How to Get Clients in a Crowded Market Without Being Pushy or Loud

30 29 27 25 22 21 20 18 17 14 13 10 seats available. Course begins March 10, 2010.

You are good at what you do (even if you sometimes forget that).

You have oodles of experience and training (sometimes you wonder if you have too much).

And you care deeply about the people you work with.

So why is it so hard to get clients?

Somehow in spite of all your accomplishments, getting clients is hard.

Maybe it's because you're a reanaissance person, with varied interests and wide-ranging experiences. So it's hard to get everything you bring to your work into a few good sound bites.

Maybe it's because you're a good listener. You tailor what you do to each client's needs, so in a way your work is always changing. How do you put that into an elevator speech?

And you know you don't exactly excel in sales conversations. Even when you know someone needs you, you shy away from "the close."

So, in a way you understand why you don't have as many clients as you want. But does it have to be this way?

Getting clients doesn't have to be an exercise in frustration and self-doubt.

A side trip to Match.com (!).

When my friend Gail joined Match.com, she got a lot of "winks," and even a few dates. But no one she met came close to being her soul mate.

Now Gail is outgoing, attractive, vivacious. So I got curious and asked her about her profile, specifically her screen name. She told me it was “Mystic Spirit.”

Gail is a mystic spirit. Absolutely. She's an energy worker, a meditation teacher, and an intuitive. But she is also a tomboy, a vibrant, passionate adventurer. Her screen name emphasized only one aspect of her being.

"Gail," 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's what I said.)

When we stopped laughing, I suggested she change her screen name to "Tomboy Mystic."

She did, and within six months she'd met the love of her life. Someone who shared her values both spiritually and materially. Someone who fit her just-right.

Wouldn't it be great if you could find a simple method for getting clients that fit you just-right?

Well, you can. And that's what the Goldilocks Strategy will show you how to do.

Rosalyn Clare

The Goldilocks programme has been gentle yet produced some profound effects.

I have learnt how to create a 'personal safety zone' which helps to calm nerves when contacting clients. I have also learned how to relax and unclench my stomach, to be genuinely present. This is useful in my whole life, not just business life.

I have 3 new clients, one who paid 6 months in advance. I believe this is connected to learning to be more present.

Rosalyn Clare, Coach
United Kingdom
rosalynclare-coaching.co.uk

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

The Goldilocks Strategy for Getting Clients that Fit Just-Right is a 7-week program that will teach you how to be yourself and find the clients that actually want to be found. (Yes, they are out there.)

You'll learn

How to communicate what you do simply when the truth is you do things a little (or a lot) differently every time.
How to identify your just-right clients when you work with a wide variety of people doing a variety of things.
How to go from talking about your work to making a specific offer that people can say yes to.
How to go from meeting people where they are to helping them commit to the next step–hiring you.
How to frame specific results when you know you can't really guarantee anything.

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 the results they want by being who you are.

What You Can Expect from This Class

Bite-sized lessons… So you can really understand and apply a few key principles.
Practical assignments… About 3 hours per week putting the learning into action.
Support… Feedback in an online forum for every assignment
And more support… Choose the premium option and you get a follow-up teleclass plus access to the forum for 6 weeks after the last session.

Before the program began, I was concerned about getting my money's worth. This was a big investment for me.

I did get my money's worth in spades. "Goldilocks" has helped me clarify content as I work on my new web site (my big goal for the course.) When talking with clients I feel much more present, and I learned to pay close attention to those conversations. They are gold mines.

As a result of "Goldilocks" I have written some great authentic promotional material. I am in the process of forming a new business partnership that would vastly expand the scope of what I do. I don't think I could have handled (probably even believed) this development prior to the course.

I would highly recommend this course to anyone who feels fear and doubt about promoting him/herself, to anyone who is new to business and feels uninspired by traditional marketing materials (here's a phone script, set your goals and go for it!), and to anyone seeking a holistic, visceral experience of learning this type of material.

