Archive for the ‘Classes & Training’ Category

It’s Time to End Your Client-Getting Struggle

Last Chance to Save: Register by midnight, August 5, to save $50! http://www.administrativeconsultantsassoc.com/classes/2013/091913

Are you struggling to get clients? Are the clients you do get the penny pinchers who want you to work for practically nothing?

Do you have a hard time asking for (and getting) your fees?

Do you do a lot of project work and live on the hope those customers will turn into actual retained clients (but never do)?

Are you lost or stuck when it comes to writing your marketing message in a way that doesn’t sound like everyone one else in the industry?

Do you want to get more consults with a site that instill trust, credibility and rapport?

If you’re dying to get some of those lucrative, well-paying retainer clients who pay you every month, in advance, I have a special offer for you…

After the millionth conversation on my Facebook page, hearing from folks who were still struggling to get clients and earn well, I got fired up and put together the Build a Website that WORKS workshop to show folks, once and for all, how to do it!

The first thing I want to assure you is that the economy has ABSOLUTELY NOTHING to do the struggles you’re having. That’s not why you aren’t getting clients or getting the clients you wish you were getting.

The clients are out there. The money is out there. It’s just that you aren’t getting the proper information and education on how to go about getting them in a way that they will happily pay what you ask. That’s what I’m going to change for you and it all starts with your website.

We’re going to take some business inventory, activate some mindshifts, get clarity around your business model and vision, overhaul your marketing and message, and then transform your wesite into a client-getting powerhouse. When we’re done, you will have a website that turns site visitors into hot prospects, captures  leads and get you more consultations.

Isn’t it high time you ended all the years of struggle? Imagine what your life would look and feel like!

I’m taking registrations now for this month-long workshop that will begin on September 19. Register by midnight tonight and save $100 on tuition!

Head on over to the registration page to learn more about what I’ll be teaching you and what we’re going to accomplish. This is going to be an eye-opening, life-changing experience!

Why Conduct Consultations?

Why Conduct Consultations?

I am so absolutely stoked and enthused about the new and improved version of my famous client consultation guide!

I added a ton more educational content while streamlining and simplifying the information into more easily digested chunks. Getting the knowledge and skills to confidently conduct consultations (and get those prized retainer clients nearly every single time) has never been easier.

I’m the type who doesn’t rest and will continue to hone and improve things until I am satisfied. And I am so totally pleased as punch with this latest incarnation!

(If you don’t have it yet, you can get it now for only $47, but it goes back up to it’s regular full price of $67 on Friday.)

So what is this guide all about? Why do we conduct consultations in the first place?

Because we’re not selling hotdogs, right? ;)

Providing ongoing support is a bigger relationship that requires more of a commitment from clients. Therefore, it requires a bigger conversation.

The consultation process plays a vital role in creating your ideal business for a number of reasons:

  • To prequalify prospects;
  • To break the ice, establish rapport and get to know each other;
  • To better understand the client’s business and his or her unique needs, goals and challenges;
  • To see how you might help and where your support can be best leveraged in their business;
  • To determine chemistry and fit;
  • To provide context for your fees so clients more clearly see and understand the value of working together;
  • To educate clients and set proper expectations and understandings;
  • To set the tone of the professional relationship; and
  • To demonstrate professionalism and instill trust and credibility.

The other reason to conduct consultations is to get the kind of clients you want—like those all-important retainer clients.

Retainers are the holy grail of most service-based businesses because it’s where the bigger, easier money is:

  • Retainers provide you with more consistent, dependable cashflow every month;
  • In a retainer-based practice, it only takes a handful of clients to earn well;
  • A retainer-based practice is simpler, easier and less hectic to run because you’re working with fewer clients, there’s less administration, and you aren’t having to constantly chase down your next meal like you do in a project-based business;
  • You always want to maintain a marketing presence even when your client roster is full, but marketing a retainer-based practice is far less frantic because you only need a handful of client to earn really well;
  • Because it’s an easier, less frantic business that requires fewer clients to earn well, you have more room to grow and be more at choice in taking on side projects and developing other income streams; and
  • With a retainer-based practice, you will have more time for life beyond your business. That’s one of the biggest reasons most of us went into business for ourselves, right?

