Did you miss the Abundant Practice Workshop, where I teach The Abundant Practice System, my step-by-step system for filling your practice? Now you can get the whole system at this special 1-day session in January!

The Abundant Practice 1-Day Intensive!

• Attract more of your ideal clients

• Differentiate yourself in a crowded marketplace with your passion and purpose

• Connect with those who need you in an authentic way and invite them to say “yes!” to themselves without hard-selling or high-pressure “closing” tactics

• Build your practice quicker by working smarter, not harder

• Design your practice to fit YOUR life – giving you plenty of time to relax, renew, and recharge

You’ll trim your learning curve and shave years off of reading and research by joining me for this unique “crash course” where I teach you the entire Abundant Practice System IN ONE DAY.

You’ll walk away with a COMPLETE SYSTEM to bring in clients consistently from here on out and the tools you need to create YOUR dream abundant practice, designed expressly for your lifestyle and goals.

Mark your calendar now!

This special workshop will be held all day (10am - 6pm) on JANUARY 31, 2009 in midtown Manhattan. I’ve chosen both scheduling and location so that it’s easy to attend if you live in the New York Area or within driving distance. As with all the classes I offer, the Abundant Practice 1-Day Intensive comes with a 100% satisfaction guarantee. Learn more, read success stories and register here:

http://www.marketinggoddess.com/intensive.html

In a recent post, I gave you 5 of my favorite strategies for getting those first few clients FAST, especially when you’re short on marketing money.

You may have noticed something about these strategies - most of them involve “getting yourself out there” and approaching others. Now, I’m all about ATTRACTING clients, not chasing them. But the simple fact is, client attraction takes time. When you need those first few clients NOW, you’ll have to take those first steps instead of waiting for them to come to you.

So how do you “get yourself out there” without feeling pushy? Here’s how to talk about what you do without feeling uncomfortable or (ick!!) like you’re “selling something.”

1. Remember what marketing is really about. At the end of the day, marketing is all about making a match: getting something of value into the hands of those who really need it/want it/would benefit most. In this case, YOUR services are that something!

Never forget that you have something incredible to offer the world. You’re talking to people to connect, serve and make that match. The key question to keep in the back of your mind is: “Is this person someone I can help?”

2. Drop your agenda. Let’s say you’re going to a seminar or workshop that you know will be filled with people who can help you in your business - new clients, partners, and so on. So maybe you’re really nervous - after all, there’s a lot at stake, right? Or maybe you’re feeling anxious because you know you want to make those business connections but don’t want to appear “sales-y.”

Having an agenda - even the agenda to NOT be sales-y - puts pressure on yourself and clouds your mind to what’s really going on. I don’t know about you, but when I’m out of my comfort zone, my mind can come up with all kinds of crazy negative thoughts that have no basis in reality! So what’s the reality? You’re just having a conversation!

The very BEST way I know to lose your agenda and any nerves that come along with it is to shift your focus from YOU (for example, how nervous you feel) to THEM and practice sincere curiosity. Ask yourself, “How can I make this person feel at ease?” and “Hrm, is this person someone I can help?”

3. Make a connection. When meeting new people, nothing matters more than making a sincere connection. Why? When your potential clients feel that connection, you build rapport and trust - two things you MUST have if you’re to work well together down the road.

Focusing on creating connection shifts your attention from you to them, which will help you feel less anxious and help keep networking from feeling fake and phony. Best of all, authentic connection just feels so good. In our disconnected, wired, 80-hour-workweek world, true connection is in short supply… and yet it’s what people crave more than anything.

When you sincerely connect, the people you meet WILL feel it and they will be so grateful for it. You’ll stand out instantly.

4. Talk about something else first - namely, THEM! Many people hate networking because it can feel like cold calling. Here you are, with people you barely know… and you’re supposed to talk about your business! But you don’t have to open the conversation by talking about your practice. There’s no need to reveal what you do right away. Indeed, it’s much better to ask them about their favorite subject: themselves.

People love to talk about themselves and they love to feel heard. The conversation WILL come around to what you do. And when it does, not only will they think you’re the best conversationalist EVER, they’ll be more than happy to hear what you have to say.

5. Ask questions. Once again, it’s about getting the focus off you. Asking questions gets them talking about themselves. You can also find out quickly if they’re an ideal client by asking questions that gently steer the conversation towards the problems you solve or what you help them with.

6. Detach yourself entirely from the outcome. If you’re familiar with the Law Of Attraction, you may have heard of the principle of detachment - that magical state where you want something but you don’t need it. That point of wanting-but-not-needing is when the real attraction happens.

