thoughts on approaching a hub

By: | Published: January 27, 2011 · Leave a Comment

11jaime thoughts on approaching a hubToday I had a fun chat on googlechat with my pal Jaime Almond about how one goes about approaching a hub. And I thought I’d share it with you here.

Jaime: I totally want to see you do a Become a Super Hub workshop
have it be really hands on
that would be so much fun

me: i’m thinking of organizing a hubs gathering in Ontario in the fall (maybe the spring?)

Jaime: ohhhh do a workshop first

me: but like a gathering for people like you, me, alex, rhonda etc
a 2-3 day retreat to get to know each other better and learn from each other

Jaime: that would be AWESOME

me: but yeah. i totally want to do a workshop like that.
i was super bummed i really missed out on covering the hubs stuff at my last RBI. grrrr.

Jaime: you know what would be a cool article
all the different ways to approach a hub and build a relationship

me: oooh. nice
let’s brainstorm now
1) comment on their blog
2) send them an appreciative email

Jaime: Twitter

me: 3) offer to take them out for lunch

Jaime: Offer to do something to help them out
so I heard a great one yesterday
so a blogger website did regular webinars.. a long time participant approached them and offered to make an add on product for what they were already doing – cliff notes and mindmaps for every webinar
they created it into a membership site
and made it an upsell

me: i love it. invite people to their events – become their unhired promoter

Jaime: connect them with good people and opportunities.. for example when I was interviewed by The Globe and Mail, I put them in touch with a local hub so she was featured too
You could also send them things that might be interesting or helpful..
someone emailed me yesterday to let me know of a spelling mistake on my site.. her intention was to be helpful, not to correct me

me: nice.

Jaime: for me it’s about helping them get what where they want

me: i think there’s also a subtle wrinkle here of not being a suck up. not coming to them from a needy place

Jaime: right

me: if someone comes to me from a solid place of self respect but also appreciation then i’m open to them
but if they’re pedestalizing me that feels really uncomfortable.

Jaime: you have to be thinking about planting seeds of a relationship instead of getting something

me: totally.
i just spoke with someone the other day about the whole idea of ‘being of service’
and how that can feel gross
that ‘serving people’ can be a subtle way of ‘trying to get something’

Jaime: yeah.. you can feel the intention

me: and that can be trying to get ‘influence’ or ‘approval’
or
‘money’ or ‘status’. so many things

Jaime: yeah status is a big one when people don’t understand what it really means
that your status raises with people when you make them feel good about themselves.. when you want something they go into defensive fight or flight
me: so i think there’s something about not overdoing it. staying in integrity. like years ago there was a potential funder i was trying to woo – and so i spent a lot of time just helping him with things and getting to know his mom etc. and then he totally sniffed out my intention of getting his money and he totally vanished

Jaime: right.. it happens with guys with relationships all the time.. the second they smell commitment… icon smile thoughts on approaching a hub
it’s the same thing thing though.. pushing an agenda at the inappropriate time can kill any type of relationship.
so maybe there are roads to accessing a hub
1. become friends.. no agenda at all, but later it could come up.
2. be a connector for them – help them, send them opportunties and introductions etc.. become their peer.
3. Business partners.. out right proposition them about business, but do it with integrity so it’s Win/Win and they don’t feel like their was any alterior motive

me: totally.
nice!
can i post this convo on my blog?

Jaime: of course

me: woot!
i have to run but talk soon icon smile thoughts on approaching a hub

Jaime: send it when you post it
I’ll share it

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: becoming a hub, identifying your hubs - Tags: , , ,

green, indigo and foodie drinks

By: | Published: January 24, 2011 · Leave a Comment

162040 116771501728270 8152700 n green, indigo and foodie drinksYou may have heard of Green Drinks. It started in England years back and now is in over 600 cities globally. It’s an event where people in the ‘green scene’ (e.g. academics, entrepreneurs, ngo or government workers) can get together to meet each other in a casual environment.

We host one here in Edmonton and it goes really, really well. We just had one on January 18th and it went super well.

41597 129924477041296 9557 n green, indigo and foodie drinksLast year, we hosted an event called Indigo Drinks – which was about bringing together people in the Edmonton holistic health scene. We got about 50 people out and it was a huge success. In the end, the group hosting it needed to step back so none have happened since then – but I think it will be coming back.

Well, here’s another event – for folks passionate about local food. Some words from their facebook event . . .

161958 163586817020845 3045149 n green, indigo and foodie drinks“Foodies” aren’t just those who care about the best dish – they care about expanding access to healthy food, supporting farmers and animal welfare too.

Come out to the next casual get together for Toronto’s food movement, this time at the Gladstone! The Gladstone serves local, sustainable food certified by Local Food Plus and does much more to support local farmers and the environment: http://www.gladstonehotel.com/about/philosophy/food-philosophy
The new Gladstone is celebrating its fifth anniversary, but this bar’s been rockin since the 1890s.

This month we’ll again be highlighting a local non-profit and business. We’ve confirmed the business will be http://bufco.ca/

Event is free, but we encourage you to make a $10 donation if you’re able to help us cover costs of organizing events and pushing good food policy forward at City Hall.

