February 28, 2017 by Sharla Jacobs

The 3 Ways Clients Say Yes

When most Coaches and Holistic Practitioners think about creating a Marketing Plan, they get really uncomfortable, because they have NO idea where to begin.

On today’s video, I reveal the 3 Ways Clients Say Yes to working with you. And when you decide which (or how many) of these ways you’ll get the Yes, it’s super easy to figure out how to get more clients.

Watch the video, 3 Ways Clients Say Yes, now:

No time to watch this short video? Read the transcript below:

Hi. This is Sharla Jacobs from Thrive Academy welcoming you from my home office in Santa Cruz, California. (And shhh my kids are asleep but I wanted to make this video for you because I got so excited about what we were teaching at our live event today. I just can’t wait.)

Alright on today’s video I’m talking about the three main ways that people will say yes to you so you can get crystal clear about your marketing and you don’t have to be distracted or confused or wondering what to do. My intention is that after you watch this video you will be so clear about what you need to do and what you don’t need to do, that you’ll be able to simply be in action.

In order for your business to thrive or for you to have all the clients you want, you’ve got to have a way that people say, ‘Yes” to working with you. Right? And if you haven’t figured this out then you might be kind of feeling like you’re aimless, shooting in the dark when you’re trying to figure out how to get clients. So I want to make it really really simple for you because once you figure this out it allows you to have that focus and that clarity to be really clear about what to do next.

When you think about that moment when somebody goes from – they weren’t yet ready to hire you but now they are -- there’s this point of transformation really that they went from a “Not sure”, “Not ready”, “Not clear”, maybe all of the places that they could be and they finally became a “Yes” to themselves and “Yes” to working with you. We call that moment the point of conversion. This is a really really exciting moment whether you have had just a few of those you’ve had a lot of them. You know that until you get that “Yes” and somebody’s willing to pay you money to work with you, you really don’t have a business. You have a hobby.

Now on the last couple of videos and articles we talked about first having a big vision and being really ready to play. And when you have an exciting vision often your inner “gremlins” or the inner voices in your head that tell you you’re not good enough, you’re not ready or you can’t do that. They really start getting riled up and so we gave you some tips for how to neutralize those gremlins. And hopefully you’ll neutralize those gremlins and you’re pretty clear about what it is that you want to accomplish.

Now you want to get clear about your Point of Conversion. The place you want to focus on getting as many people as you need to that point so they can make that tipping point – that turning point to say yes.

There really are 3 possible Points of Conversion if you’re a coach or holistic practitioner. And when I share this with you it’s going to seem so simple and yet I want you to consider that if you aren’t clear about this it makes it very, very difficult to create a marketing plan that’s something simple so that you know exactly what to do.

Alright so the first way is in a private one-on-one conversation. Just you and this person heart to heart. We call this Heartselling™ conversations. It’s when you’re having a conversation with a potential client. It’s an inspiring conversation. It leads to action and if you’re really good at this and you’re masterful at the Five Elements of Heartselling™ which we talked about in some other videos, your potential clients will practically talk themselves into working with you if it’s a good match.

So that’s the first thing that you want to master. And if you know that, this is your business model. That conversation is the point of conversion that you want to get as many people to and then you just get crystal clear about “Okay, how am I going to get more people to these conversations? Is it going to be through networking ? Is it going to be through speaking? Is it going to be through asking for referrals and being intentional about that (which I talked about in another video)?”

Once you have that it’s very, very easy to get crystal clear on your marketing plan.

The second way that people might say yes to you is during some kind of a virtual event like a free teleseminar or free webinar. And one of my best recommendations when you’re first starting is to offer some kind of a strategy session or free consultation so that you can have a one-on-one conversation and discover about what people are looking for to see if it’s a good match.

Once you get more skilled at that and you feel more confident leading teleseminars and webinars then you can move on to making a straight offer on your teleseminar or webinar.

