Archives for April 2017

#1 Way to Get Clients (HINT: it’s low-tech and cheap)

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The #1 way that coaches and most other service professionals get client is… drum roll please… referrals!!!

Admittedly, referrals have an image problem.

Referral generation sounds downright dull compared to “ultimate digital content planner” and “master Facebook ads in 5 days” or “the underground playbook for building your company online”.

It’s easy to get distracted by shiny new promises, but consider this: to generate referrals, there is almost no cost to you (awesome!), the technology is limited to email and phone so there’s no learning curve (yay!), referrals are warm prospects so the sales process is easier (yes!), and those referred prospects generally invest in higher level packages (cha-ching!).

Did referrals get just a tad more attractive?

Sweet!

But there’s another problem…

Most people don’t know how to generate referrals intentionally. It seems like it’s a random thing, with no stability or consistency. So even though you KNOW referrals are great, knowing isn’t enough.

Luckily, it’s easier than you think to get referrals rolling in. Let me show you what I mean:

  • In 2015, I took a few consistent steps each month and generated dozens of referrals equaling tens of thousands of dollars.
  • In 2016, I got so busy with clients and speaking that I stopped taking those steps and generated… one referral. Ugh.
  • In 2017, I (my team, actually) started taking these steps again and am back to receiving referrals every single month.

To generate referrals consistently, there are really only 3 steps:

  1. Identify everyone who is in a position to refer you. Remember that not everyone crosses paths with your ideal client, so even though your mom or neighbor might think you’re great, if they never encounter your ideal client, they can’t give you referrals.

The key to making this step work: Only invest time nurturing referral relationships with people who are in a position to, and are willing to, refer you

  1. Ask these people for a referral to your ideal client.

The keys to making this step work: First… before you say, “But I don’t want to be pushy,” let me assure you that people LOVE to help. They LOVE to contribute and be a part of your success. And second, make sure your “ask” is crystal clear: know who your ideal client is and describe them simply in your request for referrals.

  1. Repeat step #2 monthly to nurture your list. This is the step that makes all of the difference. Asking once doesn’t work. People are busy. They are interacting with dozens of people a day and your first ask gets lost in the shuffle in their minds.

The key to making this step work: Make this a priority every single month by scheduling an appointment in your calendar to connect with your list.

Now for confession time: as amazing as referrals are for a business, I still struggled to do the actions necessary to generate them. So if you find this challenging, please don’t beat yourself up.

Here are a few things that help to melt resistance and get results:

  • Script your referral asks to boost your confidence
  • Create simple contact lists to keep you organized
  • Schedule time in your calendar dedicated to referral generation
  • Customize your approach for your ideal client, industry and personal style
  • Get accountability

And remember to ask for help. Adam (the expert on my team who grew my referrals exponentially) has a variety of ways to help you succeed with referral generation. Contact Adam here to explore how he can help you build your business through referrals.

Feeling Motivated is Overrated

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Written by guest contributor Heather Moreno

More than 20 years ago I heard what is still my favorite definition of commitment: the ability to carry through with a worthy decision once the emotion of making the decision has passed. Emotion is what we tend to think of as motivation. We think we should “feel” like doing something in order to do it. But is that how you experience it?

For most of us, the answer is no. For instance, I never feel like doing the dishes, but I do them. I’m committed to a clean, cockroach-free kitchen.

Psychology Today defines motivation as “literally the desire to do things.” The desire to do something does not mean you will feel like it. Our human tendency is the path of least resistance (you know, burn as few calories as necessary) and our feelings keep us stuck there. We have to want the outcome enough to overcome our lack of “feeling” motivated.

I saw a recent interview with Admiral William H. McRaven, author of the new book Make Your Bed, in which he shares successful life principles learned during Navy Seal training. The title comes from the habit of making one’s bed first thing in the morning. And when we accomplish one thing, it sets us up to do the next. And the next. We can’t wait to feel like making the bed, we just have to make it.

Considering your health goals, what is one small thing you could do in the morning that would make a difference the rest of the day? For many, I suspect that thing is eating a balanced breakfast. If you regularly skip breakfast, and lunch is the first time food makes it past your lips, then waiting to feel like eating will not work. Your body’s metabolism has adapted by slowing down and you will not feel hungry in the morning.

Maybe for you it’s drinking 8oz of water first thing, meditation, prayer, or 10 minutes of stretching. Decide and do it. Then notice how the next step becomes easier. In essence, your initial step helps provide the “feeling” of motivation, the feeling that being successful at one thing can lead to the next.

Our lives are the sum total of mostly small decisions like this. Sure from time to time we make big decisions, but day-in and day-out we are formed by the millions of small choices we make each moment.

This is good news! Instead of thinking we have to take quantum-leap actions, we can focus on small daily habits that produce significant results.

 So, what small step would (ultimately) make a huge impact in your life? Share your decision with me on Facebook!

Heather Moreno specializes in helping working professionals who struggle to squeeze health and weight loss into their busy schedules. With a diverse background in exercise physiology, coaching and theology, she helps people to understand the root of what’s keeping them stuck so that they can stop spinning their wheels and know exactly what to do to experience success. For more information, go to www.HeatherMoreno.com.