I chatted with Foodie Drinks founder Darcy Higgins and asked him some questions.

How did this all get started?

There is a lot of energy in Toronto’s food movement. I wanted a casual opportunity for folk involved in many different aspects to meet, mingle, have some fun and share ideas. Green Drinks, started in England (of course), now happens in cities throughout the world. The food movement here is big enough that it deserves it’s own meeting spot.

How often are you planning to run this? And what’s the response been so far?

We plan to have monthly events. January’s will be our second. The response was really good for the first – folks really enjoyed the night – and it’s going to be bigger this month.

Who is this event targeted to?

I’m hoping that staff and volunteers from local food organizations will come, students, workers and entrepreneurs in new food businesses and various parts of the sector, and people just interested in the issues or looking to be involved.

What impact on the community are you hoping this event will have?

I hope that the event supports a scaling up the positive local activity and brings together people to see themselves as part of a larger movement for change in the food system. (People are broken up into working for better food access, sustainable production, urban agriculture, etc. but the problems parts of a better food system, where the problems are symptoms coming from broader system issues.)

If the above happens, we’ll be in a better position to work together for broader policy and system change, which is Food Forward’s piece in making change. I’m hoping that people will learn more about what Food Forward does and continue to watch and get involved.

What are you charging for the event?

At the first event we asked attendees to donate to “buy a drink for Food Forward”, basically help us out a little bit. We want anyone to be able to attend, but if you can afford a drink, maybe you can also skip one and donate five or ten bucks. Food Forward depends on contributions from individuals and group, so this i an opportunity for people not already giving a monthly donation to do o at our event.

What exactly happens at these events? What’s the program?

For each event we are inviting a local food business that’s doing sustainable work, as well as a food-involved non-profit in the community.

What’s in in for Food Forward as a hosting organization?

So at Foodie Drinks people will get to learn a bit about what Food Forward is up to as well as other local events, as well as get a quick profile these two groups – about mid-way through the evening. Other than that it’s just casual opportunity for discussion.
This month will be Not Far From the Tree and Backyard Urban Farm Company – both also very interested in food policy and supportive of our work.

Why did you choose the Gladstone as a venue?

We chose The Gladstone Hotel this month because of they sell Local Food Plus certified foods along with local brews.

How many people came to the first one and how many are you expecting for the second?

We had about 40 people to our first event. For January 31st I’m actually guessing closer to 60-80 people.

And how did you market it?

We’re using our Facebook group/event, Twitter, friends posting through social media, our and other email lists and event notifiers, universities lists.. aside from these the Gladstone is doing a great job helping us by putting the event in their social media and listings, including their ad in NOW and EYE magazines.

And what was the best form of marketing for you?

I’d say building up our friends and contacts through and then letting them know through email and Facebook. Contacting individuals directly and they help spread the word to more networks. And people will then make the effort to come out if they think the event’s “a great idea”.

Consider the advantages of hosting this kind of gathering:

  • it brings your community together and tightens it. Deepens the relationships. This is like taking care of the fertility and health of the soil in your garden. It doesn’t GROW anything – but it makes all growth possible. Trust is the health of the soil in human community.
  • it connects people who might otherwise have never met and gets people out of their silos.
  • the seeds of new projects are planted. They might take years to take root and grow – but without this space – nothing would have happened.
  • it’s sustainable. How hard is it to get a venue and spread the word? Not very.
  • it can position you as the hub if you’re the one hosting it. It can bring together your ideal hubs and prospective clients. They come to you! How easy is that.
  • super fun! You’re bringing together a tonne of like minded people. Woot.

QUESTION OF THE DAY:

What event could you host for YOUR community?

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: becoming a hub, event promotion, Niche Marketing, Parties - Tags: , ,

How to Fill Your Events By Simply Being Love

By: | Published: January 20, 2011 · 1 Comment

11 suzanne How to Fill Your Events By Simply Being LoveOne of the most brilliant and beautiful minds in conscious marketing today is Suzanne Falter-Barns. A lot of people ‘talk’ about spiritual marketing – but it’s often from a ‘how do you USE ‘the secret’ to draw in more clients’ and Suzanne’s approach feels so much cleaner, clearer grounding and uplifting to me.

I commend her upcoming Spiritual Marketing Quest to you. I might just be going myself.

I’ve had a really interesting mind shift today as we begin to invite people to join us at our next Spiritual Marketing Quest in April. What Spirit has shown me is that our natural inclination is to go ‘get people’ … and boy, that is the essence of Old Paradigm marketing. Control, force, manipulate. These days, it just doesn’t work.

The opportunity in promoting any event is to invite people in … just like you would invite dear friends over for dinner. That’s how you want to think of it — like you’re pouring the Chardonnay and cooking up a little something for these folks you just LOVE to have over!

Because in truth, these ARE dear friends you’re speaking to.