There is no reason for you to continue struggling with getting clients or conducting consultations. My guide takes all the guesswork out and tells you exactly what to do and how to do it, including those two biggees:  how to talk about fees and how to deal with the most common client objections. And just having a step-by-by process to follow (complete with diagrams and checklists) will infuse you with greater confidence. You be gung-ho to conduct your next consult!

Check it out here >>

How to Achieve Your Standards, Values and Desires in Your Business

It’s all well and good to be told that to be successful in your business, you should have incredibly high standards, you should refuse to compromise them for anyone, you shouldn’t move too fast, and you should do your best work.

Easier said than done, particularly in the administrative support business!

And what do we mean when we talk about standards? Standards are boundaries, desires and values you have for your life, your business and what you want for your clients.

It can help to look at standards in view of some of the issues we run up against in our businesses that we want to avoid or solve:

  • Clients thinking you’re their beck-and-call substitute employee;
  • Becoming overwhelmed or disorganized with the workload;
  • Being so bogged down and crowded in the work that you aren’t able to do your best work; reacting and scrambling instead of being proactive and having the space to apply critical thinking and creativity (creativity is KILLED by crowding and overwhelm);
  • Working beyond normal business hours into the nights and weekends has become the habit in order to keep up with work and deadlines;
  • Never having time to take proper care of yourself;
  • Having so much work or working so much for one client that you don’t have time or room for anyone or anything else;
  • Living to work; not having enough time for your own life.

Most of us want to do a great job for our clients AND we also want to have plenty of time to enjoy our lives, right? These are two of the most basic standards we all have for being in business.

So how do you avoid these kind of pitfalls I’ve mentioned so you can achieve those standards? How do you ensure you are able to meet those goals and live up to the values you have for yourself, your business and how you want to take care of clients?

With a system!

And what is a system? A system is a method, plan or series of steps involved with the goal of streamlining or reducing work, improving efficiency, instilling consistency and dependability, and creating the circumstances that allow you to do your best work, all the time.

So a system becomes a plan, a roadmap, a tool for being able to achieve certain results, uphold your standards and values, and accomplish your objectives for your life, your business and your clients.

Without a system for being able to uphold your standards and boundaries, for managing the workload and client expectations, for working in a way that allows you to earn well without sacrificing quality of work and service, you will always feel a downward pull and drag that works against you in your business.

This, in turn, directly impacts your earning ability and income potential.

  • You NEED to avoid being crowded in the work so that you can do your best work, all the time, for all your clients.
  • You NEED the right conditions and operating policies and procedures in place so that you can work with your right number of clients and earn well in the process (business success is no success if you are not profitable and earning well in terms of both money AND discretionary time).
  • You NEED to have time for your life or you will become unhappy and resentful of your clients and the work, and won’t be able to serve either well.

This is what my class on August 22 is all about… teaching you my simple, unique, insanely easy-to-implement systems, policies and methods for achieving these kind of results in YOUR business.

This Wednesday, August 15, is the VERY last day to register and I don’t want you to miss out. These systems will change your life.

Check it out here >>

Do You Never Have Time for Your Life? Want to Stop Being a Substitute Employee?

If you are so deeply involved and entrenched in managing your client’s day-to-day business, you will never have time for your own life, much less your own business and working with other clients.

Even if you’ve been conned into believing that’s the only way to charge higher fees, who gives a crap if you will never have the kind of freedom and flexibility to enjoy it!

The thinking that you aren’t valuable enough being an administrative expert and strategic partner to clients (and not a substitute employee they don’t pay taxes on) arises from a deep-seated lack of professional self-esteem. The sharks in our industry who want you to buy into their certification programs and clients who want to take advantage exploit these self-sabotaging beliefs for their own gain.

But you don’t need to take on a bigger role to be valuable (especially roles that aren’t your place to be taking on anyway as an independent professional).

What you need is to improve your professional self-esteem, learn to better understand and articulate your value, and for God’s sake, stop working with clients who are just trying to turn you into an employee they don’t pay taxes on. (The coaching, Internet marketing and real estate industries are notorious for this.)

You’re probably thinking “that sounds wonderful, but how on earth can I stop working with clients at their daily beck and call and still HAVE clients and make money?”

