There is one way to have more people become your customers. It’s often overlooked. In this article I’ll share it with you.

It’s actually not rocket science, but it is something that lots of people in business need to address. And it’s simple…

Just do this exercise. Make a note of how many people you asked asked to buy from you today. Now jot down how many you asked to buy from you in the last 7 days.

If you haven’t got enough clients right now, this is almost certainly because you’re not having enough “sales conversations”.

If you’re not asking for business this can be about about your belief in what you offer. It can be about not handling rejection well. It might be that you think it’s unspiritual or pushy.

But think of it this way… there are people out there right now who need what you do. What you offer will change their lives, yet if you’re not asking them, they stay at home or in their office, still in pain or in need.

I want to encourage you to move past your personal blocks, because it denies people in need and in pain – and some people are in so much pain they might not react or even notice you until you ask them for the umpteenth time.

All it takes is a shift from a belief that selling is bad to a 100% conviction that someone may lose out or be in pain because you’ve held back and failed to ask for the business.

In business you have to be prepared to ask people if your customers are ready to buy from you.

If you don’t ask, people who might have bought from you might not have realised they could get this service from you or they might think you’re so busy you wouldn’t have time to fit them in.

So while you think you’re being pushy, or spiritual by allowing them to make up their mind, they’ve made up their mind that they want what you offer, but you’re not able to help them, because you didn’t say so.

All it takes is: “Can I help you with that?” or “Would you like me to book you a session?” or “Would you like to go ahead with that?”

Just think that by asking that question, you might instantly transform your clients’ and customers’ experience of life that day. And that’s a beautiful thing to do! Plus they’ll pay you too! Win-Win-Win!

Best wishes

Neil

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. To find out more, visit his website at http://www.communitysoul.co.uk

I see so many people marketing themselves in costly ways. They spend money on a website. They get the business cards and brochure or flyer printed. They advertise and network, all of which bring enquiries. But what happens to those enquiries?

Usually they go cold and you end up losing possible business.

So let’s take a brief look at the 6 typical problems people have gaining and keeping clients:

1. What to do with “prospects” – the people who might eventually buy but are not yet ready…

2. The longer you’re in business the harder it is to stay in touch with everyone who shows an interest in your service and hasn’t bought…

3. How to keep these people interested and warm them up to you

4. Then when all your hard work pays off and someone becomes a client, how do you encourage them to hang around and see more value and buy second and third purchases, so that when they think of a problem they only think of you as the solution?

5. Then there’s the time it takes to implement the following up and this is where the busy people need to focus on the mechanism that builds the relationships and promotes your natural warmth and your authentic voice

6. And finally there’s the cost to do all this

These six reasons have a lot to do with why so many businesses are not getting the results they want.

When I began CommunitySoul, the first thing I put in place was a communication strategy and a system that would measure the results of that strategy. (I always want to measure, because then if part of the process isn’t working I can fix the problem).

To be honest if you have no way to communicate to your customers, clients, and people who are interested but not yet committed, you really are missing out big time.

The system we use is a great way to honour our customers and market to them with complete integrity. You can have the same effect – adding heaps of value and helping people in ways that only you can.

I believe that having a way to speak to people has been the cornerstone of our business.

If you don’t have away to communicate with your people, then I recommend you find a way.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. To find out more, visit our website at http://www.communitysoul.co.uk

If you could spend 12 hours with 12 great visionaries and spiritual philosophers, how would that transform your life?

You have a chance to find out by registering for this FREE Telesummit – an intensive week event that will immerse you in the MUST HAVE knowledge and techniques that you can put into place from day one and every day thereafter! You’ll walk away with new advantages in life, regardless of what’s been happening in your life or the outside world right now. And here’s the best part: You can listen from the comfort and privacy of your home; you don’t have to leave your home or office to participate.

12 visionaries and spiritual philosophers!

Live Life on Purpose

May 10-14, 2010

Click here for more information

There are 12 reasons why you will really want to join these visionaries…

1. Learn how to turn what you know into what you do
2. Get equipped for life with the Sixth Sensory Tool Kit
3. Supercharge everyday of your week and enjoy life
4. Discover the secrets that will transform your life
5. Create what you want and avoid what you don’t want
6. Access the health store in your body
7. Apply the 3 key behaviour’s of vital and healthy living
8. How to let go when you really need to
9. Uncover the moment when shift happens
10. How to use food as your rocket fuel for a spirited life
11. Find out how to raising spirited, kind, compassionate and confident children
12. Getting to grips with the principles that create a fulfilled and happy life

Remember – It’s not what you know…it’s what you do with what you know, and this summit is deliberately run over one week so you’ll be able to listen, take in and apply what you learn from one day to the next.

