FREE Masterclass

Tuesday 14th June, 8pm UK, 3pm EST

What’s holding you back from experiencing the breakthrough you want?

Chances are, you’re not taking chances like you need to. You’ve got to put it all on the line.

It’s not about doing more business the old way. It’s a new strategy – to create and sell the high-value, big-profit solution. That’s what you’ve got to do to experience the big income leap you’re looking for – the huge increase in your profits that will lead to MORE free time, MORE freedom and MORE fun. That’s what I’m going to cover on this Masterclass, “Big Income Leaps.”

Here’s a taste of what I’ll talk about:

• A common mistake people make when creating programs – and why you’re better off starting BIG

• Why you don’t want to attract the clients who go for the lowest prices

• How to find clients who are willing to pay you BIG for your expertise

• Why it’s CRITICAL to offer a premium priced product, programme or service (and it’s not about the money)

• Proven examples of high value, high profit solutions – they’ve worked for Bernadette and her clients, and they can work for you, too

• What your solution must deliver to your clients in order for it to serve your clients and you

• 5 key questions that will help you determine what kind of high value, high profit solution is right for you

• Tips for setting your price – you may be surprised

• Successful sales strategies that have worked for Bernadette and her clients – and how to use them depending on what type of offering you’re creating

• Why you MUST NOT reinvent the wheel when you’re aiming for a big income leap – and how to link what you’re doing now to a high value solution

• Exercises and assignments you can use to get past your limiting beliefs about sales and selling

• And much more.

Ready to join me – so you can finally take hold of that Breakthrough?

Reserve your spot here: http://www.clientmagnets.com/bigincomeleaps/

It's up to you to fill in the blanks and overcome client objections.

Why are You Doing This?
If your family is anything like mine, you grew up with the old adage: “If it sounds too good to be true, it probably is.” In a desire to create a compelling sales letter, many people make their product or event sound too good to be true. This creates an immediate objection for many prospects. If your product or event sounds too good, your prospects may wonder why you’re offering it.

One great example of this that I’ve seen before is a colleague who was offering a real estate seminar about how he made so much money in real estate. His prospects wondered “if you’re making so much money in real estate, why tell me about it? Why not just keep your secret and carry on making money?” He had to overcome this objection in his sales letter. Be mindful of this if you’re offering something that sounds too good to be true.

Why are You Making it So Cheap/Expensive?
Price can trigger major objections. High prices create obvious objections, but low prices can also create objections. For example, if you set a high value to justify your price, and then offer your product or service significantly below your value comparison, your prospects may wonder why you’re offering it so cheap.

Alternately, if your audience thinks it can get something cheaper somewhere else, they may wonder why your product or event is so expensive. It’s your job to recognize what your prospects will think of your price, and overcome any potential objections.

Why Can’t I Get the Same Thing Elsewhere?
Even if you establish that your product or event is wonderful, your prospects may still wonder why they can’t get the same thing somewhere else. If you’re selling a product via mail order, for example, you’ll have to explain to your prospects why they shouldn’t just go pick up something similar at a local shop. The same thing goes for information products or events – you’ve got to differentiate why your product or event is unique.

Why You?
Finally, there’s the common objection about who you are, and why you’re qualified to sell this product or service. If you’re offering a new product or service, or you’re reaching out to prospects who aren’t familiar with your work, you’ve got to establish who you are and demonstrate your expertise. You have to prove that you’re the best person to trust about your product or event. This is particularly a concern if you operate in a competitive field.

Learning to Overcome Objections
Ultimately, your clients may have many different objections about a broad range of topics and concerns. If you want to create effective sales letters, you’ve got to anticipate and overcome these objections. Don’t try to ignore or sidestep potential objections. If you don’t answer these questions in your clients’ heads, you don’t give them a reason to buy your product.

Bernadette Doyle created Client Magnets to help self-employed people solve one of their biggest business problems: attract a steady stream of clients www.clientmagnets.com.

That is the primary purpose and goal of a headline – to grab the reader’s attention.

Creating headlines may take time, but it’s well worth your while to spend time getting your headline right. People won’t read the rest of your web page if they aren’t drawn in right from the beginning.

One way to accomplish this is to create a headline that declares a big, bold promise. Headlines are at their best when they reveal the relevance and benefits to the reader up front.

Make your biggest promise and state your best benefit right away, in your headline.

Be thrifty with the number of words in your headline. The fewer and the catchier, the better. While it’s easier to describe your offering in hundreds of words, people don’t have time or the attention to read more than a handful.