They love what you have to say, they follow your words, they are engaged in your work … they even want to know details of your personal life on Facebook (for instance, I recently got 55 comments and ‘likes’ when I changed my FB status from Single to In a Relationship.) And I didn’t personally know most of those who commented!

So who’s to say you’re not speaking to friends with your work … even if you don’t actually know these people? They are still involved in who you are — and so the way to approach them when creating, say, an event is simply to graciously invite them in.

Share from your heart what you love about the upcoming event, what excites you about doing the work, why you are doing it in the first place. You want to engage them in the conversation about it — as opposed to just thrusting the event at them and needing them to get in.

Think about it … when inviting good friends to dinner you wouldn’t call them up and say ‘OK, dinner’s at 8 and I’ll need you to be there.’ Instead, you engage in conversation because you want to hear how they’re doing, and share what’s new with you. And then you ask them. Or you send them a beautiful invitation that is gracious and welcoming. You tune into them … you read them. You feel them. And then you share your heart.

For example, about the Spiritual Marketing Quest I would say this is the work we were born to do. When we get these conscious entrepreneurs in the room, something magical happens — a love vortex is created that expands and fills every heart in the room, so people are changed by it. It’s an experience in the Divine that is directly applicable to business…. It’s our offering of love that leads people gently and powerfully into their own greatness by helping them set themselves apart on the Web and attract more people.

As opposed to just saying, “Come join us at the Quest. It’s good for your business. You’ll learn new strategies for defining your market, and standing apart on the Net. You’ll love it!“

That’s marketing with love, and it makes all the difference in how your business rolls these days because people no longer are willing to be told what to do by advertisers. Interruption Marketing — as in those TV spots you’ve gotten good at avoiding with the Mute button — is dying, as is television as the primary way to reach people. Now we need the warm, fuzzy, relationship building Internet because we, as consumers, have changed!

This is great news as we enter more deeply into The Great Turning in 2011. May you enjoy all the benefits of marketing with love … it’s powerful stuff. (And yes, that’s just what we’ll be teaching at the next Quest.)

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: becoming a hub, marketing philosophy - Tags: , , , , ,

guest blog: From Hijacking to Rainmaking

By: | Published: January 11, 2011 · 1 Comment

11jaime guest blog: From Hijacking to RainmakingYou’re reading this post because I have a blog and a website. And that is almost entirely due to the incredible support and brilliance of Jaime Almond (pictured right) of www.rockyourniche.com.

The other day, she was browsing my blog and came across my blog on the phenomenon of Hijacking in business. And that inspired her to add her brilliant thoughts . . .

Tad wrote a great post about Hijacking that talked about the 4 major ways that people hijack at events and in business social situations:

How to be a Hijacker

1. Hijacking a table – people who leave cards or brochures without permission of the organizer.
2. Hijacking a brand – using a competitor’s brand to try to promote their brand.
3. Hijacking conversations – when someone jumps into a conversation without understanding what it was about and then taking it somewhere else.
4. Hijacking people’s wisdom – using other people’s content without permission and passing it off as their own.

I would like to add two more to the list:

5. Hijacking people’s inboxes:

This happens after the event.  You have given your card to someone and they add you to a mailing list without your permission.  Usually, there is no way to get off the list without emailing them directly because they aren’t using proper mail management software like Mailchimp (check it out if you don’t have one – it’s free until you reach 500 subscribers).

Apart from being rude and forceful, it’s actually illegal to send a commercial message without permission being granted by the recipient or without a way for them to unsubscribe.  For full details of this you can see the Bill C-28 .

6. Highjacking Facebook threads or other online social forums:

Tad and I ran a workshop together a couple of years ago.  One person came to the Facebook event and started posting her own stuff about her cause all over the page – she added pictures, links and all kinds of stuff.  It was rude, inappropriate and completely out of context.  We deleted it all, but it left a very bad feeling.

I’ve also noticed that some people don’t take the time to visit people’s walls and post updates.  Instead they just see something in the News Feed and post it directly on to that conversation.  An extreme example of this was my partner Krister had posted an update asking to borrow something from his network.  His mother then threadjacked to give an update that ended with his grandmother having cancer.  No one was going to post after that.  It killed the thread and he had to repost it.

I think everyone has experienced hijacking in one form or another and it doesn’t feel great.

How to become a Rainmaker

1. Become a Giver

Generally, people hijack in business situations because they think it’s going to get them something.  The problem with this behaviour is that it comes from energy of taking, instead of giving which is far more effective in building business relationships.

To be a giver, you can’t have expectation of getting anything in return.  You might, you might not.  If you do, it could be tomorrow or it could be in 2 years.  Usually relationships take time to build and hijackers think about the short term, rainmakers build relationships for the long term.

2. Stop looking for clients

It’s unlikely you are going to get a client at an event by going out there and pushing your services, so change your focus.  Instead, work on boosting your profile by getting well known in your niche or networking to find referral partners.

The best referral partners are people who also serve your niche but don’t compete with you and who you can also refer business to.  If you met someone who could be a good referral partner, you can initiate a follow up conversation by saying “I have clients that need your services.  Let’s get together for a coffee and explore this”.

