Let me break it down for you. I help people like you make Money in Wellness! I’m passionate about healers and practitioners just like you, because you have literally changed my life! I’ve had my own health struggles and you are the ones who have brought me back to wellness! And let me tell you, The Killer Intro can make all the difference!
That is what drives me. Now it’s my time to return the favor, to help you flourish and to help you reach and touch more people. I want to shift the perspective around the idea of making money and that it is negative. That is just not true!
Your success and ability to make money and grow your business actually allows you to reach and touch more people! Don’t limit yourself!
I want to prepare you to put yourself out there in front of potential clients or partners! I want to boost your confidence, which will boost your sales.
Boost Your Sales with The Killer Intro!
I had a recent client who chatted with me about her strengths and weaknesses. She told me that she was really great at writing, but the thought of doing a speaking event makes her want to die. She’d be up all night tossing and turning with anxiety and pleaded with me to not make her do anything like that. We can all relate to that, correct?
What I loved is that while she admitted she wasn’t great at one thing, she also made that connection with something that she was really good at!
But she also admitted that she’s struggling to be clear in her message and get that message out to potential clients. She’s struggling to explain exactly what she does to the person sitting across from her and not see the person’s eyes glaze over.
It’s not just starting the conversation or communicating her message concisely, it’s also difficult for her to advance the conversation when someone wants more information. She’s lost about how to go about having that sales conversation!
The reason I’m discussing this is because I want you to know you’re not alone!
This is the real deal. It doesn’t matter how long you’ve owned your business. I’ve met practitioners 5 years, 10 years down the line who are still struggling to make money because they haven’t nailed down that foundation yet.
I want to break this down for you today so you can confidently show up and introduce yourself. You need that clear message or everything else after that breaks down, correct?! Stop talking in circles!
You are the expert. You need to sound like you know what you do! Nobody wants to leave a conversation with somebody who isn’t sounding confident and doesn’t sound like they know what they are talking about. That is NOT a way to get a new client!
One time I even had a client tell me that she doesn’t even know what the heck she does. Now if that is not a sobering moment, I don’t know what is!
I want to put the mirror up in front of you.
I want to put some sort of a framework together for you, a recipe, if you will, of what to say so you’re prepared the next time you find yourself in this conversation. I don’t want you to fumble.
You’re never going to find yourself in another sales conversation because nobody is going to want to work with somebody who doesn’t sound confident or sound like an expert in their field.
Preparing before you go into that meeting is going to boost your confidence, which will ultimately increase your sales. That’s the goal, right?!
So how should you prepare?
You start with a framework. A recipe. You don’t have to follow it exactly, but you need some place consistent to start. I don’t want to see you become a robot because that’s not doing anyone any favors, either.
There are four key elements I want you to use when you are introducing yourself.
Think about Who Your Target Audience Is
Make sure you identify who your target is and what you want your ideal client to look like. You have to identify this before you can build your introduction!
Figure Out How to Speak to One of Their Pain Points
A lot of times we tend to make an introduction that is all about us, but you want to make it all about them! That’s the key! That is a key. Know what they struggle with and rehearse how to speak to it so they can identify you as an expert.
Talk About The Amazing Outcome You Offer, Not Your Service
Don’t start telling them about the history of acupuncture. Eyes start to glaze over. Tell them what you can do for them! What can you do to provide relief to their pain point? What kind of difference can you make in their life?
Speak To Their Ultimate Desire
Somebody doesn’t just want to lose weight. They want to lose weight so they can look awesome on their upcoming vacation or so they can play with better endurance with their kids. People want things for a deeper desire!
Let me give you an example of what would be a great introduction:
“Hi, my name is Michelle. I work with professional working women who are struggling to keep that youthful glow. I offer facial acupuncture and it helps you avoid the Botox phenomenon, while at the same time, reducing find lines and wrinkles. I can help improve your skin’s elasticity and ultimately give you that youthful glow you so deeply desire! This won’t only slow down the aging process, but you can literally turn back the clock!”
Get it? That is so much more interesting and now people know exactly what you do and whom you do it for.
Make it emotional. Make it personal.
Making it about them and not you is going to boost your confidence, their trust and will ultimately increase your sales.
Making the Maven Episode 105:
How Many Customers Does It Take to Grow a Six Figure Business?
Jason Van Orden has been an online marketer for the last 13 years and has launched over 60 online courses, has 7,000 students, and has done $7 million in revenue. On the show, Jason discusses where online marketing is going, how to grow your email list where you can successfully grow a 6-figure business, and how he ‘overcame’ imposter syndrome.
Key Insights & Aha Moments
First things first, is Jason still in a band?
Truth be told, Jason had no idea he’d end up as an entrepreneur.
Why did Jason quit his job cold turkey?
Do you have the confidence in yourself to rise to the occasion and figure it out when things go wrong?
How much does mindset play into Jason’s day-to-day life?
Despite the amount of success Jason has received, when he tried to start something new, he had impostor syndrome.
When it comes to online marketing, how does a total newbie get into this field?
With the popularization of the internet, more people are able to show up and be seen. The gatekeepers have essentially been removed.
If we depend only on those blockbuster #1 sellers, they are only capable of solving a fraction of the world’s problems. This is why the world needs small businesses and people like you.
If you have 3,000 people on your email list, you are able to tap into a six-figure business.
*How does someone first grow their list to 3,000 people?
Jason stays connected with his community by having zoom chats with them. This allows him to understand his target audience a lot better.
Is it possible for you to be too niche or too targeted?
