A couple of weeks ago I talked about adding free calls to your marketing plan.

Although an amazing conversion tool, you have to be using them right to make sure they’re worth doing.

So, in addition to Part 1, here are a few more ways to make sure you’re doing everything you can to turn free calls into paying clients.

1. After the call, give them a little taste of how you operate.

If you’re a coach, give them a recap of your call with a ‘next steps’ checklist that they can take and run.

If you’re a designer or have a service that provides some sort of design (mobile app, email signature, ebook covers, etc), do a quick mockup of the design and send it over. I just recently had this happen to me and I know how I felt after I got that email. Pretty amazed. If I had any hesitations about working with them before, they had all vanished.

2. Make it extremely easy on them to take the next steps.

If, on the phone, you decided that they would be a good fit for you, do everything you can to make it easy for them to start working with you.

If you need them to pay up front or put a deposit down to hold their spot in your calendar, create a Paypal button and send them the link in your follow-up email immediatlaly after the call. If you’re a coach or consultant, you can even send them a link to your calendar that allows them to choose their session date right then and there.

This makes it much less stressful on you, because instead of waiting for them email you back saying YES, you can give them everything they need and let them decide.

But, make sure to follow up with them in a week if you haven’t heard anything back.

Want to make it even easier on yourself? Create email templates that you can customize for each call. That way, you can quickly send out the follow-up email after the call without wasting any time rewriting everything from scratch.

Want to see how we can work these free calls into your marketing plan? Click here to sign up for a Free 15 Min. Clarity Call with me!

I want to hear from you!

Since the last post, what have you changed about your free calls? Did you add them into your marketing plan?

As always, leave a comment below, even if you’re just looking to say hi! I like to see who’s hanging out around here.

I wasn’t too familiar with it when I stumbled across it, but I’m so glad that I ended up going (and even more thankful they brought it to Detroit, because that doesn’t happen very often).

At the end of Erika’s presentation, they opened the room up to questions related to sales & marketing. Naturally, there were questions.

One person asked,

I get stuck when people tell me they can’t afford my services right now. They tell me they’d love to work with me in the next 3-6 months. I’m not sure what to say to that.

Tory Johnson, the host & creator of Spark & Hustle, expertly chimed in with the best response to that situation.

When a prospective client says this to you, ask them, 

If you can’t afford it now, what will happen in the next 3-6 months that will enable you to be able to afford it then?

Brilliant.

I want to hear from you!

Leave a comment below and tell me what the most common rejections that you hear from clients are & how you respond to them. Also, think about how you can use those rejections to better serve your perfect clients.

For example, when I was doing a full wave of my free 15 min. Clarity Calls last Friday, the biggest rejection was that people wanted a more intro service – one that was more affordable and less time than my full-day intensive Sweet Spot Sessions. The reason for this was because most of them already had a business started, but were feeling stuck in one or two areas.

So, based on that feedback, I created the Clarity Sessions. (Replacing the Dream Customer Clarity Session, if you were wondering). A completely customized 90 min. session (with a 45 min. follow-up call) to talk about the 1-2 areas where you’re feeling the most stuck in your business.

You talk, I listen. I re-launched this service on Friday and have already had a handful of people sign up. Tiny change, big results.

Bringing in money doesn’t have to be so hard. Most of the time, the writing is on the wall.

Maybe you’re not totally happy with what your typical day consists of, regardless of how much money you’re making.

Maybe you’re feeling a bit annoyed by your business or who you’re working with.

Maybe you’ve lost all motivation and have lost sight of your bigger mission.

These are all clear signs of not operating in your “Sweet Spot”.

How do I know?

Well, friend, I’ve been there.

About 7 months ago, I was getting all of the tell-tale signs that something was off.

I was snappy, even more sassy than usual and a little depressed with what the future of my business looked like. I was making really good money, especially considering that I had only just started my full-time biz 8 months prior. I was working in a field that I had spent 4 years studying for. I had a full roster of clients and was receiving amazing feedback from each project.

What the hell was wrong with me?

Now, because you likely don’t know me personally, some background info on me will help. I’m the type of person that is unable to go to work everyday doing something I don’t love. I’ve always been that way. It’s a blessing and a curse. A blessing, because instead of wasting 10 years doing something I didn’t love, I was able to quickly recognize my angst and move onto something that I do love. A curse, because I was the girl who continually switched jobs throughout college and only lasted 9 months at my first “big girl job” straight outta college. Some would call that flakey… I call it knowing what I want, or more importantly what I don’t want.

