Archive for the ‘Getting Clients’ Category

Are You Being Phoney-Baloney?

Are You Being a Phoney-Baloney?

It’s not necessary to be a phoney-baloney in your marketing to get clients.

If you’re a solo, don’t pretend you’re a bigger company.

When it comes down to it, that’s just plain dishonest, a lie.

Is that really how you want to start your valued new client relationships?

And what kind of clients will you end up with based on false pretenses?

What happens to trust once they find out they’ve been snookered, manipulated?

Trust, credibility and rapport are established through honesty and by demonstrating your competence, professionalism and capabilities through your writing, the presentation of your website and other marketing collateral, and the polish and effectiveness of your policies, processes and protocols.

I get that people want to help clients see how skilled, competent and credible they are, and that some think the only way to do that is to portray themselves as bigger as if they have more people involved in their business than there actually are.

But dishonesty is never the answer.

Engaging in false presenses belies your own low professional self-esteem and the belief that you are not enough, that the way you operate your business as a solo is not enough.

It’s also presuming that prospective clients have any problem with it.

Imagine the better fitting clients you would get, client it would be more joyful to work with, simply by sharing honestly the size of your business and how you operate, and being the real you.

I have two categories on my blog here with posts that will help you learn how to instill trust and demonstrate your competence without being dishonest or unethical:

Trust & Credibility
Demonstrating Your Expertise

Check ‘em out!

You Don’t Have a Portfolio

You don’t have a portfolio when you’re in the admin support business because admin support is a service, not a tangible, visible product (like design is).

Rather, your “portfolio” is the experience clients get dealing with you.

It’s your service, your communication, your responsiveness, your policies, processes and procedures, your systems, your standards, how your website looks and works, what your testimonials say, your case studies…

These are all demonstrations—samplings and examples—of your expertise, competence, professionalism and the service experience clients will get should they decide to work with you.

And if they are positive, if they are smooth, if they are well-executed, those are the things that instill confidence and trust in your potential clients.

Dear Danielle: How Can I Transition from Virtual Assistant to Administrative Consultant?

Dear Danielle: How Can I Transition from Virtual Assistant to Administrative Consultant

Greetings, Danielle:

My name is Lourie Perry, solopreneur of a new business. I am new to your acquaintance and I have to say you have inspired me! I have since changed the title of my position on social media. I already had business cards made before changing my title of “virtual assistant.” I love the Administrative Consultant title because it sets me apart from the rest (my first goal to achieve), it’s a professional title that demands respect and (to be) taken seriously as women in business. My question is how can I transition from a virtual assistant to an Administrative Consultant? For example, while at a networking event I introduce myself as an Administrative Consultant, but they look at the business card and see “virtual Assistant.” By the way, I have changed from Virtual Assistant to Administrative Consultant on my website, as well! Your help will be appreciated! Thanks from saving me from the sea of normal! —Lourie Perry, A Nyvybe Virtual Office.

Hi Lourie :)

That’s so great! You’ve done yourself a huge favor in business that you won’t regret.

So, this is sort of an easy one:  toss the old business cards and get new ones. These days, you can get a small stack for basically pennies on the dollar.

The reason is that consistency is super important. Everything needs to match.

Because if you call yourself this here and that there and yet something else somewhere else, or you try to use every term you can think of all together, all that does is create confusion and disconnect in your prospects.

And as the business adage goes: A confused mind says no.

They’ll walk away and put you right out of their mind because you’ve made it too difficult for them to understand who and what you are.

Better yet, don’t invest heavily in business cards or much of any printed marketing collateral. You just don’t need it.

Instead, I want you to read my post about how business cards should really be used and what to give people instead that is going to have far more impact on those you want to remember you and take interest: Are Business Cards Dead?

The other thing I wanted to relate for you and anyone else who is new reading this is that you never want to lead any conversation with your term. Your term is not for marketing purposes (I’ll explain its real importance later).

If people ask what you do, instead of saying “I’m an Administrative Consultant,” tell them what kind of problem you solve or a result/benefit you provide and who you do it for (this is your target market).

So mine, for example, is (and this is my tagline as well and no, nobody can “borrow” it. You gotta come up with your own):

I help IP and entertainment law attorneys do more wheeling and dealing from the beach.

(The beach being a metaphor for whatever they’d rather be doing and wherever they’d rather be than stuck in an office all day long.)

See how it clearly indicates who I work with and a benefit/result they get?

