 days notice, but no more than 2 weeks notice about your event. This falls in the window of them making sure they schedule it, without being so far out in the future that they wait and forget.
• Give a cap to how many people will be there [limit it to 8 or 10 or 12] and require an RSVP. This does several things:
  
  • It creates more urgency for them to RSVP
  • It gives you [if you are not used to speaking in front of a large group] a manageable-sized audience so you can become comfortable with the whole affair
  • It allows you to then publish how many spots are left for the evening in a follow up email [and really, 1 email is never enough and 4 is likely too many in 2 weeks]
• Make sure you open with the fact that you are obviously there for 2 reasons [say this in the first 1 minute of your talk]:
  • To provide value such that their lives are improved whether you see each other again or not
  • "obviously" to market your services [at the end]
  • At the end, let them know what is available, but simply pass around an interest sheet that lets them opt in to a free exploratory session, or your email newsletter. Low commitment level makes it easier.
  • When you open in this manner it does 3 things:
    • it sets context and appropriately sets expectations
    • it is honest and direct and also takes away the objection they will have at the end that they were not expecting a sales pitch--tell them to expect it
    • gives them an opportunity to walk out if the do not want that experience
• Bear in mind, you have 48 hours before the prospective clients lead begins to cool off--they become less clear on what they were inspired by or moved by to ask you to contact them
• Do not waste your time or money on letting them take your card [or even having them, really, or brochures for that matter]. If you truly want to be of service, then get their permission to contact them and take the guess work and variables out of it.
• If you are publishing to multiple lists/target markets, you can do this ever two weeks, however, if you are publishing the same type of event to the same list, be aware that what happens is that if you do it more that once ever 6 weeks they will begin to take you for granted--"Oh, s/he'll be doing this in a couple weeks...so" and they won't come.

I hope this makes a difference in your life and in your business today.

In Service,