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Monthly Archives: September 2016

How To Make 6 Figures Selling a “Soft And Fuzzy” Service

Time to gossip. Two smiling and merry woman using tablet while sitting at the table and drinking coffee

One of the most common questions we receive here at Goddess Business School® is “How can I make great money if I’m NOT teaching other people how to make money?”

Maybe you, too, have wondered if providing transformation services like energy work, hands-on healing, pregnancy, fertility work or spiritual counseling was really a legitimate business model that could generate a substantial income.

The answer is yes!

The numbers don’t lie.  In the U.S. alone, the self-improvement market is worth an estimated $11 billion*.  That’s a lot of personal transformation going on… that your potential clients are already paying for.

So how can you effectively sell “soft and fuzzy” services and make great money doing so? These 4 tips will make all the difference:

 1. Loosen your grip.

Most conscious women entrepreneurs are deeply passionate about what they do. They’re on a mission to change their communities and the world. The problem arises when they adopt limiting beliefs about how their business should look.

If you insist on having your business be a certain way or you won’t be “in integrity,” or let a deep fear of having to do things you don’t really want to do (i.e., marketing, sales, charging for your gifts) run the show, you’ll never come close to what’s truly possible for you.

My challenge to you? Ditch this spiritual stubbornness and instead be open to the most effective ways of providing and packaging your service.  Focus on what your client WANTS and loosen your grip on how it all “looks” on the front end.

Warning: You know you’re stuck in spiritual stubbornness if you find yourself thinking or saying things like “[such-and-such] is not authentic for me” or accepting excuses for not taking action because “it didn’t feel right.”   That’s not authenticity, that’s resistance in disguise.

2.  Know the “front door” pain.

 If you want to stand out and get noticed in a saturated market, let your clients know you get them by being the solution to the most pressing top-of-mind problem or concern they REALLY face.

(Not what you WANT them to want – but what they really DO want!)

For example, most women are not walking around wishing they were “more of who they are really are.”   They may not even know that’s what they need!

Instead, they may be wondering why their relationship with their partner is going downhill and worry that if it continues, their marriage will end.

In order to reach the clients who will pay, start with their front door pain. Market first to what people want (relief from their immediate pain or problem) and then, once they are in your world, deliver what they need (the deeper transformation).

For more tips on how to identify your clear “front door” problem, check out this article.

3. Package your magic into a proprietary system, and create a program.

Even if you’re a generalist, even if your clients are different… you have a process that you lead others through.  Yes, really! (Hint: think of the things that your clients DO have in common, and the specific things you do with nearly every client.)

This is the start of your Proprietary Process – your transformation packaged into step-by-step process that is very desirable to your ideal clients.

When you organize your process into steps, you instantly create value for your clients because now they don’t have to figure it out themselves.  When you deliver those steps into a program (instead of “dollars for hours”), you’re now creating even more value because now you’re delivering an outcome, not just selling your time.   Clients invest in outcomes and results.

4. Language, language, language!

Transform soft and fuzzy words, into words of power and clarity. Be situationally specific – let them know you “get it” by describing in their experience in detail. And focus on being direct with your words while striving for pure clarity in your communication. The more clearly you are able to speak to your clients’ real life experience, the more successful you will be.

Ready for a super ninja marketing secret? Name your concepts and terms. No matter what or how you do it, you have a process in which you take people through to get to [X] result. Give it a title! Naming your concepts instantly elevates the value of the process and results you provide.

So what do these tips have in common? They all put your client first.

Ultimately, all conscious business owners are in the compassion business.

Put your client first and you’ll enroll more clients… and they’ll happily pay higher fees.

Put your client first and you’ll get to do what you love… while making phenomenal income.

(*Stats provided by Marketdata Enterprises, Inc.)

The #1 Secret To A Multi 6-Figure Income

July_2016-108-blog

I’m often asked if there’s a secret to creating 6-figures and then multi-6-figures and beyond.

The answer is a resounding YES.

In fact, of all the 6-figure business owners we’ve coached (and all those I’ve worked with as colleagues) have all discovered and applied this secret early on … and it’s still an integral part of their business model.

The secret is… start with a high-end offer.

It’s a common misconception that when you’re building a business you want to “start where you are” by providing your services at a reasonable rate and then gradually work your way into higher fees.

And in the online world, it’s also common to want to jump to more advanced strategies such as offering group programs. 

Both are costly mistakes.  If you want to make 6-figures and eventually multi-6 figures, packaging your 1-on-1 services in the right way is what you’ll need to do FIRST. Here’s why…

  1. High-end offers are the fastest path to cash.

Cash flow is the lifeblood of your business. Quite simply, if you’re not making money, you don’t have a business. By definition a business exists to make money for it’s owner.

I know that doesn’t sound very sexy – for most conscious women entrepreneurs we prefer to look at our business as a vehicle for self expression, sharing our transformative gifts, or spreading our message and mission.

And that’s all great and true! But without cash flow none of that is possible.

You can’t give at your highest level when you’re constantly stressed about cash flow. On the other hand…

When you’re financially supported, your energy is freed up to work your magic and contribute in a bigger way. It enables you to give more.  

  1. You’ll make a lot more money in less of your time.

In the “regular” 1-on-1 model, it’s nearly impossible to make 6 figures… unless you want to work your tailfeathers off.

For example, let’s say you’re charging by the hour for single sessions. At $150 / hour, you would have to deliver over 650 sessions in a year to reach 6 figures.

That’s a LOT of sessions – plus you’d have to spend time filling those sessions.

Or let’s say you’re charging $400/ month for private coaching sessions – which many people consider pretty good money. You’d STILL have to attract and enroll over 40 clients and convince them to stick around for an entire 6 months each to cross the 6-figure mark.

And think just about the delivery on that! Early in my business this was a trap I fell into and it led me right into burnout and barely scraping by.

When you start with a high-end offer, it’s a different story.

Let’s say you create a 6-month high-end package and charge $5000 – a great starting point for most coaches, consultants and healers. Just 10 clients at this fee who renew for a second program creates a 6-figure income.

  1. You’ll get your mission out in a bigger way

As we mentioned above, high-end offers give you cash flow and time freedom, while working in an intensive way with a limited number of clients.

And it’s that time that enables you to develop the channels to eventually get your message out to a much bigger audience on a leveraged scale.

Say, for example, you want to develop a group program. In order to do that successfully you need to have content and a process that’s tested and proven.

When you start with high-end you get to develop and refine your process in real time with actual clients (and get paid to do it!) Plus you have the time to create your content, build your list, market your program etc.

  1. You’ll begin to think like a 6-figure business owner.

You may have heard me say that success in business is 90% managing your energy and just 10% execution.

Who you are BE-ing in your business is even more important than what you are doing.

High-end programs help you uplevel “how you BE.” You hold a different energy when you are working with a client at the $5k or $10k level than when you’re billing $150/hour.

Plus, high-end programs attract a different kind of client – a client who is fully invested in their transformation and has skin in the game. These kinds of clients get better results, which is super juicy for both of you.

If you want to create a 6-figure income, you need to start thinking like a 6-figure business owner.

The Secret To Fast Tracking Your Income Is…

… to NOT skip steps.

Of course, high-end programs are not the only strategy you will ever implement in your business. You will get to create those group programs and retreats and get clients online and all those things you want to offer.

But this is where you start. This is step one.

You have to make 6-figures before you can make multi-6-figures, and high-end programs are the shortest, fastest path to get there.