People are typically intrigued and want to know more (“How can I have more time for the beach?!”) and I’ll further explain that I provide administrative rescue for these solos without ever stepping foot in their office.

When they want to know how that works, that’s when I explain how I partner with my clients to provide them with strategic relief and rescue from the administrative burdens that suck up their time and energy and keep them stuck at the office.

I then tell them a story (a verbal case study) of how my strategic administrative support helped one of my clients reduce his workload, streamline and automate his operations, multiply his revenues and how he gets to travel extensively now while still running his business (which he loves).

See how I never even used my term of Administrative Consultant in conversation? They’ll see what to call me on my biz card, my free giveaway, on my website, and all the other places where my name appears.

That said, your term IS important for two reasons:

  1. You need to give people something (ONE THING) to call you and with which to categorize your business—a mental coathook, if you will.
  2. It needs to clearly convey what your expertise is while setting proper, respectful perceptions and expectations.

In our industry, the problem we’ve historically had is that by (formerly) calling ourselves assistants, we created wrong perceptions and understandings in our clients. Since we called ourselves assistants, that’s what they wanted to treat us (and pay us) as. It caused a misalignment of interests and understandings right from the start and, in turn, serious problems in the relationship.

So we’d constantly have to deal with prospects and clients who didn’t understand the nature of the relationship, who would tend to treat us like under-the-table employees they didn’t pay taxes on, who thought we were supposed to be at their beck-and-call like employees, and who would balk at paying proper professional fees (because when they think of you like an employee, they want to pay you like one as well).

And because it was such a vague, ambiguous term that focused on a role (assistant), not an expertise (administrative), clients thought it was their place to twist you into whatever kind of pretzels they pleased.

These are all problems caused by the term “virtual assistant.” It creates wrong expectations, perceptions and understandings right from the get-go.

This is why those us who are in the expertise of administrative support are Administrative Consultants. We don’t want clients thinking we’re their assistants, treating the relationship as such and wanting to pay peanuts—because we aren’t.

We want clients who approach us as professionally and in the same manner they would approach an attorney, an accountant, a web designer or any other independant professional.

The Administrative Consultant term creates an entirely improved perception and demeanor in our prospective clients. They are more respectful and understand the correct nature of the relationship. Instead of approaching us as subordinate order takers, they instantly view us as trusted administrative advisors and business peers.

And because of those changed and improved perceptions, we are able to get better clients and command higher (proper) professional fees.

It’s all about setting and managing expectations and creating better, more accurate and respectful perceptions with the words and terms we use, in this case Administrative Consultant.

(For more on this topic, read my post Dear Danielle: We Loathe the Virtual Assistant Term; Is There Something Else We Can Call Ourselves?)

Since you’re here, I also couldn’t help but notice your business name. I know you didn’t ask, but I feel it would be a disservice not to mention something that I think may be very important to your success.

I always highly encourage people to delete the word “virtual” from their business vocabulary. This post explains all the reasons why: Dear Danielle: Should I Use the Word “Virtual” in My Biz Name?

The thing I’m also concerned for you about is the spelling of your biz name: A Nuvybe Virtual Office.

I fear the esoteric spelling and syntax is going to make it extremely difficult for people to remember and find you (which is the opposite of what you intend).

That’s because no one is going to know how to say or spell it. And trust me, they aren’t going to go to extreme lengths to figure it out. They’ll just move on.

I know you value being different. I certainly appreciate that. And we all should be striving to continually clarify for ourselves and our prospective clients what our unique value propositions are.

Stand out in your marketing message, your service levels and skilled delivery and work product. However, beyond that, there are certain things in business that you just need to conform to or you’ll defeat your purposes. Choosing a business name that people can easily read, spell and remember is one of them.

Check out my Naming Your Business category here on the blog. I’ve got several posts that I think you’ll really find helpful on this topic.

Even if you were to simply change to New Vibe Administrative, that would be an incredible improvement for your prospective clients and those who refer you. That’s because its spelling is something that makes sense to people, they’ll easily be able to say it in their head and, thus, remember it and find you again, and it clearly conveys what you do in business.

I hope you find all of this helpful, Lourie. If you have any questions on anything here and want me to elaborate, please feel free to post in the comments and we’ll keep the conversation going.

I’m very happy to meet you and glad you found us. Welcome to the Administrative Consultant community!

Stop with the Money-Back Guarantees

Stop with the Money-Back Guarantees

Stop with the “100% money-back guarantee” on your service. You’re not selling a ShamWow, for crying out loud! Your blood, sweat and tears do not come with a money-back offer.