(Now for a lot of people that sounds really scary but don’t worry ... you can get there eventually.)

It does take some time to master this but as long as you’re good at those one-on-one conversations you will still be golden here. This is a great way to get clients. Even just the teleseminar or webinar to a free consultation that can be a powerful way to get to six figures very quickly.

So the third way that someone might say yes is when you are speaking in front of a group of people. Now when I say speaking in front of a group of people most people get a little nervous and start thinking about talking to hundreds of people. But you can start with ten people at your local Rotary Clubs or Kiwanis or something like that.

When you’re speaking you have the opportunity to make an offer. An offer for somebody to continue to work with you and if you wanted to go ahead and do a paid offer you can. Most people start doing something free. Again the free consultation is a really great way to get started.

Alright so if you decide that this third way is how you are going to find that Point of Conversion and find enough people to say yes then you just have to get crystal clear about how many people do you need to speak to every month so that you get enough free consultations and people saying yes to your program to make your business work.

Now this seems simple, I understand, and yet once you make this decision it’s so clear about what actions you need to take. Now if you are not sure yet or you’re not quite sure what those steps are then we want to invite you to be our guest at an upcoming Client Attraction Summit.

Tell us what you think

September 22, 2015 by Jesse Koren

Why You Should Never “Close” Another Sale

If the story I’m about to tell you makes you even a little uncomfortable, I invite you to continue reading because eventually it has a happy ending...

Imagine you’re at a used car lot and you feel a presence lurking. Yes, you need a car but you’re not really finding “your” car in this lot. Suddenly, here he comes sauntering towards you. You notice the way he looks at you, almost like a coyote ready to sink his teeth into the “sale.”

As he approaches, you almost feel him breathing down your neck. You wonder, has he forgotten you are a human being or does he just see you as one big dollar sign?

He approaches with his bright shiny smile (aka baring his teeth) and launches into why this car is the perfect car for you. You want to run and hide, but instead you politely listen to him talk about this “perfect” car you aren’t even interested in. Finally, you use one of your agile maneuvers to distract him for a moment and you make your getaway…phew, that was close!

Okay, so this is a little extreme but I imagine you’ve felt this way at some point in your life…a victim to the salesman who didn’t see you as a person, but instead you became a “sale” and that person’s sole agenda was to “close the sale.”

I know you’re not a used car salesman and I know you’re not ready to sink your teeth into your next victim. But you’ve no doubt felt the impact of this “close the sale” energy at some point. And it is because of these types of experiences that most coaches and holistic practitioners avoid selling at all.

And yet if you want to be successful in your practice you’ve got to learn how to sell. But most sales trainings will tell you that you have to “close the sale.” Let’s take a look at the energy behind “the close” and why you should never “close a sale” again...

First, when you think of “closing a sale,” how do you feel?

For me it conjures up ideas of hunting a “prospect” down just like the coyote metaphor in the story above.

When you’re “closing,” you’re bringing an end to something. When you’re referring to your “prospect” as a “sale,” you’re missing the humanity of the person who’s standing right in front of you or who is on the other end of the phone.

In Heartselling™, you never close a sale. Instead, you support your potential clients to commit to investing in themselves. In essence, you’re helping them open vs. closing them.

For example:

-What if they could be pain free and enjoy picking up their grandkids again?

-What if they really could achieve the dream they’ve been thinking about for years?

-What if they could have 10 times more energy than they have now?

Do you feel the difference in “closing a sale” vs. “opening your potential client?”

Here’s an example of how this works:

At every Client Attraction Summit we do a live Heartselling™ demonstration with a participant. A few years ago at one of our events, I looked out at the hands of volunteers and I was immediately drawn to work with a beautiful, vibrant woman with short red hair and exotic clothes.

As she approached the stage, I realized we had met before at a Tantra workshop, so that’s how we started the conversation. During the course of the conversation, I discovered she had a Vision to help a LOT of people by leading Tantra retreats. I could see her inspiration…and I could also see her frustration with not having the next steps to see her Vision come to life.