Oh, my dear, you’ve been fed such a load of BS by this industry. What I could show you will spin your world right around!

It all starts with how you manage your business and workload. Let me show you how you can work with clients as a strategic partner ( NOT a substitute employee), take fantastic care of them AND have more time for your life while doing it.

My class on August 22 will show you exactly how to manage your clients and workload so the right understandings and expectations are set right from the get-go, and you have more space around the work and more time for your life on a daily basis. Check it out here.

POLL: Would you like more free time in your business and life?

I have a new class coming up in August on the topic of biz management and productivity. I’ve set up my business in a way that not only allows me to provide fantastic client support, but I always have time for my life. With rare exception, I’m never working like a slave everyday, I’m not scrambling to get things done or keep up with my workload, and I have a tremendous amount of time for my life, vastly more than I see most other people in our industry having. I make more money than 90% of those in our industry AND I’m not working with clients like a substitute employee to earn it.

So, this class is a way to share with others how I have things set up so that they, too, can have this kind of biz and lifestyle… so they are working to live rather than living to work.

As a follower of my blog, you know that I give a ton of information and mentoring away for free. So I’d like to ask you for a favor in return. Whether or not you plan to attend this class, I’d like to know if this class piques your interest or not and whether it’s a topic you are interested in.

This is a completely anonymous survey so I don’t know who answers what. However, if you wouldn’t mind sharing with me where the trouble spots are when it comes to productivity and managing your biz and client expectations and the like, it would be very helpful to me as well and I would very much appreciate your assistance (I won’t post your comments so you can share freely). :)

Power Productivity and Biz Management for the Administrative Consultant

Okay, gang, class is ON!

I’m holding the Power Productivity and Biz Management for the Administrative Consultant intensive clinic on August 22, 2012. This will be a one day, two hour session where I’ll share with you all my tricks and tips for effectively managing a full retained client practice for FANTABULOUS client care and greater freedom, flexibility and time for your own LIFE.

Registration is $147, but register now and you’ll pay only $97.

Check out the registration page for the full details!

What Folks Have to Say About My Value-Based Pricing and Packaging Training

Besides not charging properly, another reason people aren’t earning well in our business is that they are selling hours instead of pricing for solutions. This is called value-based pricing and it’s a methodology I introduced to our industry back in 2004 and have been teaching since then.

I recently conducted this class in June and I wanted to share with you the exciting testimonials I received from some of the attendees:

“Your classes are always fun and informative. I have been on calls before for webinars, and it seemed as if I was the only person on the call. But not with you. You give such awesome information and examples that it is hard not to get excited about how you are going to apply all that you have learned. You make it easy for everyone to ask questions and not feel as if “oh, that was a stupid question.” That is why it is hard to get off your calls. I learn a lot from the other people on the call as well as the information and templates you provide. I now have a clear picture of why I should have packages instead of charging by the hour.” —Tracy Carson, Te L – Us Business Solutions, LLC



Thank you so much, Tracy! I was especially thrilled by Tracy’s feedback because I know she is a very discerning customer and has been disappointed in the past by other teleclasses she’s attended from others, which makes her feedback even more meaningful. I’m so glad I was able to help, Tracy! There is nothing better than that!

“This program is amazing, and I am so glad I was able to participate.  I dreaded spending the time for billing each week because it took up way to much time that I could be spending with my family.  Since participating in the webinar and implementing the pricing plan with two new clients, it has taken all the stress out of billing.  That alone has made this program worth it.  I have advised all my clients that as of the new quarter (August) all billing will be switched over to this program, and even a few are excited about it.  Not having to worry about weekly billing and increments of 15 min they, too, feel it will be less stressful when trying to read their invoices.  I have one client who decided to not wait and we are working on his support plan to get him started right away.  Thank you for sharing you knowledge and simplifying the trials and errors that you have endured to create the impossibly easy billing!  I can’t wait for your next webinar because I will make sure I have signed up for it to attend.” —Teri Williams, Sidekick Assistants



Oh, what wonderful news to wake up to!! This is just so thrilling and I am ecstatic for Teri and her business! What I love even more is that she was fearless, took action right away and just DECIDED to implement things (and didn’t sit around waiting for clients’ permission).