Plus, there are theories of law at play here.

Ideally, you have great skills and do great work for clients. But whether someone likes the work or not is a completely different value from the fact that they engaged you to do the work.

By law, you are entitled to be paid for work you were engaged to do, as long as you made every good faith effort and held up your end of the bargain.

Whether they like the end result is something else entirely. And they aren’t entitled to 100% of their money back on that.

Plus, think about it. You’d have to hold those funds aside and deprive yourself of their use until the end of whatever period you’ve given.

That’s ridiculous!

Clients who don’t like your work have the same recourse we all do:  to express our dissatisfaction and give the provider an opportunity to do better and/or stop working with that provider any further and take our business elsewhere. Simple as that.

It’s up to all of us to do our homework and choose service providers wisely, with quality in mind, not cheapness.

We usually get what we pay for in this life, and when clients cheap out, they shouldn’t be surprised when that’s the kind of quality they get in return. They just aren’t going to get a Rolls Royce for the price of a Ford, no way no how.

You, on the other hand, as a conscientious service provider of integrity who cares about your clients and doing good work can offer to redo any work that a client isn’t satisfied with.

But beyond that, you need to stop prostrating yourself and begging and bribing people to work with you.

You’re offering a service and knowledge work, not selling products that can be returned to the shelves.

Want Better Clients? Do These Two Things

Want Better Clients? Do These Two ThingsWant better clients? Raise your rates.

The worst clients, the ones who create the majority of the problems, are the loudest whiners and least appreciative, are the ones who pay the lowest rates.

When you raise your fees (or simply charge properly professional fees period, not cheap employee level wages), you will get a whole other (higher) caliber of clientele.

Want better clients? Stop calling yourself a virtual assistant.

Assistant is a term of employment. And people who think you are an assistant are the ones who expect the cheapest rates.

That’s because they do not see you as an independent professional in the expertise of administration. They see you as their little “virtual worker” and expect to pay you like one.

Continuing to call yourself a virtual assistant is like calling yourself a teapot. You have keep explaining that even though you call yourself one, you aren’t one.

How much sense does that make?

Why make your conversations and relationships more difficult than they need in the first place by calling yourself:

a) something that you aren’t (and as a business owner, you aren’t anyone’s assistant), and

b) that sets all the wrong perceptions, connotations and expectations that make it harder for you to get the respect you want and the professional level fees you need?

Here’s what else happens…

When you stop calling yourself an assistant, you also begin to stop thinking like one.

It’s the beginning of a huge mindset shift that occurs and you begin to start thinking more like a business owner, administrative expert and leader in your own business.

That shift in your own self-perception and identity is what also leads you down the path to better clients and higher earning.

Dear Danielle: Should Prospects Be Allowed to Contact Clients Who Have Provided Testimonials?

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

Dear Danielle:

Do you think I should allow a prospective client to contact my “testimonials” to get information about me.  They call them references, but they’re not references, they’re testimonials from folks I’ve known and/or worked with over the years who have spoken highly of me and my work. I told the prospective client that I do not want them to contact my testimonials directly without their permission. I provide testimonials and they can view recommendations on my LinkedIn profile to further my credibility, but that’s it. If I allowed every prospective client to contact my testimonials or recommendations, they would be inundated with calls and emails and I do not want to burden them with that. I told the prospective client that I operate as a professional business provider and that I wasn’t applying for a job or work as an employee, but rather offering my services to them. If they wanted to do business with me, then they should take the testimonials and recommendations for their face value and trust that they are authentic. Otherwise we are not the right fit to work together. I may have lost this opportunity to work with the client….I haven’t heard back from her yet. But I feel strongly about this. Do you think I did the right thing? I don’t want them to think I’m hiding something by telling them I don’t want them to contact people directly. I’m confused…I know. Any advice would be greatly appreciated thanks much!  —Anonymous by request

Thanks for the great question! And as usual, I have lots of feedback for ya. :)

I feel the same as you about it:  Much as I know they love me, I don’t want my past or current clients pestered by every Tom, Dick or Harry who comes along. That’s one of the reasons I gathered their testimonials in the first place:  to have that information already prepared for prospective clients and save and be respectful of my clients’ time and energy.

Plus, there are lots of reasons why many service professionals prefer their client lists be confidential, this being one of them.

What I do in my practice is reserve that information only for serious prospects. In my practice, that means only those who I’ve prequalifed as good client candidates, met in consultation already and determined there is enough of a fit to move further in the process.

