Today I Got an Email

today

… from someone with 17 letters after her name.

Most of them are meaningless to me.

Not only that — so many letters makes me wonder if the person doesn’t really know what she wants to do with her life. … or if she’s so much smarter than I am that any relationship would be really difficult. Next, I wonder how many clients she has.

Most of the people I work work with need more clients, and almost all of them think that maybe they should take another advanced training or broaden their scope, or get an entirely new certification.

The thing is — if you don’t have enough clients, you can’t deepen the skills you already have … and getting more skill will mean having more skill you can’t deepen.

New certifications and advanced training give you skills to HELP clients more — they don’t give you skills to GET more clients. It’s like over-developing one leg and letting the other atrophy — and then wondering why you spend your life hopping.

When you don’t have enough clients, what you need to learn is how to get more clients. Having more clients solves all the problems most practitioners have — confidence, referrals, embedding your current skills… and the “bad-five-letter-word” problem: money.

Quick Rule of Thumb

If you have more letters after your name than you have clients, the next thing to learn is how to get more clients.

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Today I Told a Practitioner Not To Work With Me

todayWe were having a free Clarity Call, and what was really clear pretty quickly was that although he has just one class a week with a handful of students coming regularly, he doesn’t want much more than that right now — 4 more people in his class would make him feel great.

Right now, what he wants is to be a great dad to his little daughter.

Listening to him talk about being with her, I was transported back to the time when my own girls were tiny — you had to pry me away from being with them. I wasn’t really interested in doing anything other than being their mom.

I don’t regret for one minute the time I took off, or all the thing I didn’t do to build my practice during those years.

So I pointed him toward some blog posts I’d written that I think will help him — and told him to enjoy his little girl.

He thanked me for helping him let go of feeling like he was supposed to do more than he really wants to.

I ended the call wondering how many other practitioners feel pressed to do something they don’t want to, or be someone they aren’t… because somehow they got the idea that what they want isn’t enough.

Moral of the story…

When Life is great just as it is, don’t beat yourself up over what you aren’t doing.

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Getting the practice you want doesn’t have to be painful or make you feel like someone else! 
Click here to talk with me (free) about how to do it and feel exactly like YOU!

What you get clear about might surprise the heck out of you!
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Today I Got an Invitation To An Event Offering An Impossible Promise

todayIt arrived on orange card stock, promising a solution to client attraction in just 4 hours.

This is the kind of advertising that makes holistic practitioners — in particular, practitioners who touch their clients — cringe.

And rightly so, because — honestly? — there isn’t going to be a solution in 4 hours. What there will be is an opening, a glimpse of a new path, and the possibility of.change if you decide you want more.

But much as you’d like to believe it can happen in 4 hours, I’m willing to bet that in your heart of hearts, you know it takes more time, more commitment, more work and more change than you can get in 240 minutes.

If you could get it in 4 hours, you’d have what you need by now, because it would have been given to you in your training program. And it would be so easy that anybody could make it work right after graduation — even the people who weren’t paying much attention at the time.

The fact that it’s not that easy doesn’t mean it’s not important. But it does mean that if you want to change what’s happening in your practice, you have to be committed… because frankly, it does take work, and it does take time.

But then… so did your training… right?

Question…

Given what you have to offer, and what you hope to earn over your lifetime, what’s a reasonable amount of time — and money — to spend, learning to make a living from the skills you have?

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Getting the practice you want doesn’t have to be painful or make you feel like someone else! 
Click here to talk with me (free) about how to do it and feel exactly like YOU!
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You See Where You Look

You have to look beyond where the light shines!

You only look where you can easily seem and when you want to build a practice, that isn’t going to work.

When you think about what you do for your clients, is bringing their awareness to things they normally ignore high on your list?

It certainly was at the top of my list… I can remember countless times when my client thought I was working magic, simply because I could see things they couldn’t see.

I’m sure it’s like that for you. Your training gave you the ability to see with different eyes than most people have and it allows you to make differences that most people would never dream of being able to make without your help.

What’s so intriguing to me about that is that even now, when my practice has turned toward helping practitioners build their practices, I’m still doing the same thing.

Practitioners who struggle tend to ignore very basic, very common problems that can be addressed and overcome… with the right pair of eyes on the problem.

Learn more–> continue reading here

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Get another pair of eyes on your practice!
Click here to talk with me (free) about how to do it and feel exactly like YOU!
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Today I Decided To Follow My Own Advice

todayI tell my clients they should post frequently on their blogs,but the last time I posted on my own blog was 2 months ago.

Ouch.

I know why it happened — I started writing articles on LinkedIn and because it’s so easy for me to just keep writing and writing, every idea I have seems like one I should develop into a longer piece.

And then I don’t have the time it takes to produce the quality I want in a long article, so I don’t publish it. I currently have 4 articles waiting to be finished.

Saying that feels like an excuse, though, because it doesn’t change the fact that for the last two months I haven’t been doing what I know is essential to helping more people –> keeping in touch with them!

So I decided to start a new category of posts… short, quick takes on what I’m seeing, doing, noticing, changing… in my own business that will help you in your business.

