You want clients. You need clients.
But it's just not happening.

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Could it be that you're trying too hard?

When you’re self-employed and your bank account is shrinking, it's natural to feel a bit desperate about getting clients. So maybe you grab one of the marketing programs that are gathering dust on your bookshelves or lurking on your hard drive.

And you prepare to suck it up. Do what must be done. Put yourself out there. Ugh.

Is it any wonder that you don’t get results? (Or that the results you do get bear a lot of resemblance to blind dates that turn out badly?)

Then perhaps, like me, you turn on yourself.

“Why did I do that? I sounded like an idiot! I'm just not cut out for this."

So you step back for a while until you are desperate enough to repeat the cycle. Sooner or later, you're afraid you'll decide it’s just not worth the grief and let go of your dream.

It’s What You Aren’t Saying That Counts
It’s not what Gail was saying that kept her from meeting the right guy; it’s what she wasn't saying.

When my friend Gail joined Match.com, she got a lot of "winks," but no spark. Somehow, the guys who were drawn to her weren't drawing her back.

I asked about her profile, and said her screen name was “Mystic Spirit.”

“Yikes!” I yelped. "With a name like that, what do you expect? You’re going to attract a bunch of New Age weenies.” (Sorry, but that is what I said.)

When we stopped laughing, I suggested she try "Tomboy Mystic."

She did, and within six months she met the love of her life.

Gail is a mystic spirit, so her first screen name made sense. But she’s also a tomboy, a successful business owner, and an adventurer. Her new love (actually, they’ve been together for two years now) is a perfect match, not just spiritually but for her whole being.

Wouldn't it be great if you could find clients that fit you just as well?

Well, you can.

Enter Goldilocks

She had a point. When things (and people) fit just-right, life is a lot easier.
When we concentrate on finding the just-right client, we step out of the rat race of competing with everyone else who does what we do. We drop the pretense of being able to work with anyone, anytime. (Sure, you could, but why?)

And we start being real.

Introducing:
The Goldilocks Strategy for Getting Clients
that Fit Just-Right

The Goldilocks Strategy for Getting Clients that Fit Just-Right is a 6-week program that will teach you how to find the clients that actually want to be found. (Yes, they really are out there.)

You'll learn how to recognize the just-right client and speak to them naturally, without hype or pushiness. You won't have to guess what they want to hear or lay awake at night wondering if anyone will sign up for your latest program or buy your work.

You'll never have to mumble again when people ask what you do. (And you won't be memorizing an elevator speech, either.)

Instead, you’ll enjoy clarity about who you serve and how. You’ll know what they want from you. And you’ll love knowing that you can deliver.

Just want to sign up?
Click here.

Too Good to Be True?

Here’s evidence that it does work from real people who have tried it:

Results? People who are interested respond. I get website hits. And a curator who put me in a show several years ago recently made contact, thanking me for keeping her posted on my shows and asking to include my work in another show.
Elisabeth Condon, fine artist, www.elisabethcondon.com

Over the weekend I went to a tile works festival with a pal and she asked me what kinds of things I teach. I really fumbled. I said "uh, um..uh..well...they combine kinda like art and words um..uh..um...kinda like a (mumble mumble) personal growth thing..um.”

Amusingly, she asked to be put on the mailing list!!! So maybe this works for me, huh? She actually wrote me this morning to make SURE I put her on the mailing list.
Karen Caterson www.square-peg-people.com

What You Can Expect from This Class

• Bite-sized lessons… so you can really understand and apply a few key principles.
  
• Practical assignments… 2-3 hours per week putting the learning into action.
  
• Support… Detailed feedback on every assignment
  
• More support… Ask any question any time in the online forum
  
• And more support… Choose the premium option and you can use the forum to get help for 45 days after the last session.

What It Takes to Get Results

• Participation… if you don’t attend the calls, post your assignments, and use the forum, I can’t help.
  
• Courage… It’s okay to be nervous about getting clients. Who isn’t? You just need to be willing to take small steps every week.
  
• Questions… ask me any question; that’s what I’m here for.
  
• Frank feedback… There’s no such thing as a perfect class. I’d like your help to make it better.

Why It Works

The Goldilocks Strategy for Getting Clients that Fit Just-Right works because it’s not just about getting clients. It’s about following a natural and organic path. It’s about connecting with people out of enthusiasm without being tied to results.

It’s about being prepared and centered without following a mindless script.

By the time you complete this class you will:

• Know who your just-right client is and how to recognize them.
  
• Know what they want.
  
• Know what keeps them from hiring you or buying your products.
  
