Today I want to share how by actually saying less, you can turn more of your free consultations into paying clients! But it’s even more than the FREE consults. It’s when you answer the phone at your clinic and someone is simply calling to inquire about your services. Or maybe you’re out and about in a social setting and you get cornered at a cocktail party. Someone wants to pick your brain! So let’s discuss How to Turn Consultations Into Paying Clients in 5 Easy Steps!
In all three of these scenarios, you can use the same approach. Think big picture! It’s not just free consultations or paid consultations. It’s any conversation that you have and I want to make sure you know how to walk away from it in the best way possible!
I had a client recently wondering…
“What questions can I be asking people when they’re calling into my office and I get them on the phone? What is the script I can walk through to turn them into a client? What’s the step-by-step?”
Another client of mine wanted to know exactly what she should say when she was meeting a friend for lunch, because she knew there was the potential that they could work together.
A third client recently started adding free consultations to her acupuncture practice. Right away, she was wondering what in the world to do in the free consultation that would cause these people to become paying clients on a regular basis.
How do you turn these scenarios into paying clients? Because I know you feel this, as well. You’re getting hung up on what to say. You have fear about not looking like the expert you are! You have fear about the wrong words coming out of your mouth.
This is a form of self-sabotage!
You also don’t want to be taken advantage of. Maybe you’ve had these types of conversations or consultations in the past and you ended up feeling like people used you. You gave them great information (maybe too much of it) and then poof… They were gone.
How to Turn Consultations Into Paying Clients in 5 Easy Steps
The good news about this is that it’s really simple! By actually saying less, you’re going to turn more of these consultations and conversations into paying clients. Here is the five step process you can use to do it.
1. Focus on Them, Not You
You do this by asking questions! Take the time to really uncover what they’re struggling with. Discuss their journey and found out where they are. Where do they want to go? What do they desire? How would this change their life?
This should be a majority of your conversation. 80% of the time that you are spending with them should be about finding out more information about their journey!
2. Think About How They Are A Good Fit For You
Can you genuinely help them? The truth is, you can’t help everyone. They may not be your ideal client and that’s O.K.! It’s time to empower yourself to decide if they would be a good fit for YOU, not just if you are a good fit for them!
Do you want to work with them? If you’re feeling yourself leaning towards no, it ends there. You don’t need to take them on or talk to them about working with you. I’ve done this hundreds of times myself, and it’s OK!
If you’re just not sure, than ask more questions!
3. Share With Them How You Can Help
Don’t misunderstand! You are NOT coaching them. You’re not giving them information. You’re talking to them about how you’re going to be able to take them from Point A to Point B.
Talk about the treatment plan. Case studies. Testimonials. Discuss your experiences in working with the struggle they are dealing with and show them that you understand and can help them.
However… DON’T SPEND MUCH TIME ON THIS STEP! Maybe 5% of your conversation should be based around Step 3. Remember… you’re talking less to bring in more paying clients!
4. Answer Questions
Go over the different questions they may have for you up to this point in your conversation. However, make sure you’re putting it back on them! Don’t do all the talking. I know you want to, but let them ask questions they may have.
They want to know how much things cost? Let them ask. They want to know all of the details of working together? Let them ask. Don’t give them all of the information, just to find out what they want to know!
5. Have a Clear Call to Action
Be ready to finalize the consultation by saying, “Great! Let’s sign you up today! Let’s get that first appointment in the books!”
If they answer by needing time to think about it, when will you follow up? Find out when you can connect again to make a decision. YES OR NO!
You have to have that clear call to action!
And just like that, you have 5 easy steps that you can use at any time you’re having a conversation, a consultations or someone calls you up on the phone.
And remember… saying less can actually help you turn more of those free consultations into paying clients!
I want to talk to you specifically about 3 Steps to Secure Your Next Referral Partner! Referrals are awesome! Maybe you’re always looking to collaborate with other business owners, specifically maybe even other practitioners, but you struggle to make it happen.
I have a recent client, Heidi, who reached out for some guidance and advice on this very topic. She is interested in building relationships, specifically with local yoga studios and I love that she took the initiative to reach out to studios in her area! She sent them a letter of introduction, including her business cards. But she just wasn’t getting any response. Crickets!
Do you understand this kind of frustration? Has something similar happened to you? Zero response is zero fun, so let’s work on what you can do to improve that response rate when reaching out to potential referral partners.
I know you don’t wan to look dumb or stupid in front of more advanced business owners and practitioners in your area. And you won’t!
But, be ready. Because you HAVE to take action! Even if you aren’t sure what to do, action is the key. As a matter of fact, it’s half the battle!
I want to give you a little recipe, a place to start, so that you no longer have any excuses to reach out to potential referral partners.
These are the relationships that will accelerate the growth of your business!
Let’s lay these steps out on the line, along with an example from Heidi’s perspective, of reaching out to a yoga studio owner through written communication.