If headlines prove to be daunting for you, Headline Generator Pro is a program that can generate a variety of suggested headlines for your promotion very quickly. Based on your answers to four simple questions, it creates headlines using tested and proven headline structures. You may not like some of them, but others are real gems.

Major companies pay big money to marketing experts for catch words and phrases that will make people stop and take notice. This program will cost you a lot less and save you valuable time.

When you construct your headline, include a pre-head and a subhead. The pre-head is the line right at the top of the page that flags those people you are targeting. This line needs to be really relevant to your target audience. For example, “Attention: Trainers, speakers, coaches, consultants, and therapists.”

You can also use terms that describe what your target market is currently experiencing in your prehead: “Attention: Frazzled, overworked working moms.” “Attention: 50-somethings who are going through a life change.”

The sub-head is a mini headline that comes after the main headline. It enables you to elaborate a bit more on the headline. Use the subhead to add in some extra information about your offering and establish your credibility

Your subhead should follow naturally from the headline, keep people reading, and lead them into the body of your squeeze page.

Take the time to create compelling headlines. Pay attention to what you say and how you say it in your headlines so that you will get your visitor’s attention. Once you have their attention, you can present the finer details of your offer. The more they read, the more they’ll want to be involved with you.

Bernadette Doyle created Client Magnets to help self-employed people solve one of their biggest business problems: attract a steady stream of clients www.clientmagnets.com.

It's your responsibility to establish the value of the service you provide.

Today I’ve got some suggestions for you on how to set prices for your training.

I’ve recently been receiving regular reflexology treatment. At my last session the reflexologist told me she’d been invited to submit a proposal to provide training at a dance school. “I have no idea how to structure the proposal, or even what to charge”  she told me. “They’ve asked me to run 12 two hour sessions”

“How many people will be receiving the training?” I asked. “10″   she replied. “And overall they’ll be getting 24 hours of training. What would it cost if they individually went and bought 24 hours of reflexology training on the open market?” “At least 600 euro per person”, she replied.

“Great. Well 10 times 600 euro is 6,000. So immediately we’ve established the value of this training at 6,000 euro”.

Her eyes widened, “That’s 3 times what I was thinking of charging.”

“Well I’m not saying you should charge that, but I would definitely include that piece of information somewhere in your proposal. You see, perception of value is a very subjective thing. If the decision makers have an idea that your time is worth 40 euro an hour, and they see you providing 24 hours of training, then the figure they may have in THEIR heads is 960.

On that basis, it will be difficult to persuade them to part with 2,000. You’re going to encounter price resistance and have a lot of objections to overcome. Even if you can convince them to pay 2,000, they’re going to have a feeling that they were overcharged. Even though their expectations were unrealistic and didn’t take into account your preparation time. It will be an uphill struggle.

In contrast, if you take the time to establish that this training would cost them 6,000 if they were to source it elsewhere, you could charge 3,000 and they will still feel like they’re getting value.

It’s your responsibility to establish the value of the service you provide. Before this conversation, my reflexologist was going to set her prices by calculating how many hours were involved, and then multiplying that by her hourly rate.

Yet her hourly rate as a reflexology practitioner is IRRELEVANT to the proposal she had been asked to submit. She is providing training to 10 people NOT a reflexology treatment to one. It’s a completely different service, with a completely different end value and should be priced accordingly. Same applies if you are a coach, consultant or providing any form of one-to-one service.

If a customer has a certain figure in their head, even if that figure is unrealistic, it’s YOUR job to educate them.

You don’t want clients agreeing to your fees, but feeling that they were overcharged. And they will if there is a big gap between their expectation and your fee.

So well before you reveal your fee, make sure you have reset their expectations and demonstrated convincingly what your solution would cost were they to source it elsewhere. Please note, you need to do this BEFORE you reveal your fee. If you wait until afterwards you will simply come across as defensive and trying to justify your fees. It’s not a pretty picture.

Making the effort to establish value and educate your clients up front can pay off in many ways.

You can eliminate price objections before they come up, and notice that in this case the reflexologist could submit a proposal that was 50% higher than she had planned AND it was able to present her price in such a way that the client knew they were getting good value. That’s a real win-win. Had she NOT taken the time to establish the value up front; she could have had a real struggle convincing the client to part with her original figure of 2,000.

Want to learn how to make money by running your own events? Then make sure YOU reserve a front row seat at the Event Money Machine later this month. Tickets to this event are FREE – so join our priority notification list to be the first to know  when they become available.

