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Monthly Archives: June 2016

The Secret To Selling “Deep Transformation”

Door to another world

Are you passionate about the deep transformation you provide?  (Overcoming blocks, releasing limiting beliefs, navigating transition… etc.)

You’re darn good at it.   You’re here to help a LOT of people.  So when you hear the marketing “gurus” out there say that you MUST get specific… well, you get a little ticked off.

And yet at the end of the day, despite all the passion, when you STILL don’t have the clients you want…  you secretly start to wonder if those gurus are right.

Here’s the great news: People will pay for deep transformation, and you can do the work you really want to do!

How?  By solving a “front door” problem: a clear problem that people know they have, and are willing to invest in to get solved. They know they have a problem, they know they want to solve it, so it’s an easy way for them to say yes to working with you.

Your “front door” allows your peeps to step into your world, where you can take them on a much deeper journey – where the REAL healing and transformation occurs.  From here, you start to create real momentum – both for your clients, and for yourself as you branch out and do the deeper work you know you’re here to do.

For example, early in my business I got the Divine “kick in the bum-bum” that I’m here to teach magic and manifestation.  At the time I was broke and had zero credibility, so of course my first thought was, “Seriously?! Who’s going to pay me for that?

Instead of resisting or staying stuck, I chose the front door problem of teaching conscious women entrepreneurs how to get clients.  Believe me, I was – and still am – teaching magic and manifestation all day, every day.  The work has transformed into an entire second brand called Feminine Magic®.

So what’s YOUR “front door”?   Here are 3 steps to find it:

  1. Expand your “I am.

We all form identities for ourselves, such as “I am a personal development coach” or “shifter of blocks” that capture the essence of what we do on a deep level.  But sometimes we tend to cling to that and are afraid it’s going to get lost by making a choice.

What if your “I am” was never in question?

For example, I’m a priestess, teacher of magic, a mother, a wife, a business coach, a transformational coach, and so much more.  None of those identities are ever in question.  They just ARE and they all come through in everything I do.  This gives me a lot of freedom to get out of my own way.

If your many different “I am’s just are, what NEW possibilities open up regarding how you frame and offer your service? 

  1. Step into their experience.

Take a moment and think of the people you’d like to work with…

You know what’s possible for them through your transformation, but they’re stuck in the experience of their current problems.

Let’s say your work is to “identify and overcome their limiting beliefs.”  This is great! But what does SHE think she needs to do? What’s running through HER mind that she would instantly recognize?

A great exercise to do is to ask yourself,  “If I was following my ideal client around for a day, what would I see, what would I hear, what are they telling themselves?” You are simply looking to get more specific about the types of problems that your service is the solution to, and how THEY would speak about it.

  1. Go for something proven.

At the end of the day you get to choose your front door, so choose something proven!  A good way to know is if a lot other people are offering help for the same thing.

For example, the weight loss industry is a billion-dollar industry for a reason – because there are a LOT of people who want to lose weight and improve their health!

When there’s a lot of “competition,” you know there are a lot of potential clients already investing to solve the problem.

Bonus tip: To really maximize getting off ground fast, go for a problem in the Big 3: health, relationships or money.

Instead of Limiting You, A Front Door Expands Your Possibilities…

The purpose of your “front door” is to invite clients into your world.  It’s not the end-all, be-all of what you do, it’s simply the gateway people walk through FIRST.   The win-win-win?  The clients will come, your confidence soars… and best of all, you get to do what you love!

3 Ways To Overcome Phone Phobia

Seen from the front a brunette woman in comfortable clothing is standing in a loft living room leaning against the sofa talking on her phone and smiling. Urban chic loft decoration details.

Phone Phobia: An affliction experienced by many entrepreneurs that involves acute avoidance of picking up the phone to call potential clients, normally rooted in fear of rejection or an unwarranted concern about coming across as pushy or sales-y.

Sound familiar?

Besides networking, which we covered in a recent article, picking up the phone to talk to people about what you do is probably the most-avoided business-building task of all.

I’ve seen all kinds of excuses and evasive strategies… from hiding behind email, to becoming extremely “busy” shuffling papers, to getting conveniently sucked into Facebook or the latest episode of Game of Thrones. (No judgement – we’ve all done it!)

The fact remains, however, that the best way to build your business FAST is to personally reach out to potential clients, partners and referral sources via telephone.

Fortunately, there’s a way to move through your resistance and actually start to find this activity fun… and it all has to do with mindset.

Here are 3 powerful mindset shifts that will nip that phone phobia right in the bud…

Mindset Shift #1:

If you’re worried about being pushy, remember that in these days of hyper-busy, social media, and more screen time than real time, people are STARVING for authentic, genuine connection and the kind of intimacy that’s created in a personal conversation, no matter what the outcome.

This means stepping out of your comfort zone for the sake of serving others in an empowered way. Have you ever been offended when someone called you just because they thought of you and wanted to see how you were doing? (I haven’t!) They always have the option to tell you it’s not a good time to talk.

Feminine Leader Mindset: “Someone out there is just waiting to hear from me or receive the blessing of my energy today – I can’t wait to find out who it is!”

Mindset Shift #2:

When you go into a conversation with a goal or any wonky energy around “getting” something, you’re going to feel tension.  This is the whole set-up behind “fear of rejection”, because you’re attached to an outcome and you’re afraid someone is going to say no.

But when you release that attachment and shift your energy to a space of giving and curiosity, there’s nothing to fear.

All you’re doing is having a connecting conversation to see what’s happening with someone and explore if there’s any way you can support them. You’re not trying to “get” anything because even your program or service is something you give.