First we uncovered what a LOT really meant (in numbers of people and dollars) and I supported her to feel what it would be like to have this dream come true. And she opened and then opened some more. It was like witnessing a flower blooming.

And then I shared with her that we had a step-by-step system to help her earn tens of thousands of dollars leading her retreats…and she opened even more. By the time we were done with the conversation, she was in tears of joy at the excitement of what was possible for her and for her clients to come. By the end of the weekend, she said “Yes” to herself by signing up for the programs that will help her achieve this dream.

It’s conversations like these that remind me why I love selling. Yes, I really said “I love selling.” Because when I have a Heartselling™ conversation with a potential client, I know her life will never be the same. She will see something is possible that she had previously missed, or worse…even felt resigned to never being able to have. It’s about opening her up to deeper parts of herself and having her say “Yes” to what her higher self wants for her.

Do you see how the energy of a Heartselling™ conversation is so different from “closing a sale?”

This is what makes it so powerful and has you become a magnet for the perfect clients.

The next time you are having a conversation with a potential client, remember you’re there to Open them up and notice how different that feels. I bet you’ll be so pleasantly surprised at how easy it is to help them say “Yes” to your services and to say “Yes” to themselves.

In next week’s blog post, you’ll hear from a Thriver who does a beautiful job of opening potential clients and how she thinks about it. If you’ve got any reservations about selling, you’re going to love next week’s post.

Would love to read your comments below.

September 16, 2015 by Jesse Koren

YIKES! My Pants Split Open on Stage

A couple of years ago, we led our Client Attraction Summit.

I (Jesse) had spent many hours the week before the event, praying for avalanches of abundance to flow to the entire Thrive Community. So when I stepped on stage on Friday morning, even though I had only gotten 4 hours of sleep, I was on fire.

By Sunday morning, our attendees are literally glowing. It’s about 11:00am. The song Good Feeling by Flo Rida is blasting from the speakers and I am in my element, dancing solo on stage with a group of about 200 Coaches and Holistic Practitioners dancing with me.

I try a slightly crazy move... and suddenly I feel the back of my pants go RIPPPPPP!!!! The confident smile on my face turns to shock.

I slide my hand over the back of my pants and yep... my black boxer briefs are now visible.

But the music is loud, so nobody heard the rip. And there’s no one behind me, so no one can see it...

So I’ll just keep dancing... And as long as I never turn my back to the group, I’ll be fine.

I end the dancing with a 1, 2, 3, YES!

And everyone takes a seat. I think about putting the group into a partner share so that I can run up to my room to change...

But I am more committed to staying on time and delivering on the Q&A session and so I decide to change my pants later.

As I answer the questions, I remind myself often to face the group at ALL times.

Then a woman shares something very courageous and also very dark about her past. The light-hearted exhilaration in the room turns into a dark, foreboding cloud.

I ask the group if they want me to keep going with content or to switch directions and help this woman have a breakthrough in this area that had been holding her hostage for the last 18 years (and would continue to keep her from attracting clients).

They vote for the breakthrough.

So I bring her on stage and step into my "Breakthrough Coaching Zone."

When I enter this Zone, I lose all self-consciousness and show up fully in service to the woman on stage as well as the entire group.

I start by asking her to reveal something that she had not shared publicly in years: her arms had scars on them from the incident 18 years ago.

She reluctantly takes off her long sleeve shirt to reveal her beautifully scarred arms. The group greets her with love and applause.

I guide her to a place of self-love and forgiveness and invite her to dance slowly as she holds herself in an embrace of self-love.

I can tell that she is still incredibly self-conscious. So I step to the side and invite some women who are moved by her story to come up on stage and literally hold her as they massage her with unconditional love.

She starts sobbing uncontrollably as she feels the love and tenderness of these angelic women. The healing has begun.