1. Tell Them What You Want
Don’t dance around this. Don’t waste time! Tell them that you’re looking to collaborate and that you want to build a relationship where you can cross-refer business in the long-run. Be upfront! They are just as busy as you and by making it crystal clear, they can decide what they want to do quickly. How?
“Hello, Mr. or Mrs. Yoga Studio Owner. My name is Michelle. I’m a new business owner in the area. I’m reaching out because I would like to connect with other like-minded business owners to collaborate and cross-refer.”
That’s it! I’m telling them up front who I am and what I want and why I’m reaching out to them. Bam.
2. Make it Personal
Talk about you! Tell them what you do and what you specialize in. Share information about your practice and be authentic! Let them know that you genuinely want to build a relationship with them and why it make sense that your two businesses should collaborate. This helps them see what is in it for them, not just for you! Check out this example:
“You’re at the top of my list to connect with because …” Here is where you’ll make it more personal to them. Don’t talk about yourself, let them know why you want to connect with them specifically!
Maybe one of the examples is, “I heard you speak recently at a local chamber event and I was really impressed with your professionalism and your approach to business.” That’s all it takes!
Another example could possibly be saying, “You’re at the top of my list to connect with because after hearing about you from several of your clients, I realized that the way that you care for your clients and the level of customer experience that you’re delivering to them matches my approach as well.” There you go.
Let them know something you may have learned about them or why you see a lot of synergy between your business and theirs.
3. Invite Them To Collaborate
Give them a call to action! What would you like to do next with them to begin building that relationship? You’re not sure where your relationship can go without inviting them to this next step, so make sure you do it!
The language here would be something like, “I get the sense that we have a similar approach in our businesses and how we treat clients. I see you as someone of high integrity and professionalism. For that reason, I’d really appreciate the opportunity to get to know more about you and your business. I’m inviting you to meet for coffee in the next couple weeks. Would you please let me know what day and time work best?”
Here is where I’m inviting them to the next step with a very clear call to action.
By approaching your outreach in this way, by following these three steps, you’re going to see a lot more response, a higher response rate and a more welcoming response the next tie you reach out to a potential referral partner.
Finally, don’t forget to follow up! Make sure you follow through to show and build trust that you genuinely want to build a relationship with this fellow business owner.
Put this into action today! You have the steps now. Tweak it for yourself and your own business and you will slowly see growth in your business with the help of new referral partners!
Making the Maven Episode 115: Sound crazy? Well, it isn’t. There’s science behind how using your words can positively or negatively impact your life.
Mary Shores is the author of Conscious Communications and is recognized as a leader of innovative thought. She has spent over a decade teaching businesses and individuals how to identify their goals, create new ways of thinking, and take action to create meaningful results. On the show, Mary discusses her journey and how she overcame devastating loss by using the methods written in her book. Words have power not only on the people you love but yourself! Use them wisely.
Key Insights & Aha Moments:
*Struggling to get new clients in the door? I have a free gift for you!
*How did Mary first get started in all of this?
*Mary always wanted to write a book, but she kept making excuses as to why she couldn’t.
*At a young age, Mary lost her daughter and that experience made her want to live the very best life she could. Four years later, Mary started her business at 24.
*Science and spirituality are currently at crossroads. It is backed by science that you can change your reality just by using your words.
*How did Mary come up with the idea for her book?
*Mary created a communication strategy to help her customers become happier after a phone call. It increased her business by 35% in just one year! To add to this, Mary’s business was debt collections and you know no one is ever happy when they hear from you.
*Soon after, Mary was teaching this strategy to other business owners and helping others.
*And then… Mary went through a devastating divorce and it knocked her completely off her feet.
*Honestly, the communication strategy she’d developed 10 years prior was what saved her.
*You have to continue in your life despite all the rocky ups and downs.
*Mary was in a very negative space and things were not manifesting well in her life.
*You have to get in control of your words, behaviors, and actions in every aspect of your life. All possibilities exist for you.
*You have to release the traumas you have stored in your body because they do affect you, whether you realize it or not!
*How can business owners take actionable steps to leverage the power of their words?
*Goal-setting is a very powerful way of connecting and building neural pathways. There’s a reason why goal-setting works!
*Typically, the people who have a clear plan and actions steps set in place are the ones who get results.
I want to talk to you about creating content and nurturing your leads, so that you can bring in 50% More Revenue in One Hour a Week!
We chatted about this recently, where I gave you a recipe for how to come up with 30 days of content, but I know that many of you continue to struggle with this!
You think… I got the ideas now! But what the heck do I write? And than it hit me. I was working with a client recently where we laid out not just 30 days of content, but 90 days! Three months of content ideas that were rock solid, that spoke to her target market, and we came up with three pain points that she could address in her acupuncture practice!
We did the mini-topics under these three pain points and she was on her way!
