Welcome Abbie Widin –Get A Windfall of Cash by Year End

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Barbara Gabogrecan
President

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Abbie Widin » Thu Nov 28, 2013 11:49 am

Tip #4 Offer referral bonuses to current clients who give new leads.

So often, our current clients are our best advocates. They know us, right? And it used to be that people would recommend other people quite easily. I think people just had more free time. But I know myself, even if I’m delighted with the service, I don’t often think to pass on the name.

If we’re not asking our client base of raving fans for referrals, then we’re missing a big opportunity. It might be that there’s one person in your client base, out of every 10 people, that knows someone who needs exactly the service that you offer.

You’ll want to send out an email to your current clients (or card in the mail), outlining what it is that you are looking for. Remind them how much you enjoyed working with them. Ask them if they know any other people who need similar work done. And make it sweeter for your current client to make the referral, by offering a gift.

Don’t give movie tickets!

The best type of gift is a complimentary service that your existing client needs, but doesn’t even know that you do. For a web designer, this might be a Web Health CheckUp. For an HR consultant, if you’ve only done mediation work for unfair dismissal, then you might offer to audit their policy frameworks. Or for a business coach, you might offer a 30min laser coaching session on either mindset or a business issue. Be sure to place a value on this complimentary offering so that people know that it is worth something.

A few good things can come out of this.

Number 1, you get a new client that is referred by a friendly face.

Number 2, your clients get to experience even another facet of your services.

And number 3, if you offer the right service, you might just get more business out of it. If you do a web health checkup, you’ll find that there’s some optimisation work that can be done. Or if you do a framework audit, then you’ll find that there’s an opportunity to bring that framework up to speed.

If you can get that message out this week, there's a very good chance that you'll have new business in before the end of the year.

Don't forget to let me know if any of these are useful for you!

best, Abbie
Abbie Widin, PhD
Marketing and Business Coach
One Extra Zero

Be sure to download your FREE report, "5 Marketing Mistakes You Don't Want To Make"
----> www.OneExtraZero.com <--------

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Abbie Widin
 
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Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Abbie Widin » Fri Nov 29, 2013 8:02 am

Tip #5 Contact existing clients, and see if they want extra service

Have you ever worked with someone as a service provider, and as you’re going through all of the actual work, then other things come up that could be done? This is called scope creep, and it’s one of the things that I teach my clients is how to set boundaries so that when the scope changes, then they don’t just do extra work for free.

But today's tip is a bit different. It’s calling up current clients, people who you are actively working with today, and seeing if there’s additional work that needs to be done.

If you’re a life coach, you might have an existing client who is on a 6month program. You could offer to do a half-day or full-day VIP day with them, as an intensive to sort out a problem that they want fixed.

If you are a fitness trainer, then you could offer to do a half-day VIP day such as a 3 hour fridge and pantry makeover.

Even if you have a harder service such as risk management consulting, as you going through the work, you'll find that there's an additional module that your existing client is ready to invest in.

I really want you to pay attention that I said, “what your clients want” and not what they need. You can’t give them everything that they need, and you can’t give them everything that you know. So make sure that you don't over-deliver and over-whelm them.

Keep that Outward-Focus!

These additional offerings are short sharp bursts of activity that generate good cash. You need to make sure that you have time in your calendar before you offer to expand your scope, as you’ll get a pile of people taking you up on them.

I want you to spend 10minutes reviewing your current clients, figuring out what additional work they might want done. Be sure that when you call, that you focus on what problem they want solved. Finish all of these calls before lunch and get that work booked in!

best, Abbie
Abbie Widin, PhD
Marketing and Business Coach
One Extra Zero

Be sure to download your FREE report, "5 Marketing Mistakes You Don't Want To Make"
----> www.OneExtraZero.com <--------

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Abbie Widin
 
Posts: 11
Joined: Wed Nov 20, 2013 11:35 am

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Debra Jarvis » Fri Nov 29, 2013 8:51 am

Hi Abbie,

Really good tips, looking forward to reading the rest!!! Thanks also to Barb for getting you to share such great information with us!

Kind regards
Debra Jarvis
Debra Jarvis
 
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Joined: Mon Sep 19, 2011 5:02 pm
Location: Brisbane, Queensland, Australia

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Abbie Widin » Sat Nov 30, 2013 8:57 am

Hi there Debra, I'm really so pleased that you're getting some value out of these! Here's #6!