I look forward to you joining me on this life-changing telesummit!

——–

Neil is the founder of CommunitySoul, an organisation that helps individuals and businesses get life on track with principles, while making profits.

Part of being attractive to new clients is learning who you are.

The first thing to realise is that by taking the path of self-employment you’ve become a  hero.

Anyone running a business is a daring soul. By being self-employed, you’ve  decided to take life’s adventures to warp speed. Because running your business – making your difference in the world and making money – will cause transformations in you.

I used to think I would be the person who would grow my business, but what is now apparent is that my business grows me; and as I change, the business moves on.

We know the 5000 or so business owners we now connect with are all on that journey with you. I hope it’s kind of reassuring to know that there are others like you – inspired, caring, forward thinking entrepreneurs who want to profit and make a difference.

How we make our difference in the world, and a profit, is largely down to our values, passions and purpose. There are many ways to do it…

A business can also be a lynch-pin in a local community, no matter how big or small it is. Whatever the size of your business it can have an impact on the environment, it can also do good for the people around you – maybe by giving some of the profits to a local charity or cause, or by setting up your own foundation, or by giving an investment opportunity to the under-privileged in your community.

What’s important is that your business feels good to work in on the inside. When it feels good on the inside, it becomes attractive to others and these people then become your customers, your fans and your advocates and supporters.

I hope it’s reassuring to know this. I say this because you have chosen a path that only real heroes could walk. I mean, it’s a double-whammy – because you’ll only settle for business success if it comes with helping people or the environment or creating positive change in some way.

So there are two things for you – profit and making a difference.

Traditionally business has only focussed on profit, so you’re one of the first of a new wave of businesses. You’re a leader. And because you’re a leader, you’ll have the challenges leaders have, especially if you’re trying to do it all.

That’s why we have created business groups and Insiders Secrets, so you can have support from peers and from me.

I welcome you on this huge  journey of personal discovery and I’m pleased to let you know that support is available to you through CommunitySoul.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. To find out more about Insiders Secrets, and how you can join our support group, visit our website at http://www.communitysoul.co.uk

There’s a question I always feel compelled to ask when I hear people say they are looking for new clients.

My question is: how, specifically, do you want to get your clients?

That might sound like an odd question, especially if you feel you’ve tried everything and it doesn’t work, but there are so many options that can work.

A few weeks ago I heard an amazing story. It was amazing because I had a belief that what this lady had done was not possible – yes, I occasionally have limited thinking too!

Let me explain a bit more…

The Marketing Roads to Rome

There are many ways to market yourself: Networking, social media, flyers and leaflets, advertising, web sites, talks, joint ventures, article writing, news media etc.

And with so many different ways to choose from, it can be confusing to know where to start.

The idea is, of course, that you have many different routes to your market, but sometimes you just need one that works well – for example,  a networking strategy where you cultivate a number of advocates who then bring you clients on a consistent basis.

Encouraging Statistics

Recently one of the members of the mastermind group I attend recently told me how her leaflet selling NLP converted into £15000 of business.

A client was recently telling me how they have a nice stream of business coming in from articles they place in the media.

At a business group one of our members was telling me how they’d gained almost 20 referrals directly from our group.

The results don’t always come overnight. The results come from making small, consistent, habitual steps that take you on a journey to making your difference and earning the profits you deserve.

SO, if you want more clients, don’t try to do it all. Start with one marketing strategy that will bring you clients, make tweaks until you get results and then when that works for you, move on to the next.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. Register for his free newsletter at http://www.communitysoul.co.uk

A challenge I come across often is that people running a business fail to leave room for miracles.

This might be because you’re creating change through your business and when we are creating change it can feel like there is no time… And this is where I want to talk about clearing the decks for making a bigger difference and making bigger profits.

Alan’s story…

So, maybe you’re planning to make a bigger difference and bigger profits, but it’s hard for you because of the time pressure.

So, I have a story to share with you about this. It’s about a guy named Alan.  Alan had passion but no time. He was busy, earning 15k, had some great ideas, and was planning to get started on bigger ideas tomorrow. He said  these would give him and his partner the financial stability to start a family and live comfortably.

Mounting debts were crippling him…

Alan had some debt on his credit cards and a loan for a car, and a small overdraft, but he was sure his ideas would come off, when he got around to them. Alan knew everything too. He admits that. He said he’d studied enough and there was no need for a mentor or a programme that helped him with fresh ideas. He simple knew what he needed to know.