After several minutes of healing, one of our team members, Erin Delaney, walks on stage and whispers in my ear, "Your pants are torn at the butt.”

I whisper back, “I know.” And, then it dawns on me. I was no longer facing the group. The whole right side of the room had seen my butt.

Luckily, I am in my Breakthrough Coaching Zone, where I feel like Superman. So instead of getting embarrassed, I ask, "God/Universe, how do you want to use me now?"

Then it comes to me.

It is time for the group of angelic women to step back and make space for this woman to take back her power.

But I know that for her to truly embrace her body without self-consciousness, she is going to need me to lead by example.

So, I face the group and said: “Yesterday, I was talking with a woman who shared with me how well my pants fit. Well, I realize now, that perhaps my pants fit a little too well... When I was dancing earlier, my pants ripped really bad. But, it’s perfect, because if I am going to ask you to be as vulnerable as to share your arms with all of us, I better be willing to be just as vulnerable. So, here goes...”

I turn around, stick my butt out, and wiggle my hips for about two seconds.

The group gasps and then bursts out in laughter.

Immediately, I call for the music and make space for our heroine to step to the front of the stage.

With a huge smile, she dances...Beautiful scars and all.

Her self-consciousness takes a back seat to confidence and her beauty touches everyone in the room.

After a few moments they break into a spontaneous standing ovation as we all acknowledge her courage and beauty.

She walks off the stage, glowing. I am confident her life will be forever changed.

Next I bring Sharla back on stage and acknowledge her for her brilliance, beauty, and also for being the one in our partnership who does not have a slit in the back of her pants (or dress) as the case may be.

The moment I get to the back of the room, I turn into Clark Kent and feel a bit self-conscious... Erin quickly escorts me back to my room, where luckily I had brought an extra pair of slacks... just in case.

My boys are up in my hotel room, and when I show them the huge hole in the back of my pants, they are very impressed.

Now you may be wondering, really??? All that happens at a Client Attraction Summit? Isn’t the Summit supposed to be a business event about how to get more clients? Isn’t it supposed to be serious and a bit boring?

Yes, it is a business event about how to get more clients. But if I allowed the Summit to get boring, there is NO WAY I would have led this same event over 70 times.

In fact, I’ve been to my share of events that were so boring that the thought of stabbing myself with a pencil seemed like a good end to the boredom... I have vowed to do everything in our power to not make our events boring.

As for being a business event that helps you get clients... Yes it is!

Allowing yourself to be a vehicle of service to your clients (no matter how “good” or “bad” it makes you look) is one of the best things you can do to attract clients.

In fact, in spite of this “incredibly embarrassing (or sexy) moment,” it was our highest revenue generating event ever.

Was it the fact that I showed the group my butt? I don’t think so. I think that the huge success came from the fact that the group knew I was willing to do anything and everything in my power to facilitate a life-changing weekend for the whole group.

And life-changing it was...

Already, there have been many posts in our private Facebook group from people raving about the weekend and some from people who are already getting clients, including this one:

“Less than 24 hours since officially joining this community and already scheduled 3 new clients!!! It's amazing the magic that comes when you commit to your dreams and say YES!”

So my question for you is:

When have you put your own self-consciousness to the side to serve your clients? And what happened as a result?

Would love to read your comments below.

September 9, 2015 by Sharla Jacobs

How to Go From Lost Client to Loyal Client

It was 2003, when I first started my coaching and acupuncture practice...before Jesse and I started Thrive Academy.

I'm at a local networking event and I’m feeling pretty anxious about getting some new clients because the amount of money I was making wasn't even covering my bills.

I start talking to a woman who asks me what I do. I tell her I’m a licensed acupuncturist and she starts “leaning in." (You know that feeling when someone seems genuinely interested?)

Then she asks me, “How much do you charge?”

And everything comes to a screeching halt...