She knew it would help her and she knew it would definitely benefit her clients and help them see that they could both be more focused on the client’s goals and dreams and achieving objectives instead of counting hours. I so LOVE THIS!

Now here’s the bad news… The class I held in June was the last live class I planned on doing on this topic. I have many more new and exciting projects I want to focus on, as well as a big adventure I’m planning to start late 2013 or early 2014.

The good news is that you, too, can get the entire training RIGHT NOW with my comprehensive Value-Based Pricing & Packaging Toolkit.

Click on the link and you will be taken to the product information that will let you know all that is included in the guide, some sample images and a video explaining why pricing by the hour and selling hours is killing your business.

I am proud as punch of this program, and as evidenced by all the testimonials of customers and attendees, it has really and truly transformed the income and businesses of those who have purchased the toolkit!

It’s Not About the Hours

Here’s a question posted on a public forum that came to my attention via Google Alerts:

I have a client who just opened a new business. He wants to utilize our support options, but isn’t sure how many hours per month he would need us. He is asking about buying a bank of hours that could be rolled over to the next month if unused. Also, we bill in 15 minute increments and he is concerned that a lot of time would be eaten up with us replying to emails. Has anyone dealt with a situation similar to this?

This is just one of the many issues you encounter when you price your services based on selling hours. You don’t know how long things will take going in and clients worry about their hours being frittered away and what their bill will be afterwards.

Do you see how the focus is all on the time?

Achieving results for clients should be the focus of your work, not watching the clock, having your hands tied behind your back and having to stop in the middle of things because time has run out.

Guess what? When you learn how to utilize value-based billing in your business, hours don’t matter!

No one needs to know upfront how many hours will be needed or used… because the focus is on accomplishing the work and achieving the goals and objectives it is in support of, not the hours.

With value-based pricing, it doesn’t matter how many emails are sent back and forth with clients or how much time is spent reading them… because they aren’t paying for time and you aren’t selling hours.

EVERYTHING from your conversations with clients, to your work, to your administration is soooo much simpler and more streamlined when you utilize the value-based pricing methodology.

And clients are more attracted to this way of billing and working together. When you utilize value-based pricing, it’s much easier for them to say “yes” to working with you!

This is what I’m teaching this month in my Value-Based Pricing & Packaging class on June 27 & 28: How to Price & Package Your Retained Support Based on Value and Expertise—NOT Selling Hours!

I’m going to show you with step-by-step instruction how to price and create value-based packages custom-built for each client’s unique needs that make working together a breeze (not to mention help you earn better)!

The Early Bird discount is over, but you can still get in on some savings. Register by June 9 and pay the special rate of $147 (a savings of $50).

Click here to register and get more details >>

I’d love to see you there!

Dear Danielle: How do I improve my skills?

Dear Danielle:

What do you recommend we do to keep on track and improve our skills? Conferences (online or in-person), classes? Do you have personal recommendations of some? —Stephanie Bateman

Great question!

A lot of times people will take classes willy nilly. They aren’t sure what they need so they sign up for anything and everything that comes along in case they might need those skills some day.

Or they’ll fall prey to manipulative marketing that tells them such-and-such are the “hot skills” that ALL clients need and if you don’t know how to do this or that, you won’t be as valuable, or you won’t be able to charge as much, or you will otherwise be a failure or just a “generalist.” (Complete BS and I hope you are smart enough not fall for those kind of sleazy sales tactics and messages.)

I’m a HUGE proponent of lifelong learning and always being in curiosity mindset! But going about things that way can get expensive fast, you may end up not even needing to use the skills you learned this way, and it’s the worst way to determine how to support clients.

Here again is where having a target market can really keep you focused and save you a TON of time, energy and money, all of which you have finite stores of and need to be smart about where you invest them. ;) .

When you have a target market, you know what kind of work you do for clients, how their businesses are run, what their common goals and objectives are, and you can get training to elevate, improve or modernize your skills accordingly. Let your target market needs and the work you do for them determine where you spend your skills training and continuous learning time and dollars.

For example, if you work with attorneys, learning all the various e-filing ropes is a wise investment of your time and attention because that’s knowledge that’s of great use in your support work. If you don’t work with bankruptcy attorneys, taking bankruptcy training would not be a good use of your time and attention. See what I mean?

