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March 18, 2014 by Sharla Jacobs

What to Say When Someone "Can't Afford it..."

What to Say When Someone Can't Afford it...

In last week's video, you discovered that if you want your potential clients to say yes to you, you must be willing to step up in your own life and say "YES" to YOUR own Highest Commitments (even if it's hard or scary).

Because it's nearly impossible to inspire your clients to invest in themselves by saying YES to your services if you're not willing to say YES to your Highest Commitments (no matter how inconvenient or uncomfortable your situation may be).

In other words, you’ve got to walk your talk…

If you’re not a living example of someone who says YES to their highest commitments, the questions I reveal in this video won’t work to get you clients. You must have the capacity within yourself to go beyond fears and circumstances, if you’re going to ask others to do the same.

Once you are someone who says YES to your highest commitments, you may use the three magic questions revealed in this video to turn some of those no’s into yes’s!

These questions will help you gracefully work with your potential clients to commit to investing in themselves at a greater level.

 

Enjoy the video and please leave a comment below and share it with people whom you know need to hear this message.

Tell us what you think...

Filed Under: Heartselling/Enrollment

March 11, 2014 by Sharla Jacobs

Why Your Potential Clients Say They Can't Afford It

Thank you for all of your heartwarming comments about last week’s video! I get that the video inspired you to stop waiting and get into action. This is awesome!

In this week’s video, you’ll discover what’s really going on when a potential client has concerns around money, time or indecision and what you can do to shift yourself so you get fewer no’s and more Yes’s.

 

Enjoy the video and please leave a comment below and share it with people whom you know need to hear this message.

Tell us what you think...

Filed Under: Heartselling/Enrollment

September 24, 2013 by Sharla Jacobs and Jesse Koren

3 Secrets to Dancing with Concerns

Imagine you’re having a conversation with a potential client and just as you think they’re going to say, “Yes,” they say, “I can’t afford it,” or “I just don’t have the time for this.”

Concerns are a natural part of any Heartselling Conversation…
However, if you aren’t able to dance with concerns masterfully, you’ll hear more “No’s” than “Yes’s.” And wouldn’t you rather hear more “Yes’s”?!

We want you to be able to attract clients anywhere, anytime. So here are 3 powerful secrets that will help you dance with concerns with more confidence and skill (and feel in alignment with your own integrity).

Secret #1: Dancing with Concerns is a Spiritual Practice

When you’re dancing with concerns, you are talking to yourself. How you dance with your clients’ concerns is the way you dance with your own concerns.

Are you dancing with your own concerns with judgment or compassion? With assumptions? Or with curiosity? We recommend compassion and curiosity… it feels better and gets you further in the conversation.

Secret #2: Honoring Your Highest Commitment is Essential

Sharla4When you’re dancing with concerns, your job is to help your potential clients discover their Highest Commitment. Once they discover their Highest Commitment, then your job is to do everything in your power to help them say Yes to that.

If you’re not saying Yes to your own Highest Commitment, then it’s going to be impossible to hold them to their Highest Commitment. You can ask the right questions, but you’ll be asking from a pushy place. Because whatever is holding you back from saying Yes to your Highest Commitment will hold you back from taking a stand for them to say Yes.


Ask yourself the following questions:

1. “What is MY Highest Commitment?”
2. “What do I need to start saying Yes to, in order to hold myself to my Highest Commitment?”

Answering these questions, and then taking action on what is a YES for you, will help you support your potential clients in their Yes.

Secret #3: Saying Yes when you mean Yes (and No when you mean No) Sparks Action

We encourage you to become really good at saying Yes and No, and not belaboring decisions for months or years. Decisions that you put off become like cobwebs in the corner. They become like piles on your desk. They just clutter up your clarity.

When you’re saying maybe, or “I need to think about it,” you delay action. And you delay the Universe in delivering the support you need. However, a clear Yes or No sparks action and can set you in motion towards your Highest Commitment.

Are there decisions in your life that are piling up? If so, we encourage you to take action on them in the next 24 hours. Be clear with your Yes and your No and see how much energy this frees up for you (and your Heartselling Conversations!).

When you recognize that dancing with concerns is a spiritual practice, and put these secrets into action in your own life, you will begin to see an immediate impact on your Heartselling Conversations. And we’d love to hear what you discover! Tell us about it here:

Tell us what you think...

Filed Under: Heartselling/Enrollment

April 25, 2013 by Artem Shevchuk

Free Sessions: Why They Don't Work & What Does

by Jesse Koren and Sharla Jacobs

A lot of coaches, practitioners and entrepreneurs give free sessions with the hope of getting clients. That's what I (Sharla) did when I first started building my life coaching practice. (But this is such a big mistake!)