That’s what the hell was wrong with me.

(I also suffer from severe multi-passionate entrepreneur syndrome. It’s real, look it up.)

If I could, I would have a graphic design business where I’m the creative director but I have employees that handle the hands-on design work, a business coaching practice where I work with 20-something entrepreneurs to help them start & grow their online businesses, a non-profit that encourages & help young entrepreneurs to start businesses doing what they love and a tech-geek business where I teach entrepreneurs of all varieties how to use technology for their online businesses.

Sounds like I’m gonna need a few more hands, huh?

Anyway, back to November 2012.

I knew I was unhappy, but I couldn’t figure out why.

Was it the people I was working with, was it what I was doing, was it how much I was working… I had no clue.

So, to finally answer this crucial question, I decided to pay attention to when I felt most uncomfortable, annoyed or bored in my business.

What I realized was that it was all about what I was doing.

I could have hired an employee to take the work load away from me so that I could focus on the parts of my business that I really enjoyed, but since I wasn’t ready to hire an employee, I decided to get rid of the service altogether.

Down the road, maybe it’s something I add on when I am ready to have a full team to carry out the work for me, but at this point in my life & business, it was best to just cross it off the list.

Flash forward 7 months to present day and I’m much happier, much more motivated and loving everything about the direction my business is going in.

Moral of the story – if something is off, change it.

This is your business & your life. You have the power to make changes. That’s probably one of the main reasons you decided to start your business in the first place, right? Take advantage of the fact that you’re in charge and make the executive decision to change gears so that you feel more happy doing what you love.

I want to hear from you -

Have you ever felt at odds with your Sweet Spot?

What did you decide to do because of it?

Or, are you feeling at odds with your Sweet Spot right now and don’t know where the changes need to be made?

I can help with that. I’ve got Sweet Spot Sessions open at the end of June and I’d love to work with you! Just fill out this no-obligation Client Background form so we can get to know each other better and you’ll hear from me within 48 hours!

xx

So, you’ve got a whole week of free calls lined up. You’re confident in what you’re talking about, but you’re scared shitless to ask people to pay you for anything.

Free calls are great and all, but they’re only working if you’re actually getting paying clients from them. That’s not to say that EVERY free call will turn into a paying client (because sometimes it’s not the perfect fit), but there should be a pretty strong conversion rate once you get them on the phone.

I know how most of you feel about asking for the sale (not so great), so I’ve come up with three tips to help you convert your free calls into paying clients.

1. Only answer the questions they ask you.

Most of the free calls that we do are

• Only give them the details they’re looking for.
• Don’t overly complicate the call by elaborating or going off topic.
• Let them talk. Listen more.
• Use this time to let them ask specific questions and give them direct advice related to their business.

2. Don’t feel pressured to talk pricing over the phone.

• If you have services that are flat fees and the same for everyone, you can let them know if they ask (I also recommend putting this info on your website. No use in hiding it.).
• If you have custom services, such as web design, once they say they’re ready to get started, tell them you’ll have a custom quote over to them by the end of the night. The sooner you can get it to them, the better.

If you don’t feel comfortable talking about pricing over the phone, there’s always a way to get around it until you do start feeling comfortable talking about it.

3. Ask for the sale.

Regardless of how scared you feel to ask for the sale, it’s something that must be done if you want to book new clients.
Don’t end the conversation without asking them , “ready to get started?”
If you don’t ask, why would you expect them to initiate it. To you, it feels pushy. To them, it feels like you’re not interested in working with them. Ask them.

A few more pointers for using free calls as a part of your marketing plan:

• Record the calls – this is done for you market research that you can use in your biz when creating new offerings or blog posts.
• Keep your free calls short. The average free call is 15 – 30 minutes. If you think the call will last 20-30 minutes, then make it a 15 minute call because they almost always run over.
• Use them strategically in your client intake process. If you only have 1 or 2 offerings that are relatively high-priced, offering free calls is a great way to get your clients acquainted with how you work and allows them to ask any questions before they commit. You can offer free calls after they fill out a new client application, which allows you to get more information about their unique situation before the call. Or, you can offer the free call before they fill out anything.
• Use an online scheduler to book free calls. You want to make this as streamlined of a process as possible to make sure you’re utilizing the time you’re spending on free calls. I recommend www.scheduleonce.com, www.coconutcalendar.com & www.timetrade.com.

I want to hear from you!

Do you use free calls to book new clients?

