Now that you have a High Voltage Introduction to share with those you meet, it’s time to take it to the next level. After you share your powerful message, it’s important to use the POWER OF THE PAUSE and breathe!
Let your listener take it in and let them make the next move. One of the worst things you can do is keep talking. It’s the kiss of death with regard to staging and pacing a prospecting conversation.
Share your message and let them ask you about it before you say another word. If they don’t ask, don’t tell.
This is a nuance of what is termed permission-based marketing. It’s respectful and it empowers you to facilitate a conversation instead of driving it.
After you share your introduction if they don’t pursue you to tell them more, be sure to ask about them. Be genuinely interested in them. This will keep an open flow of energy between the two of you.
If your prospect doesn’t react to your message, then they’re not interested. One thing you need to keep in mind is that when you’re “cold calling” in a conversation, not everyone is a prospect. But everyone knows a potential prospect.
Learning how to pace and stage your conversations is crucial to becoming a trusted advisor to those you hope to serve.
Before prospects buy any products they have to “buy you.” The more relaxed and at ease they feel, the more likely they’ll want to have more conversations with you. That’s what opens the gateway to their friends and family network.
If you pursue your listener by talking more and trying to sell them on how much you love your products or how many conditions can be helped, you end up pushing them away.
Relax, talkative pursuit doesn’t work, but you already know that.
Be mindful in your marketing and watch your business and income grow!
The most effective network marketers are most often Holistic and Wellness Coaches who learn to use client-centered marketing models to get clients in front of them.
While at the recent Pittsburgh NAWBO Chapter Conference: Successful Women in Network Marketing, I met the panel of 6 highly successful women networkers. Darieth Chisolm was among them. She replaced her entire Channel 11 News Anchor Salary with “It Works” Body Wraps for women who are looking to shape trouble spots not easily remedied by exercise.
To learn about her program, contact her at http://fullbodywraps.myitworks.com/ContactMe/.
The difference between those who rise and those whose incomes stay flat comes down to the networking part of the equation. After running out of friends and family, where do you go next? When you meet someone that you could introduce yourself to, do you find yourself stumbling to explain how you help?
When you share what you do, do you hear yourself say?
- “I help people who have health and wellness needs.”
- ” I help anyone who has the need to improve their families health.”
Do you see the theme? The majority of network marketers use this as their introduction when explaining what they do.
This approach is like tossing darts at a dartboard. A lot of darts fall off because listeners aren’t crystal clear about how you can help them.
Then comes the next hurdle. If a dart lands and the listener is interested, the next phase is to engage them, which is the step BEFORE you try to enroll them into your program. Prospects need to be courted as if you’re going out on a first date with someone you really like. Don’t talk marriage too soon!
Having a clear and consistent message that runs through your introduction, engagement and enrollment conversations is THE most critical dimension of your network marketing success. Knowing what to say and when to say it helps you enroll more clients. It’s like having a secret ingredient in your most treasured recipe. It belongs to you and makes you stand out.
To create your own High Voltage Introduction answer these questions:
- Whom do you serve (One Motivated Group of Wellness Seekers)?
- What exactly do you do for them?
- What benefit do your clients get from working with you or buying your product?
- Now play with the words to make it sing and time yourself saying it with the goal of 9 seconds.
Every word must count! You have 8-9 seconds to capture their attention or their minds exit left! When you have a clear message you sound incredibly confident, easy to be with and the natural response from your prospects is for them to ask you to tell them more. When you get this and your follow through engagement and enrollment conversations sorted out, your prospects ask you more and more questions! They enroll themselves.
So how did I introduce myself today?
“I teach holistic and wellness professionals ‘Glass Ceiling’ shattering strategies to gain more clarity, credibility and compensation.” Feel free to use it as a model for writing your own.
If you would like to create your own High Voltage Introduction, Engagement and Enrollment Platforms, then contact me today!
Holidays are over and you’ve survived the people, places and things that kept you so busy focused on others. Now, 7 days into 2014, it’s time to launch a vision of amazing results for your business.