Remember: you’re simply having a conversation. Maybe you’ll be able to help them, and maybe not. Both are fine. Being completely detached from the outcome keeps you strong and centered, and the “needy vibes” at bay.

7. Leave them feeling better than how you found them. Did you know that we remember more about how we FELT when we were talking to someone than what they actually SAID? It’s true! It only makes sense to want to leave people feeling better than you found them.

Making a connection, shifting your focus to them, being sincerely interested and asking questions puts you at ease and makes them feel great about speaking with you. When people feel great about you and you have something they want or need, they can’t help but feel pulled towards working with you.

So you’ve just hung out your shingle and are now in business for yourself. Worried about where those first few clients are going to come from? You’re not alone! Here are some sure-fire strategies to get your practice going quickly.

First, some tough love. Believe me, I know from personal experience how challenging it can be to get yourself out there. Nonetheless, there’s no getting around this simple fact:

Landing those first few clients isn’t going to happen unless you’re willing to push past those feelings of discomfort.

(Note I did NOT say “be pushy.” You don’t have to be pushy to get new clients - far from it!)

So you’re committed to building your business and you’re ready to live with the temporary discomfort of “putting yourself out there.” Congratulations! Here’s your action plan.

1. Start with who you know. You have a virtual gold mine right under your nose - it’s called the people you already know. And yet, it’s the last place the overwhelming majority of business owners look when they want to bring in new business.

Make a list of everyone you know, and craft a letter of introduction. Send it by snail mail or by email. Follow up with email or a phone call. Maybe two.

Ah, but chances are, if you’re like most of us, you’re nervous. Asking for referrals can seem pushy, right? I heard a brilliant solution to this problem at one of my marketing mastermind meetings just last week.

Make your letter or email of introduction truly one of introduction by changing the word “referral” to “introduction.” As in, “Is there anyone you could introduce me to?” or something similar. Better yet, if you know they know someone who would be perfect for your services, ask for that introduction. “Say, I’d love to meet so-and-so… would you make an introduction?”

(Note: You don’t have to be a newbie in your business to work your network! If you haven’t reached out in a while, you can send a note to let folks know what you’re up to.)

2. Ask people what they’re up to. I’m talking about as many people as you can. Folks you run into, people at the gym, people in the places you ordinarily go, and so on.

Note that I wrote, “Ask people what THEY’RE up to.” This is the key! Be sincerely interested in the answer, and listen!

When you take a sincere interest in others and get them talking, eventually they’ll run out of steam (and it usually doesn’t take very long). That’s when the conversation will come around to what YOU’RE up to. And that’s when you can let them know how you can help them or people they know.

The wonderful thing about this strategy is that it’s so natural. You’re not out to talk about your business, you’re just connecting with others, having a conversation, no big whoop. But you’re giving THEM your time and attention… they’ll love you for it. When it’s your turn, you’ll have THEIR attention.

3. Partner up. Are there holistic practitioners in your area whose work would compliment yours? One of the readers I spoke with this week is an acupuncturist who has two partners: a chiropractor for space rental and a massage therapist to split marketing costs. These are classic win-win-win joint venture partnerships.

You can get really creative here - you could put together a special offer for your partner’s clients, or offer a 15-minute intro session as a bonus to one of his or her products.

4. Always remember that “new cash is in the streets.” Recently I was introduced to the work of Lorel Langemeier. Lorel has a phrase that I just love: the new cash is in the streets. She says, “For the first few weeks, with hardly any marketing money besides your time, you need to let the community in which you live that you’re in business, or you’re going to have a hard time making money.” I couldn’t agree more.

Marketing is a numbers game, and while I’m definitely not a fan of pounding the pavement, when you’re starting from scratch and short on resources, it’s something you can’t afford to overlook. Networking groups, Meetup meetings, Chamber meetings, BNI meetings… think about where your clients hang out, then get yourself there. Be selective so you’re not wasting a lot of time, but at the same time, resist the urge to cheat yourself and stay home.

It has helped me to start to think of networking as a part of my job. I do enjoy it (usually), but let’s face it - it’s work time. Think of it this way: when you’re networking, you may be going to work… but it’s YOUR business you’re working on, nobody else’s.

5. Reject excuses, find solutions.

Do any of these sound familiar?

“That won’t work because…”
“…There’s nobody in my area like that.”
“…People around here won’t pay for coaching / massage / Reiki / acupuncture / what I offer.” (Hint: they’re NOT paying you for any of that!)
“…I don’t know anyone.”
“…I don’t know anyone who is into coaching / massage / Reiki / acupuncture / what I offer.”

Those last two are especially dangerous to your business. You simply can’t assume what people are or are not “into,” even if you’ve known them for years. If you’re serious about creating a business, and you’re serious about getting clients when you’re starting with nothing but time, it’s time to reject excuses and focus on solutions.