3. Introduce Yourself To The Organizer Before The Event

  • Phone the organizer and introduce yourself.  Ask questions about the event and find out who will be in the room.  Ask them if there is anyone they recommend you meet.  This simple step will help you get more out of the event no matter what happens.
  • Offer to share the event with your network on Facebook. This doesn’t cost you anything if you are going anyway.  You can simply post “Hey everyone, I’m going to this event, it looks great because of X.  Does anyone want to come?”  By mentioning it to the organizer, you now have made them aware that you have shared it and that could invoke feelings of reprocity from them.  They may go out of their way to introduce you to people at the event.
  • Offer them something (they will want).  Depending on the situation and your business, you may be able to offer them something that has a mutually beneficial outcome.  For example, if it’s a day long event, and you are a massage therapist, you could offer to give 5 minute seated massage during the lunch break.  Or if you are a holistic practitioner, you could offer to bring a healthy snack where you could introduce it with the health benefits.  If it’s a networking event you could offer to donate a door prize.  This type of offer usually allows you to usually allows you to stand up in front of the room and introduce yourself.  I’ve found it’s the most effective way for everyone in the room to know your name and what you do.

4. Be an Ambassador at the event

An ambassador acts like a host to help make other people comfortable.  They ask a lot of questions and don’t try to dominate the conversation.  They find ways to include others and introduce new comers to the conversation.  This is the true meaning of “working the room”.

People love to talk about themselves and their passions.  By finding out about them, you are helping them become interested in you.  If they are interested, they will ask about you.

I find it very helpful to take notes about people discretely because if I met 20 people, I can’t always remember everything.  Don’t do it while they are talking to you and definitely don’t write on their card as this offends some people.  Sometimes I do it straight after the event while it’s still fresh in my mind.

My ultimate goal is always to get in front of as many people as possible and the best way to do this is to speak in front of the room.  At one business group I attended as a guest, there was a series being done on getting great testimonials.  I went to the to person who had been doing it and told him my best tips and he asked me to stand up and share them with the room.  When I offered them to him, I didn’t expect him to give it to me, I was happy to let him use them, but it turned into a great outcome for me.

4. Follow up sincerely

Follow up in email the next day with the following 3 types of people:

  • Potential Partners – people you met that could turn into a great business relationship.  Start by reminding them about you through referencing something you talked about because they may not remember you.  If you discussed a follow up coffee at the event, remind them, if not ask them now if it seems appropriate.  Try to give them something in the email, like a link to an article or a resource they will like based on what you talked about.
  • Potential Clients – only follow up with potential clients to offer a follow up consultation or phone call if they specifically asked, otherwise, send them something useful based on what you learned about them and ask if they want to connect with you on Facebook or Linkedin.  Then make sure you share great stuff with your network and comment on their stuff.
  • The Organizer – email the organizer and thank them for the event and tell what you enjoyed about it.  As someone who has organized events, I have received very few thoughtful thank you messages afterwards.  They will be grateful to hear it and it will help you to continue your relationship with the organizer.

If you’re needing help with your online presence (e.g. website, facebook, twitter, linkedin etc) then I can’t recommend contacting Jaime Almond enough. She’s brilliant.

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: becoming a hub, identifying your hubs, Networking, Parties, Uncategorized - Tags: , ,

Share a story about ‘gross marketing’ . . .

By: | Published: December 14, 2010 · 34 Comments

1squinting 198x300 Share a story about gross marketing . . .Sometimes marketing can be inspiring.

Other times it can leave us feeling really, really horrible.

And I want to invite you to share you stories of when it’s felt really awful.

Why?

Because I’m working on a book (working title: ‘Marketing for Hippies’) and sometimes the best way to help explain the difference between conscious and unconscious marketing is through stories.

In a few weeks, I’ll be inviting you to share stories of the most inspiring and uplifting marketing you’ve ever experienced – but let’s start here.

My story:

Speaking for myself, I can say that I’ve been on the receiving and giving end of this.

STORY #1: A bit about my sortid past – early in my career (like almost 20 years ago), I worked for a well known personal growth company. I would follow up with leads and try to sell them into the seminars. I was taught to put myself into a peak state and be absolutely certain that our programs could help them.

I was never told to use high-pressure tactics – but if you come from the place of absolute certainty ‘what i’m offering can help everyone’ and your objective is to get them to ‘say yes’ – well, that’s where pressure comes from. I hadn’t figured out that getting them to say ‘yes’ wasn’t the real goal in a conversation like that.

I remember one call, blindly trying to ‘close’ someone. I kept asking for some info from him (perhaps his credit card number? I can’t recall) and when he’d say ‘no’ I would just change the topic and then ask for it again, directly, in a few minutes. In the end, he was laughing at the absurdity of it. He couldn’t believe that I couldn’t accept him saying ‘no’.

It was ridiculous.

It was pushy and gross.

LESSON: Graciousness. The importance of really being okay with ‘no’ and being able to let go and bless and release when it isn’t a fit, or isn’t working vs. holding on and pushing harder.