Alan’s Ultimatum

I spoke to Alan periodically and 6 months after I first spoke to him nothing much had changed. Oh… except his overdraft had grown by a grand and his credit card’s outstanding balance had grown by a few hundred. But he had his ideas and was going to get around to his bigger ideas when he had more time.

A year went by and Alan’s income hadn’t increased. In fact it fell by 3K. When he finally called me, about 11 months after we’d first spoken, he’d maxed out on one credit card and had taken on a second. His overdraft had been extended and he was close to the new limit. But that wasn’t it.

You see Alan had been kidding himself and things were far worse than he cared to admit. He’d actually maxed out on 2 cards, borrowed 40k from his sister and 10k from his mum.

The turning point

As well as the loan at the bank he’d financed part of his business too, so he no longer even owned the business assets. He said he had this idea, but for almost a decade he’d never got around to it.  And to add to his misery, his partner of 10 years gave him an ultimatum…

Her body clock couldn’t wait for the promises of money from an idea he hadn’t even developed. He loved her and  she was now pregnant, they had the credit card debts and the loans and he owed family and he had all this debt and a child coming into the world and it was just eating him alive. That’s the pain having no time creates.

I was able to show Alan how to make instant cash in a matter of days. This was enough to give him breathing space. In the next 90 days – yes, just 90 days – based on his idea, which he’d carried in his head for 10 years, I helped him develop a system where he could earn higher streams of income.

The cash-flow he now has helps him budget his loan repayments and pay himself a modest wage, though he’s working on changing that.

Alan, may well have had all the knowledge, but he wasn’t applying it. He’d failed to create the space to develop his business. The world was left tapping its thumbs, while Alan worked like a busy poor man.

Alan always had customers who wanted to buy more often from him, but couldn’t, because he didn’t have the systems and processes and the product in place – and that’s what stopped him.

Change happened for Alan when he stopped gripping the branch and expanded his wings.

Neil Fellowes publishes his fortnightly CommunitySoul newsletter for businesses that take an ethical, sustainable or holistic approach to be strong thriving businesses and practices. If you want to make a big difference through your work and make a big profit, then get your free business pack now, at: www.communitysoulhbg.co.uk

Planning is the key to success. It’s like the old proverb, “He who fails to plan, plans to fail.”

So there are two types of plan I recommend, especially at this time of year, when most people are considering the next year.

First I’d recommend you get, a business plan, and then I recommend you write a marketing plan.

A business plan is going to show you how you’ll achieve your goals. And if you’re coming up short you’ll know where and you’ll no to fix that.

Now I know a lot of people don’t like business plans and find them tricky. I used to feel like that but I had to grow past it. One of the big hurdles was that business ideas changed so quickly and a plan that had taken a day to write might be out of date in 3 months.

What I found over time was that I began to write less plans and I also became more accurate at predicting what I would need and what results I might gain. So, ultimately it’s become a very useful tool.

Meanwhile, a marketing plan is your attraction strategy – the thing that brings business in and helps your dream unfold. If you have no marketing plan then  you must create one if you’re to attract clients.

A good marketing plan will help you know what you need to do, who you’re aiming to attract, through what means. It will help you budget and be a lot more accurate.

We all see lots of flyers, adverts and other marketing, but the ones that really stay with us, are the ones which have a sustained campaign and who have a message we may hear several times over.

I’d certainly say, without these two plans in place, you’re more likely to struggle. What these plans do is it help you to identify where you are (i.e are you on track or off track).

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit.  Visit his website at http://www.communitysoul.co.uk

I see so many people marketing themselves. They spent £500 upwards on a website and spend a lot of time fiddling to make sure they come up high in google. They get the business cards and brochure or flyer done. Advertise and network, all of which brings a trickle of enquiries. But what happens to those enquiries?

Usually  they go cold and you end up losing possible business.

So let’s take a brief look at the 6 typical issues people have gaining and keeping clients:

1. One of the issues is “prospects” who might buy but who are not sure. Most people will call them once, maybe twice and then give up.

2. The longer you’re in business the harder it become to stay in touch with everyone who shows and interest but who isn’t ready to buy.

3. The challenge you have is to keep the possible people interested and warm them up to you

4. Then when all your hard work pays off and someone becomes a client, how do you encourage them to hang around and see the value more and more often, so when they think of the problem they only think of you?