Kathryn DeBra, Los Angeles, CA, USA, www.artbykd.com

This course is for you if

You're a renaissance person.
You want to bring the richness and diversity of your experience to your work.
You've accomplished a lot, yet sometimes you forget that and have little confidence.
You know you help people, but you have trouble framing specific results that you can confidently guarantee.
You know a lot about a lot of things... but you know there are people who know more.
You've see others in your field who are surpassing you, and you wonder where you've gone wrong.

What It Takes to Get Results

Participation… If you don’t attend the calls, do the assignments, and use the forum, I can’t help.
Small steps... 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.

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

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 being yourself. It’s about connecting with people out of a real enthusiasm for what you do without needing to persuade or convince.

It's about bridging the gap between who you are and what clients are looking for. And doing it with integrity.

Logistics

When: Seven consecutive Wednesdays at 5pm Pacific time.* 3/10, 3/17, 3/24, 3/31, 4/7, 4/14, 4/21

Format: 60 minutes interactive class; 30 minute Q&A

Assignments: Weekly assignments will require about 2 hours each

Location: Teleconference. (Long distance rates may apply.)

* To find out what time this is in your part of the world, go to World Time Server.

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 so you can honestly and simply address their needs.
Know how to overcome their reservations about hiring you or buying your products.
Know how to design products and services that practically sell themselves.
Know how to get repeat business.

And you'll know how to do all that and still be yourself.

When you focus on what fits "just-right," you don't have to convince anyone to hire you.

Mary Bryan Roberts Yes, this program works! This afternoon after our call, I got an email from a client that I just completed a group of 4 coaching clients and they want me to coach 4 more!

Mary Bryan Roberts
MBR Leadership Resources
North Carolina

Ready to apply? Click here.

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.

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 doing an emotional striptease. 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.
How to get into your personal safety zone even when your confidence is low.

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? Part 1

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 how to explain what you do without making prospective clients glaze over.
Learn the crucial sequence that happens before you begin to market or sell.
Find out the icky but completely get-overable barrier that's kept you from really connecting to prospective clients.
Gain practice in holding the ground-breaking conversations that lead to new clients.

Before working with Molly, I used to feel like I'd take two steps backward for every step forward. Now, every backward step launches me forward (and sometimes sideways!) and the results in my life and business are tangible and satisfying.

Laurie Jones, Web Site Designer Bremerton, WA, USA, www.marbledog.net

Session Four: What Do Clients Want? Part 2

Understanding what clients want is so fundamental to getting clients that fit just-right that we devote two entire modules to it.

in this second module you'll learn:

How to use the client's own language to connect and enroll.
Why "problem" marketing hasn't worked for you and what to do instead.
How to use your broad experience to enrich your offer instead of confuse your prospective clients.
How to set the context for a sales conversation that is respectful and effective.
Practice designing an an offer that meets your clients exactly where they are without reinventing the wheel every time.

Session Five: Care and Guidance

When you know your clients as well as this, it is a bit like having the key to their hearts. That’s why we spend the fifth week working on how to care for your client and yourself.

You’ll learn:

What to do after you get hired.
How to design multiple offers so clients have a clear path to follow from one engagement or purchase to the next.
How to take extraordinary care of your clients without wearing yourself out.
How to use mistakes to strengthen client relationships.

Session Six: Your Client Development Plan

Congratulations, you understand your just-right client and how to connect with them. Now it's time to formulate an action plan you can use time after time to get clients.

In this session, you’ll:

The secret to repeating strategies without having them go flat or meaningless.
Exactly what to do when you lose your way in the process.
Learn what to do after you get hired so clients stay.
Discover how to market to existing clients so it's a service and not an imposition.
Map out your Client Development Plan for getting clients that fit just-right.

Session Seven: Completion

Have you ever gotten to the end of a teleseminar and felt like you aren't quite done? There's so much valuable material in this course that you get an entire session devoted solely to completing the experience so that you can take it out into the world with confidence.

In this final session, you’ll:

Go deeper with your Client Development Plan.
Learn where and how to get support for implementing your plan.
Tie up loose ends with an extended Q&A session.

And then there are bonuses.

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.