STORY #2: Another time, I was speaking with someone and trying to convince him that our new three hour program would absolutely change his life. We must have spent 45 minutes on the phone. He’d attended the same event a year or so previous and it hadn’t lived up to the hype on it. I was basically inviting him back to the same event. But we’d renamed it and changed it mildly. He ended up coming – of course it didn’t change his life and he was disappointed and I felt so empty and terrible for my lack of integrity.

Because I hadn’t really believed it would for sure change his life. In fact, I figured he was probably right – but it meant money for me and it also meant that I’d get the approval of my bosses for convincing someone to come and ‘getting past their objections’.

I didn’t sleep well in those days.

LESSON: Integrity. I didn’t really believe in what I was selling. And when I am selling something I don’t believe in I might temporarily meet my need for security (via money) but I sell out my integrity. And that not only feels painful for me but makes me a terrible guide for others. When I stay in my integrity I can genuinely become a trusted advisor – because I’m really being trustworthy.

STORY #3: I go to a smoothie shop and ask them if they can put the smoothie into my Nalgene container. They say they can’t due to hygiene reasons. But, they offer, I could buy one of their reusable mugs.

I tell them this makes no sense and is obviously a blatant upsell.

She’s very apologetic and I assure her I’m not personally upset with her but that I think the policy is ridiculous. It made me feel like I was being lied to right to my face and given a bullshit rationale for them wanting to sell their mugs. It was done under the guise of ‘it’s better for the environment’ but that really wasn’t their primary concern. They didn’t actually care about the cleanliness of the mug – they cared about making money – and they weren’t honest about that.

I clearly didn’t need a mug – but they tried to sell it to me anyway. I wrote the company and they ended up stopping that policy. I’m sure many others wrote in too.

LESSON: Be honest about your motivations. People know you have selfish motives. You need to get your needs met. And that’s okay. But don’t ever lie about why you’re making an offer – or why you have a certain policy. If she’d said, “You know what – we don’t pour our drinks into other people’s reusable containers because we’ve got our own we’re trying to sell.” I would have been appalled and thought it was a stupid policy and not in alignment with their values – but I wouldn’t have felt lied to. I might even have respected the forthrightness of it at a certain level.

*

So, those are some examples of stories from me: I’d love to hear your stories.

It can be a story of something you did that felt out of integrity and what happened – or it could be something you experienced. It might have been super gross – or maybe just felt a little ‘off’.

Criteria for the stories:

1) let’s keep names out of it – we’re not here to bash anyone.

2) details! the more details the better – help us understand exactly what it was that had it feel so ‘off’ for you.

3) please make sure you share how it felt for you. what was your experience in the moment.

4) what lesson did you take from it about ‘conscious marketing’?

Please leave your stories below in the comments . . .

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.


| Categories: Ethics in Advertising - Tags: ,

the 3 biggest selling mistakes of service providers

By: | Published: October 29, 2010 · Leave a Comment

bill baren the 3 biggest selling mistakes of service providersIf you missed it – you should go listen to Bill Baren’s “How to Become A Master of Enrollment” teleclass on Tuesday.

You can get the audio interview right now:

http://www.billbaren.com/mo/enrollmentaudio.html

Selling can feel really gross and scary for most service providers. Worse than that – we’re usually terrible at it – so we’re ineffective. Nothing worse than have a conversation that end with people thinking we’re slimy and not getting a new client. Gah.

Bill Baren is one of the smartest people I know in helping coaches, consultants, practitioners and other service providers talk with people in a totally clean and uplifting way that inspires everyone involved and also happens to get him a lot of clients.

Here are some words from him.

As a business coach, I get a LOT of questions from very diverse business owners.

One of the most frequent questions is this:
“I’m very good at what I do… so why aren’t people hiring me?”

Is this happening with you?

If so, I am going to share with you three of the biggest mistakes people make when they are having an enrollment conversation with potential clients. And let’s see if I can help you have a breakthrough.

(By the way, “enrollment conversation” is another way of saying “initial consultation” or “sales conversation”)

Take a look and see if any of these are happening to you:

MISTAKE #1 – Promoting your services before your potential client gets clear on what they REALLY want.

The consultation is about your potential clients and their needs, and not about you. So be sure to take a substantial part of your consultation to ask questions to understand you potential client’s needs before you offer solutions.

** When you understand their deepest wants and needs – and I mean what’s keeping them up at night – then you’re in a great place to offer your services as a solution.

[IMPORTANT TIP:  If you aren't establishing the "Gap", you're going to have a hard time getting hired! The "Gap" is the frustration that potential clients feel about the chasm between where they are now and where they want to go with their life, business, health, website, etc. I explained my powerful formula to Close The Gap in my telecall yesterday. If you missed that call, go here to get the audio download.]

MISTAKE #2 – Trying to solve the potential client’s problem during your initial consultation.

The consultation is not the time to help your prospect solve a micro-problem they are currently having. It’s an opportunity for them to see much greater opportunities for themselves and for their business and to establish you as someone who can help them close the gap.

