Posts Tagged ‘getting clients’
Many Inspiration Blog readers are service-based providers who work with clients. If this is you, in order for someone to decide to work with you, you probably need to talk to them. That is, they might get exposure to you through a free talk or webinar that you give – or, perhaps you offer a free consultation of some sort.
There are a lot of great approaches to doing free consultations and talks. As a public speaking and communications coach for 18 years (err, almost 19), I’ve noticed one element frequently missing from these systems… but which I teach my clients for when they do their own consults and talks. I haven’t yet shared this publicly, though. Here it is:
Your niche wants to be talked to in a particular way.
This is essential. While you do need to know how to put together a great talk and/or conduct a powerful consult, if you don’t talk to your clients in the way they desire, there will be a disconnect. And this impasse will get in the way of inspiring clients to work with you.
Different niches want to be talked to differently – and your ability to establish the “know, like and trust” factor largely depends on how you talk to them. Here are a few different examples:
- Your speaking style and tone of voice. Executives, for example, generally desire a faster pace, and to have you get to the point more quickly, than holistic practitioners do. (Niche is far more nuanced than that, but it’s a clear example.)
- Vocabulary usage. What terms do your ideal clients use? First, make sure you speak in relationship to their struggles and desires, and not with the lingo or your techniques or methods. Second, use vocabulary that correlates with their professional level:
- Corporate types use a particular lingo and terminology, and holistic practitioners utilize very different terms.
- If you work with intellectuals, they’ll enjoy your using bigger words; if your clients are more blue-collar, those same words will alienate them.
- Becoming increasingly fluent in their pains and desires. Intimately know both what they want as well as where they’re stuck. For example, I know very well that many of my clients suffer from nervousness or fear around speaking… or having a monotone voice… or don’t know how to craft a powerful talk that inspires and enrolls.
You also need to know about who they are personally. Most people I serve are on a path of personal development and spiritual growth, as am I – so I also express that clearly when I talk with them. Oh, speaking that way will repel those who aren’t my niche. And that’s a good thing: I get to work with clients I love, and can refer out those who would better be served by someone else.
If you don’t have a niche…
Have you had a practice for more than a year or two? (At first, it’s good to try working with different people, hone your skills, and get a sense for you who like.), If so, then honestly… it’s time to hone your niche. It’s essential. If you don’t know who your clients are, you don’t know where to find them, among other things.
In terms of communication and speaking, if you don’t have a niche, you will likely be speaking very generically – both in terms of how you speak and your message. Which means that you won’t be particularly compelling to anyone. Well, you’ll still be yourself… but often when we are trying to speak to everyone, we can wash out the colors of our true personality, and not shine in our full glory… and that’s of course what inspires clients to work with us.
Let me say it again: a successful practice for service-based providers – like coaches and holistic practitioners – needs a niche. A good niche, one that’s right for you, is defined so you get to work with all of the clients you LOVE, and doesn’t exclude anyone with whom you want to work.
By the way, as an Intuitive Business Strategist (one of my hats), one of my favorite things to do is to help coaches and holistic practitioners clarify their niche and message very quickly, so that it connects deeply with their life purpose and highest service. If your practice lacks focus (and maybe profits) because of not being clear of your audience, you’re invited to be in touch – email me or schedule a time to chat.
In sum, by deeply knowing your niche – and how to speak to them and how to serve them – you can love them more fully. And they’ll feel loved. That’s my idea of good business.
How do you talk to your niche? How do you bring out your personality, and connect more deeply? Or, what problems are you facing? Leave a question or comment below.
Going with the Flow
Posted on: May 18, 2014
I’m in Boulder, Colorado for a week, where I’m starting development of a new one-man show. I did one of my graduate degrees here at Naropa University, and returned to work with an old friend and collaborator. It’s my first new solo theatre piece in a good while… and so exciting to be diving back in!
At the same time, it’s also scary and intimidating. I always take on topics where I don’t have all of the answers. My last show was about Jewish identity, and my new show is about being a man. Pretty big topics, which can become quite overwhelming.
It’s easy to get overwhelmed whenever we’re doing something new – because we don’t know the twists and turns of the path. When we’re still trying to figure it all out, we can feel swept away or off-course. And it’s hard to see the destination when we’re mid-river. When we don’t know how we’ll get there, it’s easy to hesitate, question what we’re doing, and procrastinate… or even give up out of self-doubt.
The fact is, if we’re doing something new, we seldom have a map of how to get to our destination. At best, we can follow others’ advice or strategies; yet, we have to take the journey ourselves, and make it our own. This is true with our businesses, and our lives – whenever we set a new goal, it’s always an adventure – which sometimes feels like stumbling around in the dark. Yet, there’s always a flow to it.
This is also true with public speaking. Even if you’re giving the same signature talk for the umpteenth time, every time you do it is different. Your audience is different… the room or surroundings likely change… and current events have shifted. In sum, the energy will be unique every time.
