Dear Helen,

I know I need help and to be able to hire out various tasks if I want my business to grow. But (and it’s a big but), I don’t have enough money right now to do so. I’m very aware this is a real trap for entrepreneurs, but it’s one I haven’t figured out how to disengage from.

- Under a Cloud

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Dear Under,

This is something we all grapple with, and it doesn’t go away as your business grows. It just looks different. So you’re wise to address it now while it’s early in your business.

The simple (and seemingly glib) answer is one I heard from one of my coaches: “Go out and get some clients.” Then you’ll have the funds to begin outsourcing the things you don’t want to or shouldn’t be doing.

Here’s how to do that. Look at it as investing in yourself, and start small; hire a virtual assistant for five hours a month to filter your email (or whatever). Then –and this is the crucial part- use those additional five hours you’ve gained on client-generating activities (marketing and program development). As you create new programs and bring in more clients, you’ll be able to outsource more tasks.

Behind the simple answer is the real culprit – mindset. In other words, this is a chance to use the sincere need for income as a motivation to stretch into new action and behaviors (the discomfort zone) so you increase your cash flow.

My guess is, you’re focused on the money “you don’t have” rather than on creating what you need/desire. Look for a solution from the perspective of the business you want to have (not your current “reality”). Ask yourself, for example, “As a $100K-a-year business owner, what’s the decision I need to make to start building my team?” It’s a subtle distinction, and one that creates a powerful shift in outcome. I can say from personal experience, it works.

How do YOU stretch into the next level?
Share your comments

Dear Helen,

I’m a professional organizer and want to develop an information product but I have zero interest in sitting down and writing something. How can I create something valuable that my audience will want?

- Stuck in Spokane

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Dear Spokane,

Good news! The steps to developing any offer, be it a package, program or product, are pretty much the same. And none of it requires you to do a lot of writing. . .unless you want to . You actually already have the content inside you (remember, this is your area of expertise), it’s now just a matter of assembling it into a format your audience can invest in.

I’ve taught a simple “program creation process” in past workshops, so let me give you a quick synopsis –
1. Pick one particular question/challenge you’ve ever been asked about by a client
2. Determine the positive outcome they want instead
3. Identify the specific steps you’ll teach to help them achieve that outcome (again, remember: what you may think is “common knowledge” about your area of expertise isn’t obvious to the rest of us; we need you to teach us)
4. Craft a snappy title and some “benefit bullet points”

A really simple way to develop an information product –and one that totally bypasses the “sit down and write something” obstacle- is to teach a tele-class (workshop, seminar, series) and record it. Then have the recording transcribed, add in some tipsheets and/or checklists to create a workbook, and Bob’s your uncle! You’ve got your product.

How do YOU come up with topic ideas?
Share your comments

Dear Helen,

Today was the agreed upon payment deadline for getting started with a new high level client, and I haven’t heard anything. Should I just let it go and assume she changed her mind, or am I being a scaredy cat?

- When to Move On?

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Dear When,

Your question is a good one, and the most honest answer I can give you is – it depends.

Is this someone you’d really like to work with (as opposed to wanting to work with her because you really want the income)? If so, I’d recommend giving her a call and finding out what’s up. Be curious. Tell her the reasons you’d like to work with her, reiterate what the anticipated result of your work together is and ask if that’s still something she wants. See if there’s some obstacle to getting started that you can help her work out.

If she’s not someone you really want to work with, I’d let it go and go look for someone who is. Too often, heart-based business owners pursue clients and projects that are less than ideal, in the belief that something is better than nothing. It’s not.

The problem is, it means you’re taking action from a mindset of lack and “not enough.” If it does eventually pan out, then you’re stuck with something you didn’t really want in the first place – and often have spent lots of time and energy getting. Time and energy that would have been better spent attracting clients and projects that make you happy.

It’s your choice which end result you really want to create.

Dear Helen,

I’m developing a new program and want to know how much I should charge for it. It will be a 3-month program and will include both group educational calls and some one-on-one sessions. I want to have six people in the group and make about $2000. Does $349 per person sound fair?

- Perplexed by Pricing

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Dear Perplexed,

Actually, I’d say you’re jumping the gun a bit here. One of the reasons so many heart-and-soul-centered business owners undercharge is because they base their pricing on things like how much others in their field are charging, or picking an end goal and dividing by the number of anticipated participants.

Before you can decide on a price for any product, program or service, you first need to determine the value it has for your clients.

What is the specific challenge or problem situation this program will solve for them? How big of an impact will this solution have on their life/business/family/health (whatever area(s) it will impact)? What is the negative impact if they don’t make a change and just continue with things as they are now?

Once you have a sense of how much the program is worth, then you can choose a price that feels comfortable. No guessing required! [See the announcement section for a helpful worksheet.]

Dear Helen,

How do I deal with prospects who say, “Let me think about it” when we’re having the conversation about working with me? I suspect most of the time they’re just giving me a polite brush off, but I’m not sure how to respond.

- A Little Tongue-Tied

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Dear Tongue-Tied,

You’re absolutely right. Telling you they need to think about it can be an indirect way of saying no, either out of shyness or excessive politeness. It can also mean they need more information.