• Know how to close the gap between you and the client.
  
• Know how to initiate and maintain a long term relationship without selling

Ready to sign up?
Click here.

Can This Class Really Help You Get More Clients?
Some people are like the popular kids in school. They just seem to have the knack of getting clients. Others are obnoxious, at least by our standards, but they do end up with lots of business.

But you’re not Prom Royalty and there's no way you're going to be obnoxious.

What can you do?

What you’ve done in every other important relationship. Be more interested in the other person than you are in yourself.

In this program, you’ll get to know your just-right client really well. You’ll lavish interest and attention on what this client wants and needs. By the time you're done, you'll have lots more confidence about growing your business. And it's all because you are building your business around clients that fit just-right.

(Trust me on this. It’s the way I designed this class. If you’re still reading, it works.)

Why The Goldilocks Strategy is Different

In real life, reaching out to prospective clients is scary for just about everyone. Some of us deal with that by hanging back. Others put on a mask and push on. Still others bounce back and forth, one day hiding under the covers, the next shouting from the rooftops. (That would be me, by the way.)

But things change dramatically when we stop trying to please some mysterious "prospect" and start paying attention to the people we truly want to work with.

When you really listen to the people you feel you can help, you start to understand how the world looks through their eyes. You can drop the veneer of expertise and be a human being. And you already know how to do that!

Of course, being natural in a business setting probably doesn't feel all that easy. And that's why the very first thing you'll learn in this course is how to create a personal safety zone.

When you stand in your personal safety zone, it's a lot easier to be yourself. That makes it easier for prospective clients to be with you.

How to Take Extraordinary Care of Your Clients

The key to taking extraordinary care of your clients is balancing expertise and vulnerability.

Your just-right clients expect you to be good at your work. They don't expect you to be super-human. In fact, one of the keys to getting and keeping clients that fit just-right is to be vulnerable.

Of course there is a difference between vulnerability and an emotional striptease.

The Goldilocks Strategy for Getting Clients that Fit Just-Right teaches you about that difference and how to take extraordinary care of your clients without wearing yourself out. The result is healthy, mutually rewarding relationships that last.

What The Goldilocks Strategy Will Cover

Session 1: How to Create a Personal Safety Zone
Whether you tend to hang back when you are uncertain or plunge headlong to dispel the stress, anxiety and doubt get in the way of reaching out. So in the very first lesson, you'll learn how to create a personal safety zone that lets you be vulnerable without being naked. It’s the key to reaching out to your just-right client without feeling overwhelmed.

You'll find out:

• Why a personal safety zone is critical in any medium: whether you connect online, in person, or over the phone.
• How your personal safety affects the way people respond to you.
• How to identify your personal safety zone. (Yup. You already have one.)
• What you can do to create that safety when you connect with prospective clients.
• Safe in 60 seconds or less - an exercise you can do even when people are watching.

Session Two: The Power of One Just-Right Client

Getting clients can seem like a big deal. But when you take a closer look, you’ll see that it doesn’t have to be.

In session two, you’ll discover:

• Why it's so important to know one client really, really well.
• Where to begin identifying the just-right client.
• How to refine your search.
• What actions to take to verify your choice.
• How to use your personal safety zone to stay on track

Session Three: What Do Clients Want?

One of the hardest things about connecting with prospective clients is trying to figure out what they want. You run through your mental list of issues and answers, and nothing quite fits.

It’s like having a closet full of clothes but nothing to wear.

In this session you’ll:

• Learn the not-so-secret key to getting clients to open up.
• Find out why clients that ought to stick, don’t.
• Experience for yourself the gap between business owners and clients.
• Learn how to bridge the gap.
• Practice using your personal safety zone to put your client at ease.

Session Four: Say Their Name, Identifying the Core Concern

The sweetest sound in any language is a person’s own name.

Which is why slick marketers "personalize" mass mailings. That's not what this lesson is about.

Instead, you'll learn how to really hear the core concern that keeps a just-right client from geting the help they want. It's a lot more subtle than telling customers what they want to hear. And, while it takes practice to get this right, it is incredibly rewarding when you do.

Specifically, you’ll learn:

• The difference between a core concern and a problem.
• Why “speaking to their pain” hasn’t worked (besides, it feels icky),
• What your client hasn’t told you that you need to hear.
• What not to ask when identifying the core concern.
• Why your client needs space to reveal their core concern and how your personal safety zone gives it to them.

Knowing your client’s core concern is a bit like having the key to their heart. That’s why we spend the fifth week working on how to care for your client and yourself.