Question…
When was the last time you told the search engines you had new content for your clients?

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How good are you at attracting new clients? 
Click here to find out!  My Client Attraction Quiz is free and you’ll get a personalized report to help you know what to focus on.
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Make a Donation, Not a Sacrifice

 Donate, don't sacrifice.

It’s important to give back to the community, and it’s okay to benefit from it… just don’t turn it into a sacrifice, in which you get nothing in return for your somatic practice.

The phone rings, and it’s one of your clients, asking you to donate something to a fundraiser. You want to help, you know it might get you some publicity, but still you have that sinking feeling that this isn’t going to go anywhere… experience tells you that it would be a miracle if this did anything for your practice.

If you haven’t seen overwhelming surges in your business from making charitable donations of your services, you’re not alone. Many practitioners donate gift certificates for free sessions or classes, but few get new clients from them.

Keeping in mind that you want to fill your practice with clients who are a good fit — and that you’re not in business for entirely altruistic reasons —

How would an optician, a restaurant owner, a Hollywood agent, a tour guide, a bureaucrat and your accountant think about it?

Continue reading –>

 

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How good are you at attracting new clients? 
Click here to find out!  My Client Attraction Quiz is free and you’ll get a personalized report to help you know what to focus on.
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How Sarah Almost Killed Her Hands-on Practice

Having great hands-on holistic skills is important for your practice... and so are your business skills!

Hands-on practitioners love to help people — and only get to do it by developing the business skills it takes to get clients.

Sarah is typical of the hands-on practitioners I work with — deeply committed to her work and struggling to get clients. Her professional training gave her skills to work with her clients — but it didn’t cover how to get clients in ways that really worked for her.

That’s not surprising — I don’t know of any modality that teaches you what you really need to know about GETTING clients while they’re teaching you how to HELP clients.

Like most hands-on practitioners, Sarah really wants to help people get the kind of transformation she got from the work she offers, and —

She’s never thought much about what it means to be self-employed, beyond being charge of her own time. She loves working with her clients and learning more about how to help them — and procrastinates about almost everything else connected with her business.

She’s fairly internal, doesn’t like directing a conversation with a potential client and hates dealing with pushy salespeople — the last thing she wants is to come across that way to anyone interested in her work. She avoids learning how to have a “sales conversation” because she doesn’t want to feel bad about her herself.

She relies on convincing just about everyone she meets that they need her modality — but it’s hard to explain and things have gotten to the point where she really hates even being asked “What do you do?” because the conversation almost always goes nowhere.

When she looks online for help, she finds a goldmine of free information, and figures she’s all set.

Continue reading –>
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Top Secrets of Successfully Self-Employed People

Being your own boss often translates into Laughing Out Loud at time... and this is can be a disaster for hands-on practitioners.

Are you in charge of your own time — or Laughing Out Loud at it? To keep your dream from becoming a nightmare, use it the way successfully self-employed people do!

Last month, when I was teaching at the Feldenkrais Guild of North America® Annual Conference, I asked people to raise their hands if they were NOT self-employed. Only a sprinkling of hands went up.

It didn’t surprise me — most hands-on practitioners work for themselves, especially if their modality isn’t really well-known. And that’s a problem for a lot of practitioners — because they know how to work with clients, but have no idea how to work for themselves.

This is a major factor in the high failure rate of new businesses. For practitioners who keep trudging along without ever earning enough money, it contributes mightily to the feeling that “it’s never going to work out.”

How do people who work for themselves achieve success?

Continue reading

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How to Communicate the Value of Your Hands-On Work in Every Session

You Touch Communicates Your Value

Clients don’t come back several times to find out what they’re going to get from you. You have to communicate it the first time, and every time.

Last week on one of our practice calls for the Heart-to-Heart program, a hands-on practitioner voiced a concern that’s pretty common among the folks I work with.

First let me explain that these somatic practitioners are learning to offer a paid consultation instead of whatever they normally do in their first session with a new client–that isn’t working as well as they would like.

This is a completely new concept to most practitioners, so they often don’t see at all how they can possibly succeed when their experience seems to be completely the opposite, and so they say things like:

“I don’t understand how to convince a client to work with me in a consultation, when it often takes 3 or 4 sessions for them to really see the value of what I do.”

Uh-oh.

If this describes your practice, you’ve got a problem

Continue reading

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Are You Talking to a New Client or Another Deer in the Headlights?

I’ll bet you’ve seen it too many times…

Don't let your prospective clients turn into deer in the headlights because you give them too much information! Photo © Creative Commons, Fabrice Florin

Don’t let your prospective clients turn into deer in the headlights because you give them too much information! Photo © Creative Commons, Fabrice Florin

There you are, talking about your work to someone you think you can really help. Then — out of nowhere –WHAMMO!

Your prospective client turns into a deer in the headlights and runs for cover.

It happens to most of the people I work with — hands-on practitioners who are really serious about helping people… good at what they do… intent on making a difference in the world.

If only they could get anybody to listen…

And that’s exactly where the problem is… not that talking is wrong, but talking about the wrong thing makes prospects run. Continue reading

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