Also, remember that just working with clients keeps you on your toes. All the time that you are working with them, you are learning new skills and improving upon existing ones as you learn new and better ways of doing things and new tips and tricks for the tools and software you use.

I think conferences can be fun, and they’re certainly good for networking, meeting new people and forging fonds. It’s really a personal preference, but I haven’t ever seen or attended any conferences that imparted any real learning. That’s not to say you shouldn’t  attend them. You may get some valuable business learning. I just doubt that you’re going to get the kind of skills training we’re talking about here. That’s not really the function or purpose of a conference.

It’s better to take skills training when the need arises, when you see there is going to be a meaningful use or purpose in your business and for your target market in the immediate future. That is, sort of like I mentioned above, you can waste a lot of time and money just taking classes you only think you might use later on. So, it can be a way to manage and be more discerning about where you spend that time and money by letting your business and client needs dictate any skills training you decide to take. You’ll take to and retain what you learn much better this way, and it will certainly help take the pressure off you thinking you have to learn everything RIGHT NOW.

Looking at things from another angle, it can also be energizing to take certain skills training just because it interests you and you get joy out of it.

For example, I really enjoy learning the ropes of video editing. Maybe it’s due to my love of filmmaking, but I just love putting video together and learning how to use editing tools to create nicely polished and professional transitions and effects.

I have not used this skill for any clients as yet and it would be a side, project type offering anyway (this would never be something they would get included in their administrative support, but rather be charged separately since it is both project work and a completely separate service and skillset). But the energizing effect it has on my creativity carries over into my business. Those things that enrich our spirit enrich our businesses by proxy. And there’s everything good about that!

Personally, I tend to do a lot more self-taught learning, at least in the beginning. I enjoy figuring things out myself. But even then, there comes a point in my learning curve where I need the help of someone more knowledgeable to attain higher expert levels or when I need to learn something faster than I can figure it out on my own. That’s usually when I take a class.

So keep in mind that self-paced, self-study is an option as well. There are all kinds of online, free and paid training and tutorials options out there for just about everything you’d like to learn.

The main thing to remember is this isn’t something you need to be stressed about at all. I find that everything always falls into place just as it’s meant to. Take what you need, when you need it. Take what you enjoy. Ignore the rest.

Hope this helps!

Help! I Would Have No Clients If I Didn’t Rollover Hours

I’m holding a class on Consultations that Convert! on October 25 & 26, 2011. One participant writes:

“My consults seem to go great, but they are not resulting in actually getting the client. I struggle with actually asking for their business. I leave them to think about it, no pressure. I would like to learn how to effectively ask for business and how to fill my practice with more monthly paying clients rather than hourly. This has been a long-running isue in my business. Making this type of transition has been very difficult for me. It’s been a struggle to find clients who are willing to pay my rates. I have several clients who prefer my model of hourly rates in which unused hours rollover. If I didn’t offer this, I would like have no clients. The rollover model has been most appealing to clients, but I have to continue to seek out new clients just to make my expenses each month.”

There are two things going on here:

  1. You are telling yourself a self-fulfilling prophesy–that you would have no clients if you didn’t rollover hours. But the problem isn’t that clients wouldn’t retain you if you didn’t rollover hours–the problem is in how you framing your fees in your conversation with them. I can just about guarantee that the way you are talking about fees, you are selling hours to clients instead of the value and results you will bring to their business. We need to change your message and how and when you are talking about fees and that’s going to change the game for you entirely.
  2. The other thing that’s going on, as you recognize, is how you are following up (or not, as the case may be). We are going to delve deep into this during the class. There are definitely specific steps you should be taking upon conclusion of your consultations and we’re going to cover those in class. You may be surprised to know that there are also certain things you need to be doing before a client ever contacts you that will definitely affect your success in following up and getting the client’s business.

If you struggle with similar issues in your business when it comes to consultations, I invite you to join us for my Consultations that Convert class on October 25 & 25. It’s gonna be a lot of fun AND most importantly, you’re going to learn LARGE. Love to have you there!

PS: Since we still have seats left, I’m going to extend the registration deadline to October 21, which means there’s still time for you to join us!