• How to request and receive feedback.
• Why your clients should be designing your offers.
• The crucial difference between vulnerability and the emotional striptease.
• How to keep your personal safety zone from turning into a fortress.
• How to take extraordinary care of your clients without wearing yourself out.
• Why clients aren’t buying perfection (and what they want instead).

Congratulations, you know your client better than you’d ever imagined. Now it's all about staying connected.

In this final session, you’ll:

• Explore three key elements of an ongoing relationship.
• Learn when marketing to people is an intrusion and when it's a service.
• Understand what permission marketing really means and how it applies to your just-right clients.
• Map out your action plan.
• The importance of choosing the right yardstick for measuring progress.

What About Bonuses?

Yes, there are bonuses. And I have to tell you, when my friend and coach, Mark Silver, told me I needed to include bonuses in my offers, I kicked and screamed.

"The people I work with don't trust bonuses!" I insisted.

But if you know Mark, you also know he is a truly good guy. So I listened while he explained that human beings need encouragement to do what we know is good for us. It's built into our genes.

Besides, he asked me a great question:

"Why would you give bonuses that your people won't love?"

So The Goldilocks Strategy includes several bonuses designed to do three things:

• Help you apply what you learn to getting your own clients even after the class is over.
• Give you support material without overwhelming you with content during the class.
• Provide the icing on the cake that will inspire you to sign up if the time is right.

Core Bonus: Detailed notes for every lesson. (pdf format)
We learn better when we use more than one kind of intelligence. Your notes willprovide a written guide to what you are learning. They will include material thatis not covered in the teleclass (and viceversa). The notes, along with the audios, mindmaps, and forum, make up a "whole brain" learning system. (Cool, huh?) Value: $240.

Core Bonus: Audio recordings. You'll be able to download the audio for each session shortly after it ends. Transfer the file to an iPod or other mp3 player and listen while you exercise or work around the house. Every time you listen to a class you'll learn something new. Value: $240.

Core Bonus: A mindmap for every lesson. Each mindmap will capture imagery and relationships that can wake up your brain in a different way. Play with posting these around your office. Print them out and take your own notes on them during a lesson. Value: $150.

Core Bonus: Private online forum. What do you do when you have a question in the middle of the night or on a weekend? Where can you go to get support from people who are on the same path? The answer to both is this private forum.

Here's where you will find links for the notes and mindmaps, post your assignments, get detailed feedack. You can ask questions to your hearts' content. It's an intimate, safe, and supportive learning community.

What's the forum worth? At the minimum, $600, based on my hourly coaching fees. And depending on how much you use it, you could easily get up to $1800 worth of coaching and consulting from this resource. During the class, I'll explain how focusing on the just-right client makes it possible for me (and you) to give this much value for a modest fee. Value: $900 +/-

Premium Bonus: Follow-up teleclass. You know how
enthusiastic youare when you complete a class, only to lose track of what you learned afterwards?

When you sign up for the Premium package, you'll get a follow-up teleclass to check on your progress, answer questions, and re-focus your priorities. It's a lot easier to stay on track when you know you're going to meet with the class again in a few weeks. Value: $150

Premium Bonus: Extended access to the online forum. Participants in the Premium program will have an additional six weeks to use the online forum. That means daily support as you speak with just-right clients and design your business around them. Value: $900+/-

Premium Bonus: Audio recording of the follow-up teleclass. You'll get individual attention in this follow-up session, so this audio will have plenty of value. Value: $60.

 

The Goldilocks Strategy for Getting Clients that fit Just-Right	Core	Premium
Six 75-minute teleclasses (value $600)
Individual written feedback for every assignment (value $600)
Detailed notes for each lesson (value $600)
Bonuses (because cake is better with icing)
Mindmap of each class (value $150)
mp3 download of each class (value $240)
Private online forum (value $600-$1800)
Premium Bonus: Follow-up teleclass (value $100)
Premium Bonus: Extended access to online forum (value $600-$1800)
Premium Bonus: mp3 of follow-up class (value $40)
Course Fee	$525	$575
Before you apply, be sure you have purchased The Way of the Accidental Entrepreneur. This program is a pre-requisite for the class. Did you know? Members of Shaboom County receive a 30% discount on all teleclasses! Why not join today?

A Word to the Wise

No business can survive without clients. Before you spend money on a Web site or even a business card, it pays to get really clear about who you serve, what they want, and what keeps them from buying.

I’ve spent tens of thousands of dollars experimenting, trying to reach people and guessing what they want. In addition to being expensive, it was lonely, frustrating work.