But than her eyes got really big and she got white as a sheet. She said, “I don’t know what to do, Michelle.”
So let’s lay it out on the table. Let me lay it out for you like I laid it out for her. I know the one thing on your mind and I can hear your objections already. It’s not just that you don’t know how, it’s that you still have those objections in your head.
I don’t know how to talk to my ideal client
I don’t know who my ideal client is
It has to be perfect
What will my colleagues, friends and family say?
Will I sound stupid?
I’m not sure what my voice is
You HAVE to stop! Putting content out there like we discussed in the previous blog is actually pretty safe! You can’t get it wrong. OK? This kind of safe content allows you to find your voice! Writing consistently is the perfect way to do that!
You’re going to see what they respond to. You’re going to begin to move more into the direction of what they like from you. And you’re going to evolve as a content creator!
But if you keep sitting there and listen to those objections in your head, you’re brainwashing yourself into believing you can’t do it. You’ll find excuses.
Remember… done is better than perfect!
You have to get started. Hold yourself accountable and begin to create content on a regular basis.
Now for the five key components on doing this:
The anatomy of your blog – The Outline
A blog can be used and reused in so many ways! Create an outline. What is your overall message? One sentence!
Identify three key points to support your message
For each key point, decide on supportive information that you can use to drive home your message. It could be a statistic from another article, a personal story, a case study or testimonial. Maybe even an infographic!
Now write it!
Time yourself. Give yourself 30 minutes to get this done. If you did a good job on the outline, it’s not going to be hard, as long as you keep telling yourself that the goal is progress over perfect. If you strive for perfection, you’re never going to get this done!
Create an Awesome Headline
This is where I’d spend some time! Brainstorm 10 ideas. Once you have those 10 ideas, head over to the close schedule headline analyzer.
Type into Google if you aren’t sure what this is and it will pop right up.
Now, type in your titles and see what gets the best score! Now use it!
Create an Image
While I do think that images are important, I also want to make sure you aren’t spending hours on creating a graphic. I know in the past I have, but it’s such a waste of time! So how?
I use Canva and I love the free pictures you can find on splash.com. There are many other places you can find free graphics, as well, so it may just be a personal preference.
Call to Action
Whether it’s an opt-in box at the bottom of your blog, a free copy of a book, or the opportunity to schedule a free consultation or appointment, don’t miss this opportunity!
You want your readers to know where to go and what to do next, right?
And just like that, you’re going to have amazing content that you can use to nurture your leads and provide value. This will help to increase your revenues by 50%! This is worth investing that hour a week into!
I’ve just walked you through how to do this quickly and easily week in and week out.
And one last tip… don’t forget to make time to use this content in your social media strategy! Since you created three key points above in #2, you’ll now have three great points to use in your social media strategy three times a week! See how easy that was?
I’ve laid out this great recipe for you here today and can’t wait to dig into more topics in the next blog!
Making the Maven Episode 114: You don’t make money off the Groupon deal itself, you make money on converting potential customers into real clients.
Cath Cox has been a licensed massage therapist in Colorado since 1999. After trying nearly everything to get clients through her door (she was hustling her butt off), and it not working, Cath decided to finally try Groupon because she had nothing else to lose. To her surprise, she was getting consistent clients through the door and was able to boost her business from three clients a week to three a day within a couple of months. How did she do it? Find out, in this week’s episode.
Key Insights & Aha Moments
*I have a new gift for you guys! Struggling to get consistent clients in the door? Download my 5 Steps to a Waitlist Wellness Practice.
*How did Cath get into massage therapy?
*When Cath made the transition from the bar industry to massage therapy, did people think Cath was crazy?!
*After school, Cath knew she wanted to start her own business. How did that experience go?
*Cath is such a go-getter. How did she get this ‘can do anything’ mindset?
*When Cath finally settled on her massage style (ashiatsu), she hustled her butt off! When she wasn’t marketing, she was busting her butt finding clients. She went down to fire stations, doctor offices, gyms, etc looking for clients.
*Despite busting her butt, Cath was not getting anywhere in her business. She was seeing three clients a week if she was lucky.
*Cath didn’t hear great things about Groupon, but as she was getting nowhere with her business, Cath decided to try it out and see what happens. She had nothing to lose!
*Keep in mind, you don’t make money off the Groupon deal itself, you make money on converting them into real clients.
*Because massage students were not well trained in marketing, this is where people fail flat with Groupon. They get the clients, but then they don’t know how to convert them into lifelong customers.
*Cath went from three clients a week to three clients a day within two to three months of using Groupon.
*The good thing about getting an influx of people through your door — you can really hone your sales speech.
*Cath shares some tips on how people can use Groupon to kickstart their business.
*What’s the max amount of clients you want to see each month or even each week? Set that cap early in the business.
*Some final thoughts about from me about today’s interview before we wrap up the show.