So here they are: The Bonuses.

Core Bonus: Detailed notes for every lesson. (pdf format). We learn better when we use more than one kind of intelligence. Your notes will provide 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: $280.

Core Bonus: mp3 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: $350.

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: $105.

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 heart's content. It's a safe and supportive learning community. What's the forum worth? You decide. My best guess is that it's worth at least $50 per week. Value: $350 +/-

Core Bonus: Partner Work. Getting clients is all about relating to another human being authentically. That's why every participant who opts in will be matched with a partner. For each of the first 6 sessions there will be partner work to help you practice the skills you'll be learning.

The partner work includes a Partnership Guide to lay the foundations for a safe and productive relationship. Partner Work is optional, but strongly recommended. Given the level of professional skill past participants have broughht to the table, this is worth at least $100 per session. Value: $600

Premium Bonus: Transcripts of all seven teleconferences. I'm not saying you're impatient. But you don't always have time to search through an entire mp3 to find the bit you want to listen to again. Besides, you can't mark up or make notes on an audio. With this premium bonus you'll receive a transcript for every session. Relax with a cup of tea and review the program comfortably. Value: $420

Here's a recap of everything that's included.

The Goldilocks Strategy for Getting Clients that fit Just-Right	Core	Premium
Seven 90-minute teleclasses (value $1050)
Detailed notes for each lesson (value $280)
Bonuses (because cake is better with icing)
Mindmap of each class (value $105)
mp3 download of each class (value $350)
Private online forum (value $350)
Partner Work (value $600)
Premium Bonus: Transcripts (value $420)
Tuition	$250 x 2 months	$275 x 2 months
Before you apply, be sure you have purchased The Way of the Accidental Entrepreneur. The book and accompanying materials are a pre-requisite for this class. If you don't have a copy, you can get one here.

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

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.

But if you are ready to grow your business and do need more clients, taking this class before you go further with marketing can make the difference between wasting time and money and getting the results you want.

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 or listen to at least 6 of the 7 teleconference sessions.
Turn in at least 6 of the 7 assignments.
Participate in at least 5 of the 6 partner assignments. (No partner assignment for the last session.)

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.

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 I receive?
Will there be assignments?
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?

If you have a question that is not addressed here, just email me at mgordon@shaboominc.com.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.

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 my best estimate of the 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
Individual coaching will cost you $350 per hour, and that's when I have an opening. Group coaching generally costs $400 per month. Compared to those investments, this class is quite inexpensive.

Your hourly cost
Think about 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?
If you cancel before the course begins, you will receive a complete refund less a $50 administration fee. There are no refunds after the course begins, though if you need to cancel you can apply the unused portion of your course fee to another product or program. Back to FAQ

What materials will I receive?
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 there be 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?
Yes. Partnership work is a key part of the court. While you can opt out of the partner work, I strongly recommend you participate because it gives you a risk-free way to practice new skills before you try them with prospective clients. Back to FAQ

What kind of support will you give me?
Two 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. In the past, participants have said the support they get from each other in the forum is one of the best parts of the course. We learn best when we teach others.

Second, I encourage you to post the results of your assignments in the forum. You’ll learn not only from your own work, but from others. 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 $35 plus shipping.

In addition, you can get a complete transcript of all the teleconferences with the Premium option. Back to FAQ

Can I get the recordings on CDs?
Yes. If you order the register for the premium program, Maggie will make a CD 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 are going to miss more than three classes, I suggest you wait to take the course next yea or purchase the home study version, which will be available in the spring. 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?
If you don't already have a copy, you will will need to get The Way of the Accidental Entrepreneur. This program covers important background for The Goldilocks Strategy.

In addition to the course fee, you may want to budget for:

Long distance charges to a 530 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.

To participate, you’ll register with MaestroConference to get a free personal PIN number. At class time, you will call a US number and enter your personal PIN number. 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 use this method, I may mute your line to prevent interference.

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

Shaboom Inc.
Life could be a dream™
PO Box 195
Suquamish, WA 98392
P 360-421-1985

info@authenticpromotion.com