As I share in my “Art of the HeartSell Conversation” training program, I like to make it clear before I even ask for a yes or no answer that it’s important to me that I not leave the other person in indecision. I want to be sure to give them all the information they need to come to a decision that’s right for them. So if there’s a question or concern they have, the best time to get the answer is right now while they have me on the phone.

I tell them I’m OK with a sincere no. I just want them to arrive at the best choice for them, so energetically we both can move on to the next step.

Dear Helen,

Have you got the magic words that can help me get more people to contact me about my products and services? When people do work with me, they leave happy. But how do I get more of them to get in touch?

– Lots of Free Time in Tallahassee

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Dear Tallahassee,

I wonder – are YOU staying in touch with them regularly? It’s not enough to create terrific programs, products and services. You first (and always) need to create connection. And then build it into an on-going relationship based on warmth and trust.

That’s actually easier than it might sound. With an engaging email newsletter (or some variation), you can build relationship and provide repeated value on a consistent basis. Then when someone has a problem in your area of expertise, you’ll be the one they think of.

I call it a “connection strategy.” Be yourself, stay in touch regularly and offer genuine value. Effective marketing really can be just that simple.

Dear Helen,

I have some coaching clients finishing their current program. What’s the best way to present options for them to continue working with me? Should I send them an email with some program choices?

-Curious Coach

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Dear Curious,

I would recommend doing the initial discussion “in person” at the end of their coaching call. Initiate the discussion by bringing up that your time together is coming to an end, ask what they’ve gotten of value (have them be specific), and share what you see as results they’ve achieved or growth they’ve made.

Then say you’d love to continue supporting them in moving ahead with their goals – if they still have goals or parts of goals as yet unaccomplished, talk specifically about those. Ask if they’re interested in hearing about how you could continue working together, and either share some basics right then or tell them you’ll send a description via email (whichever feels appropriate – if they’re “hot” while you’ve got ‘em on the phone, go for it).

Dear Helen,

The Q&A from Sept. 7 was a message to me as well. The other day I had a free session with a business coach who guaranteed I could build a 6-figure business, but when I told her I couldn’t afford her services right now, she replied that I have many blocks and limiting beliefs and am not ready to jump into the American Dream. I’ve been in business as a life coach just four months now, and I have faith in my heart that it’s the right direction.

I feel like this coach doesn’t understand that my “6-figure business” is a mission for me. I know that I will touch many lives in Latin America, helping women who need love, light and trust, and the more I give, the more I will receive back. Will this really bring me a 6-figure income?

-Doubting in Dallas

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Dear Doubting,

I didn’t hear the conversation you had with this business coach, so I don’t know what might have caused her to suggest that your hesitation to work with her is due to your blocks and limiting beliefs. I do know fear can cause us to hold back from making a big leap (especially where money is concerned). I also know that when making that leap, you have to pick the right people to “catch” you – choosing a coach you trust and feel connection with is crucial.

Believing in yourself despite what may seem like lack of support from others is an important part of achieving your dreams. The “nay sayers” are often a reflection of the little part inside us that may be skeptical or afraid to believe that we can really do it.

I believe truly anything is possible, including a 6-figure business for you and any other spirit-centered coach/healer – if that calls to you. What you need is a structure for taking action combined with loving, tell-it-like-it-is support that clears away old beliefs to make way for a new prosperity-centered mindset.

Dear Helen,

How does a person (me) begin the “money conversation” with a potential client?

-Hyperventilating in Hoboken

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Dear Hoboken,

Well, you hit the nail on the proverbial head of what stops so many service-based business owners in their tracks in this situation. Knowing how to get started, and how to keep the conversation flowing in a focused way, is something that can be learned.

As I share in my Art of the HeartSell Conversation program, you get started by doing two things. One is setting the tone and establishing yourself as the leader of the conversation (not in a bossy way, just like a guide or “pack leader”).

The other is uncovering what the potential client is looking to accomplish, the result they’re after in whatever context you’re working. So, for example, in my case it would be where do they want to go with their marketing/practice-building? Once you have a clear picture of their goals, then you’re able to guide them to see how your solution will help them achieve that (assuming that’s the case).

Dear Helen,

I’m still charging by the hour. (I know you think that’s a no-no!) I’ve tried creating packages where they get an extra session if they buy three up front. But it hasn’t really made a difference.

What should I do?

- Feeling Trapped

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Dear Feeling,

I applaud your desire to move away from the dollars-for-hours scenario. Your “get one free” package is actually a discount, rather than a package, because they’re just getting more of your time for less money. (Not the direction we want to go in )

The key to effective packages is to create a bundle of things that don’t all rely on your time. Let me give you some fun examples from clients I’ve worked with:

Massage Therapist:
• Bodywork session with essential oil (client gets to choose from a small selection)
• The bottle of oil when they leave
• Written description (done prettily) of how and when to use that oil
• Discount coupon for future oil purchase

Spiritual Intuitive:
• Intake questionnaire (with catchy title) to explore situation and goals
• Intuitive session
• Guided meditation audio (specific topic, but not custom)

Success Coach:
• 3-session bundle
• “Wisdom card” deck (created by coach)
• 6 month membership in Wisdom Circle

You want your mantra to be, “They’re not buying my time. They’re buying a result.” Look for elements you can include in your packages that leverage your time (like the audio or Wisdom deck above) and help you provide a rich, robust result.