I sort of stand there like a deer caught in the headlights and then blurt out, “$60/session.”

I can tell she senses my awkwardness and just like that, it's all over...

No more leaning in and the connection we had begun to build is instantly gone.

She asks for my business card and hands me hers and then she walks away and, of course, I never hear from her again.

If you’re a coach or holistic practitioner and you’ve ever gone to a networking event, I bet this has happened to you at least once or twice.

After so many years of trial and error in our own businesses, Jesse and I have since taught over 25,000 coaches and practitioners how to gracefully transition from the potential of a lost client into an opportunity for a loyal client.

First of all, you should know that when this happens it’s actually a REALLY good sign. It’s likely they’re a good potential new client and interested in what you have to offer them. But if you handle the conversation poorly, you’ll lose them.

What’s the solution?

#1 Look for the Match

At the Client Attraction Summit we teach our signature system called, Heartselling™, which allows you to have an authentic conversation with a potential client that has them asking to work with you, rather than “hard-selling” them into a “yes”.

Taking the time to find out what they’re looking for is key to this successful approach. But when they ask, “How much do you charge?” before you’ve had the chance to see if you’re really a match, it can be awkward.

They don’t have all the information they need to make a decision…and you don’t want them making their decision solely on price.

The problem is that if you answer the question right away there isn’t any context for them to hear an answer that makes sense to their needs.

This is especially true for businesses that provide several offers or options for their services.

You have no basis for an answer and the potential client has no basis to make a decision.

If the person is just bargain shopping they’re not going to be a good client for you anyway, right?

However, this doesn’t mean the person CAN’T be a good client.

But if you answer their question about price right away, you may never know.

#2 Here’s how to go from lost client to loyal client

When you get this question too early in the conversation, here is what you can say: “It depends. I find that different people require different levels of support, so I’d like to discover a little bit more about what you’re looking for, so I can make the best recommendation.”

And then you schedule a free or low-cost consultation with them in which you can talk with them more deeply about what they’re looking for, where they are now and what’s missing for them in their life (or business or whatever is relevant to the service you provide).

You then share with them how you can help them, and make a recommendation based on your experience.

This is where the graceful transition from lost client to loyal client comes in.

With this approach you are able to find out if it’s a match for you and this potential client to work together. You’ll have ample time (and their full attention because they’ve committed to a session with you) to explain how you can help them, so that once they hear the price they can make an informed decision – one that is much more likely to be a “YES.”

#3 Now it’s your turn...

Can you see yourself answering a potential client in this way? How does it feel when you say these words?

It might feel awkward or evasive at first, but remember, you are simply opening the door for a more in depth conversation so that you can truly discover whether or not you can help this person.

Here are a few recommended action steps if you’re ready to give this a try...

1. Pick an upcoming networking event and circle it on your calendar

2. Practice saying the answer I’ve provided above out loud until you are completely comfortable with it

3. Role play this scenario with a mentor, buddy coach, or friend

4. As you’re getting ready to attend the event, release any attachment to the outcome. You don’t want to feel anxious or needy before you even walk in the door!

5. Relax and have the intention of being of service

Post a question or comment below to stay in community and share your experiences.

August 5, 2015 by Sharla Jacobs

How to Get Great Testimonials

Way back when we were planning for our wedding, we checked out an endless amount of photographers, videographers, florists, caterers, and every other possible type of vendor associated with “The Big Day”.

What really helped me (Sharla) make decisions and often took some vendors out of the running, was testimonials. If a vendor didn’t have them, I almost always eliminated them in my mind.

This was such an important event and I didn’t want to take the risk of using a photographer who couldn’t even show me samples of her work or testimonials from happy clients.

The same is probably true for many of your potential clients. Yet, most coaches and holistic practitioners don’t know how to get great testimonials that make selling your products and programs and enrolling clients a breeze.