Do you really live in the middle of nowhere? Focus on building a virtual practice (sessions over the telephone) and learn how to get clients using mail and the Internet. Also count on traveling to attend an in-person event at least twice a year. Convinced that people won’t pay for your services? Time to get really clear on the VALUE of what you offer… and come up with a plan to increase that value.

Speaking of “I don’t have time”… The truth is, you can’t have it both ways. ALL marketing costs SOMETHING, in either money, time, or both. So if you don’t have a lot of money, count on spending some extra time. If you don’t have it, you have to make it.

Here are some upcoming events - hope you can join me!

Thursday, November 20, 2008 @ 7:30 PM.  FREE Intro Teleclass: “How To Create Your Abundant Practice, Step By Step”.  The call will be recorded if you can’t make it.  Register here: http://www.marketinggoddess.com/intro-class.html

Monday, December 8, 2008 @ 7 pm. NYC Spirit Business Circle Meetup: “Effective Website How-To’s”. Location: TRS Professional Suites, 44 E 32nd St. NY NY 212-685-2848. Register at Meetup.com.

Thursday, December 18, 2008 @ 7:30 PM.  FREE Intro Teleclass: “How To Create Your Abundant Practice, Step By Step”.  The call will be recorded if you can’t make it.  Register here: http://www.marketinggoddess.com/intro-class.html

People often say to me, “I want a full pipeline. How much time do I REALLY need for marketing?”

Here’s the answer (that nobody wants to hear): a lot! Especially in the beginning. When you‘re just starting out, it’s not unusual to spend 40-50% of your time marked out for your business on the marketing. (In fact, some recommend 4 hours per day for that for the first 6 months to a year you‘re in business full time.)

Yes, I said “per day.” If you‘re building your business part-time to start, I recommend spending at least 10 hours per week on attracting clients.

If that seems impossible, I have good news and bad news. First, the bad news: You cannot change the laws of physics (as that guy from Star Trek used to say). The good news is, when you plant seeds, momentum builds - especially when you create simple marketing systems in this initial phase. Systems can cut the amount of time you spend marketing in half or more.

“That’s all well and good,” I hear you saying. “But where am I going to find that time right now?” Use my favorite exercise for finding the time you didn’t know you had: Time Discovery.

Like most things that get results, Time Discovery is simple - deceptively so, in fact. Here’s how it works…

When you say you don’t have time, that means that there’s something taking up your time in your schedule already.

Find the non-essentials that are eating up your time, eliminate them, and voila! You‘ve just discovered, and created, time for yourself, your business, the life you really want.

When you commit to this one concept, the results will be profound - and stretch far outside the realm of time in your life.

First, list all of the things that are taking up your time right now. Just jot down quickly whatever comes to mind. You might not account for everything, and that’s okay - you can finish later. You also might find it helpful to keep a record for a week or so. (This one exercise can be VERY illuminating.) If you‘re still in your job, focus on the time outside of your job. If you‘re working full-time in your practice now, concentrate on the time you‘re working in your practice.

Next, take a look at the list you just made. What can you eliminate, or at least put on hold for 6 months while you‘re focusing on attracting clients and laying the foundation for your dream practice?

You owe it to yourself, the people you serve and your dreams to be really committed here. Aim for at least 5. It’s so worth it! If you‘re having trouble, here are a few quick ideas:

Extra-curriculars that aren’t giving you much of a payoff. This is a biggie for me. As I’ve grown (both as The Marketing Goddess and as a fiction writer) I’ve said yes to a lot of little things under the guise of “getting my name out there” and “getting my foot in the door.” I’ve discovered that such commitments accomplish these goals far less often than I would like. I’ve got to really flex my tough love muscles here, but going forward, all activities will have to earn their keep. In dollars.

Super tough love time: Can you really afford to engage in drama, either yours or someone else’s? Whiners, complainers, and emotionally demanding people are stealing your life, second by second… with your consent. Harsh, but true. Successful people are ruthless about who they let into their circle. You should be, too.


Excessive television. ‘Nuff said!

Chores and errands. Batch them so you‘re doing them once or twice a week, max.

Congratulations - you‘ve just discovered some time you didn’t think you had! The next step is to use that time to build your practice and nothing else. How will you accommodate that new time, so that you can use it on the marketing activities that support your dreams?

Sometimes, no matter how hard you try, jut you can’t find any non-essentials to eliminate. If that’s you, it’s time to ask yourself one of my favorite clarifying questions:

What do you have to say NO to, in order to say YES to the practice you really want?