Business Owner #1 has worked in his niche for 30 years; he has a massive list of contacts; his reputation is impeccable; his clients are among some of the most satisfied in the industry.  His expertise is unmatched.  Word of mouth has been a friend to his business, but his niche is very specialized, which means that his name doesn’t come up at many dinner parties.

Business Owner #2 is relatively new to the industry, also working in the same specialty niche.  She’s still in the process of building her contact list; her clients are largely satisfied, but the verbal buzz hasn’t elevated yet…she’s simply too new.

Which business owner do you think has realized the largest profit in the last 12 months?

Would you be surprised to learn that it’s Business Owner #2?

How could that be?

One word:  Marketing

Business Owner #2 invests whatever she can afford to lose in marketing campaigns, while Business Owner #1 simply can’t seem to get past the initial dollar amount of the marketing expenses, and so, simply doesn’t “get the word out”.

As a result, the first business remains steady, but stagnant.  The second soars.

Business Owner #2 possesses a Millionaire Mindset.  Here’s what’s going on inside her head:

• Marketing is an investment.  Even if one campaign costs $4,000 (which is a significant amount of money for her fledging business), she anticipates that just one resulting sale will pay for the ad.

• She views the campaign as an investment in her most valuable commodity – herself.  Because she has completed the research and knows that there’s a noted demand for her product, she purchases each new ad with a faith that can only come from believing in herself and her business.  She thinks, I’m the best investment I’m ever going to make.

• She never invests more than she can afford to lose.  Financially, she only invests what her business can survive without.  Emotionally, she only invests what she can lose and still hold on to a sense of hindsight without depression.

• She doesn’t ruminate over the dollar amount of each marketing endeavor.  Rather, she concentrates on its potential return.  She understands that she’ll realize direct returns, as well as future, residual ones.

• She knows that she’ll never reach millionaire status by pinching pennies.

• She understands that by pulling out her cash and throwing it against the wall of cash that has become frozen in this, a stagnant, economy, she’s multiplying her chances of getting a return.  Unless she spends money, the wall of cash will remain rigid, eliminating a large portion of potential profit.

• Though it was difficult for her to accept the idea of investment versus cost in the beginning, she becomes more willing to spend money with each profitable marketing campaign.  Because of this realization, she has committed to educate her clients about the benefits of marketing, which will contribute to the stimulation of the economy.

Investment and return will never be a chicken and egg debate.  Without investment, there can be no return.  The return will never come first…in fact, it simply won’t come at all.

If you want to find your own millionaire mindset, you must separate yourself from the competition’s aversion to marketing and getting your name out there.

You could spend your disposable income on a new car, or a summer home, or a vacation.  Or…you could invest that cash in a marketing campaign…so you can afford all three.

Bernadette Doyle created Client Magnets Ltd to help self-employed people solve one of their biggest business problems: attract a steady stream of clients. If you’d like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com

Do you offer great products and services to your clients and customers, but they just don’t seem to refer you to their friends
and associates?

On this call, Bernadette is joined by David Frey, who will reveal a simple, proven method for tripling the referrals you’re currently receiving, with very little extra effort.

Be sure to include this call in your calendar and start exploding your business by generating more referrals.

MARKETING* MASTERMIND Call

Tuesday, 5th October, 2010

8:00pm UK Time (3pm EASTERN, 12 noon PACIFIC)

TOPIC:  *Explode Your Business With Referrals*

Click here to register

This call is FREE for my hundreds of Marketing Mastermind and Stepping UP! members. They also get the CD and transcript of this call at no extra charge, plus a tonne of other member benefits – such as access to our online members forum.

Not a member?  Then join the Marketing Mastermind Group today so you can take advantage of this call and all the other member goodies each and every month.

I look forward to “meeting” you on our call.

Best Wishes
Bernadette Doyle
www.clientmagnets.com

PS – Even if you can’t make the call, all Mastermind members receive a FREE CD of the call as well as a digital version of the audio and transcript! Take advantage now.

That quote, from one of my mentors, Yanik Silver, speaks volumes. There is so much opportunity to promote more business and further your relationship with a new client on your thank-you page.

That client has just indicated that they trust you by opting in to your offer. Signing up to your list is a sign that they want to hear more from you.   Don’t let them leave wanting; offer them even more before they click off your thank-you page.

When developing your thank you page, think about what you can do to increase your client’s involvement. Marketing research has shown that the more people are involved, the more likely they are to buy – again.

That’s one reason companies hand out scratch-off cards with prizes or discounts hidden beneath the ink. It’s called an involvement device. When someone physically has to do something, it increases their involvement, which increases response and increases conversion.