On the plus side, I've learned from that, and I want to share what I've learned with you so you can do more of the work you care so much about and spend less time sweating where the next client will come from.

If You're Thinking About Waiting

The price you see for this course is the lowest that it will ever be. When it changes, it will only increase. I don't want anyone to invest in this and then see it offered for less next year.

If you aren't ready to develop your business, by all means wait. It doesn't make sense to spend money on something you don't need yet just to save a few dollars.

But if you do need more clients, taking this class before you go further with marketing your business can make promotion so much more natural and fun. (Not to mention effective.)

The Goldilocks Guarantee
I want everyone who takes this class to experience the ease and inspiration of knowing who their just-right client is.

Obviously, I can’t make that happen. But you can, and to support you in making the most of this investment of your time and energy, the class is backed by The Goldilocks Guarantee. (Yup. It’s the guarantee that fits just-right. How did you know?)

The Goldilocks Guarantee is designed to encourage involvement and results. I guarantee that this teleclass will show you who your just-right client is and how to reach them, provided you do three things.

• Attend at least 5 of the 6 teleconference sessions.
• Turn in at least 5 of the 6 assignments.
  
• Give feedback to at least one other person in the online forum every week.
  

If you do these things and do not have clarity about your just-right client at the end of the class, I will refund 100% of your investment.

Are you ready?
Fill in the short application below. I’ll get in touch with you shortly after I receive it.

Why the extra step? It’s one way that I practice what I preach by taking the time to learn about what you want. Together, we'll figure out if the class is right for you and, assuming it hasn't sold out yet, get you registered and your spot reserved.

If you still have questions, you'll find answers to the most commonly asked ones here.

Application The Goldilocks Strategy for Getting Clients that Fit Just-Right Privacy note: It should go without saying that I will use this information only to contact you about this class. You can ask me not to contact you again at any time, and I will respect that. The reason I ask for your phone number is so we can talk before I send you the link to register. Knowing your location helps me avoid calling in the middle of the night. Name: Email: Phone: State or Country: Please tell me a little about your business. What is it? How long have you been doing it? (And it is perfectly okay to not even have started yet.) What is your biggest frustration about getting clients? What have you done to get clients in the past? (Again, it's okay if the answer is "nothing.") Thank you! PS: Be sure to whitelist mgordon@shaboominc.com and molly@authenticpromotion.com so you get all the information you need.

Frequently Asked Questions

How do I know the class and bonuses are worth what you say they are?
How can I tell if this is a good investment for me?
What if I can't attend the course and wish to cancel?
What materials will there be?
Will there be homework?
Is there one-on-one or small group work?
What kind of support will you give me?
Can I get a hard copy of the notes?
Can I get the recordings on CDs?
What happens if I miss a class?
Is this a marketing class?
Are there any hidden costs?
Do I have to buy something else, to make this make sense to me?
How does a teleclass work?
Do I have to pay for a long-distance call, as well as the class fee?

If you have a question that is not addressed here, please share it with me. If I can’t help, I will do my best to point you in the direction of someone or something that can. But please, don’t let your business languish for lack of clarity about your just-right client.

If you've got a question, just ask. Any question at all. I'll answer it as honestly as I can, and if I don't know the answer, I'll say so.

Have a question? Name: Email: (Please double check for accuracy.) Phone: (Optional. And sometimes talking just works better.) Your Question: Thank you! PS: Be sure to whitelist the domains authenticpromotion.com and shaboominc.com so that you get your answer. If you don't hear from me within one business day, please check your junk mail. If there's still nothing, give me a call at 360-697-7022 or email me with your phone number and I will call you.

How do I know the class and bonuses are worth what you say they are?
The prices I put on the various elements of the class and bonuses are a fraction of the minimum value you can realize as a result of taking the class, provided you apply what you learn and keep following through.

The only person who can know what this class is worth is you. If investing in the class is going to leave you broke, please don’t do it. It takes money to grow a business, and you’d be better off saving up until you can make an investment like this.

On the other hand, if investing in the class stretches but does not strain you budget and if you are attracted to this strategy, jump in. The harder you work, the harder I will work to help you succeed. Back to FAQ

How can I tell if this is a good investment for me?
When you work for yourself, it’s important to make good financial decisions. Here are some ways to think about this investment and determine if it’s right for you at this time.

Compared to coaching
As a premium participant, you’ll receive 15-20 hours of my time, depending on how much you use the online forum. That doesn’t include the time I spend on homework and questions from others generating answers you get to read and use. In comparison, 20 hours of private coaching costs $6,000.