Tip #6 Pre-sell 2014 and collect deposits

If you’re predicting that December is going to be light for you, and you’ve collected all of your outstanding invoices and nobody wants any more work done, then I’ve still got two more tips that are going to work well to generate a cash windfall this side of January.

I want you to consider if you can go out and pre-sell 2014 and collect deposits for that now. Here’s a good example of who this is a good fit for. Let’s say you’re a personal fitness instructor. Very often, people get a bit flakey during December, they have Xmas parties. They indulge. They know they’re going to indulge. And they jump into having a downright festive time. Which is great for them, but not so good for a personal fitness trainer.

One strategy that works well here is to know your client base. Our personal fitness instructor’s clients aren’t going to want her at all during December. But, they are going to be super keen to get those Xmas kilos off come 1st January. Instead of banging your head against a brick wall in December, then you want to have a pretty sexy title for your Get in Shape January program. You can pre-sell these, and require non-refundable deposits that is going to get your clients looking awesome after your bootcamp.

This works for all sorts of business that have a seasonal risk, but health & well-being and business services are the ones that spring to mind.
Abbie Widin, PhD
Marketing and Business Coach
One Extra Zero

Be sure to download your FREE report, "5 Marketing Mistakes You Don't Want To Make"
----> www.OneExtraZero.com <--------

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Abbie Widin
 
Posts: 11
Joined: Wed Nov 20, 2013 11:35 am

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Abbie Widin » Sun Dec 01, 2013 5:39 am

Tip #7 Raising your prices and booking in services prior to the price rise

When was the last time that you raised your fees?

You want to review your pricing every 4-6months, so that you know that you are in-line with the value that you offer especially as you continue to invest in your own development and continue to up-level your offerings.

So, you want to have a good look at what your pricing is, and if the opportunity is right, take an increase in 2014.

I was doing some work with one woman who had been sitting at $500k turnover for a couple of years, couldn’t get past it. She provides social media services to the music industry. And she started to really question her value and what value she provided. After sitting on a beach for a week, she realised that she was providing incredible service for a low price to people who were making multi multi million dollars. So, she came back, and with the right kind of announcements in place, she doubled her fees. And overnight, became the owner of a million dollar business.

At the other end, I have a client who is just starting out. She was doing bit piece work as a business development manager, and charging only $45/hour. That's less than a good admin! We looked at the value that she was providing, which was generally around $200k-$500k in revenue upside for her clients, and realised that she needed to be charging closer to 4-5 times that for fixed costs (like doing the initial assessment), and a substantial percentage of sales.

So, I don’t know your business or the intricacies of what you do, but if you haven’t looked closely at the value you provide, or you haven’t raised your prices in a while, you probably have some room to move.

As you communicate your new rates, you want to be sure that you are talking about your New 2014 prices, not talking about a price rise. You want to be sharing that prices are moving in line with market conditions. You can mention your track record of delivering results, the value you have created for your clients, and where appropriate, you might include some testimonials.
You might get one or two clients complaining – you’ll need to remind them how long it’s been since you raised your rates. You need to be confident enough to suggest that they take a look at other providers, but you’re confident that your services are strong and you are competitive in the market.

Announce to your clients that your rates will be going up on 1st January. If they want to pre-book any sessions or pre-book any work with you and do that NOW, they can do that with you at today's rates. They need to give you a deposit or pre-pay to lock in the current year’s rates.

Don’t be afraid to lose a client. The clients that you gain will appreciate you more. Your energy becomes more in alignment with your value.

best,
Abbie x

P.S. This is the last tip! If you have found these useful, then do head over to my website and download the Complimentary report "5 Marketing Mistakes that You Don't Want to Make". There are more tips inside this report - they will save you thousands in lost revenue as these mistakes are costing you clients today.
Abbie Widin, PhD
Marketing and Business Coach
One Extra Zero

Be sure to download your FREE report, "5 Marketing Mistakes You Don't Want To Make"
----> www.OneExtraZero.com <--------

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Abbie Widin
 
Posts: 11
Joined: Wed Nov 20, 2013 11:35 am

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Linda Black » Sun Dec 01, 2013 9:40 am

Hi Abbie,
You are so right about the survival mindset when money's tight. It's difficult for people to be proactive with the right service tone with panic in their voice!
Your tips are interesting although I would also welcome some suggestions for those of us in the alternative healing professions. It seems to me that there's a very fine line between offering assistance in the usual service industry sense and the more personal, and often sensitive, therapeutic areas. I find myself attitudinally aligned more with psychologists and GPs who don't proactively seek patients yet we don't have the institutional and socially accepted support systems they have. I guess I could change my attitude :D ! Not that simple though, I want to maintain that professional stance too.
What tips would you suggest for us?