If I’m asked, I let prospective clients know that I am happy to provide contact information of those clients who have given me permission to give it out and are happy to speak with others about my work once we have met in consultation.

However, I have to say that I’ve never been asked! And I firmly believe it’s because of the way I have presented testimonials on my website.

When your prospective clients and site visitors get all the competence and credibility they’re looking for demonstrated on your website, they don’t feel the need to go to elaborate lengths. You’ve gained their trust enough that they put faith in what you’ve presented because all evidence (your demonstration of skill and competence) tells them to take things at the face value you’re wanting them to.

When it comes to testimonials, the more transparency you provide, the better. What I mean is when you put a real face to an actual name, people put more trust and credibility in the testomonial.

You don’t have to have testimonials from every single client you’ve ever had, nor do you have to put your entire client list, past and present, on display. Even just a couple well-written and nicely presented testimonials will accomplish everything you need them to.

So how I’ve done that is by including with the testimonial:

  • A headshot of the client
  • The client’s full name
  • The URL of their website

With that information you are making it clear this is a real person and real testimonial. When you make it real, people feel far more trusting of the information, which is what you’re trying to accomplish.

And then try to get testimonials that give useful, substantive information. Simple statements like “She is great to work with!” may be well-intentioned and genuine, but they are pretty boring and useless as testimonials. I’ve developed the ACA Client Feedback Form (FRM-04) and the Client Info Sheet (FRM-06) to be used together to both elicit great testimonials and develop before and after case studies. I highly recommend you check them out.

Another thought occurred to me that I’m going to throw out here as well. You mention that this person referred to “references.” The concern I have is they are not understanding the nature of the relationship, which leads me to ask, why not?

Examine the content on your website.

Your website should be pre-educating clients in a way that they correctly understand the nature of the relationship, and that they aren’t interviewing you for a position, they are seeking collaborative support and guidance from an administrative expert.

Big difference in definitions and big difference in how they will approach you in their demeanor and understanding as well. So that’s really important.

If you are talking about yourself like an assistant, they are naturally going to go about things as if you were. They don’t know any better. So it’s your place and in your best interests and priority to educate, inform and instruct them as to how to go about things with you.

On the flip side of that is to look at where clients like this are coming from.

There are lots of channels where clients are being completely miseducated about what we do and what our relationship to them is. Indeed, so many are getting the impression that we are basically under-the-table employees. So, if you are getting prospects from avenues where they are being miseducated, those are not good client pipelines for you.

Improve your message and educational information on your website so that prospects are properly informed before they ever contact you, then focus on developing your own target market pipelines, and you’ll get far fewer (if any) of those kind of inquiries in the future.

Let me know if this is helpful. And as always, we can continue the conversation in the comments.

All my best!

Tell Their Story: 3 Case Study Ideas for Marketing to Clients

Tell Their Story: 3 Case Study Ideas for Marketing to Clients

So, what is a case study?

For those who might not be familiar, a case study is basically a story that describes a typical client’s situation before, and the progress and results achieved after, working with you.

Potential clients visit your site and they see what you do, but a lot of times they don’t understand how your service helps them beyond just getting work done. Case studies provide context in a way that helps illustrate the ways in which clients benefit from your support. They help them better visualize and imagine the kind of results you can help them acheive and get excited about the possiblities of working together.

Ideally, a case study uses an actual client as the basis. However, maybe you are a new Administrative Consultant and don’t have clients yet. When that’s the case, what you can do is paint a word picture of the kind of results and benefits a typical client could expect from working with you.

You would tell the story from the perspective of the typical kind of client who would need your services, the kind of needs, challenges and goals they have, and then describe the kind of support you would provide to meet and overcome those needs, goals and challenges. Most importantly, you then describe how that typical client’s business (and life, for that matter) would be improved and all the various benefits and results the client would get as a result.

Here are three case study ideas that each focus on a different angle you can take in developing your own.