Here’s why this is a mistake. Often when you give them 1/20th of a solution to their problem, they think they’ve already received the solution from you and go off to implement it on their own – without hiring you.

This is not the best way you can be of service to them, since only a fraction of their problem is solved. And it will certainly not land you the client..

And this isn’t just an issue for coaches – it’s often true whether you are a web designer, business consultant, healer or holistic practitioner, professional organizer, etc.

MISTAKE #3 – Not using a consistent system for your enrollment conversation.

When you’re having a conversation with a potential client about working together, is it something you do spontaneously, without a script or agenda? Does it feel kind of random, and you’re uncertain if your conversation is going to work? You may even feel like the conversation with your potential client is going well, but then they don’t hire you. And you don’t why.

If this is the case, I have to ask you… Do you have a “system” that you are using in every sales conversation?

I am not a systematic guy by nature.  In fact, I have often been allergic to systems.

But after a while, I couldn’t deny that when I developed a system for enrolling clients during a one-on-one consultation, used it every time, continually made it better – the results spoke for themselves. My results jumped from a 0% success rate to a place where now 8 out of 10 prospective clients hire me.

I’d like to invite you to check out my new program – the “Master of Enrollment system”

Read about it here:
http://tinyurl.com/launchfrombill

I will take you through the step-by-step process that I use to convert 80% of my prospects to clients:

* You will have a foolproof 5-step process that you follow with each and every potential client. No more guessing, fumbling and fear of rejection during your initial consultations.
* You will be ready to hold successful teleseminars that provide incredible content AND bring you new clients.
* You will confidently make valuable connections at every networking event you attend, so you can attract new potential clients and create valuable business partnerships.
* You will know how to authentically speak to a room full of interested people and generate sales and long-term clients right then and there.

If you dread holding complimentary consultations, if the thought of “selling” your services makes you uncomfortable, and you would never think to speak in front of a room…

And if you’re ready to have a breakthrough…then take a look at my new program

To inspire people who like to take immediate action – you can save $400 with our special launch offer, which is good until November 3.

http://tinyurl.com/launchfrombill

And if you have questions, please ask.

Kindly,
Bill

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: Sales - Tags: , , , ,

Selling for Hippies

By: | Published: October 23, 2010 · Leave a Comment

bill baren Selling for HippiesHey Hippies,

I’m on tour in Toronto at the Green Beanery on Bloor taking a moment to send you a quick email.

If you’re a service provider (e.g. holistic practitioner, life coach, green realtor, green financial planner etc.) there are four free videos that I encourage you to check out. They’re done by my pal Bill Baren (pictured to the right).

They’re about ‘selling for hippies’.

To check them out go to the link below:

Selling usually feels really gross. No matter which side you’re on.

And so most hippies don’t do it. They ‘hope’ they’ll get business. They don’t want to be pushy. In short: they collapse. It’s not really being respectful – it’s being afraid.

But there’s another way.

And it’s not something I’m an expert in. I focus more on the marketing side. How to help people find you – but not what to say to them once they arrive.

But it’s important because when you’re talking with potential clients, how many times have you heard them say…

“This all sounds really great but I can’t afford it right now. Let me think about it…”

Which is fine. Until everyone says it. And no one buys. And you don’t want to push. But you’ve got this rent thing you need to pay.

Whaddaygonnado?

Watch these videos – that’s what.

My pal Bill Baren has created a free video training series that will open your eyes to new strategies and tactics for having potential clients enthusiastically say YES! to your services.

All of this in a way that feels authentic and takes away the feeling of being pushy.

Bill knows what he’s talking about: 80% of the potential clients Bill talks to say YES to hiring him as a coach. (And by the way, this is for high-value coaching programs.)

It’s called:

“How To Enroll New High-Paying Clients Without Doing Any ‘Selling’”

Watch this free video training here:

warmest,
tad

p.s. My personal plug for Bill: this man is solid. I’ve sent a number of my clients to his programs and they all come back raving about him and thanking me for connecting them. I’ve hung out with him personally and I love his vibe. He’s warm, down to earth and smart as hell. I always leave my conversations with Bill smarter about marketing.

Take an hour and watch these. They are worth your time.

I’d love to hear your thoughts.

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: holistic practitioners, Sales - Tags: , , , , , , , , ,

Getting Clients to Say Yes

By: | Published: October 12, 2010 · Leave a Comment

bill baren Getting Clients to Say YesHere’s a super cool resource to check out.

There’s a conundrum that most conscious entrepreneurs end up facing sooner or later.

Especially service providers, holistic practitioners, life coaches and consultants.

You need people to say ‘yes’ to work with you so you can pay the bills and eat and enjoy your life. But you don’t want to push people. You’d love it more than anything if people just showed up and paid you with great enthusiasm – and yet – there’s often a moment where a conversation needs to happen about whether or not it’s a fit.

And that can be a really sensitive conversation.

Most conscious entrepreneurs don’t push – they collapse.

The second someone has a concern – they stop. They collapse. They freak out.

They don’t want to be seen as pushy, slimy or salesy.