You’re a Coach, Therapist, Aromatherapist, Reiki Master, Nutrition Pro or Spiritual Entrepreneur. You’ve held presentations, networked and worked your magic with friends and family keeping the channels open for people to sign up for services.
If you’re anything like me and almost all the healing practitioner’s I hang out with, then you know how tempting it is to launch into resolutions and take massive action in the new year TO MAKE THINGS HAPPEN.
It’s the way of the business world.
While it’s very true that wellness and healing ARE businesses if they are to succeed, it’s also very true that they need to be pruned and re-potted from time to time. For me, early into the New Year is prime time.
Take stock of your business and ask yourself if you’re really living your mission on as large a scale as you really want to. Then pull out a piece of paper and get real honest about how many times you’ve presented your business to someone only to have them say: “I can’t afford it. It’s not a good time.”
If you’re like the rest of us healer types, then you know hearing this over and over just wears down the soul.
But I’m a firm believer that the things that can wear down the soul can also have the seeds of healing built right into them just like a good homeopathic remedy.
It’s time to stop re-playing what went wrong and start to let that worn down feeling remind us of WHY we really want to be successful in helping others mend, heal, re-create themselves. We get to make new choices in 2014.
We don’t have to do it all alone. We can try new things. We can stop trying to be all things to all people and get really focused on who we’re really, really meant to serve. Clue: it’s similar to the seeds of the problem carry seeds of the solution.
Reach back across time to another place in your life when you were healing from a loss, a trauma, a health issue or relationship conflict. Visualize what it felt like to be in the problem. Then visualize yourself when you started to find solutions and you started on the road to healing. You began to feel hope and your desires for more started to stir.
This is the same kind of vision you can have for your business. You can magnetize your business and see yourself serving the people who most need your help. People who have struggled with the same issues.
You can further magnetize your good by visualizing yourself stepping up to say yes to healing what ails your business. There’s no blame. There’s only the knowing that we are given these challenging problems, so that we may use them as part of our spiritual evolution.
If you allow it, you can magnetize the business of your dreams and let it carve a strong new path through your soul.
For information on how you can grow your holistic, health and wellness business, contact me today.
I just got back from the DoTERRA International Convention in Salt Lake City, Utah. I met the most remarkable people helping their clients heal, but they couldn’t find enough clients to grow their businesses. I talked to them about choosing a target audience (a specific group of people to serve). Almost all of them said that they didn’t want to narrow themselves down. Almost everyone I’ve worked with has had this misconception.
Many Holistic and Wellness Professionals, Energy Workers and Spiritual Entrepreneurs don’t like categories. We’ve spent our lives divorcing ourselves from limiting labels. Unfortunately for us, the average human being thinks in terms of categories!
If you want to attract a steady stream of clients, all you need to do is choose a target audience. I know I’m talking crazy now! Those of us drawn to helping and healing LOVE DIVERSITY! However, think of the position you’re putting the universe in. It just doesn’t know what you want, so you get sporadic results. If the universe were a person, it’s head would be spinning! Once you choose, the universe knows what you’re looking for and can send people your way. That’s how it works from an attraction point of view.
If you need more practical evidence, let’s look at how the average human being processes generalized information. You: “I help people who would like to have a healthier lifestyle.” Potential Client’s Inner Conversation: I’d like to be healthier but I just don’t have the time or the money right now. Eyes glaze over and they nod politely or engage in light social conversation about it. Meanwhile your holistic healing business waits.
If you chose to serve mom’s you might tell the potential client: “I help mom’s with diabetes improve their insulin response and maintain a healthy weight (specific group of people + their biggest and most painful problem which is your niche).”
Now your potential client can think in terms of whether this is a fit for them. In addition, they also now have the opportunity to market your business for you. Their minds will then search for the people in their lives with diabetes. When they take your card they can share it with folks in your target market.
They may say, “My cousin isn’t a mom but she could sure use your help. She has diabetes and struggles with her weight. Do you think you could talk to her?” Bingo. Your specificity has triggered your listener’s neural pathway for people they love who have diabetes! You now have a live candidate that doesn’t exactly fit your criteria, but you still have permission to say yes if you want!