  1. Demonstrate how you help. A lot of times, prospects don’t fully understand what you can help them with, and those exhaustive lists of tasks and services don’t help (the eyes glaze over at a certain point). So what you do is describe a typical client in your target market, point out some of the needs, goals and challenges they have, and then outline the kind of support areas and activities you would help them with that would address those needs, goals and challenges. This gives them context to better understand and visualize what you do for them and how you work together with certain objectives in mind.
  2. Demonstrate how you give clients back more time. Another kind of case study you can paint is one that helps prospects realize how much time they can gain back. Most people want more time to what? Work with more clients and make more money? Take vacations? Have more quality time with family and friends and just generally have a life beyond their business? So, use this kind of case study to help illustrate what their life might like with your administrative support. What kinds of things would they do with that newfound extra time? Would they have more time off for relaxing and self-care? Would they have a better quality life? Would they have more time to develop and grow their business (and, thus, make more money)? How would their peronal and family life be improved?
  3. Demonstrate how a client’s business can grow and improve with your support. This kind of case study is about specific facts and figures. Obviously, when clients are trying to do everything themselves in their business, there’s only so much time left to work with clients. By leveraging your support, how many more clients could they work with? How much more free time would they gain back? How much more money could they be earning per year? How many new products, services or programs could they develop? For this case study, you need a client where you’ve taken inventory at the start of the relationship and then again at least six months or a year later. How many clients did they have in the beginning and how many after? How much were they earning annually then and now (i.e., their income persumably increased due to having more time and being able to work with more clients with your support). This is a powerful kind of case study because it directly links your support with growth in their business and income.

There are two products I recommend you get from the ACA Success Store that will help you develop the third type of case study:

Client Profile Sheet (FRM-06)

Client Profile Sheet (FRM-06)

and the

Client Feedback Form (FRM-04)

Client Feedback Form (FRM-04)

These have been designed to work together in collecting the before and after data you need to elicit testimonials and create your own powerful case studies.

Dear Danielle: Is Telling Clients How They Can Save a Good Thing?

Dear DanielleHello Danielle!

I have a question for you. I am working on starting my own bookkeeping business, and while I know you are focused on Admin Consulting, I trust and value your opinion. On a business website and other marketing materials, you say to not compare yourself to replacing an employee or saving clients money because that will attract the cheapos, but would you say the some thing for an independent bookkeeper? I can see it working both ways, but I don’t want to attract the wrong type of client. Business owners are concerned about the cost of a bookkeeper and many can’t afford one in house, so telling them how they can save by using an independent bookkeeper would be a good thing, right? Anywho, I wanted to run this by you and get you thoughts if you have a moment! Appreciate all your posts (blog/Facebook/etc). —Candace Moore

Hi Candace :)

I don’t normally spend time answering questions that don’t have to do with Administrative Consulting. I can’t, you know? I have my own business to run and other priorities, etc., so I have to keep my time and energy focused. And my interest, obviously, is the Administrative Consultanting profession.

But what appealed to me about your question was that you recognized that, and weren’t taking me or my time for granted. And I really appreciate that about you. So thank you.

In answer to your first question, yes, it’s still definitely true for ANY business. You are not a staffing agency or a temp agency and all those comparisons do is set wrong expectations and understandings. It actually MAKES clients think you are some kind of substitute employee.

And that’s not how you need clients to think of you when you are in business to provide a service, not staff their business.

My answer to your second question is NO, that’s not a good thing. You’re focusing on the wrong clients with the wrong message. People who can’t afford in-house support is their problem. You can’t make their poverty issues yours or work with broke, cheap-minded clients or you’ll keep your business impoverished as well.

Plus, it’s just the wrong angle to take that keeps them thinking in terms of expenses and costs, instead of properly investing in their growth and success. Which is what you are: an investment, not an expense.

You never want to use money as the bribe. That’s not the value, and if you focus them on costs/savings/discounts/freebies, that’s what they will ALWAYS be focused on. You can’t afford to be in business to be their cheaper substitute.

Be thinking of these things instead:

WHY do clients need bookkeeping services? What are all the reasons/pains/challenges that cause them to seek a competent bookkeeping service? How will their life and business be improved by working with you, a competent bookkeeping service? How does having that service positively impact their life, their business, their financial circumstances? How do you imagine that might make them feel?

The answers to these questions are what your value is, not the money or the savings. Speak to those things.

Dear Danielle: How Do I Get More Qualified Referrals?

Ask DanielleDear Danielle:

How do you recommend I handle a situation where I have received a referral from a current client, but the referral is not the type of client that I want or feel that they would be a good fit for me? Saying no to them puts me at risk of no longer receiving referrals from my current client which I wouldn’t want to do. If I feel a referral is not a good match, do I turn them away, knowing it may affect getting future referrals from my current client, or do I take them on and just deal? Kim Billet, Diverse Office Solutions LTD

Excellent question, Kim. And I totally feel ya!