The content on your thank you page needs to be relevant to your target market. Think about what you want them to do next, where you want them redirected to, and if there’s an opportunity to make them another offer.

There are several key ways you can accomplish this.

•    Make another offer. While letting the client know you’re glad they signed up, also let them know about another offering. Make a special offer. Offer a special prize or a special bonus that new clients will receive, but only if they sign up there and then.   Remember to use language that encourages action.  For example, “This is the only time you will see this offer. It’s for new subscribers only and you won’t have access to it again.”

•    Ask for more information. Once a new prospect joins your list, ask them to describe their biggest problem. You can then direct them to other offers you may have to help with the problem, or develop that new offering if you don’t have one.

•     Create a “tell a friend” campaign. Invite people to tell three friends about your offering in exchange for a special bonus. “Congratulations. Your place on the call is reserved. But just before we continue I would like to offer you this free gift……..”

Everyone who opts in helps you spread the word to other people. This will make a massive difference to your opt-ins and really help to increase your list. You can automate this process using Viral Friend Generator software.

When saying “thank you”, the key is to include only one of these options on your page. Either attempt an additional sale by making another offer, ask new clients for more information, or create a tell-a-friend page.

Any one of these options added to your thank-you page will start increasing your sales immediately.

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at http://www.clientmagnets.com

Have you ever felt like that?  If that sounds like you, then it’s time to STOP focusing on your income.  It’s time to start focusing on a long-term plan for success and diversification.  But how?  How do you free yourself from the day-to-day financial worry and really start to thrive?

The answer simply lies in starting your own high-end coaching program.   A high-end coaching programme (when designed and delivered the right way) will provide enough guaranteed revenue to enable you to stop worrying about money and be free to focus on your long-term success!

This is how the strategy works …

Sell Once a Year to Generate Guaranteed Revenue

• With your high-end coaching programme, if you market and sell the right way, you will only need to focus on the selling once and then you’re done for the year.

• Create a program with a limited number of spots, and you’ll only have to sell long enough to fill those spots and then you can focus on serving your clients and creating alternate revenue streams.

• Create a program with a fixed time limit, such as my annual programme, and you only have to sell those spots once per year. Then you’ve got the commitment for the income, and you’re free to focus on other areas of your business. No more worrying month-to-month whether you’ll have enough cash for next month; with a high-end coaching program, you can earn enough money to free yourself up for other pursuits.

Free Yourself Up to Look at the Big Picture

One of the biggest benefits for you and your business of creating a high-end coaching program is freeing yourself up to look at the big picture. If you’re like most people, you spend countless hours per week working on finding enough business, and the rest of your time goes to satisfying your existing clients. You never have time to think about the long-term plans for your business, or how to diversify your revenue streams.

Once you have the committed income of a high-end coaching program, you can stop spending so much of your time selling yourself and your services because you have a guaranteed revenue stream. Instead, you can focus on creating the other steps to achieve success in your business, and put together a long-term plan for your business!

In order to truly become successful in your own business, you’ve got to stop focusing on immediate income so you can begin to build a road map for long-term success.   Worrying about your day-to-day income is short-term thinking and can seriously hamper your long-term business success. When you start a high-end coaching program, you get financial commitments for a large portion of your revenue and begin looking at other ways to improve your business success.

So if you want to see an end to your day-to-day financial struggles and the beginning of long-term success, it’s time to start your high-end coaching programme!

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want clients calling you instead of you calling them, sign up for her free weekly e-zine at http://www.clientmagnets.com

It’s not your “About Me” page. It’s not your “Testimonials” page.

It is the page where people give you their contact information and purchase your products or programs. That is the goal of your business.

To achieve that goal, you need to get people to opt-in. Nothing else can happen until they do this.  That is why the design of the page where they opt-in – your squeeze page – is so important.

Getting your prospects to hand over their contact info isn’t always easy, but if you focus on your squeeze page set-up, you will successfully obtain client information, build your list and make sales.  Use my tips below to maximize the effectiveness of your squeeze page.  These strategies work!

•    Make your homepage a squeeze page

To get maximum results, make your squeeze page your homepage. This will lead to a significant increase in your opt-ins and in your list.

•    Model successful squeeze pages

To get ideas for your new home page, model other successful squeeze pages. Look at other people’s pages with new eyes. Emulate the elements that make them successful while using your own unique copy that speaks to your own target audience.

•    The important information should appear within the browser window

The pages that are most attractive give the most important information at the top, without having to scroll down. Everything your visitors need to see should appear within the browser window in front of them. Don’t make them have to “lift a finger” to find the best of what you have to offer.

