The Savvy Entrepreneur » Get Clients Now!(TM)

Year-End Review

Cristina Favreau — Mon, 22 Dec 2008 14:34:40 +0000

Reprinted with permission from C.J. Hayden’s Get Clients Now! Answer Center

Year-End Review

To set yourself up right for the new year, it’s time to celebrate your successes, acknowledge your failures, and assess where you are right now. Follow the steps below to wrap up 2008 and move into 2009 with a clear vision.

Make a list celebrating all your successes, breakthroughs, and revelations in 2008.
Make another list acknowledging all your failures, disappointments, and breakdowns for the year.
Score your current level of satisfaction in each wedge of the Wheel of Life.
With the above information in mind, choose three to five areas of your life, career, or business you would most like to make changes in over the next year. For each focus area, provide a simple heading, and a description of your desired result in that area. In describing your desired result, use the present tense. Example:
Be more organized
I have a system to follow up on calls and emails, I know where everything is, I plan ahead to meet deadlines, I eliminate a sense of overwhelm, I set realistic goals for myself.
For each of your three to five focus areas, design one goal, project, or commitment that will anchor your desired changes to a specific course of action.
Goals are exciting and motivating all by themselves. They are targets that draw you and inspire you. State what you want, and by when, in specific terms. Examples:
I will have 10 new clients by March 31.
I will book a vacation in Hawaii by May 1.
Projects are a means to an end. They may not be exciting, but need to be done to accomplish an end result that is important to you. Examples:
I will file and pay my taxes on time, by April 15.
I will clear the top of my desk by Feb 1.
Commitments are activities to perform on a regular basis, in order to make significant changes. Rather than an end date, they have a frequency. Examples:
I will go to the gym three times per week.
I will make my marketing calls first thing every day.
Throughout 2009, review your goals, projects, and commitments each week to align them with what appears on your calendar. Plan to repeat steps 3-5 at the end of each quarter to reassess where you are and what needs to happen next.

Have a great year!

(Note: Password protection is removed from the Get Clients Now! Answer Center until January 4, 2009. Take advantage of it until then.)

Which Road Do I Take?

Cristina Favreau — Wed, 13 Feb 2008 16:00:29 +0000

Which Road Do I Take? Setting a Goal Will Show You the Way

One day Alice came to a fork in the road and saw a Cheshire cat in a tree. “Which road do I take?” she asked. “Where do you want to go?” was his response. “I don’t know,” Alice answered. “Then,” said the cat, “it doesn’t matter.” — Lewis Carroll’s Alice in Wonderland

When your focus is on getting more clients, it’s not enough to say, “I want more clients,” or “I want to grow my business this year.” Those destinations aren’t clear enough, and you’re liable to end up wandering around your business aimlessly, until you get thoroughly lost and give up from exhaustion.

Having a sales and marketing goal gives you a destination for your journey, which makes it all that much easier to choose a road.

Notice I’ve used the word goal in the singular sense? That’s because I want you to stick to ONE goal – and an action plan to achieve it – for the next month. We entrepreneurs are often bombarded with messages, information, opportunities and potential projects, and we (myself included) often suffer from the Bright Shiny Object Syndrome.

These Bright Shiny Objects distract us, tear us away from our goals, dilute our efforts and pull us in many directions at once. Having ONE goal keeps you from being overwhelmed and frustrated, and will give you:

Focus: You know what you have to do each day so that stays in the forefront of your mind. Knowing you only have 28 days to achieve your goal will narrow your focus on marketing and help you ignore distractions.
Evidence: By regularly measuring your level of effort and comparing it to the results you create, you’ll get a constant reality check on your progress. You’ll know right away if you’re not working hard enough or if you’re spending marketing time on busy-work. You’ll also be able to gauge when you’ve done enough and can take a guilt-free day off.
Direction: For the next 28 days, you don’t need to ask yourself what you should be doing to get more clients – you already know, because you created an action plan to reach your goal. When you’re unsure of what you should do next, simply ask yourself “Which action or decision is most likely to lead me in the direction of my goal?“
Motivation: By posting your action plan in plain view, you’ll be motivated to challenge yourself: “How early can I complete my marketing tasks today?” Set up small rewards for finishing a project, for beating the previous day’s record or for reaching a certain percentage of your goal. Invent your own game – the more fun it is, the easier the next 28 days will be.