Show up consistently and results will start snowballing for you.
When we all first got into the wellness field, it was to reach and touch more people. It was to bring holistic healthcare options to the same stage as Western medicine and to make it more accessible. But…
You’re struggling to make a living in your business!
This is what I’m so passionate about. We CAN NOT have wellness practitioners leaving the industry because they can’t make a successful living. No money in their checking account and wondering what in the hell they are going to do next. That will not help elevate this wonderful industry!
So today I want to talk about the fact that your client close rate should be triple what it actually is today. All you need to do is follow 5 Steps to Open and Close New Clients with a conversation. That’s it!
My old career was in sales and finance. Oh ya, super sexy! I remember thinking, “Oh my gosh… is this going to be my life?” If you don’t know anything about working as a financial analyst, your day is pretty much spreadsheets and databases, along with phone calls you don’t want to receive. You pull all nighters at the end of the quarter and at the end of the year and it’s just not very glamorous.
Literally… the FIRST opportunity I had to jump ship, I said “Hell Yes”! Which led me to sales. And I was green. No experience, nada. But I’ve come along way!
The whole point of this little story is to say it was an adventure. There were ups and downs and learning curves, but not it’s for your benefit, because I can save you so much time!
I can get you over the hurdle of learning how to do this in the next 10 minutes, not the next 10 years!
Sales is about people. Relationships. It’s about matching what you have to offer with a person that needs it. It’s showing them how you can take them from point A to point B. That’s it!
When I was in sales in the corporate world, before meeting with a client or a prospect, I would PREPARE! But when I started my acupuncture clinic, all of those sales skills I had learned totally escaped me. I would just start showing up and throwing up!
You know what I mean. You meet with a potential client and you just start vomiting words all over them. You’re not prepared and soon they are looking at you like a deer in the headlights.
Soon, I got smart. I start thinking about what the foundations for sales were again. I thought about how I could be much more effective for my business and start making money.
If this was a struggle for me, I know it’s a struggle for you. And I see it happening day after day, week after week, with my clients.
I recently had a client tell me straight up that she’s struggled with these conversations when she is trying to talk to people about her business. She has felt unprepared and feels that she just starts saying too much. She gives them all kinds of info, but knows that she’s totally overwhelming people and fumbling all over her words. Nothing is coming out gracefully.
And than she’d get a polite, “No, thank you” and would walk away from the conversation without a clear next step.
This is where that formula comes into play, in order to open and close the conversation and get that next sale. If you’re prepared, everything is going to change for you!
YOU ARE SELLING!
I know what you’re thinking. You don’t want to be “salesy”. You don’t want to be pushy. But there is a way you can do this that won’t feel icky, pushy or sleazy, but I’m going to give you some tough love on how to get there.
You chose to be in business for yourself.
Let me run down these 5 Steps to Open and Close New Clients to triple your close rate:
Focus on them, not you!
No more showing up and throwing up. It’s about having a conversation where you’re asking them questions. Dive in! Understand what they’re struggling with and what they truly desire. Ask questions and it will earn trust.
Determine if they are a fit for you.
Not everyone is going to be your ideal client and that’s OK! Turn those people away. As you’re talking to them, you want to assess if it’s somebody you can help. If you don’t know the answer to that, keep asking the them questions, than decide.
Assuming they are a good fit for you, tell them how you can help them.
Talk with them about the journey you’re going to take them on! How you are going to move them from Point A to Point B and what your role will be during that process. Tell them how you’ll support them!
Answer their Questions
They may have some questions about tactics, along with additional questions that you haven’t discussed. Make sure to give them the opportunity to ask their questions!
Close the Sale or Clearly Identify a Next Step
They might say, “Great, I’ve got all the info, how much does it cost.” You say, “It’s $5,000. What form of payment works best for you and let’s get a start date on the calendar!” You literally move in to close the sale.
Or, they say, “Great, I have all the info I need and understand the cost. I’d love to work together but I need a few days to think it over.” You say, “Perfect, let’s get our calendars out and schedule a follow-up chat, so we have the time planned to answer additional questions that come up for you.
A HELL YES or a no. But do NOT walk away from this conversation without a clear next step!
This is the formula that is going to use to improve your client close rate. You can literally triple it and all you need to do is follow this formula to open and close the conversation.
Making the Maven Episode 104:
Creating a People Business in a Tech Business
Gavin Zuchlinski is the Founder of Acuity Scheduling for the last 11 years. Acuity is an online appointment scheduling software. He originally created the product for his mother who was just bombarded with client appointments the manual way. On today’s show, Gavin discusses the very human aspect to his tech business. Gavin is hyper customer-focused and whenever he has to bring more people on as his company grows, he feels slightly guilty! He believes a small company can best serve their customers and make that experience very personal.
Key Insights & Aha Moments
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Gavin created Acuity for his mother, who is a massage therapist.
What kind of things did Gavin ‘invent’ when he was a young child?
Did Gavin grow up with a lot of ‘woo-woo’ in his life?
Gavin’s product is the perfect product for a wellness practitioner.
When did Gavin take the leap from having Acuity as a side hustle to making it a full-time job?
Gavin was heavily into Buddhism when he was in high school and college and that has really influenced him on how he conducts his business.
Gavin prides himself on having not just good customer service, but a good customer experience, as well, for his product.
The Acuity social media page is filled with puppies and kittens.
Fun fact: I have four cats.
How did Gavin grow from geeky/tech guy to a leader?
Gavin always has personal struggles when he hires new people. He wants to keep the company small and personal.