Your turn:

Take a good look at how you‘re spending your time by completing the Time Discovery exercise. Are your activities reflecting what you truly want, in your business and your life? If not, commit to making one small change that moves you forward towards your goals.

The next issue of “From The Desk Of The Marketing Goddess” is going out on TUESDAY, November 11. If you’re on the list, you’ll get it free in your mailbox. If you’re not, you won’t. If haven’t yet signed up for the newsletter, sign up now at http://www.marketinggoddess.com.

In this week’s issue, we’ll once again push back against doom-and-gloom economic thinking with tools of increase and abundance! Here’s just some of what’s coming…

• Featured article: How To Eliminate “Lean Months” Once And For All

• Announcing a BRAND NEW one-time-only teleclass! “10+ Simple Ways To Create Cash In Your Practice” (as usual, newsletter subscribers get first dibs)

• Thoughts on what’s REALLY possible for “soul”-preneurs: a deeply personal message from yours truly

• Client success spotlight, upcoming events, infections charm, and more

Not a subscriber yet? Sign up now and get 90 minutes of FREE marketing tips and strategies - just enter your first name and primary email in the boxes in the upper right hand corner of BYMB and click “Submit”.

Yesterday, I received this exciting news from one of my one-on-one clients, Sasha Graham:

“I’ve just for the FIRST time hit my weekly business goal. Just called in for a last minute party tomorrow. That makes 6 new clients and one party gig in one week! (My goal was 4 private and 1 party a week.) Your advice last week was PRICELESS!”

I have to tell you, Sasha’s news made me so happy. Because during our session only a few days before, she had expressed some serious fears about what’s going on with the economy and how it would affect her business. We talked about it, and I gave her one very specific action to take right now. (That’s the “priceless” advice that she mentions above.)

Curious? If you want to know what I shared with Sasha, don’t miss the next issue of the newsletter. If you’re not a subscriber yet, just enter your first name and primary email in the boxes in the upper right hand corner of BYMB and click “Submit”.

Straight up: I’m VERY passinate about this - with all the fear and anxiety that’s affecting everyone, it’s critical that you have this information. (Note: I don’t use the word “critical” very often, as I feel it breeds more fear. In this case, however, it’s that important. In fact, this one thing is going to be the entire focus of the newsletter.)

To make sure you receive next week’s issue, just enter your first name and primary email in the boxes in the upper right hand corner of BYMB and click “Submit”. And if you know of any holistic practitioners or soul-preneurs who are really worried about the economy, please share this with them as well. Thank you!

(By the by, Sasha has been getting some incredible results - including raising her fees by 50%! - and we’ve only been working together for a couple of months. Check out her success story for the full scoop.)

The next issue of the Marketing Goddess email newsletter (now “From The Desk Of The Marketing Goddess”) is going out on TUESDAY, October 14. If you’re on the list, you’ll get it free in your mailbox. If you’re not, you won’t. If haven’t yet signed up for the newsletter, sign up now at http://www.marketinggoddess.com.

• How to find the time you need to create the practice you really want - You have more time than you think! A simple exercise to show you where to find it.

• Your most important asset in challenging times and how to protect it (it’s not what you think)

• “What are you planting in your business this season?” A unique take on the harvesting days of fall

• Announcements aplenty! Free classes, meetings, and more!

Not a subscriber yet? Sign up now and get 90 minutes of FREE marketing tips and strategies - just enter your first name and primary email in the boxes in the upper right hand corner of BYMB and click “Submit”.

Haven’t checked out a class with The Marketing Goddess yet?  Don’t miss this free intro teleclass!

Do you struggle to get clients consistently?  Are you committed to being authentic and want to avoid “the hard sell”?  Get the basics of The Abundant Practice System in this free introductory teleclass.  You’ll learn how to attract all the clients you need while staying true to your values, and the 5 mistakes that keep holistic, soul-based and conscious practitioners from building the practice they truly want and how to avoid them.  Plus, there will be time to get your questions answered by me personally.

Class Date: Thursday, October 23, 2008 @ 7:30 pm Eastern

Register here for call-in information (and a copy of the recording when the class is over).

http://www.marketinggoddess.com/intro-class.html

… for The Abundant Practice Workshop:

http://www.AbundantPracticeWorkshop.com

Check out that page for the full scoop on everything I’ve got in store for you! It goes way beyond handing you my system for attracting all the clients you need… you’ll get support, community, tons of access to me and all sorts of fun stuff (I’m known for my high value “extras”)!

Remember, I can only accept 15 registrations into the program. If you want to take advantage of the special “launch week” pricing, you MUST register by September 18 at 11:59 pm.

http://www.AbundantPracticeWorkshop.com