What have you found works best to convert free calls into paying clients?

Tell me in the comments below! 

Without self-promotion or marketing, you’re just someone with a skill and a website, but no sales.

That doesn’t sound like the ideal picture, now does it?

I think it’s extremely important for every business owner to feel comfortable with marketing. If you think about it, we’re ALL in the business of marketing. We must practice it every day if we want our businesses to grow and we must do a few shameless plugs to make sure people know we’re still alive.

But, before we dive into the 3 things you must know before you master the art of marketing & sales, I think it’s important that you shift your “marketing mindset” – what I like to call THE MARKETING MINDSHIFT. Clever, I know.

Now that we’ve got that covered, let’s go over the three things you need to understand in order to make sure your marketing efforts work for you.

1. What do you want to be known for?

Understanding what you want to be known for will shape your entire business. It’ll shape what content you write, the people you surround yourself with and the bigger message that you’re sharing with the world.

2. Who do you want to help? Who are your dream customers?

This is the most important thing that you need to understand if you want to be a successful marketer. If you don’t understand who you want to help and you don’t understand everything there is to know about your dream customers, you won’t be able to write sales copy that speaks directly to them. You won’t be able to use their exact language when writing your website copy or creating your new offerings.

Becoming extremely clear on who you want to work with and narrowing in on what you think is already a narrow niche will set you up for more success, especially in the early stages of your business. After a few years, you’ll be able to target a much broader group of people because you’ve already established yourself as a leader in your industry.

3. What problem can you solve for your dream customers?

This is the most important question to understand if you want your business to make money.

And you know how I feel about this – if you aren’t making money, you don’t have a business, you have a hobby.

Going back to #2, once you truly understand who your dream customers are, it’ll be easier to understand what their biggest frustrations and pain points are. You’ll understand what keeps them up at night and how you can solve that problem for them.

You also need to listen to what your dream customers are already saying by finding them online and paying attention to them.

You can interview your dream customers and ask them directly.

Now I’d like to hear from you

What are your biggest frustrations with marketing and sales? I’d love to know so that I can be sure to include it in an upcoming course that I’m putting together.

Leave a comment below and let me know!

background image credit

Do you have the same problem as me?

You want everything… like NOW.

You want to launch that new course, and that new ebook and that new service… like NOW.

But, you can’t seem to focus on just one thing long enough to launch.

I’m working on it, but thanks to talking with a lovely coach, we’ve come up with my new motto:

It’s posted on my computer and I repeat it to myself everyday. The point is – take it one project at a time, do a fantastic job, rest and then move onto the next one.

Oh, and pin that sucker up there! It’ll be a constant reminder to you every time your creative mind starts to wander to the next project before you’re finished with the current one.

If you need help planning your goals and projects for the year, pop your name and email in the box below this post or on the sidebar to receive instant access to my free creative entrepreneur toolbox, which contains a 90-day planning calendar.

I want to hear from you!

Do you struggle with wanting it all NOW? How do you plan out your year of project priorities? What (if anything) has worked for you when focusing on one project at a time?

Tell me in the comments!

Are your products moving like molasses off your digital shelf?

A lot of clients come to me because their products and services aren’t selling.

They are usually very experienced and have the skills to perform the service, but nobody seems to be emailing or purchasing.

This can be extremely frustrated, because without sales, you don’t have a business.

I also find that most people aren’t making it easy enough for their perfect clients to hire them. You may think you’re making it easy enough, because it’s obvious to you what they should do next. But, don’t let this way of thinking cause you to lose valuable clients and money.

3 things you can do to make it easy for people to HIRE YOU:

01. Are your services easily accessible on your website?

For example, if you’re a web designer, does your navigation say “DESIGN” or does it say “HIRE ME” or “WORK WITH ME”?

Do you see how the latter two are much more clear and actionable? You are making it easy for your readers and potential clients to say YES to working with you.

Here are a few examples of navigations done right:

HOMEWORK: Take a look at your site and make sure your navigation and structure is CLEAR! Better yet, ask 5 of your dream customers for feedback on your website that aren’t super familiar with it already. Ask them what you could do to make it even more clear. If you’re struggling here, it will help to create a website map to help you understand where you want readers to go next after each page.

I created an exercise just for this step, so if this will help you, you can download the worksheet by clicking here. 

02. Is your new client intake process easy and clear?

Do people know what to do next once they’ve decided that they want to work with you? On your Work With Me page, are you telling them what the next step is?