5. Then there’s the time it takes to implement the following up and this is where the busy people need to focus on the system that builds the  relationship for you

6. And finally there’s the cost to do all this

The Golden Rule…

A golden rule of enlightened entrepreneurship is to have more people coming back to you and increasing their spend with you, and  recommending you to friends and colleagues.

Imagine 77% of your customers returning, and then finding a steady increase of 23%, with this, your business grows. And if you’re happy customers recommend you and you make it easy for them to do that, you can spend less on your marketing.

Imagine that happening to your business!

So let’s look at what to do.

Well, you need a strategy that encourages new clients and you want a strategy that encourages repeat buying. Now that may sound like two different projects, but actually it’s not. It’s one.

What you need is a scalable strategy that does both jobs. When I say scalable this is what I mean: What’s needed is a system that takes a short period of time each week or month – and a system that works, whether you have 100 or 100,000 customers.

So, every successful business venture, no matter how big or small, must have this strategy.

So you need this strategy to welcome in new customers and to encourage repeat buying; and the way you do this is through finding a method of how to stay in touch.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. If you need help developing a system, read about our Insiders Secrets programme and Mastermind group: http://www.communitysoulhbg.co.uk/insiderssecrets.htm

We all want marketing strategies that work. When we find them, we want to use them over and over again. In this article I want to share with you, one that has paid dividends for me.

Putting in the time

First you have to put in the hours. In the example I’m giving you, what I did was, I called on prospective clients 2 hours a day, 4 days a week.

Insulating yourself against rejection

Did I have rejections? Yes. I got 7 rejections every fifteen minutes! But I also had a “yes” every 8 calls – on average, one every 15 minutes. And that meant I just had to get through 7 rejections.

Understanding the value of each rejection

“No” can be a hard word to hear, so it’s important to re-frame its value. Every product or service will be rejected by a percentage of people. You just need to know what percentage.

When you know that 1 out of 8 say yes and when you know that yes is worth say £60, and when you multiply that by 2 hours of marketing, say £240, the exercise of marketing and the feeling of overcoming the rejection can become more positive.

Getting to “No” faster

For me, after a time, I became resilient enough to hearing no, to wanting to hear it faster, because when I heard it faster, I got more yeses quicker.

Crafting your words

Whether you communicate your offer to people through the spoken or written word, you will have to  craft and possibly recraft what you say. You need to say enough to arouse interest and curiosity without saying too much that you put people off. This is as true in paper-based marketing as it is in sales presentations.

Trying it out

It’s always best to try it alone to start with. Sometimes we try too hard, and when we read our words out, we can often start to feel an unnatural and sometimes even an inauthentic sense. Keep working on your material until it’s 100% natural and authentic.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit.  If you liked this article, then you’ll LOVE his blog at http://www.communitysoulblog.com
Visit our website at http://www.communitysoul.co.uk

What’s going on you might ask… I seem to be telling lots of people about what I do and how I can help them, but still they’re not buying?

Marketing methods that fail

We can go to a networking meeting, not feel comfortable and not pick up any business. When this happens it’s easy to say, I went…I met 20 business owners…and not one of them bought, then you conclude that networking doesn’t work.

You might also try advertising, may not be 100% clear on the offer, but still spend a few hundred (or thousand), get little or no interest, and say that doesn’t work either.

You might not like writing, try half-hearted to write one, have no interest and give up saying that doesn’t work either.

We could claim the same issues with direct mail, websites, flyers, phone calls or a hundred other marketing methods.

Marketing Methods that work

Not so long ago I was chatting with a guy who makes a good six-figure income and his only marketing method is networking. One of my peers tells me one advert she runs generates a 38% response. I can tell you our newsletter builds confidence and awareness in what we offer and that over time it generates lots of good will that eventually turns into confidence and awareness in what we offer.

And these marketing activities are no different from the ones people may claim don’t work. So what makes the difference?

Using the strategy of Olympic Medallists

Olympic medallists are not just born. They dedicate untold hours to making minor adjustments that give them an edge, a fraction of an inch that might just make them a champion, rather than an also-ran.

It’s about small improvements made over time, and sometimes you need outside expertise on these things.

At CommunitySoul, we made a change on one of our web pages recently that changed the take up by just 3%. That doesn’t sound like much, but when 1000 people hit that web page and the product is £1200, it’s a very worthwhile adjustment.

So, generally, when people are not buying what you offer, it’s not that the strategy doesn’t work, it’s that the way you’re using the strategy hasn’t worked.

With marketing you have to keep refining things until you get results you want.

Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit.  If you liked this article, then you’ll LOVE his blog at http://www.communitysoulblog.com
Visit our website at http://www.communitysoul.co.uk