The Paradox: If you want to have more clients you need to choose a specific, easily identifiable target audience who have a clearly identified pain in their lives. You target all your marketing for their eyes only. They are not a target, your marketing becomes like a laser beam and your wellness services become recognizable to others.
Yes, I am asking a lot of you!
Choosing was THE HARDEST THING I EVER DID IN MY BUSINESS! I spent 3 years not nailing myself down to a specific group! That’s how I know the pain you’re experiencing.
I felt like I just couldn’t get off the ground and I didn’t get it until I finally agreed to step outside of my known world and accept some help from others who already broke this hypnotic trance.
If you have a great passion for what you know you can do for your clients, but need more of them walking through your door, then this information is meant for you!
Here’s the Reader’s Digest formula for finding your Authentic Audience:
- Identify your top 3 motivations in life.
- Write a list of all the people you absolutely LOVED working with.
- Identify the common threads among them.
- Do online and local research and try to find them in groups, forums, blogs.
- Learn about their biggest and most painful problem.
- Shape your work and craft your language around solving their problem (Niche).
- Talk to them online and in local groups and build rapport and relationships.
- Then and only then, share your solutions with them.
- Don’t give all of your solutions away. Just give enough to be helpful so they will feel motivated to come back for more.
If you would like to learn more about how you can use these steps to get clients knocking on your door, feel free to be in touch. You have a gift to share and your audience is already waiting!
T. Harv Eker says: “Fear is the most expensive habit we have.”
Those words rang true for me when I considered all of the barriers I’ve faced with starting businesses as a holistic entrepreneur.
Fear used to cost me thousands in asking for a raise, planning rates for my services and in holding onto people, places and things that didn’t serve me anymore. Fear can keep you frozen in a no man’s land unable to do it all yourself and unable to reach out for help.
When we start a business of any kind, all of our fears and anxieties come slithering from under the bed out into the open. Often glaring back at us with each step we try to take. Fighting is futile. Avoidance just fuels it.
Something amazing happens when holistic entrepreneurs say “YES” to fear
When we acknowledge fear with loving eyes and a full heart, it starts to melt a little. It’s been like a life long companion through thick and thin. In its own way its been trying to protect us. But it often ends up short-circuiting our path to greater success.
But there comes a time for us to stand up and “Not Fight” but to say “YES” and embrace it like the little child it often represents. Those of us called into the healing fields have faced enormous fears and challenges in our finances, health and relationships while we’ve managed to care for and support so many others. So, imagine if there were a way for us to transform our fears. After all, having a thriving wellness business requires our inner resolve as much as our outer actions.
Holistic Entrepreneurs Who Succeed in business face with their ‘stuff.’
If we spend our energy trying to dismantle it before we move ahead, we don’t. We get entangled in it and can’t get free. What we resist persists. So, when we resist it, we become the fear and it shows up in every business conversation, email and service we provide. What we pay attention to grows so we have to be careful not to water the weeds!
Our clients are interpersonal detectives. They sense who we are before we ever say a word. To draw clients to us, we have to get real and get creative with our fear management, so we can allow new dimensions of ourselves to shine forth.
Holistic Entrepreneurs Navigate Dark Nights of the Soul
“The only way out is through” is what psychiatrist Fritz Perls always said. I think he had it right.
One of the best ways I know how to get ‘through’ to a wellness business that rocks, is to use the ‘Access Consciousness (founded by Gary Douglas)’ questions. When confronted with yet another business tool that is enormously complex or intimidating, I call upon the questions.
I want to share them with you so you can allow the process to bring ease and flow into your client attraction endeavors.
It’s important to keep in mind that when you ask the questions, you don’t answer them yourself. You remove your monkey mind chatter and let the universe show you the way. Yes, I am very much talking about getting out of our own way!
Here’s 3 of my favorite Access Consciousness questions:
- How does it get any better than this?
- What would it take for ___ to show up?
- What would it take for _____ to turn out far greater than I could imagine?
Start using them throughout the day when faced with your fears and negative judgments and watch what happens!