Please, for the love of all things business, DO NOT just state what you do without a clear call-to-action on what your readers should do next.

For example, staying with the web designer, from your Work With Me page, you should have a CTA that says something like:

“Like what you see & want to work together? Click here (link to new client intake form) to tell me a bit about yourself, your business and this project.”

Here’s my exact client intake process:

HOMEWORK: If your current client intake process isn’t working as well as you hoped it would, switch it up! Try out something new for a week, see if it works any better. No? Switch it again. Keep tweaking until it works the way you need it to. Not sure what you’re doing wrong or what you could do instead? Sign up for a Brand Review. I’ll tell you straight up. 

03. Did you fall for the wildly misleading “build it and they’ll come” myth?

So, you created a new offering, you put up a new page on your website for it and you clearly led them through the steps they should take to hiring you?

But, you didn’t build up any momentum behind the new launch or position your new offering correctly. You’re relying on your website alone to do the selling for you. If only it were that easy, huh?

When people fall into the trap of, “if you build it, they will come”, they’re going to be left disappointed and with an empty bank account.

If you’re excited about your new offering, why should other people be excited about it? If you’re not positioning it as the solution to your perfect client’s biggest frustration, why should they buy it?

Here are a few ways to build up hype for your new offering:

• Make it a party. Invite people to a special teleseminar or webinar with giveaways (including your new offering) and valuable info.
• Give your email list a special VIP offer. Think an introductory rate, a discount (I’ve used discounts in the past, but have decided to stay away from them going forward because I don’t want to dilute my brand), up-sells : give them a complimentary hour of 1:1 time with you if they sign up by a certain date, etc.
• Create a series of blog posts that position your offering as a solution for your perfect clients. Easiest way to do this? Identify your perfect client’s 3 biggest pain points when it comes to your topic and reverse engineer your blog post so that one of the solutions to their pain points is your offering.

HOMEWORK: Pick one of the above ways to build hype for a new or existing offering and DO IT! Or choose your own way. Either way, tell people about it, show people what problems you can help them solve and position the offering as something extremely valuable and exciting.

Are you following all of these steps, but still aren’t seeing the new clients roll in?

The biggest mistake I find is usually within the new client intake process OR a problem with the offering itself.

My business is all about experimentation. I test and test until I find something that works.

For example, for my Sweet Spot Sessions, I found that the process I’m using currently (with the client background summary) was the winner. Before I landed on that client intake process, I had a couple of others that didn’t convert so well.

What’s the only way to know if a different client intake process would work better than the one you’re using now?

TEST IT!

Seriously, that’s the only way you’ll know. I wish there was a universal answer for every business, but your perfect clients are custom to you. They’re going to prefer one process over another. Your goal is to identify what that specific process is that makes it extremely easy for them to hire you.

Next week, I’m going to talk about my previous client intake processes and how I landed on the one I currently use. Who knows, one of the processes that didn’t work for me might be your perfect solution!

What’s your take on this topic?

What is one thing that you could do to make it easier for people to hire you?

Leave me a comment below and commit to taking action on what you’ve learned.

Have a question related to one of the tips mentioned above? Leave me a comment so that the entire community can see it. Chances are if one person is wondering, another person it, too!

See you next week.

We compare ourselves to the successful women who have been in business for 10 more years than we have and we want what they have… like, right now!

We compare ourselves to the successful women who seem to be overnight successes and you start to wonder, what did I do wrong?

We compare ourselves to the girl who seems to make shit happen, all the time, on a consistent basis.

We compare ourselves to the mentor who seems to have it all figured out.

What we don’t realize is that they all possess one thing.

Clarity

Having clarity on your brand and business includes understanding what your values are, what your mission is, who you want to help and what you want to help them do or conquer.

When you have clarity in your business, you stop comparing.

When you understand exactly who you’re brand is communicating with, you stop comparing.

When you understand the mission that you’re on and the value that you provide your clients, you stop comparing.

Helping you find clarity in your business so that you can push through any mental setbacks is what I do best.

Do you need help filtering through clutter, uncertainty and confusion?

I’ve combined what I’ve learned through my previous coaching services, my brand development & design clients and my Sweet Spot Session graduates to create the ultimate VIP package for women entrepreneurs who are ready to bust free from the roadblocks, self-doubt and confusion in their business. One day is all it takes. I’ve seen it work every single time. I’ve never left a coaching session with a client and not seen dramatic results soon after.

