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.

Dear Helen,

How can I increase sales without lowering my prices or giving big discounts?

- Perplexed in Pomona

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Dear Pomona,

Making sales isn’t about price, it’s about value. And the first person who needs to be absolutely convinced of the value you offer is YOU.

Let go of any residual feelings of “It’s wrong to charge for my gifts.” What you do is transformational. Yes, the Universe blessed you with your gifts in order that you might share them but that doesn’t mean you’re supposed to give them away for next to nothing. There is a universal cycle of giving and receiving (note the very important “and”) at play here. Open your heart to receive your clients’ appreciation in the form of money, even lots of it!

Now make a list of every single outcome, result and benefit your clients get from working with you. List ‘em all, even the ones you think, “Oh, that’s nothing special” (because, of course, it is special to the person receiving it). Don’t stop until you’ve got at least thirty results.

Now do you see the value you offer? Share that with your potential clients and you won’t need to worry about discounts.

Dear Helen,

I’ve been working as a Spiritualist Medium in the UK for over ten years and have offered thousands of private telephone readings and in-person “sittings.” Currently, I also work with an online psychic network.

My problem is I know I must expand. But I’m finding it near impossible to secure the 2 or 3 private clients per day needed to sustain my living costs and life. Instead I have to work 6 or 7 hours a day with the online psychic network just to bring in some money. I only receive 20% of the fees the clients pay through the Network. (My private fee is twice that.) Not only that, but 95% of my work online is at the Psychic vibration and my Mediumship vibration may only be used once or twice a day.

I long to be able to work more at my Mediumship level of service to others because it empowers them and does not drain me.

Please help!

- Unhappy in the UK

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Dear Unhappy,

This is a pretty common pickle service-based folks can find themselves in – doing work that doesn’t bring full joy in exchange for the security of income.

The good news is this is a fantastic opportunity for growth and expansion. On an energetic/spiritual level, it’s about faith and trust in Spirit’s ability to provide what you desire (without you having to “make it happen”). By settling for work that isn’t completely joyful, you’re signaling the Universe that you don’t really believe It will send you what you want.

The Law of Attraction works in direct proportion to the level of emotion/energy behind the thoughts we’re thinking. Your action step is to practice the feeling of knowing you’re loved and worthy (so why wouldn’t the Universe give you what you want?!!).

On a practical level, this is about faith as well. Faith in your ability to attract clients who see the value of what you offer without relying on the online network to do your marketing. Your action step is to choose two or three simple marketing activities you can engage in regularly and consistently. The key words are simple and consistently.

Marketing is about creating visibility and connection. Even mediocre marketing -done consistently- is more effective than one big splashy hurrah. No, this won’t necessarily be a quick fix (darn it!), but then, this situation didn’t come about overnight either.

Everything that happens in our lives is an opening for either enjoyment or expansion. It’s our resistance to following Spirit’s lead that makes for unhappiness. Trust Spirit and trust yourself and see where this situation leads you!

“When you have come to the edge of all that you know and are about to drop off into the darkness of the unknown, faith is knowing one of two things will happen:
There will be something solid to stand on or you will be taught to fly.”
-Patrick Overton

Dear Helen,

I just made a very expensive mistake and I feel so stupid. I keep telling myself I should have known better. Now I’m a little afraid to trust my decisions. Any advice?

- Extremely Embarrassed

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Dear Extremely,

I believe there is a positive intention behind every behavior. We don’t deliberately set out to make a mistake; we take action because we think it’s the right thing to do based on the information we have at the time.

What was the positive intent of the part of you that made that choice? What was that part wanting for you that was positive and beneficial?

Once you understand the positive intent underneath the behavior, you’re then free to forgive yourself for making that choice. You did it without malice. You’re also free to choose a different path to accomplish your desired outcome (the positive intent). And you can look for the gift in the experience.

Dear Helen,

My practice is growing and I can feel myself putting the brakes on because I’m not sure I can handle all the clients coming my way.

It sounds crazy since a thriving practice is the goal I’ve been working toward, but now I’m scared. What do you suggest?

- Ready to Run

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Dear Ready,

Not so crazy. It’s human nature to be a bit flummoxed by change. And change is what’s happening here.

Rest assured, though, that as your business grows, you’ll be growing right along with it. (And ultimately, that personal expansion is our real goal, isn’t it?) It’s also helpful to acclimate yourself to what’s coming. Visualize this bigger, better business in your mind’s eye and ask, “Who do I need to be to manifest this vision?”

As you’re willing to be transformed by your business, you’ll open the way for greater transformation through your business.

Dear Helen,

How do I know if I need a website or not? I work with clients face to face so I don’t really see the point.

- Webless in Washington

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Dear Webless,

In this day and age, every business is enhanced by a website, even if your work is mostly done in person. In a service-based business, people want to feel some sense of connection before hiring you and a website is a great way to provide that.

Many local prospective clients and customers are using the internet like a phone book. They may have heard your name through a friend or seen your business card somewhere, and they go online to find out more about you before calling. If you’re not there, they just might go looking for someone else who is online.

Even a simple landing page with a free article, audio or tipsheet, does a lot toward creating connection and making you seem like a real person, not just a business card. (Be sure to include a photo of you, as well.)

Dear Helen,

I recently secured a contract that required me to work with a liaison within the company. This person was difficult from the beginning, finding fault and picking at every little thing. I twisted myself inside out to accommodate her.

The final straw was an email she sent at contract’s end saying the work wasn’t completed to her satisfaction and they were going to deduct from the final billing! That was when I finally found my backbone.

I called the company president and explained my side of things. We made a verbal agreement from which I created an updated contract and sent it to both the president and the liaison. I’ve had no response in a week.

I take pride in honoring my agreements so I’ve completed the final work and sent a final billing but this experience has really torn me up. I’m having a hard time letting go.

What could I have done differently?

- Fuming in Fallbrook

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Dear Fuming,

Oh, dear heart, I’m sorry you’re going through this.

You already gave two clues to answer your own question. “This person was difficult from the beginning” and “That’s when I finally found my backbone.”

It never ends well when you try to please difficult clients. It’s a bitter lesson to learn, but one that many heart-centered business owners go through (and will keep going through until it sinks in).

The key is to stand in your power and your worth right from the first moment you notice the other person stepping over the line. As soon as you find yourself twisting in any way (let alone inside out), either speak up or step off the project. Be respectful but be clear you expect respect in return.

Every challenging situation arises to reveal to us an area of growth. You already know how to honor your agreements; that wasn’t the lesson for you here. What you’ll want to practice is honoring yourself – especially when others aren’t.

It would have been perfectly appropriate to hold off on completing things until you received the new agreement and the final payment. At this point, I’d recommend you check in with your inner wisdom to determine how you’d like to bring the situation to a close in a way that is respectful to you. (Hint: it won’t be the easy answer.)