This was my process:

  1. Offer a free session (so that they could experience my work)
  2. Dazzle them with how much value they could get
  3. Invite them to sign up for a package with me

At one point, I gave 20 free sessions in a row without getting one client. Everyone raved about how much value they got from my sessions. I just couldn't understand why they weren't signing up for more!

So I invested more in my own business education (through teleseminars, CD-sets, and seminars) and discovered why free sessions don't work. I also learned a whole bunch of strategies that do work - some of which we share here so you can stop wasting time and start gaining clients!

Why Free Sessions DON'T work...

When you provide a FREE SESSION, and most likely, end up giving away too much, your clients need to digest what they've been given, and are no longer hungry to do further work with you.

Making an offer to continue working with you AFTER a free session is kind of like the server who comes over to your table after you've just had a HUGE meal and asks, "Would you care for dessert?" The response? "Sorry, I'm full!"

So, if Free Sessions DON'T work, how do you get lots of clients fast?

If you want a lot of clients fast, you still want to be generous. But instead of giving away free sessions, give away free consultations.

What's the difference between a Free Session and a Free Consultation?

In a free session you may ask them what their biggest problem or challenge is and you actually begin to help them solve or relieve it.

In a free consultation, you do not solve their problem! You ask them a series of questions that are designed to help them see their problem clearly and discover what they want instead.

Then you can share how you can help them solve or relieve their problem over the course of a 3 or 6 month package.

And, if you do your free consultation right, about half of the people will sign up for a package of your services.

So how do you do your Free Consultation "right?"

Check in with us next month and we'll tell you more about this!

Meanwhile, let us know if you commit to stop doing free sessions and start offering free consultations:

Tell us what you think

Filed Under: Heartselling/Enrollment

April 3, 2013 by Artem Shevchuk

Get More Yes's From Potential Clients

More than 95% of entrepreneurs that we meet are missing one Element in their Heartselling™ conversations and are leaving thousands of dollars on the table.

This one Element is the Wood Element where you give your potential clients a choice (and increase your chances of getting new clients and doubling your income).

Why? They feel uncomfortable asking potential clients to boldly MAKE A CHOICE because they are afraid of hearing the word NO. So they shyly hand out their business card and hope the potential client calls them for a session.

What is the Wood Element about?

Think about an acorn. Housed inside of it is the plan to grow into an oak tree. It has to burst from its shell and grow around all the rocks and roots before it finally breaks the surface of the ground. Then there are huge trees surrounding it. However, it is going to grow towards the light no matter what. This "no-matter-what" decision is what enables it to thrive.

This drive and commitment is the power of the Wood Element. And it calls forth boldness to take a stand for other people's lives, giving them a choice that can lead them to making "no-matter-what" decisions for themselves.

In the Heartselling™ system the Wood Element instructs you to "Give Them a Choice."

Giving your potential clients a choice may feel uncomfortable at first. However, eventually it gets easier and will become second nature.

What does it mean to "Give Them a Choice?"

First, it doesn't mean handing out your business card and saying "Call me if you would like a session." This is not giving someone a choice. Instead, we invite you to ask a bold question, such as, "Can we follow up on Tuesday about our conversation today?" or "Would you like to get started?" Your potential client gets to say Yes or No.

Remember that giving them a choice doesn't always mean a choice to sign up right now. Until you've connected, served, acknowledged, and gotten curious with them, they are probably not ready to be your client.

Heartselling™ conversations take time, and if you only have 5 or 10 minutes, it's usually not enough time to ask them to be your client. In that case, give them a choice by inviting them to talk with you at a future date and time.

For example, you might say, "I would love to follow up with you by phone since we need to get back to our seats now. Do you have a business card?"

Then ask, "Would Tuesday of next week be a good time to connect further?"

Be sure to take it one step further (if Tuesday does work) by asking, "What time would work best for you on Tuesday?"

Unless you get a specific time, you could play phone tag for weeks. By the time you reach each other, two weeks may have gone by and she barely remembers the conversation she had with you.

Because when you don't ask, the answer is always No. When you do ask, you give people the opportunity to say Yes to what their heart is calling them to say Yes to.

Remember that when you first get to know someone, it isn't wise to try to "close the sale." The key is to use the Fire, Earth, Metal and Water Elements first to make sure that they're leaning in, excited, and open to their highest commitment before you step into the Wood Element and boldly give them a choice to sign up for your services.

Here are some questions to get you started with giving your potential clients a choice.

Wood Element Questions:
- "Would you like to sign up for the program?"
- "Would you like to schedule a session?"
- "Would you like to get started?"
- "Can I follow up with you in a few days?"

Because most entrepreneurs don't give their potential clients a choice and instead wait for their phone to ring, simply giving your potential clients a choice to follow up or giving them a choice to start working with you can double your income in a very short period of time.

Share your stories with us about using these "Wood Element" questions with us on our Facebook page.

Tell us what you think

Filed Under: Heartselling/Enrollment

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