So are you ready for a tough question? What ONE goal would you like to achieve within the next 28 days? Make it a S.M.A.R.T. one – that means it’s Specific, Measurable, Achievable, Realistic, and Timed. Come up with one of your own, or choose ONE of the following:

In 28 days, I would like to have:

_____ new clients

_____ dollars in new earnings

_____ listings

_____ training courses scheduled

_____ appointments booked

_____ products sold

Based on the number you wrote, you can easily update and track your progress. And please don’t worry about getting it right. There’s no rule against changing your goal mid-month if it becomes unrealistic or was not enough of a stretch.

Now, choose a reward – not just for results, but for your efforts. If you worked towards your goal, you deserve a reward, even if you come up short.

My reward will be: ___________________________________

Great work! You have a goal and you even have a reward lined up for when you reach it. All that’s left is your action plan. Simply break down your goal into the small steps you’ll need to take in order to reach it.

So before you head down the road to build your business and attract new clients, make sure you’re clear about where you’re going. Set a goal for the next 28 days and take a break from distraction, overwhelm and frustration.

ABOUT CRISTINA
Cristina Favreau specializes in teaching independent service professionals who struggle with marketing, so they get more visibility, build their credibility and increase their self-confidence. Get her complimentary “12 Mistakes To Avoid in Your 30-Second Intro” ecourse at http://www.cristinafavreau.com/index.htm

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You’re welcome to “reprint” this article online as long as it remains complete and unaltered, including the “ABOUT CRISTINA” info above. Please send a copy of your reprint to web (at) cristinafavreau (dot) com.

Resource: Get Clients Now! Answer Center

Cristina Favreau — Fri, 04 Jan 2008 14:39:37 +0000

Announcing the newest addition to the Get Clients Now! family — Get Clients Now! Answer Center. This site provides instant access to hundreds of detailed answers to all your sales and marketing questions for only pennies per day.The Get Clients Now! Answer Center is a comprehensive sales and marketing knowledge base containing complete articles, step-by-step how-to’s, detailed forms and examples, audio workshops and interviews, and an amazing Q & A library.

Click here to view the Answer Center right now.

You’ll find over 100 must-have resources for marketing your business, including:

55 articles by C.J. Hayden and the Get Clients Now! team, including Joan Friedlander, Frank Traditi and Grace Durfee.
Detailed answers to the 27 most-commonly-asked questions about sales and marketing for independent professionals.
13 step-by-step examples of essential sales and marketing tools.
5 audio workshops and interviews with C.J. and other sales and marketing experts.

You can find exactly the answers you need in our extensive topic index, search on any keyword, look up answers by author, or browse entire categories. As a Get Clients Now! Answer Center member, you’ll have essential answers like these at your fingertips:

Where can I find some good places to network? (Q & A by C.J. Hayden)
What should I be asking in a sales presentation? (Article by Frank Traditi)
How should an independent professional like me market on the Internet? (Article by C.J. Hayden)
How can I build the know, like and trust factor? (Q & A by Joan Friedlander)
Is there a hidden secret to sales and marketing? (Interview with C.J. Hayden)
How do I know what’s the right market niche for me? (Article by Grace Durfee)
What should I include in a cold calling script? (Sample by C.J. Hayden)

Go ahead, check it out! Take a test drive through the sales and marketing library. Visit the Get Clients Now! Answer Center now and click on any category or author (you’ll see them listed on the right side of the home page) to view the catalog and read excerpts of all articles and answers.

You can become a member and gain immediate access to this extraordinary collection of resources for as little as $24.95, or save 25% with an annual membership. To find out more and join today, visit Get Clients Now! family. Get full access to a dozen selections from the library by visiting the Get Clients Now! Answer Center Free Preview page.

Give it a try and get ready to get more clients!