The first thing I want to assure you of is NO! You never need to settle or take on any client who is not a fit. This is YOUR business and YOUR life. You are not obligated to take on any client just because someone, client or not, refers them to you.

And I’m positive your client would never assume or expect that. It’s just a friendly referral made out of what is obviously a great relationship and happiness with your service.

I’m going to go one step further and have you look at this from another angle as well. Consider the idea that it’s actually your moral and ethical duty to ONLY work with those people who are a fit in terms of both the work and the personal chemistry.

Why? Because you can’t truly help and give your 100% best to those you just don’t gibe with. And that’s not fair to them or you or even your other clients (because your unhappy/nonideal relationships with poor-fitting clients affects them in all kinds of ways as well, both directly and indirectly).

What’s needed moving forward is more clarity and education of your friends, associates and clients about the kind of potential clients you want them to refer to you. And how do you do that?

  1. Have a target market. This is yet another instance where having a very specific target market helps you in business. People need a mental coathook to remember things with. The more specific you are about who you want referred to you (e.g., “I work with solo attorneys who work in intellectual property and entertainment law who need administrative support.”), the easier you make it for people to send you referrals and the more referrals you’ll get.
  2. Be clear about what you are and what you do. Same idea here. If it isn’t clear to those making referrals what you are (“I’m an Administrative Consultant”) and what you do (“I provide administrative support to solo/boutique attorneys who work in intellectual property and entertainment law”), they a) won’t make any referrals at all, or b) they’ll refer any ol’ body for any ol’ thing because they only have the vaguest understanding. You want to avoid generality.
  3. Funnel EVERYTHING through your website. All your marketing and networking, all your signature lines, all your print collateral… direct everything to your website.
  4. Clarify your message and educational content on your site to make #1 and #2 absolutely, positively clear. Your website can then do the front-end/initial work of screening and prequalifying prospects for you.
  5. Incorporate a consultation call to action step on your site that asks some screening/prequalifying questions such as in an online form they have to submit in order to schedule a consultation. For example, you could have a box for them to enter in the profession/industry/field they are in. Or you could ask them a question that reiterates what you do and asks them to confirm that this is what they are seeking. For example, “I provide ongoing administrative support to solo attorneys on a monthly retained basis. Is this what you are seeking?” Those kind of clarifying questions help them get clear about what you do, who you do it for and whether that’s what they are interested in learning more about before you ever waste time in a consultation.
  6. Add a referral page on your website that explains and reiterates/summarizes what you do, who you do it for, who you are looking to be referred and who is your ideal client as well as who benefits most from working with you. This page is then available to your site visitors, and you can direct clients and others to this page as well when they ask about sending you referrals.
  7. Educate your clients, associates and others how to refer people to you. Let them know you welcome and appreciate referrals and here’s the best way they can help you with that… You then inform them that you (obviously) need to make sure there is a fit before any referral becomes a client and so the best thing they can do when making referrals is simply give folks (who fit your referral criteria) your website address. (And then make your website work as that intial screening/educating/prequalifying “receptionist” for you.)
  8. You could also create an online (PDF) and/or print referral kit. This doesn’t need to be anything super fancy. The last thing anyone else wants is more paper and “stuff” to manage and keep track of in their life. So keep it simple. Your referral “kit” could consist of a single one-sheet that summaries what you do, who you do it for, the kind of clients you’d like referred to you, who your ideal client is and the kind of client who benefits most from working with you. Add a link to your PDF referral kit to the Referral page on your site. And make your PDF print-ready for those occasions when you do need something to hand out to folks in person.
  9. Have a clear call to action. In your introduction letters, on your website Referral page, in your PDF referral kit one-sheet, in your conversations with folks who ask about referring others to you, tell them EXACTLY what to do:  “If you know someone in the X field who might benefit from my administrative support service, please give them my website address so they can learn more.” (And then your website should take over the next step in the education process and include that next call-to-action: “Go here to schedule a consultation.”

These steps will help ensure that future referrals are more of a qualified fit for you and your business (and you’ll get more of them because you’ve made it easier and more understandable for people who and how to refer to you).

The other recommendation I have is for you to get my client consultations-that-convert guide, Breaking the Ice (GDE-03). I’ve included an entire section in this guide dedicated to foll0w-up and tells you, step-by-step, exactly how to handle and what to do with prospects who are not a fit in a very gracious, friendly and helpful way. They won’t feel insulted at all. In fact, they will most likely go on to refer others to you!

Hope this helps!

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 >>