This new & improved, total-business-transformation session (AKA, Sweet Spot Session) is priced at $1,500 and includes:

• a welcome package and 17-page Pre-Session Playbook to address your biggest business concerns and work through exercises that will start to bring more clarity before we even talk 1-on-1
• a 4-hour private session via Skype or phone to work through your biggest branding and marketing roadblocks and develop a plan to help you bust through the clutter and create a business that represents you
• a complete & customized brand review of your current identity, website and social media presence, along with video screencasts of me walking you through minor changes that will create dramatic shifts in your business {NEW}
• a customized Brand Blueprint that lays out (and sums up) everything we talked about during our time together, along with a detailed action plan and roadmap to guide you through the next 3-6 months
• a 1-hour Skype or phone call, one month after your session to review your progress, make any changes to your plan and give you a chance to ask for personalized feedback {NEW}

But, this doesn’t work if the results are left only up to me. It’s all about the follow-through, baby. Taking action.

Which is why I’ve also created a more long-term relationship option for us.

My 3-Month Brand Intensive program is an extended version of a Sweet Spot Session and provides the accountability that entrepreneurs, like you and I, need in our business.

This program is all about using what we create during our 1-day intensive to make major shifts in your business in order to bring more clarity, more confidence and MORE PROFITS. This is a 3-month program that begins immediately after your Sweet Spot Session. It includes weekly action emails, monthly Skype or phone calls and marketing plans galore. Right now, this is the ONLY opportunity to work with me on a long-term basis.

This program only has 15 (12) spots open for the rest of the year. More information on this here.

If you’re ready to book your spot now, you can click here to get started

After you’ve filled out the application (I want to make sure you’re as serious as I am about making big leaps towards growth), you’ll hear back from me to set up your session date or to answer any questions.

If you’re not quite ready to book, but want to be notified about additional offerings that are releasing soon, you can click here to sign up

To read more about the Sweet Spot Sessions or read what my Sweet Spot Graduates have said, click here. (Massive amounts of clarity seems to be a common thread!)

Even if you choose not to book right now, I hope that you can gain massive amounts of clarity by reading through my blog posts and subscribing to my email list for exclusive content that nobody else reads.

Where would you rather be in five years?

Commuting 1 hour each way to your 9-5, Monday through Friday. Your boss doesn’t respect you, you’re just another number. Your salary is sub-par and you’re working week-to-week just to get by. You have weekends free, but only 2 weeks of vacation per year. You constantly wonder “what if I had started my business five years ago like I had wanted?”. You’d hoped to work on your business part-time until it took off, but by the time you get home from your job, you’re exhausted, uninspired and doubtful that it will ever work. You know you were meant for bigger and better things, but you never took that risk on yourself. You played it safe.

or…

Working from a comfy home office with your dog snuggled up against your feet. No boss to check in with. No 1 hour commute to a cubicle. You choose how you spend every day. You take your kids to the park every Tuesday afternoon and meet up with your friends for lunch every Friday. You work less than you did at your day job, but you manage to make more money than you could have ever imagined. You take 2 months off every year to re-charge and relax… because you can. You’re inspired every day. You wake up on Monday morning ready for the week. You took a risk. You bet on yourself.

Which would you choose?

When you sign up to my email list, I ask everyone a question in the first email:

“What is the one thing holding you back from starting or growing your business”

The top 3 responses:

FEAR, MONEY & TIME

My response to ‘money’: it costs $8/year for a domain name, about $6/mo. for hosting.

My response to ‘time’: everyone has the same 24 hours in a day, 7 days in a week, etc. It’s what you choose to do with your time that counts.

My response to fear is a bit different. That’s something that most of us can relate to. Before anybody starts their business, it’s only natural to be fearful of the unknown.

But, just like any other activity, the fear starts to go away after you’ve been practicing for a while.

Here are four ways to overcome the fear of starting your business:

1. Understand that everyone fails

The only people who don’t fail are the ones who never take risks. They’re also the ones who will never be able to experience the freedom and thrill of owning their own business.

Look at Russell Simmons, for example. Here’s a quote that I pulled from this article (which you should also read):

“Many of my biggest business endeavors were failures before they became a success. Some failed for as long as six years before they hit.  Everyone around me thought I was crazy. You just have to stay at it.” — Russell Simmons

Many successful business owners have failed. Scratch that – MOST successful business owners have failed. It’s what they did after they failed that made the difference.

Here’s another awesome quote, just because I love me a good quote:

“Failure is an event, never a person.” — William D. Brown

2. Consider your worst-case scenario

How bad is it? If you ever find yourself in your worst-case scenario, what are some things that you can do to fix your situation?

