What's Your Offer?

By Patti Keating

"Anna,” a past client of mine was a business coach. She was great at business but her client load was slim. When Anna came to me she was looking for ways attract more clients.

In our first session together I taught Anna "The Curious CEO Method", a sure fire way to get more clients into your business. "The Curious CEO Method" is a four-step process to identify your potential clients. Be Curious - Connect – Engage – Offer.

Be Curious – People love to talk about themselves. Get curious and ask questions. I’m in business because I LOVE to help entrepreneurs leverage their knowledge and make money. Because that’s my passion I look for it everywhere. When someone mentions they are a business owner, I ask, “How is it going?” I can’t NOT ask. I’m so curious about small business! What fuels your curiosity? Look for it everywhere you go. Ask questions! Be curious.

Connect – You must connect with your potential clients. Start conversations with people. Ask questions about THEM. Simply start a conversation based on curiosity and get to know a little about their needs.

Engage – Engage in a dialogue. Look for ways to help them. Rather than talking about your services, engage in an interaction and exchange based on their needs and problems. Brainstorm with them. Become a solution right away.

Offer – Always have something free to offer. Once you have engaged in conversation, invite them to DO something more. People want to learn more about you and a free goodie is the perfect way to get them into your marketing funnel.. Make it super easy for them to sample your services. Offer a complementary session, a free teleseminar, an audio training, or a subscription to your ezine. When they accept your offer, schedule a follow up conversation.

Anna wanted individual coaching clients so I challenged her to schedule 10 complementary sessions in the next week.

I see many consultants and coaches who want more clients but they are not offering a sample of their incredible services. Be generous with your offerings, yet clear that it is a sample to see if you are a good fit to work together. Make offers at each interaction and you will lead your prospects down the marketing funnel and into your programs.

I helped Anna craft a complementary session that provides extreme value and SELLS.

When you give away your offers make sure you do it with the intention of working together.

By stating right up front, “Let’s schedule a complementary session and see if coaching will help you get the results you want” you set the space for a client to say “yes” to working with you.

Decide on your offer and invite your prospects to learn more about your services!

©2009 -2010 Patricia Keating LLC

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(c) 2008 Patti Keating
ABOUT THE AUTHOR
Patti Keating, is a Professional Speaker, Entrepreneur's Coach, and Conscious Wealth Mentor. To learn more about her and sign up for more FREE tips like these, visit her site at http://www.intentionscoaching.com


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