On June 29th and July 06, Amelia Vogler (HTPA Executive Director) talked with Sharla Jacobs (Thrive Academy) about new ways of thinking about "Attracting your perfect clients." In these wonderful calls, Sharla shared some mistakes she made; some lessons she learned; and some new ways of thinking about client attraction through her a heart-centered holistic model.
Here are a few of Sharla's key teachings:
Picking your business name or answering the question "What Do You Do?
Suggestion 1: You really must consider your client's perspective when you select a business name or start answering the question "What do you do?" To do this, don't think about what you do in terms of your education, don't describe the modality, think about what your client's needs are.
Suggestion 2: Be very specific about what you do. If you think about terms like "transformation" or "whole-body healing" what does that mean to the lay person? You want to look at from where the lay person is coming to you from - usually.
Suggestion 3: Get really clear about what the problems are of those who like to work with you. You might even look at specific symptoms or states. "Stress" is too general but "Back pain" or "Headaches" are very specific. Being more specific helps people to really get clear about how you can help them.
Your clients have to know THIS before they get started working with you...Your clients must know that you know how to address their fears before they will work with you. They want to know that you offer confidentiality; that you are certified and insured; that there are no contraindications to our work; that you work in complement with their current medical care. In this tip, Sharla asked us to consider the fears that our new clients might bring to us and address those without them having to vocalize them.
What do you say when someone asks you "What Do You Do?"Remember: They are not asking you "What do you do?" they are asking you "How do you help people?" The answer to this question is completely different. Sharla offered us a template to help us think about crafting our "What Do You Do" statement. You might try to work with this short template to help you language how you help people:
"You know how people have _______ , well I help them _______."
What are some mindshifts that we must make when we have the "money conversations" with a client:
Mindshift 1: Just because a client says "they can't afford you" doesn't really mean they can't afford to work with you. It means they haven't felt the value of their own healing and your work yet.
Mindshift 2: Set intention that the money conversation be a transformative and inspiring experience (rather than holding the intention that a person needs to say "yes" to your service.
Mindshift 3: Realize that when people invest in your service it is a good thing. It isn't something that is taking away from them, your service is something that adds to their life.
Mindshift 4: They are investing in their future - not you. Taking yourself out of the equation makes the money conversations so much easier.
Mindshift 5: Embrace their "YES" or their "NO".
Mindshift 6: Walk the talk. Embrace your own healing needs and follow through with the self-care and business-care that you need for your own service.
What are the five elements to your system around having authentic conversations?
Sharla shares that each of your new client conversations must include all of these elements:
Element 1: Connection: Create meaningful connection by asking thoughtful questions, by being heart-centered, and listening intently.
Element 2: Service: In your own consciousness or energy, hold the intention that you are showing up to be in service to this person.
Element 3: Acknowledgement: People want to be heard so acknowledge what you are hearing as the individual is talking with you.
Element 4: Curiosity: Ask questions from a place of love and caring and service. There are three questions that come from a coaching background that can be useful (see the next section).
Element 5: Choice: Give them a choice about whether they want to work with you. Do not be demanding, acknowledge that they might not want to.
What are the three questions that you must ask if a client says that they can't afford to work with you?
Question 1: How would you feel if you were in the same place one year from now?
Question 2: If it wasn't for the money would you move forward with this service?
Question 3: What would you need to get out of this service to make this worthwhile for you?
The replays of these interviews are located here.
This training was part of our HTPA Business-Support Series
The HTPA recognizes that as Healing Touch Practitioners our work is heart-centered and full of integrity, and we strive to empower you with new business-specific information that is in support of your sharing your gifts without compromising these core values. We aim to provide you with new information that can offer you new ways of thinking about your business practices so that you may share your work and create a practice that is sustainable and supportive for you.