Which is why it’s essential to be present. (Tangential reminder, if you haven’t heard me say it before: presence is the art of being fully present.) If we’re present, and open, and listening, we can feel what’s needed next. You might slightly change how you word what you say… or you could change the delivery. If you’re tuned in, and going with the flow, it gets easy. If you resist and try to force things, you may drown; but if you let go, the river will take you where you want to go.
Going with the flow means trusting you can handle anything that happens. In other words, you don’t need to have any fear or nervousness, because you know you can deal with whatever arises.
Whether in regards to a speaking engagement, with our businesses, or in other areas of life, things seldom go just as we plan or as we expect. But in that moment when the river changes course, we can listen inwardly, look outside to what is going on, and tap in… and we can do what that moment needs.
For speaking, of course, a fair amount of preparation is needed. It’s essential to have a wide toolset to draw upon, so that you can adeptly handle anything that happens. And it takes skills and practice… which is what WholeSpeak coaching and workshops are for. Stay tuned for announcements of some powerful workshops happening this year.
When times are challenging, what do you do to get back in the flow? Please leave a comment and share.
If you’ve been reading my stuff for a while, you likely know I’m pretty obsessed with authenticity. Because I just can’t deal with people who feel really fake, or entrepreneurs and businesses that use scheming sales tactics, yet still attempt to label their efforts as “real” or “being authentic.” Ugh!
The thing is, those tactics used to work. But they don’t much anymore, because we’ve seen them in too many places. See, anything that’s a you-can-do-it formula will eventually become… formulaic. People see through it, even though the most well-intended, heart-based entrepreneurs fall prey to it. Whether it’s the tactic where the seller crosses out a bunch of prices and offers a really low “sale” price, or where they give a presentation that feels manipulative, the false premise is that they must do this in order to be a success.
And this simply isn’t true.
You can be YOU – the real you – and succeed.
I used to think, for example, that I couldn’t bring my whole self to my work. Like, when emailing my community I strived to be “professional”… and in doing so, I hid part of myself. What if they found out that I’m not normal?? Finally, I decided to have a “coming out” party… and announced to my list that I’m a deeply spiritual person. (Gasp!) And that it’s an essential part of my work (I’m an empath and an intuitive – so I deeply feel what’s happening with a client, and also can tune into what’s most aligned for them with their voice or with creating a thriving practice). This was scary. And you know what the big response was? Very little. Except that, the more I brought my real self out, the more I began to attract ideal clients. Cool, huh? The same goes for you.
Authenticity is not…
…A formula. Not that formulas are evil (not reinventing the wheel can actually save you a lot of time!), but you must adapt them to fit you.
…A particular way of speaking. Any style dictated by someone else will not be your true voice.
…Your habits. This is a tricky one: something may not feel authentic or “natural,” but that may be because it’s asking you to grow. This is true, for example, when I’m teaching clients empowering ways to breathe to support their voices more fully, or when expanding vocal dynamics.
Real authenticity is…
…Being humble…and also in your power. It’s giving an offering from your heart, and doing your best, without trying to prove yourself.
…Simply being present. You don’t need to talk in any particular style to be authentic. The less you try to be authentic, the better.
…Staying open. If you receive your audience, or the other person, and honor them, you’ll more truly know how to respond in a real way.
…Letting go. We’ve learned so many habits and patterns that go far beyond how we speak. It’s about our emotional makeup and our thoughts. And when we learn to release these, and find our true voice, we find our authenticity.
More than anything, authenticity is a path. In my experience, it takes time, and practice, and simple techniques, to release what isn’t truly us – so that we can let the golden sunshine of our true selves shine forth. And when you do, you’ll feel more at peace, more alive, and will become the true agent of change you were born to be.
And this is when your clients will come – and when your business will flourish. Because you’re just being you. Yes, business skills are necessary, but they’ll sign up because they experience the real you.
For me, authenticity is about frequent self-examination. Not in a scrutinizing, negative way, but in asking myself questions, about my behavior and how I feel internally: How am I showing up? Am I following my true path? Do I feel in integrity with how I’m speaking and interacting? Am I following formulas that aren’t me, and what might feel better? …While this sometimes may be a bit much, I am dedicated to embodying what I believe.
How about you? Other thoughts on authenticity? Please share your experiences, and leave comments or questions below.
Yours,
Jonathan
Are you sick of feeling lack about money, and not knowing where to get enough clients? Or, perhaps you know… and yet it still feels like a struggle. There are honestly numerous reasons why holistic practitioners, coaches, and other conscious, spiritual entrepreneurs who are trying to really do good work in the world find themselves stuck and under-earning. One frequent issue: we are not aligned in our truth. This may show up as…
- Using marketing or messaging techniques that feel forced, fake or salesy… because that’s what you’ve been taught or see others doing
- Not having identified your heartfelt niche or calling that really excites and motivates you to move forward
- Not standing in the true power of your work – which means you may be undercharging, or simply undercutting your value through unconfident nonverbal communication (so that others aren’t compelled to hire you)
- Energetically not attracting clients who really would benefit from your work – and who you just love!
- What feels really alive in your work in the world? What do you love?
- Are there business-building techniques (ways of finding clients) you’ve been taught that don’t really feel good? What are they?
- What’s really missing for you in your work?
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