For example, if you quit your job and don’t end up making as much money as you thought at the beginning of your business you could always take on a part-time job until your business takes off.

When it comes down to it, your worst-case scenario isn’t normally as bad of a situation as you assume. There are always things you can do to reverse it.

3. Consider your missed opportunities

For me, the fear of NOT starting my business and always wondering what if far outweighed any fear of failure that I might have in business.

I’m so scared of what I could miss out on, that not taking action is out of the question.

I use fear to give myself the momentum to prove myself wrong. To shock those around me who were also doubtful.

What are some missed opportunities that you might have if you let your fear win?

Some of mine include: financial freedom, living my desired lifestyle, 8 weeks of vacation every year, daily freedom and being able to make a difference in people’s lives by helping them create their dream business.

The question is – could I live my entire life never knowing what could have been?

4. Have a solid foundation and vision in place

I believe that what causes most creatives to never start their business is not understanding how the business side of things will work.

As a creative, you tend to focus more on the actual skill that you can offer, but neglect the side of business that enables you to make money from those skills.

It could any (or all) of these struggles that cause this fear:

• You can’t clearly explain WHY people should trust, believe and buy from you.
• You don’t feel confident in what you’re offering, because you’re scared to death of the ‘S’ word – SALES!!
• You don’t know who you’re selling your services to, so you’re unable to connect on an emotional level with the people who are willing & ready to pay for what you’re offering.

Having a solid foundation in place that clearly lays out all of the above, will eliminate so many fears and allow you to feel confident and clear in your business.

Time for action -

If you struggle with fear, go through each of these ways and get real honest with yourself. I’ve created a fillable form PDF to help you to work through each question.

Download it here, save it to your computer and fill it out.

If you’re still feeling the fear, come back here and tell me what you’re thinking.

I want to help you however I can, and you never know who else could be reading – there are always people ready and willing to help out.

If you think this article will help out a friend, please share it using any of the social buttons below. I’d appreciate it and I know they will, too.

Also, if you like what you’re reading and don’t want to miss a post, you can sign up below this post to get them delivered straight to your inbox for free every week.

Or you probably think you’re teaching people how to write their own website copy.

Or maybe… you think you’re selling an ebook on how to find more clients.

I can confidently tell you that what you think you’re selling isn’t what you’re actually selling.

[ tweet this ]

The entrepreneur selling an online course on how to incorporate healthier eating habits into your life is ACTUALLY selling self-beauty and self-acceptance. Their selling the benefits of the product, not the features. They’re helping you feel great, feel healthy, look good, and be more confident in public.

The entrepreneur teaching people how to write their own website copy is ACTUALLY selling the ability to express yourself through the written word so that you can turn the right people into your raving fans. Again, the benefits of the service… not the features.

The entrepreneur selling an ebook on how to find more clients is ACTUALLY selling financial freedom and business confidence. Once again, they’re selling the benefits of find more clients, not the features (how they’ll actually find more clients).

Here’s an example that we can all relate to:

See the pattern? Fantastic! Let’s move on.

Okay, that’s great Amanda, but how do I apply this to my business?

I hear you. Here’s what you should look at first:

1. Start by looking through your current offerings. Take note of how you’ve been presenting these offerings to your community. Are you focusing more on the features and steps rather than the emotional connections that you can and should be making with your perfect clients.
2. Ask yourself this question: What is it that my customers actually want from my offerings? What benefits are they looking for? What outcome are they looking for? What return on their investment are they hoping for?
3. Re-work your offerings, your copy, your website. Start with the benefits of each offering, followed by the features and how it’s going to work. It helps to start by relating with your people and acknowledging how they feel at this moment. Then, tell them why your offering

This is a great exercise for those who have offerings that are moving like molasses off the virtual shelves.

It’s a great practice to take a step back and look at why your offerings aren’t selling like you had hoped. How are you positioning your products? Are your services telling people what they could gain after working with you? The fears that they can finally alleviate? The goals that they can finally cross of their lists?

Want some help clarifying what you’re actually selling so that you can relate to your client’s on a much deeper level?

I work through this process with my Sweet Spot Session clients and it’s proven to be one of the most important exercises, because once you can correctly identify what you’re actually selling, you can see your offerings through your client’s eyes – an invaluable tool to creating offerings that actually SELL!

I’ve got spots open for May 2013. You can find out more here and book a free 15 min. call with me, if you’d like.