Testimonials are an essential part of your promotional materials. Without them, your potential clients are just ‘taking your word for it’ and taking a risk with their time and money.

Testimonials provide “Social Proof” to your potential clients by letting them know that other people have benefited from working with you; so they might benefit too.

The great thing about testimonials is: they can do the selling for you.

Maybe due to the legal constraints of your industry (check with your state board to be sure about legal limitations) you can’t make a bold claim like “I can cure your allergies” or “I’ll eliminate your back pain in just 10 visits.” For example, as an acupuncturist, you can’t claim that you can cure pain. But one of your clients can say “After my first visit, my pain was reduced by 50% and after 10 sessions I am completely pain-free.”

And, if you feel shy at all about tooting your own horn, you can share stories (aka testimonials) of what your clients have received and make a great impression.

Most coaches and holistic practitioners don’t know how to get great testimonials that make selling easy. I decided to share 5 of my favorite tips with you here:

1. Ask

My first tip is: “Ask.” It’s that simple.

When your clients sing your praises after a great appointment, do you ask them for their permission to use their comments as a testimonial? How about after they worked with you for a period of time?

It can be this simple: “I’m working on some new marketing materials about this work we’ve been doing together. Would you be willing to share about the benefits you’ve received from our work together to help other people who are thinking about it discover what they can get from it?”

2. Make it Easy For Them

Recently, I was revamping our program brochure so I used Tip #1 and started asking our clients for updated testimonials. Instead of just asking, I made it easy for each of them by creating a sample for them to edit.

Here is an example of a testimonial I wrote for one of our star clients, PJ Van Hulle, for our Six Figure Speaker Program. Because I know PJ well, I created it using language I thought would fit her and then invited her to edit so it fit her voice.

“I had dreamed of being a trainer for 5 years, but I had no idea how to do it as a business successfully. Then I met Jesse and Sharla and a huge door opened for me. In just 6 months I have created a successful training company AND repaid my investment in the Six Figure Speaker program...earning $52,000 in one weekend seminar. And more importantly, I am showing up for my students and creating miracles in their lives.!" -PJ Van Hulle

She sent it back to me within hours and I added it to the new brochure. Had I asked PJ to write it for me, it might have taken weeks for her to get to it.

3. Use 2 Levels

If your potential clients hear only from your superstar clients, they might feel a little skeptical. But if they also hear from someone who got good or decent results, it makes it much more believable.

For example, we’ve gotten several testimonials from attendees of our Client Attraction Summit whose income quickly surged to 6-figures AND we have testimonials of clients who were thrilled to have made more than $1,000 in one hour.

Do you see how the smaller number makes the results more believable? If all of your testimonials say “In one session, I got X, Y and Z and my life has changed forever,” your potential clients might feel skeptical. Ask yourself, “What seems realistic?” And then ask those clients for testimonials too.

4. Use “Before and After”

Diet products have been using “Before and After” testimonials forever. It gives us a clear picture that “This Stuff Works!”

Here’s a template for you to use:

Before I worked with (YOUR NAME) I had ____ and ____ for ___ years. After ___ sessions/treatments/weeks I no longer have ______ and I feel _________(great/fabulous/better than ever.)

Read before and after examples here.

5. Tell a Great Story

Everyone loves a great story. It’s why we go to the movies, read books and participate in the drama of our own lives. We learn by storytelling in a subtle, yet very effective way. So let your clients’ testimonials tell a story. It creates connection and makes it easy for potential clients to relate.

What can your potential client do now that they couldn’t do before working with you? Pick up their grandchildren? Spend time gardening? Enjoy the sunshine? This emotional connection in your testimonials sells for you PLUS it’s fun to share stories.

Lastly, make sure to get explicit permission from your clients who provide testimonials and I recommend acknowledging them with a thank you card for taking the time to share their story so others may benefit from your work, just like they have.

Now it’s your turn to ask your clients for great testimonials!

Let us know your thoughts in the comment box below.