But – what if this actually hurt the client? What if they really need what you’re offering?

How do you stay in the conversation without pushing?

There are few people smarter about that than Bill Baren (pictured top right).

And he’s got some free videos that are chalk full of amazing content.

Go watch them here.

And here are some words from Bill:

When I first started out in my coaching business, I spent a lot of time at meetings with other coaches.

Here’s the thing: the camaraderie and the people were wonderful, but we were mostly fumbling around in the dark when it came to building our businesses.

What I really was lacking was a role model of success. A real life example of someone in my industry who was successful in the art and science of successfully attracting clients.

It took me *years* to figure out (on my own) how to have a successful one-on-one consultation that results in a new client. The good news is, I did eventually figure this out.

What I never had was an EXAMPLE of what a successful consultation sounds like.

Are you like me? Do you find it much easier to follow a successful model than to figure out things from scratch? (Nowadays, I really don’t like wasting time reinventing the wheel – life’s too short!).

Then let me give you the exact thing I was missing when I started out.

In this in-depth video, I share the exact step-by-step method that I used earlier this year to get hired by a new high-end client – for a fee of $1,300 per month.

Go here to access the video training

In all the years I’ve been teaching business owners how to attract clients, I’ve never seen anything like this.

You’ll get to hear the exact words I used in a conversation that led to a new client saying YES.

Whether you’re a coach, consultant, holistic practitioner, speaker or other business owner with services to offer, the basic formula I use in this consultation will be incredibly useful for you.

In the last 4 years, 80% of the prospective clients I’ve talked to said YES to hiring me as a coach. That’s what led me to dramatically expand my business AND consistently have a waiting list to get in to work with me.

Now I’m going to share many of my best strategies with you.

When you watch this “behind the scenes” video, you’ll get:

- My step-by-step notes on how I landed a new $1,300 per month client. (If you would like to know how to land a new high-end client, then you need to watch this video!)

- How to light a fire under your prospect – so that they ask YOU to tell them what your services are

- Why you want to offer more than one option – and how I do it

- What to say in a conversation when it is time to offer your services

- How to establish a connection and build a relationship with a potential client

- The exact words I say when it’s time to ask the client to hire you – so that they are enthusiastic about saying YES!

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: holistic practitioners, Sales - Tags: , , , , , ,

New Moon Soiree

By: | Published: October 12, 2010 · 1 Comment

11dee New Moon SoireeA client of mine from Toronto, Dee Dussault (pictured to the left), has figured out a great way to become a hub in the holistic scene. Throw a party.

Once a month, on the Friday nearest the new moon, she hosts her New Moon Parties. She describes it this way . . .

Every month on the Friday nearest the new moon, a group of healing-arts practitioners gather at Follow Your Bliss, and offer 20-minute samples of our services. We’ve had Reiki, Pranic Healing, Reflexology, Chair Massage, Reconnective Healing, Palmistry, Tarot readings, Yoga Nidra, Shiatsu, Hypnotism, and Thai Yoga Massage (to name a few!)

These parties allow new clients a chance to see how this eco-conscious, community healing home is developing, and enjoy socializing and networking with a conscious community over some wine, cheese, and great conversation!

11newmoon New Moon Soiree

a moment at the New Moon Soiree

With Child Care provided (upon request), it is a great chance to mingle, network, and share resources, while sampling amazing and affordable healing arts in between!

~

We had experimented with a variety of pricing structures, and found that the current pricing scheme ($20 admission, which includes the first treatment, $35 for two friends… $10 for additional treatments) to be the best.

We used to have it at $30 admission, which includes your first three treatments, which is actually a better deal than the above one, but $30 seemed to be too high a price point for many of our guests. $20 seems to be the ideal. One bill. And then just $10 for additional. Most people receive three treatments, and end up paying $40 for them, so it works better for us than three for $30! – But more people come than if we’d given the three-for-thirty. Funny eh?

I think the impact of doing these New Moon Parties is that I get “street cred” from the other practitioners, yoga teachers, and movers/shakers in the healing-arts-consciousness-spirituality-yoga-scene.

Because I openly teach and talk about Ganja Yoga, people who don’t know me might think I’m nothing more than a stoner hippie. But I like to show them that I’m that, AND so much more!!!

So, being able to successfully connect practitioners with new clients shows that I’m as interested in community as I am in smoking a doobie. LOL. And building my online hubs (facebook, meetup.com, my website, my google group – the latter of which I post people’s events for them) has been amazing too! People say they “have heard of me” (or Follow Your Bliss) which is awesome.

Thanks again for everything Tad!

Consider the benefits of this: the practitioners get introduced to new clients. People get to sample various practitioners to see if there’s anyone they like. Dee becomes a hub – so people will know who she is and what she does and are more likely to refer her business because of it.

Once a month she does a small version of the parties and then quarterly she does a larger version. This is smart. Promoting events works best when they’re special in some way. As soon as they become routine – they often lose their draw. By making the big and exciting ones only quartely, they’re more likely to get buzz every time – and people are more likely to make the effort to come because, if they don’t, they know it’s going to be three whole months before they get another chance.