Your hourly cost
At the regular premium price, you’ll be paying $28-$38 per hour for individual support, depending on how much you use the online forum. That doesn’t include the time I spend answering questions and giving feedback on assignments from others in the group. Compare that to the hourly cost of hiring a graphic designer, copywriter, or web site programmer. This course won’t take the place of those services, but it can prevent you from spending thousands on marketing methods that won’t work. Back to FAQ

What if I can't attend the course and wish to cancel?
The class fee is non refundable. If you can't attend, you can transfer your seat to another person. Back to FAQ

What materials will there be?
A week prior to each class you will receive a link to download detailed notes for the coming lesson. There will be some things in the notes that are not covered in the teleclass and vice versa, so it is important that you listen to the audio and read the notes every week. Back to FAQ

Will you give me assignments?
Yes. Assignments are an important part of applying the class to your business. Plan to spend at least an hour each week to read the notes and complete the homework. I also recommend checking the support forum daily. Just 10 minutes looking at what others are doing will increase your understanding and skill greatly. Back to FAQ

Is there one-on-one or small group work?
No additional one-on-one or small group work is required in this teleclass. At the same time, getting a buddy or two is strongly recommended.

Consider forming a study group of two or more people and do your homework together each week. You can hook up via the online forum and sign up for a free bridge line so you can not only hold your own teleconferences, you can also record your calls. Back to FAQ

What kind of support will you give me?
Three levels of support are built into the program.

First, is the private online forum. You can post questions here and ask for help whenever it is convenient for you. I generally respond within one business day. In addition, many participants tell me the support they get from each other in the forum is invaluable. We learn best when we teach others.

Second, I will personally review every assignment and provide written feedback in the forum. You’ll learn not only from your own work, but from others’.

Third, when you select the premium option, you get a followup teleclass and extended forum access. This is designed to keep you on track, answer questions that crop up as you put the material to work, and help you keep the momentum you’ve built. Back to FAQ

Can I get a hard copy of the notes?
Yes. At the end of the course we can collect the notes for all six sessions and have them printed and bound for you in a single volume. There will be an additional charge of $25 plus shipping. Back to FAQ

Can I get the recordings on CDs?
Yes. If you order the register for the premium program, Maggie will make CDs of the classes and mail them to you. There will be an additional charge of $35 plus shipping. Back to FAQ

What happens if I miss a class?
Participation is key to getting the most out of the class. If you can’t make all the classes, I suggest you wait to take the course next year. If there is an emergency and you are unable to attend a session, you can listen to the recording. Back to FAQ

Is this a marketing class?
Actually, no. :-) This class is about re-learning relationship skills and applying them to getting clients.

Somehow when we switch from our private lives to the realm of business, we forget what we know about relationships. We start seeing prospective clients as dollar signs and treating ourselves like products.

That feels crummy, and it doesn’t work. Fortunately, focusing on clients that fit just-right does. Back to FAQ

Are there any hidden costs?
In addition to the course fee, you may want to budget for:

• Long distance charges to a 439 area code in the USA.
  
• Cost of audio on CDs (optional)
  
• Cost of printed and bound workbook (optional)
  Back to FAQ

Do I have to buy something else, to make this make sense to me?
Yes. As a pre-requisite for the course, you must have a copy of The Way of the Accidental Entrepreneur. Apart from that, the class is designed to stand on its own. Back to FAQ

How does a teleclass work?
A teleclass meets on a “phone bridge,” a bit of technology that lets many people meet by phone simply by dialing a US phone number. There are no conference operators and no special charges for using this service. You may incur long distance charges if it is a long distance call for you.

This class is designed for 8-15 people. Experience shows that it takes at least eight folks to provide enough examples and shared experiences for optimum learning. When there are more than 15 people, it can be difficult for everyone to get what they need.

To participate, you’ll call a US number a minute or so before class time. You’ll be asked to enter a bridge number or PIN code. When you do that, you will be connected to the class. If I’m not on the line yet, you may hear silence or “hold music” until I arrive and open the teleconference. Back to FAQ

Do I have to pay for long-distance calla?
This depends on your long distance plan. Many phone companies now offer plans with unlimited long distance in the US, in which case your call will be free. If you do not have this kind of service, you may wish to dial in on a cell phone. Again, that depends on the type of plan you have.

There are free services, such as Skype, that enable you to call via the Internet. These services frequently cause interference and create static on the line. If you mute the line, the static is usually muted as well.

Finally, you can investigate long distance calling cards. Back to FAQ