Marketing Strategies That Work

Cristina Favreau — Wed, 21 Nov 2007 15:13:23 +0000

In my last article, I helped you identify where you’re stuck in the marketing cycle. Now that you know what area you need to concentrate on (filling the pipeline, following up, getting presentations or closing sales), you’re ready to select and implement marketing strategies to get you closer to your goal of getting more paying clients.

You’ve often heard me share the first ‘secret’ of marketing: Choose a set of simple, effective things to do and do them consistently (easy, right?).

Here’s the second marketing secret: Gain the Know, Like and Trust Factor. Remember, marketing a service is NOT the same as marketing a product. A service is intangible; your clients can’t see the results until they are demonstrated. They have no idea how it will turn out for them, whether they’ll like it, whether you’re the right person for them, or whether it’ll work for their unique situation.

People need to know that you’re a “real” person with specific knowledge and experience of their unique problems. They need to hear your opinions and see your personality, in order to decide that they like you. As well, they need to trust that you have the solutions that will help them, that you work with professionalism and integrity and that you’ll do what you say you’re going to do.

Once they know, like and trust you, people will be far more ready and willing to shell out their hard earned money to acquire your services.

The most effective marketing strategies that service professionals can use to gain the know, like and trust factor are outlined in CJ Hayden‘s book, Get Clients Now! They are listed in order of most effective to least effective:

Direct Contact & Follow-up (o)
Networking & Referral Building (o)
Public Speaking (c)
Writing & Publicity (c)
Promotional Events (v)
Advertising (v)

The good news is you only need to choose 2-4 of these strategies in order to get more clients. Here are a few things to consider:

Comfort – Choose strategies that you feel drawn to and excited about (even a little bit frightened, which is often excitement in disguise). Consider your skills, talents, experience and personality.
Effectiveness – Remember that the farther down the list, the less effective the strategy, so try to spread out your choices.
Impact – Each strategy creates a specific impact – outreach (o), credibility (c) or visibility (v). Aim for balance so you achieve the highest level of impact for your efforts.

Take a look at what you’re doing now, both online and offline, and notice where they rate in terms of comfort, effectiveness and impact. From this perspective, commit to a new list of strategies.

As a service professional, you need to gain the know, like and trust factor in order to get more paying clients. If you choose a set of strategies that fit your needs and apply them consistently, you WILL see results!

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Where Are You Stuck in The Marketing Cycle?

Cristina Favreau — Wed, 04 Jul 2007 14:47:59 +0000

As discussed in my article 3 Elements You Need To Get Clients the very first step to successfully marketing your service-based business is to figure out where you’re stuck in the marketing cycle, or what area of marketing your services needs more work.

Today, I’ll help you figure out where you may be stuck and what steps you can take right now to getting unstuck.

The Marketing Cycle
As I’ve said before, the cycle is the same for everyone marketing professional services. The stages of the Universal Marketing Cycle, in order, are:

Filling the Pipeline
Following Up
Getting Presentations
Closing Sales

Why is it important to figure out where you’re stuck? By identifying what needs more work, you’ll know where to focus and which strategies you should start implementing (and leaving other strategies for when you’re further in the cycle).

How do you know where you’re stuck? The answer is mostly instinctual. Most entrepreneurs whom I coach are stuck at filling the pipeline or following up. But if you’re still not sure, go over these questions:

Are you a new entrepreneur? If you sat down this morning to call all your contacts, would you be done by noon (or sooner)? If you answered yes to these questions, chances are, you’ll want to concentrate on Filling the Pipeline with prospects, leads, contacts and referrals.
Do you have a stack of business cards from people you haven’t got around to calling since you first met? Are there prospects in your database whom you haven’t contacted in the past 3 months? If you answered yes to these questions, you may be ready to concentrate on Following Up.
Are you having a difficult time getting an initial meeting, despite repeated follow up? Are your calls ignored or quickly brushed off? A yes to these questions may indicate that you’ll want to focus on strategies that will get you in the door to Getting Presentations.
Does one objection after another keep you from walking your client through the sales process? Do you give lots of presentations, but are having a hard time closing? If so, chances are you’ll want to direct your marketing efforts to Closing Sales.