And, having been to two of these, I can attest to the fact that they are incredibly fun, full of great connections and good people. And food!

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: becoming a hub, Case Studies of Inspiring Business, holistic practitioners, Parties - Tags: , , , ,

Four of the Most Client Repelling Traits A Practitioner Can Have

By: | Published: October 6, 2010 · 7 Comments

11arrogant Four of the Most Client Repelling Traits A Practitioner Can Have Years ago – I did a survey of my clients and invited them to share their Holistic Practitioner Horror Stories. I got quite a few – and there were four patterns that showed up.

Trait #1 – Arrogance

Symptoms: The practitioner acts as if they have found “the answer to all things”. They treat clients as if they know everything and the client knows nothing. They talk ‘at’ instead of ‘with’ their clients. There’s often a cynical attitude and they are quick to criticize others.

Wanting to be the authority and have clients accept them as such. Not explaining what they are doing or why. Nor feeling the need to. Expecting the clients to just follow their recommendations blindly no matter the cost (financial or emotional) or what is involved.

The energy behind it is often as if they are ‘showing the client’ how skilled they are with their intuition or healing skills. A ‘one size fits all’ approach. They act as though the client has done something wrong if their approach is not working for them.

They make the client feel wrong if they don’t do ‘enough’ on their end.

Impact: It feels like they are pushing and imposing their world view on the client. Client feels shut down and unsafe.

Opposite: The client feels totally 100% accepted as they are, where they are. The practitioner always takes the needed time to explain why they are suggesting a certain course of action, and why they are recommending the brands they are.

The practitioner is open about their experiences treating problems like the clients both good and bad. They are honest about their abilities to help – they don’t say ‘this works for all’ as the client knows that is not possible and different things work for different people. Even when there is disagreement, the client can FEEL the practitioner’s integrity.

They speak to the client like one human being to another. Their authority  comes from the clients’ experience of the practitioners own history, experience and earned wisdom. The client feels really, really listened to.

The client can feel the result of years of the practitioner’s inner work and to be genuinely comfortable in their own skin. If the practitioner shares stories of themselves it’s for understanding and sharing, not for their own ‘venting’ time.

The Trait #2 – Lack of Sensitivity to Needs and Feelings

Symptoms: Not checking in. Touching without consent. Doing something with the client without giving context or explaining first (e.g. ‘you have a terrible knot in your back. I can’t leave it there!’ and continuing without pause).

Not noticing the power dynamic of patient and client. Assuming that the client wants to hear their opinions, perceptions and suggestions. The physical environment being set up without any  consideration for the client.

The practitioner telling the client some very disturbing things as though they weren’t a big deal. Treating clients as though they are so lucky to have received this unexpected pain or bad news from them in the quest for healing. No empathy to the impact of their actions. Talking badly of other kinds of people to the clients – not considering that the client might fit into that group.

A general sense of carelessness in their actions. This lack of sensitivity can lead to clients being made to feel ashamed that they even have health problems in the first place.

Impact: Clients feel surprised, shocked and shut down. This attitude comes across as rude and careless. Client feels totally unimportant to this woman that their needs and comfort levels are not being respected (or even considered). This often results in a clients feeling humiliated as they do things for the practitioner vs. themselves.

Clients often look to practitioners as authority figures and there needs to be responsibility on behalf of the practitioner to recognize this. Forcing a client to have to advocate for him or herself in the middle of some treatment debacle from a supposed professional is the worst kind of victimization since they have come to you for help and have conceded their vulnerability and your expertise.

Opposite: Before beginning, the practitioner asking if the client if they want them to describe what they are doing as they work or if they just want him to work in silence. When something strikes a nerve in the patient – they pause and acknowledge the intensity of the experience.

The Trait #3 – Self Involved

Symptoms: The therapist spends a good chunk of the session going on about their own issues. They do not invite comments with regard to the client’s level of understanding. It feels like the practitioner takes a lack of progress or disagreement personally.

Impact: It doesn’t feel like the practitioner’s attention is on the client at all. The client’s need for respect is not met. The session becomes more about the practitioner than the paying client.

Opposite: The practitioner is an enlightened witness. They’re a kind and non-judgmental presence. The clients feels acknowledged for their part in the healing journey. That the client is an active part of the healing and just seeing the practitioner for some support. They are not the experts ‘doing onto the client.”

The Trait – #4 “Desperate for Business”

Symptoms: Pressuring clients into booking more sessions (even if they just can’t afford it). Giving away free sessions and then, when they don’t become clients, being hurt and slightly angry that they gave their session away for free.

Impact: she seemed to come across as a bit desperate for clients

Opposite: the client truly feels that their best interests are being held in mind. The practitioner refers out generously when someone else can handle the problem better.

 

If you’d like get cool posts like this in your inbox every few days CLICK HERE to subscribe to my blog and you’ll also get a free copy of my fancy new ebook “Marketing for Hippies” when it’s done.

 

| Categories: holistic practitioners - Tags: , , ,