It also helps to be prepared.

Here are a few expansive, service-oriented conversation starters:

“How ARE you?”

“I thought of you today and wanted to know how it has it been going with XYZ since we last talked.”

“I’m calling with some news, but first I’d love to hear how you’re doing.”

Then, if the person shares a concern or frustration that you can help them with:

Thanks so much for sharing that with me. Are you looking for support with that?

If there was something I could offer that would help you with that, would you like to hear more about it?

Then you can either offer YOUR service or Breakthrough Session, or another resource if it’s not something you can help them with directly.

Feminine Leader Mindset: “I’m reaching out to those I care about with the GIFT of connection and service… and if it’s right for them, the opportunity for more.”

Mindset Shift #3:

People love to be helpful. Even if the person you talk to is not interested in what you offer TODAY (which doesn’t mean they never will be), if you truly showed up with the spirit of service and connection they will have gotten value from your call and will be primed for the influence factor of reciprocity – meaning they will want to do something for you in return.

This is a perfect opportunity to ask them who they know who might benefit from what you do, whether it’s a potential client or someone looking for a speaker on your topic, or someone you could partner with. Ask them to make an introduction, and you’ll actually be giving them the opportunity to experience the joy of giving back!

Feminine Leader Mindset: “Everyone I know could either BE my client, or knows someone who could be my client.”

Finally, I highly suggest getting yourself in a high energetic vibration before picking up the phone. As one my dear friends and rock star sales mentors says, “highest energy wins.”

Now of course this is not a competition by any means, but your energy will set the tone of the conversation, and feel better for you!

Listen to some great music, light a favorite candle, go to an area of your home or office that energizes you, stand up and open up your heart, then pick up the phone and make the call!

So long phone phobia! Now you’re just a master of connection 🙂

Should You Offer A Guarantee?

Female writer working on her new book. ** Note: Visible grain at 100%, best at smaller sizes

To guarantee or not to guarantee
… It’s a question that we get a lot from our clients.

You’ve probably seen other coaches and consultants offering enticing money-back guarantees on various programs – at 7-Figure Goddess we use them for some of our offers too – and perhaps you’ve wondered if that’s something you need to do as well.

Offering a guarantee can certainly build trust and often gives your potential clients the extra boost of confidence they need to make the investment in your program or service. It lets them lean on YOUR confidence that what you provide creates results!

Plus, a guarantee can be a great way to help you reduce the likelihood of refunds, WHEN it’s framed correctly.

But not all guarantees are created equal, and not all programs are right for a guarantee. Without the right framing, you leave yourself at risk for pitfalls such as an increase in refund requests – definitely not what you want!

So when people ask me, “Should I offer a guarantee?” my answer is… it depends.

The first part of deciding about a guarantee has to do with energy.

What’s the energy behind your decision to offer a guarantee? Is it coming from a place of fear that people won’t sign up without one? Is it coming from a belief that you or your work won’t be good enough? Are YOU taking on responsibility for your clients’ results?

Here’s the thing. You can NEVER promise results. Never.

What you can do is create a container – the conditions – in which the client can step up and create results for themselves. And really, that’s all you’re ever required to do.

Nobody can create transformation but the client. Period.

So if there’s ANY form of “results insecurity” coming up, you want to clear that up FIRST.

When offering a guarantee, the energy you want to come from this: to call your clients forward with a positive expectation that 1.) Your program gives them everything they need to be successful, and 2.) You have faith in their ability to do the work.

Once you’re aligned with that, the next step is to decide what kind of guarantee, and on which kind of offer, program or service?

When a guarantee works well:

There are certain types of programs that are very well suited for guarantees – for example programs where you have delivered a proven system, specific teaching, exercises and resources for a client to apply in order to create the desired result in their life.

In this case we find what works well is a conditional guarantee – meaning the client has a certain period of time to apply the material, and must show you proof of the work they put in in order to be eligible for a refund.

Without that accountability – for example the “no questions asked” guarantee – it’s far more likely that a client will back out when things get “hard”.

We have recently moved to 12-month conditional guarantees (meaning they have up to a year to implement everything and show us that they gave it a fair shot) and it is working really well.

You can experiment with different lengths of time depending on the scope of your program and the average time it takes to see results. For example, try a 30-day guarantee on a short, easy to implement program such as an actionable business training. Or your might offer a 90-day or 120-day guarantee on something that takes a little longer to see results, such as a health or relationship transformation program.

When NOT to offer a guarantee:

On high-end programs.

Why?  Because they are designed to deliver massive transformation, and therefore require an “all in” commitment.

When a client signs up for a high-end program, they are investing in making a significant change. To offer a guarantee on that is basically giving them an out, and is ultimately not in service to your client.

This is the #1 reason why we don’t permit our clients to cancel their commitment when they step into Goddess Business School®.

Plus, high-end programs are a bigger commitment for YOU. They often involve private time with you, which has tremendous value. They require you to show up fully as well and to give your absolute best, and you can never get back your time and the expertise you share.

Plus, when you offer a guarantee on private coaching, it’s far too tempting to take responsibility for your client’s success.

One of our community members recently shared, “Instead of [my clients] owning their own power they kept looking to me to *make* it right and I was unconsciously reinforcing that because of the guarantee and it felt very heavy. Now I make it clear that it is up to them to make their dreams happen and that I will do everything in my power to help them get there.”

A guarantee can be a great tool to give your clients confidence and reinforce a container of personal responsibility and accountability, when used wisely.

Ultimately, you get to decide what feels in alignment for you and the service you provide. I guarantee that if you feel good about it, your clients will too!