So where are you stuck? If you feel like you need to concentrate on more than one area, choose the first one in the order given. If you’re still not sure, start from the beginning.

Now that you know which area to concentrate your marketing efforts on, you’re now ready to move on to the next step — determine which marketing strategies you’ll use to help get you unstuck, regain momentum and get more clients.

What are the best strategies for your situation? Find out next month, when I discuss the second step to successfully marketing your service-based business – choosing marketing strategies that best fit your area of “stuckness” and match your personal preferences.

Until next time, I wish you much success.

Stop Struggling. Get More Clients Now!

Cristina Favreau — Thu, 28 Jun 2007 19:34:10 +0000

This is a very exciting time. As you all know, I’ve been offering Get Clients Now!™ group sessions, which help business owners and service professionals design a simple, effective, personalized marketing plan. It’s been a huge success – and I couldn’t be happier. But now, there’s something new on the horizon…

By popular request, I’m launching a new coaching program – the Get Clients Now!™ one-on-one coaching program.

It combines my existing Get Clients Now!™ coaching program with the power of personalized, one-on-one coaching for profound results. I had so many people inquire about one-on-one coaching, that I decided to make this available. For the next 28 days – I’m yours. Together, we’ll put together a plan to reel in bigger and better clients and in 4 short weeks you’ll find that not only is marketing yourself fun, but even better… it’s profitable!

To assure personalize attention, I only offer the one-on-one program to 3 people at a given time. And with the program priced at $599.00, I’m booked often. (Just one new client pays for the program!)

The program includes the bestseller Get Clients Now!, two 90-minute intensive marketing sessions, and 28 days of coaching and support. For anyone who has ever experienced less-than-stellar results from their marketing efforts, this program is a must! Visit www.cristinafavreau.com/gcn.htm to get all the details and register.

3 Elements You Need to Get Clients

Cristina Favreau — Wed, 06 Jun 2007 14:30:07 +0000

“Marketing is telling people what you do, over and over.” – CJ Hayden, author of Get Clients Now!(TM)

The #1 question I get asked is “How can I get clients?” What most of these people don’t realize is that marketing your business doesn’t have to be difficult and it certainly doesn’t mean being a pushy salesperson.

The secret to successfully marketing your services is choosing a certain number of simple, effective things and doing them systematically. Based on the Get Clients Now!(TM) program, I’ll share 3 key components to designing a marketing plan that will help you gain forward-moving momentum.

Marketing Cycle: The cycle is the same for everyone. The stages of the Universal Marketing Cycle are (in order of flow):
- Filling the Pipeline — Do I know enough people to contact?
- Following Up — Do I contact the people I already know?
- Getting Presentations — Do I transition from follow-up to giving a presentation?
- Closing Sales — Do I transition from presentation to making a sale?

Where are you stuck in your marketing? What needs most work? Your answer to these questions will help you determine where you should be spending most of your marketing efforts.

Marketing Strategies: The strategies, from most effective to least effective, are as follows:
- Direct Contact & Follow Up
- Networking & Referral Building
- Public Speaking *
- Writing & Publicity *
- Promotional Events
- Advertising

(Note: The level of effectiveness for strategies marked with * are equal. Choose these methods based on your comfort level). What marketing strategies will you use? Of the 6 listed above, choose between 2 to 4, based on your intuition, preference and target market.

Goal Setting: By setting a goal, you’re stating a purpose – a declaration – of what you want, what you plan to focus on and what you intend to accomplish. Goals give you a clear end point. Stating a too general goal, like “I want more clients” is not enough to get you going. Setting a SMART goal – Specific, Measurable, Achievable, Realistic, and Timed – will give you clear direction and you’ll be able to numerically track your progress. What goal would you like to achieve within the next 28 days? Stretch yourself a little when defining your goal.

Based on your answers above, you’re now ready to create your list of daily actions. Select daily actions that will take you out of your comfort level just enough to shake things up, but not so much that you won’t do them. There’s just one more thing missing — do it.

As you think of and work toward your goals, amazing things will start happening and you will get all the clients you can handle.

Stay tuned as I explain each component in more detail.