Linda Black
Linda Black
Linda is a Clinical Hypnotherapist who also uses the Emotional Freedom Techniques (EFT, also known as tapping) to produce personal change.
http://www.insightingpeace.com
Linda Black
 
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Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Anne Morton » Sun Dec 01, 2013 9:33 pm

Hi Abbie
Thank you for all of your useful tips this week starting with the first one to collect all outstanding amounts owing. Your action point No 4 to follow up is so important and sometimes works and sometimes doesn't. But yes, you do have to try. Follow up is so important too in touching base with all previous clients in the past 12 months and all leads from the past 6 months. As you say, you never can tell if the prospect is still stuck and really needs you to take action for them. And you need to remind them that you are there and ready to help them move forward.
Referral bonuses are such a good idea and a gift is a nice way of saying thank you too.
Such a lot of useful information and thank you for sharing it with us
Kind regards
Anne Morton
Anne Morton
Lifestyle Video Productions
www.lifestylevideos.com.au
AVPA Accredited Member (Special Event)
Winner 2008 AVPA National Awards - Stage Production-School
Winner 2006 AVPA National Awards - Documentary Category 2
Anne Morton
 
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Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Abbie Widin » Mon Dec 02, 2013 9:19 am

Hi Anne, I'm so very pleased that you found it useful. Do feel free to let me know what worked best for you!


Hi Linda, I think that these tips can be useful for the softer services too. The main point is to be proactive and visible. I worked with a psychologist on growing her business - even before working with me, she actively managed her relationships with referring GPs, went out to networking events with her ideal clients, contributed articles to a publication read by her ideal clients, and wrote a book that got a lot of publicity and again raised her profile. The tips I had here are about generating cash by year end. I would have a different set of tips for finding more clients!

Don't forget, the more clients that you serve, the greater your impact in the world, and the more likely you are to be able to stay in business and continue to serve :P

Best, Abbie
Abbie Widin, PhD
Marketing and Business Coach
One Extra Zero

Be sure to download your FREE report, "5 Marketing Mistakes You Don't Want To Make"
----> www.OneExtraZero.com <--------

.
Abbie Widin
 
Posts: 11
Joined: Wed Nov 20, 2013 11:35 am

Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Barbara Gabogrecan » Mon Dec 02, 2013 4:48 pm

Thanks you so much Abbie for such an interesting series of posts. I note that over 100 folk have read your posts so far, which is pretty good for this time of the year when everyone is so busy. There will be many more viewers over the weeks, so keep a watch on the numbers beside your name in the Guest Expert listing. You certainly received some interesting comments and questions from some members, which you responded to in a very positive and helpful way. Thanks again.
Warm wishes
Barb
Barbara Gabogrecan assists HBB's to market their business online
http://www.HomeBasedBusinessAustralia.org

Barbara is an artist specialising in silk painting; her video is on page one of You Tube http://youtu.be/1ZA9HObN_Go
http://www.SilkPaintingByGabogrecan.com/

Having survived a stroke and a brain tumour, Barbara wrote a book titled 'Thank God I Had a Stroke' to motivate and inspire others suffering from similar afflictions.
http://GabogrecanStrokeRecovery.com/
Barbara Gabogrecan
 
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Re: Welcome Abbie Widin –Get A Windfall of Cash by Year End

Postby Robyn O'Connell » Tue Dec 03, 2013 1:36 am

Hi Abbie,

I've been reading your posts with interest, but my work is a little different.

I am a funeral celebrant and so therefore the following up of clients is difficult as many really don't want to hear from me again unless they need my services. On a light hearted note I can't very well ring up and enquire if they know of anyone who is likely to fall of the perch in the near future! I do write to them after the service, giving them a little booklet on making their way through the quagmire of grief and then, at the end of the year, (which I have just done) I write and invite them to a memorial service. I'm sure this does pay off, as about 60% of my work now is through families I have dealt with before (after 12 years), or relatives of theirs, or people who have attended a service I've done and liked what they saw.

As I get paid on the day or within the week with some funeral directors now opting for direct payments through the bank, I'm fortunate to not have any bad debts or slow payers - lucky me!!)

I've enjoyed reading your posts… thanks!
Robyn O'Connell
 
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