•    Use headlines and bullets to present your message

Announce your best information in the area that most people notice first – the headline. Develop a headline that will grab your visitors’ interest and get them to stay online to hear the rest of your message. Use a prehead and a subhead to deliver your best copy.

Successful pages don’t include one long paragraph of copy after another. A successful squeeze page presents its best content as great mini headlines in a bulleted format.

•    Make big, bold promises

Use numbers within your bullet headlines. State that you’re going to solve problems. Make big promises in your bullets. You’ve done the research, campaigns and surveys to determine what your target audience wants, now highlight that information in your bullets.

•    Make a personal connection

Your target audience want to know who you are.   Don’t keep your personality a secret. Make your squeeze page personal. People buy people. Although we’re all speaking virtually, on Twitter and on teleseminars, people want the personal human connection.

They want to know you. They want to see the person behind the site. At the very least, include a photograph of yourself. Add audio and video to increase the personalization.

•    Use a thank you page

Don’t lose that personal touch once your visitor has opted in on your squeeze page. Your thank-you page is a great place to further your relationship and offer your new client even more. You could make another sale just by asking for it on your thank-you page.

•    Remove Navigation Bar and Banner

There are a couple of web page staples that should not appear on a successful squeeze page. These items do nothing to help you get people to opt-in. So, strip out the navigation bar and ditch your banner. They should not be on your squeeze page.

•    Test, measure and improve your conversation rates

Make sure you test and measure your conversion rate on your squeeze page. Find out how many visitors are actually buying into your offer. Regularly measuring your conversion rates will tell you what’s working and what isn’t on your page.

When you apply at least one of these tips, and you will see an improvement in your conversion.

Make a checklist and work through it. Improve your squeeze page one component at a time and you’ll be in a much stronger position – I promise!

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at http://www.clientmagnets.com

Whether the consumer donation is money, time, or loyalty, those consumers want to know that what they’ll receive will greatly outweigh what they invest.  Dan Kennedy put it well when he referred to this concept as, “Selling money at a discount.”

This is the duty of your teleseminar’s registration page.  Not only should your registration page name a common problem, agitate it, offer a solution, give benefit bullet points, and offer simple registration and payment, but it should quell fears, silence objections, and calm arguments…with a call to action that springs to action, even before those objections are formulated.  Before your prospect has a chance to ask him or herself, “What’s in it for me?” or, “How is this going to better my position?” or, “How is this going to save me money?”, you need to thoroughly answer those questions for them.

You can quantify the cost of any topic. No matter the subject matter, you will always be able to find proof that you will save your customers money, time or grief.  Consider these examples:

• If your topic is business related, and the foreseeable objection is price, include a statement like this:  “For an investment of X, you’ll get the information to avoid the problem of Y, which if left unchecked, will cost you 100 times X.”  For example, you can show your readers how spending $50 will save them $5000.

• If your topic is weight loss related, you can quantify the cost in this manner:  “You’re already spending money on this problem, in the form of high insurance premiums, gym memberships, weight loss programs, and clothing.  You’ll spend far less than all of this to participate in this teleseminar, which will eliminate the need for most of your current money spending.”

• If your topic revolves around parenting, consider presenting your quantification this way:  “How much money are you spending on guilt gifts for your children?  What if a great parent/child relationship was to replace those gifts?  You would save money and gain what you really want.”

• Or, if your topic has little to do with money, and a lot to do with emotional cost, you can quantify your clients’ investments like this:  “Isn’t it worth X to never feel Y again?”

You must calculate the actual monetary amounts for your registration page readers.  Don’t expect them to do the math – they may click away without ever seeing the true monetary benefit that you’re offering.

Even if you’re not able to attain a sign-up from every reader, a good call to action will break through denial, and push those people closer to a sign-up next time you host a teleseminar with a similar topic.

Even if you’re hosting a free teleseminar, you must use your call to action to convince prospects that their investments of time will save them money, time or angst.  In other words, you must convince them that participating in your teleseminar will literally make them money, or trap the money that they already have in their pockets.  You must convince them that investing one hour can save them five hours of work.  Or, convince them that investing one hour will save them hours of sleepless grief.

Your call to action should do just that:  call for action to be taken.  In fact, it should be so powerful, so undeniable, and make such good monetary sense, that your readers won’t be able to help but spring to immediate action.

Bernadette Doyle specializes in helping entrepreneurs attract a steady stream of ideal clients. If you want to get clients calling you instead of you calling them, sign up for her free weekly e-zine at http://www.clientmagnets.com