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How Meal Planning Saved My Marketing

Cristina Favreau — Fri, 02 Feb 2007 14:38:27 +0000

“What do I make for supper tonight?” Ah, the eternal, daily question. It’s so discouraging to have to wake up in the morning and think about so many hours ahead. One day, I decided to fight back and never ask that question again. How? Meal planning. So that Saturday afternoon, I sat down at the kitchen table with my recipe books, calendar, pad and paper, and I planned our meals for the entire week — recipe book page numbers, side dishes and all! From that plan, I was able to create my entire grocery list for the next day.

I can’t quite put my finger on my exact feelings that week, but it was a mixture of relief, pride and accomplishment — I won that battle!

When I decided to apply the same concept to marketing my business, the results were just as good. That’s when I found my marketing recipe book — Get Clients Now! by CJ Hayden. It basically walks you through the entire process of customizing your marketing plan for an entire month (she even uses meal planning analogies — action menu, success ingredients, choosing your appetizers, main course and dessert action items).

Like meal planning, the benefits of designing a marketing action plan are:

You are actively working towards a measurable and reachable goal.
You know exactly what to do when you go into your office.
You’re no longer stuck in analysis paralysis (the equivalent to staring blankly in the fridge).
You feel a sense of relief, pride and accomplishment, knowing you’ve taken an active role in marketing your business. You’re prepared, ready for action, and seeing results.

Being a busy Mom and ambitious entrepreneur, I love that when I have a few minutes to steal away into my office, my marketing plan is right there, taped to my desk. I simply choose an item to concentrate on and work on that. Having my marketing plan prepared for the entire month, I no longer sit at my desk asking “Where was I? What do I do now?”

So what’s on your marketing menu this month?

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And the winners are…

Cristina Favreau — Tue, 12 Dec 2006 21:31:34 +0000

Rima McDonald launched her site, Business Resources Podcast Directory on November 30th and I was a proud sponsor of the event. She did such a great job, and works very hard at advertising her site. I invite you to submit your podcasts to her directory to gain more visibility!

Penny Haynes of 1st Podcast Publishing gave an amazing presentation on the trends and benefits of Podcasting. If you were there, you would have been sold on the idea in a heartbeat (if you aren’t already). Plus, she explained everything in an easy-to-understand manner.

As a sponsor, I had the privilege of offering the Grand Prize for the Logo Design contest as well as 4 door prizes. Here are the winners:

Grand prize: Connie McVicker, Creative Director, Signature Worx, LLC
Door prize 1: Wendy Cooper
Door prize 2: Vicky Goodwin
Door prize 3: Penny Haynes, Audio/Video Producer, Podcaster & Publisher, 1st Podcast Publishing
Door prize 4: Sharon Williams

All winners will receive an autographed Get Clients Now! book and major discounts on my next Get Clients Now! program in January.

Congratulations to all 5 women! I look forward to ‘seeing’ you in January!

It’s not too late to register. I invite you to join these 5 winners on January 10th, as I help you kick start your sales and marketing in 2007 so you can get more clients and see that marketing is not all that scary!!

Kick-start your marketing for 2007

Cristina Favreau — Thu, 16 Nov 2006 02:42:51 +0000

I’ve decided to clear my schedule and offer a Get Clients Now!(TM) group session in January (originally scheduled for next spring). I feel it’s important that small business owners start the year off on the right foot, by clearly defining short- and long-term goals, as well as designing a simple, effective, personalized marketing plan to achieve those goals year round.

If you’ve been waiting to take this program, now is the time to take advantage of my (unadvertised) early-bird group pricing of only $194 per participant (offer expires Nov. 30th at midnight Eastern).

The program schedule is as follows (get complete program details here):

Kick-off sessions: January 10 and 17, from 2:00pm to 3:30pm Eastern
Follow-up coaching sessions: January 24, 31, February 7 and 14, from 2:00pm Eastern to 3:00pm Eastern

Classes fill up quickly and space is limited to 10 participants (only 6 places left), so reserve your spot by registering here (choose the 2:00pm/3:30pm option). When asked who referred you, type BLOG for early-bird pricing.

Feel free to contact me via email at coach(at)cristinafavreau.com.

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